Chapters Transcript Video S+N Performance Network – Q1 2021 S+N Performance Network – Q1 2021Originally Broadcast: February 11, 2021 | 6:30 PM CST Submit Key Takeaway Answers Yes. Mhm. Uh huh. Yeah, yeah. Welcome back. I'm y'all, Marin. This marks the second edition off the Smith and Nephew Performance Network. As a reminder. Thes courtly broadcasts are designed to deliver you valuable information that you can better support your customers and deliver on our goal off. Being the fastest growing medical technology company in the industry since our last episode, we've taken your feedback and evolve the program to better meet your needs. On this edition, you will see a condensed broadcast, but with the same high value and creative content you've come to expect from our marketing teams. As you watch, we ask for two simple requests. One remember, this broadcast is for you. We want to hear from you your feedback, your ideas, your success stories. You can share those thoughts in a survey that you will receive following this broadcast to take note of the developments, perspectives and insights that you can carry forward into your customer interactions. And finally, we want to reward you for engagement with a bit of fun. When you see this icon, pay special attention as this will indicate key takeaways. You certainly will want to remember at the end of the broadcast, you will receive an opportunity to submit answers to a few questions. Based on those takeaways, we will randomly select a submission to receive a very special reward with that. Thanks for tuning in. Now let's get started with this episode off the Smith and Nephew Performance Network. What is up? Wide world of Knees and welcome back to Nick Innate Live on S and P n, where performance matters. I'm Nathan Paris, and this is my co host, Nick Tali. Thanks, Nate. I cannot believe they actually brought us back for another episode. I know. Look at this nice new studio they built for us to. This is outstanding. I gotta say, Randy, thank you. But if I'm being honest, I'm gonna miss our fireside chats. Uh, last episode, I promised a team that you would give out swag. Whoever had the best emission of themselves living the tiki lifestyle. How many submissions do we have? Their names? I had a huge response. Check these out. The rock obviously liked our shout out. Last episode we also had a spin shura, Magnum P I, with a double submission and of course, future Hall of Fame. running back Tiki Barber. We had a huge group effort from some leaders at Smith and Nephew. That's leadership. That's leadership right there. Unfortunately, receive zero submissions from our sales team. A goose egg, you say, Come on, guys. We expect more from this team. All right, Now, before we get started with our first guest, I want to take a moment in Highlight the latest addition to the clinical compendium evidence with Journey to X R and the journey to see our total knee system. This most recent publication can be found in the Journal of Arthur Plast E. And is featuring the lead author of Dr Richard Common Stock. Nate. Tell us a little bit more about what the reps can expect to find in this publication. Yeah, absolutely. The biggest take away is that Boat Journey to C, R and X are demonstrating normal like cinematic patterns, particularly past 60 degrees, where they show no significant difference from the normal knee. The others also noted that compared to other studies on conventional, see our knees journey. To see our demonstrate improvement both from or rollback and axial rotation, check out the evidence and focus, summary form or detailed breakdown. Alright. Um, thanks for having me on fantastic. Well, nay, it is time for our first guest. I'm excited to announce to you the launch of Sink is here. Sink. That's my favorite boy band. I can't wait. Tell us more. Well, Nick, what's your favorite implant? Come on, Cindy. We all know it's journey to total need. And Nate, what's your favorite instrumentation set? Don't answer that. So not ours. Sink is designed to be adjustable, intuitive and more efficient, so it not only benefits your surgeons, but it's also gonna benefit your viewers. The reps Who? I could see that. So, Cindy, tell us, what are some of your favorite features and what is a scrub? You ask Nick, I'll start with the adjustable. Valda skied as you see here, surgeons can make adjustments with this piece in one hand. Mhm. And then here is the tibia alignment guide. This is going to allow our surgeons to make more fine adjustments, which is something we've been asked for for quite some time. Cindy, that is fantastic. But we know the big question on reps mind is gonna be How do I get my hands on these sink instruments. Contact your area marketing director to reserve your sets