How to Leverage the Tightening Hospital/Physician Relationship

How to Leverage the Tightening Hospital/Physician Relationship
In anticipation of leveraging conversations with surgeons at AAOS' Annual Meeting, this column focuses on major trends reshaping the device company and provider relationship. Each of these trends represent opportunity for orthopedic companies.

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Innovation and Surgeon Advocacy Key for Small Company Success in Purchasing & Value Analysis Navigation

Innovation and Surgeon Advocacy Key for Small Company Success in Purchasing & Value Analysis Navigation
Patrick Vega's quarterly column is intended to prompt orthopedic device company thinking beyond price by better understanding the provider environment and by pursuing provider partnerships that convert one-time sales into long-term strategic and trusted partnerships. He explores core elements of hospital value analysis and purchasing, and ways that your sales channel can successfully navigate the processes.

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Surgeon Insight: The Future of the Anterior Approach in Hip Replacement

DePuy Synthes announced the Anterior Advantage Matta Method in 1Q19. The namesake of the program, Joel Matta, M.D., is a surgeon at The Steadman Clinic, Co-founder and Chairman of the Anterior Hip Foundation and a pioneer of the anterior approach. He began using the anterior approach in the late '90s and has remained dedicated to the technique, noting that it results in tissue preservation and shorter recovery time. More than two decades later, he remains committed to teaching and advancing the anterior approach.

NASS Launches Multidisciplinary Spine Registry: Here’s what OEMs need to know

To measure and improve patient care, NASS has launched a diagnosis-based clinical data registry to track outcomes. The web-based platform will allow healthcare providers to collect and analyze their spine care data and compare it to the de-identified data in the entire registry.

The Future of Spine Care: Rethinking Collaboration Among Hospitals, Physicians and OEMs

The future for spine care is bright, but will require strategically rethinking traditional business practices with a greater emphasis on collaboration and more intimately understanding the respective products, services and goals for each stakeholder: providers, physicians and OEMs.

How Will Orthopaedic Procedures Change in the Next 10 Years?

The OMTEC 2018 Closing Keynote panel of surgeon entrepreneurs and executives fielded an audience question on ways that surgical techniques will change over the next five to 10 years, and what might that mean for new products. We thought it was great question with insightful answers, which we have recapped here.

Surgeons Seek Innovation in Instruments, Delivery of Care

We need to address the real problem. To orthopaedic surgeons on the OMTEC Closing Panel, the problem is delivery of care. Current instrument options, according to them, lead to changes in surgical planning, downtime between surgeries, significant cost assumed by the hospital or surgery center and inventory management conundrums.

Why One Surgeon Entrepreneur is Focused on MIS, Orthobiologics and UDI

Patrick Sweeney, M.D., is a spine surgeon with a special interest in minimally invasive surgery. He is also Founder and Medical Director of the Center for Minimally Invasive Surgery, an ASC, as well as an inventor/entrepreneur, and founder of a device company and an eHealth entity. We spoke with him about his diverse orthopaedic endeavors.

Surgeon Leadership Essential to Influence Implant Purchasing Committees

The changes in hospital purchasing methods reflect a multitude of stakeholders who must learn to work together to truly create value for the system, by realistically assessing needs, features, volume and durability when making purchasing decisions. It simply cannot stand on price alone. Like anything else, if surgeons want a voice in the process, they need to step up and become involved in these new processes and committees to ensure that their patients best interests are represented equitably.

OTA Recap: Trauma Surgeon Identifies Areas for Device Improvement

Two of the greater challenges that trauma surgeons face today are an increased number of complex fractures and complications from fractures. Michael D. McKee, M.D., Program Chair of the Annual Meeting, outlined four trending surgeon issues that device companies could consider for product enhancement.

NuVasive Founder Talks Minimally Invasive Surgery

Minimally invasive surgical (MIS) products are a staple of todays spine company portfolios. In anticipation of new devices to be launched at the NASS Annual Meeting, we asked James F. Marino, M.D., a thought leader in MIS and founder of companies NuVasive and Trinity Orthopedics, about the technologies.

Bundled Payments: AAOS Conversations Center on CJR and Beyond

The advent of the Centers for Medicare & Medicaid's Comprehensive Care for Joint Replacement (CJR) program fueled AAOS Annual Meeting conversations regarding the best response by hospitals, surgeons and device companies to bundled payment reimbursement models, including those that extend beyond joint reconstruction.