S+N Performance Network – Q2 2021
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mm hmm. Mhm. Mhm. Mhm. Mhm. Yeah. Mhm. Yeah. Mhm. Yeah. Yeah. No. Yeah. Mhm. Yeah. Mhm. Mhm. Hello, I'm Patrick Henry and Welcome to the 3rd edition of the Smith and Nephew Performance Network. Remember these broadcasts are designed to deliver you valuable information so you can better serve your customer and help us deliver on the goal of being the fastest growing medical technology company in the industry. Last episode, we mix things up to make the broadcast more rewarding. If you recall, we ask for you to look for this icon that indicated key takeaways that you should remember. At the end of the broadcast, we gave you a chance to submit answers to a few questions based on those key takeaways. The winner was randomly drawn from submissions and they want a fantastic green egg package. Well we're doing it again. So stay sharp and focused on the information you'll see over the next few minutes for a chance to win your own prize. In the meantime, let's hear from Adam Corolla, our first winner. I want to thank everyone for putting the time and effort into making smith and nephew Performance Network as success. Our marketing teams are really cooking up some great insights to uh win big with our customers. Please submit your answers at the end of the show for a chance to become a winner just like me. I don't always watch smith and nephew Performance Network, but when I do, I want a big green egg stay, classy smith and nephew. Thanks again. I'll see you in the field. Thanks adam. I'll take my medium rare and hey, I love that shirt with that. It's time to get started brace yourself. We're gonna fire up this episode of S. And P. N. So let's go, mm pardon the interruption? I'm lee Lovato, director of extremities marketing here with Liz Russo, senior manager of lower extremities, Foot and ankle marketing. Lee, we've seen a lot of action these past few months. So let's not waste any time and get right into the rundown. And we begin with the new extremity team, starting with the upper extremity line. Now let's take a look at the lower line and special teams. Mm mhm. This is a truly championship caliber team with three spots to fill before the trade deadline. Lee, what do you think? Will this team be able to go wire to wire in their new orange sweaters? Absolutely. This team has faced changed before and has the experience and diversity to take orange to the top of the market share leader board And there are still a few open roster spots as well as we're currently recruiting for new talent. And the last thing I'll say is that I like this team's chances to run the table. The integra extremities acquisition closed on January four. This has created so much depth within the overall trauma extremities portfolio. Let's take a look at the upper extremity lineup. The upper extremity is a complete portfolio of joint replacements for the fingers, thumb, wrist, elbow and shoulder as well as soft tissue released options for carpal tunnel and cubicle tunnel are small joint replacements are made from a unique technology called Pyro carbon and now on to the foot and ankle portfolio. The depth and breadth of this offering is impressive, covering nearly every disease state and foot ankle orthopedics from hammer toes and bunions to end stage ankle arthritis with a number two position in both first M. T. P. J. And ankle replacement. Lee. What are some of the star players you see within these products that have been added to the smith and nephew offering on the upper side. The stars are the market leading total risk replacement in hand portfolio, including unparalleled finger joint replacements in both silicon and advanced para carbon material. The exciting shoulder arthur plastic platform really complements smith and nephews, recon trauma and sports teams for lower the standouts are the total ankle replacement system in cadence, Salto Polaris and the XT revision system lee you cannot forget about the panty to TTC. Now this was designed to be best in class products and is driving significant growth and now let's go to the gaffer for has taken all of the new additions craig. What's been the biggest surprise for you thus far with this expansion? Thanks lee, I wouldn't say yes. It is a surprise. I would actually start with by saying that we are just really pleased with the products that have come on over, you know, before the acquisition, we knew that the total ankle, we knew the Pantanal, we knew the shoulder. We're all going to be really good fits within this company and now that they're starting to get pulled into smith and nephew, we're really excited about what lies ahead in the future, I would say from a surprise standpoint. Yeah, we've had some bumps, we've had some hiccups. Um, but I think overall it's been pretty smooth from an immigration standpoint and in light of Covid and the lack of doing a lot of things with a personal touch. I'm really pleased with what the team has been able to accomplish here in the first three months and really looking forward to what lies ahead. I couldn't agree with you more before we let you go craig, what's the key to success for these new team members? Great question. I think there's three key factors to success. Number one, stay focused. There's clearly a lot flying at you right now as you came into smith and nephew, but always focus on the number one thing which is your customers and the patient second embrace the change. There's tons of uncertainty but make the most of it get to know your smith and nephew counterparts both with a short term and for the long term and then third resiliency. Okay, you need resiliency, you need to be tough, you need grit everything to get through this. This has been a heck of a 2021 so far. We know it's just going to continue into the back half of the year, so continue to knuckle down and together we're going