today. Well, I'm trying to let that experience sink in. Speaking of super excited, there is something ridiculous going on outside of our brand new studio. Yeah, I've been totally distracted, and it looks like Cindy is are on the field reporter. Now take it to Cindy. I'm outside Goodlett Farms where there seems to be a crowd that has gathered. Tell me, why are you here? We're here for on the Zone. Way started. The in the Zone campaign to raise awareness. Improving revision. Total knee, Arthur Plastic Survivorship way. Believe that if you use a multi zone fixation approach, we can improve survivorship in revision. Total knee. Arthur Plastic. Hold up. Hold up. Hold up. What does multi zone fixation mean? So the knee joint is broken up into three different zones. Zone one, the joint surface. So zone two, the meta facist on zone three. The diagnosis More zones, you can provide solid fixation for or own the better for overall results. So tell me, how could Smith and nephew help with this Legion cones? Baby Booth data shows that revision needs that include a cone have higher survivorship rates. Okay, then. That is great to know. Cones improve survivorship. Nick and Nate back to you guys. That was, uh, interesting. Interesting is a good word. I'm just trying to wrap my brain around how that image of the zones popped up during a spontaneous live interview. Well, that's all the time we have for today. Thanks for tuning in to Nick and Nate on S and P n where performance Matters face. Yeah. Mm. Hi. I'm Peter Shack. Now that you've met our team, I want to take a couple of minutes to tell you some exciting news about our biggest hip product launch since be HR, Theo are 30 dual mobility. 2020 was certainly a strange year for all of us. But you did an incredible job staying focused on selling hips. Thanks. You're selling efforts. We saw over 3000 new O R. 30 procedures accomplished across the nation in 2020 which not only drove sales of o R. 30 but also pull through sales of other hero products such as polar stem and redact ephemeral. 2020 Incremental sales of over 30 surpassed $10 million congratulations. So it's no surprise to most of you the cove. It was also a challenge for operations team. But after establishing new work restrictions and adding a new oxen, iam oven O r. 30 set deployment and inventory availability greatly improved in the second half of 2020. In fact, we deployed 485 sets last year, 50 sets above the plan As we kick off 2021. It's important that you know that we're committed to providing you with all the selling tools and sets you need to drive your business. This year we will deploy another 680 0 r 30 sets, providing o r. 30 do, um, ability to mawr surgeons and patients and giving you opportunities to achieve greater sales success. 2021 is sure to be an exciting year for our 30 Please work with your area marketing directors toe. Identify competitive O R. Three opportunities and let us the U. S hip marketing team know what we could do to support your hips. Selling efforts this year with this major investment in capital equipment, inventory and marketing support, there's a world of opportunity in your hands. Now let's go to Lisa Short to take a deeper look at the o R 30 technology do. A Mobility is an increasingly important tool that surgeons air using for complex primary and revision hips. So a device that works well in all their patients is a valuable tool for them. The S a tabular cup they use is an important foundation to the success of the procedure. With O. R. 30 surgeons can choose the cup that fits the needs of each patient. The alignment peg is designed to prevent canting, orm al alignment and premature locking of the liner. While the deep 18 degree taper has been shown to improve seating compared to shallow, steep tapers in other devices, surgeons are pleased with how easily they're able to properly seat the oxen. IAM D H liner. Simply put, it makes their surgical experience positive and efficient. Don't underestimate the importance of these simple but powerful design elements. As you talk with customers about O. R. 30 the central principle of all dual mobility devices its stability. Each component in the O. R. 30 construct is designed to address this key need and minimize risk. Associate ID with dorm ability. Specific issues such as intra prosthetic disassociation or I P d. The East centric or self centering design in O. R. 30 medial eyes is the polyethylene insert to the face of the shell, while lateral izing the liner. The design elements we've looked at so far are enough to move many customers to adopt O or 30 But what makes o R. Three truly advanced is oxen. IAM. In recent years, the orthopedic industry has seen a growing body of evidence about the corrosion risk in implants with