Why Supply Chain Efficiency Must Become Increasingly Important to the Orthopedic Trauma Device Indus

One of the most basic elements in business school is to learn product and industry cycles. It’s macro economics 101. So what I am going to say here isn’t rocket science. All industries are subject to the laws of this cycle. Outside factors are of course influential. Technology and innovation, market demographics, patient demographics, and in the case of the medical market, payer changes, all are very important. Classically, the only factor in direct control of the suppler (OEM) side of the analysis is technology and innovation. While innovation still occurs and is invested in, the marginal improvement in outcomes gained through hardware innovation overall is tightening. It is especiall

How Digital Management of Orthopedic Trays (DMOT) Helps Clean Up Messy Loaner Set Programs

The orthopedic implant/device industry has a challenging mess on it’s hands. Evermore vigilant to drive asset turns, the OEMs are less inclined to consign implant sets to sit on a hospital shelf. “Loaning” the sets and trays on an as needed, per case basis drives asset turns, which means higher ROI on these assets. This is a good thing for operations and profits. However the move to just in time delivery, combined with lumpy demand prevalent in surgical case volume creates asset availability issues, and pressure for on-time delivery of product. Sales reps, who quarterback the process, are under increasing duress to deliver the right equipment on time for their customers. “Turn downs”

Two Good Reasons Why Established Orthopedic Device Reps Should Embrace Digital Management of Sets:

I was in the trenches as a trauma device rep for 15 years. I have nothing but respect for the job. Its hard and unrelenting, and getting harder. The market has changed, and will continue to change, in ways that are not necessarily beneficial for field sales. Cost pressures, centralization of purchasing decisions, and contract driven sales models are affecting not only how device reps do their jobs, but incomes as well. These factors are completely outside of their control - they are driven by the market. I’ve made numerous posts about the Summate solution, which automates implant tracking through scanning usage directly from the surgical field during surgery. The reactions from some of

“We’re not sure what hardware is in this patient. They have to come out. Can you help?”

I was a trauma implant rep for over 15 years. I would get this call from one of my customer’s office managers probably 2-3 times a year. Every year. I would go in and look at radiographs before the case, and try to make out the shape/profile of the plates, and sometimes I could tell. Or at least I could make an educated guess. Any little bit of information was helpful. How can this happen? It’s a dirty little secret but the accuracy of recording what goes into patients is a bit of a mess. Not a lot of people know about this, because not a lot of people are vertical in the operating room. The recording process is entirely manual, and can rely on OR staff who have no idea about the par

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