to build a great franchise. This isn't the only notable move made recently. There are changes all over the league in the extremity space with deals being struck, most notably a three way trade with striker, right, Medical and DJ. Oh Liz, what does this mean for smith and nephew? There's a lot of opportunity here, but probably the easiest for smith and nephew to exploit our, the finger joints and the star ankle that were traded to D. J. O. As with any trade, there's disruption and change in local representation and per the latest injury report, the star ankle suffering from advisory notices coming from the FDA on product failures and Liz, I'll add that the analysts have recently come out with updated standings showing the smith and nephews ankle neck and neck with star ankle. I'd expect the scales to tip this season in smith and nephews favor relegating star out of the top two position is held for the past year. Well, we didn't quite get the buzzer beater in this time, but lean. Do you have any last minute advice for the sales team? We have some clear openings with surgeons being forced to change sales reps with the striker, right, DJ? Oh, shake up to make the biggest impact in the standings. Go out, intercept that extremities business from striker, right, and D J. O improve your skills. Stay up to date on the latest tools by checking out the navigate learning page. And with that we leave you until next time. I'm lee Lovato and I'm Liz russo. Thanks for joining us. Yeah. Mhm. Mhm bob. Mhm Man, what are you clowns doing? Oh hey craig. Yeah, we're working on our NFL Pro Football Hall of Fame Strategy. Yeah. We recently formed a partnership with the hall. It helps provide health care options for ex players through the National Football League and the Player Care Foundation. Yeah, we're working with the Pro Football Hall of Fame and Hall of Fame Health to join surgeons and facilities all across the country as centers of Excellence. This National Care Network aligns with smith and nephew strategy to improve patient care within the outpatient setting. Through technology, Digital Health and world class joint replacement products. Man, I'm super amped for your NFL collaboration here. But we got some serious work to do here. We're trauma. Let's get out of here. Hey guys, hey guys, what'd I miss? We're good, we're still on uhh no, Donny Craig said we couldn't practice in here. What what about the Hall of Fame Health Partnership dude, it's all right, big guy. What's the, Yeah, I'll just, I'll keep it pg. Mhm, mm. Yeah, mm, mm. Yeah. Mhm. Yeah, yeah. Mm. Yeah. Mm. Yeah. Hey jenny, we are using the rosa robot today. Hey, are we set up in over 15? You know where we usually keep it? Hey what's up lee what's the tower thing you're rolling around? Hey man uh This is Corey the latest robotic system from smith and nephew. You know it's the smarter more efficient and held robotics. Dr H. Has several cases book today so I'm taking over to the S. C. You know it's like corn was really made today. S. C. It's perfect over there so small and easy to move. You ever take rosa today? S. C. No not really it's a little bigger. Roll around so we just keep it into our 15. You know rosa requires to equipment cards, a few instruments sets and several sterile disposable so dedicated O. R. Really is the way to go. Uh It can be portable if necessary. That doesn't sound portable at all. Um So if you don't really move it around, what what does your robot do exactly? I mean does rosa require X ray ct? Um Ri is it efficient efficient? Absolutely. It's so efficient. Surgeons can choose image based and an image this option to create a three D. Model. Now whether you're doing an image less or image based option, the surgeon has to take 19 discrete points in the ore. Those 19 points allow the surgeons to register the X ray. They can measure the need for resection depths and other variables in the workflow. So pretty efficient. Huh? How does Corey create a three D. Model? That sounds pretty complicated That X ray process doesn't sound efficient at all. Corey does not require C. T. Or M. R. I. It uses smart mapping to create a model of the patient's anatomy captures the patient's bone and cartilage at one time. No need for additional costs, time or exposure to X. Ray. M. R. I. Or C. T. Scans. Now that's efficient for the patient and the surgeon. What what actual robotic function does rosa performed? How does it keep the surgeon from cutting too much or too little bone? Well that's robotics. Trust me. Our cutting edge robot navigates the distal federal cut proximal tibia cut pinholes to place a P. Cut. Guide robotic arm is a stable way to hold the cutting block while the surgeon pins it. A saw and a saw blade are used to make the cuts mm. Your robot navigates a salt cut. Huh? I didn't hear anything that sounded really robotic to me. Well look I said robotic arm and use the word robot a few times, jesus. Well that's all you got. Huh? Impressive. Well how can you be accurate if you don't have an arm based robot like rosa? Actually we're extremely accurate. You don't need an arm. The surgeon has to already kori let's the surgeon take control develop their own plan during surgery with the touch screen tablet. Both the implant position, gap balance are determined in a single planning phase implant position can be adjusted within a half millimeter. Have to agree to optimize the implant components. It also offers a hybrid cutting flow to accommodate you know surgeons of all experience levels from measured resection and mechanical alignment to gap balancing and automatic alignment. Oh sorry I fell asleep there for a second. Well that sounds nice and ali but Rosa was designed by surgeons for surgeons and to make it convenient. The main arm is placed on the operative side next to the surgeon assistant sits on the opposite side or stands. Look the surgeons can still maintain a current