mismatch material specifically cobalt, chrome and titanium. In our own lab tests, we have compared oxen. IAM heads on titanium stem Trinian's two cobalt chrome heads on titanium stem Trinian's lab, and clinical studies repeatedly demonstrate that oxen IAM is less prone to corrosion than cobalt chrome. So with the growing evidence against the most common modular dual mobility devices currently on the market, you have a really great story to tell. You have the best option for our customers and their patients to avoid crevice corrosion as well as long term corrosion problems with both oxen, iam and oxen. E M D h. We can't talk about 2021 without highlighting our new product launches for the year. Here's what's on tap. We're excited to launch the able advanced interior approach this year. Starting in Q one. This technique will be our competitive edge as a muscle sparing approach with minimal technique changes and investment for the surgeon with two different approach options while supine and lateral this year, we will also be launching the polar cemented stem, thus rounding out the polar stem family with a cemented option for our users, complete with over 10 years of solid clinical history. By adding this stem to the polar family, it will allow our polar users to be able to pivot from a press fit stem to a cemented stem without having to open any additional trace as well. I'm not. Instruments are being launched. I'm not instruments or modernized instruments for anthology and Anthology, a fit with modular interfaces and a more sleek design. This is the instrument upgrade our surgeons have been asking for. I hope you're as excited as we are about these 2021 hip product launches with these new products combined with O r 30 rid apt and polar stem. We believe 2021 is our year to win big in hips and we're gonna take major share. Our collective success depends on you. Reach out to the hip marketing team with any questions or for assistance with any of your efforts. Let's make 2021 a great year. Oh, hey, man, you're awfully dressed up for Thursday afternoon. Yeah. Hey, David, what's up? We've gotta know. TJ team training call coming up. Gotta look professional with our customers. Oh, yeah, Yeah, absolutely. Man, that program is really taken off. Haven't we trained like, over 70 HCPs this year? Yeah, more than 70 actually. It's a great surgeon education program. You can train surgeons, anesthesiologists, administrators, care navigators, anybody that's looking to migrate total joint cases into the ambulatory surgery center. Oh, yeah, Yeah. I remember seeing some data that came out about something about how half of the elective hip and knee procedures are gonna be done. The outpatient setting by the end of this year. Hold on. Just a second shed. Hey, I'm on. I'm on the phone on the phone. Sorry about that, but yeah, I mean, we really have got to get on the ball here and get our customers and surgeons through this program so we can win in the S e. All right, buddy. Well, it's been good talking to you. I've got another call. All right. See you. Yeah. What a day. Gotta love this work from home thing, huh? Absolutely. Casual. Thursday's air. Awesome hand sanitizer. No, I'm trying to quit. Top you off? Absolutely. Oh, from Hey, what's up? Termination? This is Nick Morrison from sales training, and I'm joined today by Kristin Lee. Thanks for having me and Jon Rawlinson. Hello. Hello. Hello from the plane Screw marketing team. And we're here today to talk to you about strikers knew very acts many plating system and, of course, our beloved evos Many waiting system on to get us started. We're gonna go out to the field like, literally a field like a desert like ah, field made out of sand And we've got one Brian Coats and Brian. Uh, can you can you start us off by by talking to us about how strikers gonna be positioning that new mini system? Uh, in the field, please. Hey, Nick. Thanks for having me on. They're gonna be looking at the back table layout in the 24 to 7 compatibility and the implementation versus Cynthia's my hand, but also will be going after some of the GPO contracts and where they have t i agreements already in place. They're looking to go and extend those awesome articulate as always, um, s o just a couple of things S o Brien mentioned t aya's, uh And for those of you that don't know, that's ah, trauma inventory agreement. So that's where Strecker comes in. They look at the inventory, they right size it and they and they take that out and they put in ah, similar dollar value of striker equipment. And then they sign a contract with the hospital for 90% shelf space, right, So 90% shelf space. And now that they got in many playing system, it's just one more reason for them to say you don't need Smith and Nephew. Yeah, and he brings out the back table. And I found that funny because the very ex many set looks like the Cynthia's many fragments, too. So they're the same. The broken out in three different modules that was the driving factor behind ive us many to being designed the way it is. Everything's in one set of all the place right there in front of you. So we've got a lot of great feedback on that lay out of the US money said over the years. So it's just interesting that they chose to go the route and copy of the Cynthia's Trail. Awesome thing. We're gonna go back out Thio field just a second before you that we have a word from our sponsor evos many. I put that on everything. Awesome. Thank you. Eso Alright, We're gonna go back out to the field again, the same field. We're gonna be talking to Joe Scholten. Um and, uh, Joe uh, my man, Can you Can you give us some scoop on how Striker is gonna be positioning? Uh, very acts. Many against the evos many. They're gonna be selling titanium versus or stainless steel 242 Southern instrument compatibility in a small back table layout. But most importantly, it may challenge or screw attention on our Eva's screws. Alright. Uh, intriguing. Thank you. Erudite is always click. The man is a scholar. Clearly, uh, and gents, what do you think? What do you say? Well, I think it's interesting that they chose titanium, and I'm sure the reason that they did that is because they're very acts. Two systems, titanium. Their access three system is titanium. They wanted to be compatible across all lines, but it'll be interesting to see if they have the same issues that we had when we first developed even as many as a titanium system. We quickly found that place good weird to be the same strength as a stainless steel plate. We also found a lot of issues with the longer small diameter screws, especially during insertion. Um, the screws would been. Sometimes they cheer off. It caused a lot of challenges, So we made the hard decision. Thio kind of delay the project a little bit. And redesign is a stainless steel system. Yeah, that coupled with, uh, you know, throughout the years talking with many surgeons, the preference that we found was more on the stainless steel side than the titanium side. So I think it be very challenging for them to convert the evos many users here you used thio, uh, having stainless steel to a titanium meeting fragments that as well. Let's go, Let's talk, Thio, Yanni, Carlos. And apparently we caught up on a snack break. Eso Yanni. What's your experience been with with very acts, Very expecting some of certain feedback that I've gotten regarding the very ex Too many frag system is that their instrumentation isn't all that great. And the titanium is gonna be a very serious issue, especially when you're dealing with 2.0 millimeters screws. Yes, truly devastating insight. And if you look at that furrowed brow you can literally see see the words being strung together into a sentence. How brave. Um, we'll go back out for, um for just one last word on the How uh, we is the trauma nation could protect our Eva's many business. My advice on how to keep pushing evolves Mini Frag is to sell the whole evos back. We have a whole array of excellent plates and screws. Now, with even a small frag look, strikers plan is toe have about 500 of these sets in the field over the course of the next year, so that's a lot. And they're starting. It seems they're gonna be starting off. It makes sense. They would start off with Cynthia's, but it won't be long before they're knocking on your door. Azaz. Well, so in the the immortal words of Leroy Jenkins, let's do this. And, uh, that's all we have. And so apologies, toe hat trick taking all the time. Thanks. Bye. Alright, Trauma nation. Time to start our day. Born juice Check Peanut butter. Check its most importantly. You know, so many Nower days Ready to roll. Evo Spinney Don't leave home without my name is No, my son is No, My number is no You need todo. Hey, Doctor. No. How's it going today? Appreciate you making some time for me. Hope it's not too cold up there in a lot of falls, New York. Hey, Charlie. Glad I could take a quick call here with you. Hey, my next guys is coming up, so Yeah, let's just talk about this all right. Hip thing. I know you've been trying to connect with me, so let's get started. As I recall, your Zimmer implant user utilizing the posterior approach. And last time we talked, you said the hospital was thinking about a robotics and enabling tech program Is that still the case? Yeah, I mean, the hospitals interested. They want my opinion on on the technology itself, especially for total hips. So I'm still not sure if if navigation is worth revisiting, I believe it is worthwhile. And I wanted to ask you in all your