technique, their approach philosophy and they can focus on optimal patient outcomes which is where they should be. That sounds really surgeons center to have a robot in the way of of the surgeon. You navigate a cut block while using a bone saw and you claim to be efficient. So why does Rosen need so much room in the O. R. Look, lila. There's a little give and take with arm based systems. Okay we're not asking that much. Corey has one robotic instruments that the handheld precision milling tool ensures that bone cuts are made according to the plan without restricting any of the surgeons movement. Corey offers portable handheld robotics with a small foot print. The modular design allows for customized set up for any operating environment. Look blah blah blah. Look I've got rosa Apple watches and my mobility. What have you got? I've got the core surgical system, real intelligence aria ri insights and you've got an elephant in the room. Game on game on. Yeah. Mm. Yeah. Mhm. Okay. Welcome to the smith and nephew Performance Network. I'm excited for you to hear about the much anticipated launches of the able advanced interior approach. A fit stem and I'm odd instruments for both a fit and anthology. Together these three launches give you another fresh hip story to share with your surgeons. I'm particularly excited about the launch of the groundbreaking, able advanced interior approach medical education program. This proven approach provides the positive outcomes that surgeons have heard about from anterior approaches without the expensive capital investment or steep learning curve of other approaches. So let's get started with Trevor Porter telling you about the able advanced anterior approach. Thanks. Peter Anterior approaches to the hip have been popularized over the past 20 years and are highly sought after by many th a patient's. The direct anterior approach is probably the most well known of these approaches. However, about 40% of the surgeons who attempt to adopt the D. A. approach are unable to do so. For some surgeons, the direct anterior approach offers fantastic outcomes. So smith and nephew will continue to offer learning pathways for D. A. For interested surgeons. In parallel, we're now introducing able an advanced approach that delivers all the benefits of D. A. With less technical challenges. The able approach is actually not new to the industry for years. It's been called by various other names, such as the modified Watson jones and the rotting er approach. Results of anterior approaches are very good with low complications and revision rates and reduced inter operative bleeding. So, what makes able different from other anterior approaches. In short, here is some of the primary benefits of the able approach. We believe surges will quickly embrace the benefits available as you talk with them about it. So starting this year our medical education investment will shift to promoting and training surgeons unable through in person courses and VSP sites that offer one on one surgical training and make sure to watch out for specific training opportunities for you and your sales team as well as full launch collaterals. Reach out to your US hip marketing team with any questions greetings from Memphis. It's great to hear about able the latest advanced anterior approach for the next couple of minutes. I'm going to share with you some exciting news that will go hand in hand with our leading the charge with able let's start with the anthology a fit. If it is the latest generation of flat tapered stems, we've taken the anthology hip stem and reduce the distal geometry to allow your surgeons to accommodate more narrow federal canals. By modifying the taper geometry 90 millimeters distal to the head center. We provide a distal tip two millimeters narrower than the standard anthology stem of the same size. Now let's turn our attention to the advances made in implanting this step. Recently we launched the I'm. Odd instruments for anthology. This reimagine instrumentation provides your surgeon and next generation platform with strategic modularity, streamlined design and the convenience of having everything they need to prepare. The femur in just two trays and a fit or anthology specific core instrument tray in a surgical approach specific tray. The set includes new branches with the solid connection to the broad channel and trial Next that locks securely in place. The approach specific tray allows a surgeon have modular bro channels that fit the needs of their preferred approach. The poster and lateral option provides two modular strike plates which can be positioned in four different orientations and connect to the included straight or single offset broach handles. Additionally, this tray includes a modular soft stem insert er and a reimagined threaded insert er that you will have to see to believe for anterior approach surgeons. We provide a trade containing two left and two right dual offset bro channels to strike plates and a modular soft stem insert. Er Please reach out to the U. S. Hit marketing team for availability and to discuss the best options for your surgeons. No. Mhm. Mhm. Mhm mm mm. Mhm. Mhm. What you're doing? Where are you at? Oh you got plans. Don't say that I'm sleeping wine in a robe. Look too good to be alone. That pretty much sums up our 2020. Oh, I know. I'm just so happy that dream team is back together. Who isn't it crazy that VISIONAIRE has been on the market for 12 years and we still have so much going on. Yeah, it's awesome. I love it. We're going to have another big year this year with the launch of the visionary, unique guides for the J tuk system. Our customers are going to love having one platform and one imaging protocol. Our reps are going to love this too. Along with the new website update, it's going to be so much easier for them to navigate on and locate their tracking information. Yes, this is a much needed