years of doing total hips, what prevented you from using enabling technology in your cases? Well, I mean, Charlie, during my residency, we did navigated hips. Your registration was done with patients a pine, and we flipped the patient on their side to perform the actual posterior approach. Uh, in my opinion, really took too long. Um, I knew when I started my practice that it wasn't something that I was gonna adopt. I don't want to spend extra time in surgery. And flipping the patient was really not something I was interested in. So now that said, I did like the cup placement information that we received using navigation. Well, based on that experience, I totally understand why you haven't adopted that into your current total hip practice. But fortunately, Smith and Nephew offers a technology called Ari hip navigation with a simplified registration. It only requires four landmarks on the asset tabular side and two on the federal side. Actually, there's a great paper and computer aided surgery from 2012 on public plane registration that establishes those an atomic relationships that we utilize for a simplified registration process. Well, it's refreshing to see that some things have changed, especially since I've last used it. Um, you know another reason I never really adopted navigation? Is it directly or didn't really directly assess pelvic tilt? You know, it's a topic that is coming up. Maura Maura Almost in every meeting that I go to these days, you're absolutely right public till it has become a major topic for around modern hip approaches. Fortunately, our hip navigation addresses pelvic tilt in a very unique way. The first way is pre operatively. When you do your trauma cad planning for implant sizes. You also plan points on the pelvis in order to determine that patients pelvic tilt inter operatively. You will pull that plan into the case and then, which will allow you to place your cup in reference to your an atomic plane as well as your X ray plane? Well, e. It really seems like things have changed Charlie. I didn't realize he could do that so literally, I can now have patient specific cup placement. That's a nice touch indeed, Dr No. If you love that feature, you're gonna love the simulated post op X ray, which displays live cup orientation in real time. Maybe glad to see the technology has evolved. Charlie, Your solution sounds good, but I really need to get my hands on it. But all in all, it's much improved compared to what I used. Absolutely. There are many great features of our I had not been simplified registration, pelvic tilt assessment as well as a simulated post op X ray. Hey, Charlie, I really like what I'm hearing, but I'm sorry. I've really gotta go. No worries. I know we're out of time. How about I arrange a demo for you in the next few weeks? That's fine. Get with Mary, my scheduler, and find some time on the calendar. I'll call her today. Great sales team. Are I hit Navigation is a solution worth talking about? Be sure to review that great information on sales life online. Look for other game on content to help position are I hit navigation as well as a new data from Professor Davis out of the National Joint Registry. And remember, Zimmer doesn't offer any enabling technology for hips game on. Mm. Yeah. Uh, guys, what is going on? Yeah, So we were just using your office toe, build our positive connections SC team, and get the word out there. You know, a lot of total joint cases are migrating the outpatient setting we're building Aria Digital Care Management platform to Yeah, it's gonna be awesome. Well, that's really great that things are migrating out there with the re con reps. Why the two of you migrate the hell out of my office, e. Hey, team. I'm Randy Kilburn, head of global orthopedic marketing, And I want to personally thank you for joining us for the first edition of the SNP N broadcast in 2021. You know, in light of the challenges of 2020 we refocused our efforts towards new and creative ways to communicate with you and our customers. Well, by now, you should have received the Smith and Nephew Performance Network newsletter. And just like before, this is where you can go deep into products including value, propositions, evidence, even a little bit of marketing well. Earlier in this broadcast, Ja'Mar promised a bit of fun, and now is your time to test your knowledge. So right after this segment, you'll see a few questions related to our key takeaways. Be sure to submit your answers to the email you see right here on the screen for your chance to win a big green egg. Lastly, thanks for all you dio. Let's kick off 2021 with the energy focused on delivering the best solutions for our customers with that good luck and great selling mhm. Published January 25, 2021 Created by