update. And you know, who else is gonna be really happy about this? We are, yes, we are. Let's talk about the clinical evidence. VISIONAIRE is now the most studied product at smith and nephew. This is a big deal. We have the semen analysis that was recently published from china and then are updated VISIONAIRE meta analysis with over 65 studies showing improved accuracy, ease, improve patient outcomes and improved efficiencies. And let's not forget the healthcare economic data that we also have. Exactly. It's almost like we just keep doing it again and again. I played with your heart that lost in lifting open it painted in all seriousness. You hope there for Britney to I do hope they free Britney. But what I was going to say is the chinese men analysis showed that VISIONAIRE was different than other PSC technologies because there was reduced um al alignment in the mechanical access compared to conventional techniques. VISIONAIRE is clearly a distinguished technology based on our imaging protocol, our customer service and or engineering process. Exactly other PC technologies on the market can't make these stronger claims. VISIONAIRE is truly a market leader and we have the evidence to back it up. We even have a nice clinical summaries document and an evidence and focused piece that nicely outlined. This evidence. This will all be necessary. As the love for robotics continues to grow. Just as long as our sellers don't forget about us. Exactly. We can't forget about us. Don't don't don't don't don't see forget about me. Mhm. As a welcome bye. Will you call my name VISIONAIRE. In 2015 we introduced the evos mini system. You know what you designed to address the specific needs of the trauma. Atallah gist. This revolutionary system has become the M. V. P. For a wide variety of cases. Yeah. Yeah. In 2017 we introduced Evo small, which offers advanced implants for simple and complex fractures. The systems, 51 specialized plate families offer solutions for partial and complete articular patterns And in 2021 the evolution continues with the elbows, large, frag and perry prosthetic system. Mhm. What is the wide world of knees? And welcome back to Nick and eight live on S. N. P. N. Where performance matters. I'm Nathan paris and this is my co host. Nick Talley. Thanks Nate guys. We've got a huge show on tap for you today. Nick It's time for the 2021 national needs signing day. You got that right. It sure is now. It's important when building a balanced team as you guys know that we have to look at all the pieces of the puzzle, the implant, the material and you cannot leave out the instrument platform. Right? Absolutely. There are technologies coming out that have changed the game in primary knees. Alright guys, to get started the first live announcement of the day. We're gonna go to the second coolest bald guy at smith and nephew, Patrick Henry Head coach as he announces their first major signing. Let's do this. Welcome to the 2021 national knee signing day. I'm pleased to reveal that our first signing is journey to total knee system journey to is the most talked about knee replacement on the market. And joining us on the show today as head implants coach Dean Hughes Dean, Welcome back to the show. Thanks for having me guys. Absolutely. Can you walk us through you and your team's decision to recruit journey to? If you look at where we design journey, it was all about the shapes, position in motion and those shapes and position and motion actually lead to normal climatic patterns which are much better than the conventional patterns that we've seen in prior years. Do you think this difference will allow journey to, to be a once In a Generation type player? Well, let's take a look at the data and we actually design the need to replicate normal shapes. When those normal shapes are made into a knee design, the normal automatic patterns are replicated. This leads to greater range of motion, better gait patterns, better quad function, better outcome scores. That's awesome. It sounds like you guys are pretty confident in journey to the best of luck this season two, I am getting word that the second big sign of the day is about to be announced. Let's go to Patrick Henry. I'm super excited to announce the signing of this facilitator of need technology. Corey surgical system. The evolution that you're talking about in primary needs that for over 30 years, teams have used standard instrumentation and now robotics is really demonstrating to be the strongest weapon in the arsenal joining us. Now, head robotics coach Donnie Montgomery, Donny, another solid pickup for your program. Well, I have to say, man, we were looking for somebody that was much more like smarter, a lot more efficient and what they do, we needed a higher level of intelligence. And so for us it just made good sense. We need real intelligence on the field and this is gonna work out for us. Yeah, absolutely. Corey seems to be a high I. Q. Player. It has some real intelligent insights into the game and can predict what is going to happen before the play even starts. Wow. But let's look at the size and not to call out the elephant in the room. But it's a wee smaller than the competition. Is it going to be able to hold its own on the field? Absolutely, absolutely. I mean twice the cutting volume, 29% faster resection. We're talking 458 faster tracking in the O. R. Compared to rosa make. Oh man. Those, those big boys have no, no, no game in this business. That's for sure. I've got a suspicion of the 12 combo of during two and Corey's gonna be something special in the next couple of years. It's now time for our last major signing of the day. Let's take it to Patrick Henry to conclude our historic 2021 national knee signing day. I'm pleased to announce the signing of this hometown hero. The versatile Ox. Any, um, join us as head materials coach. Mark Read Mark, tell us more on why your team thorax any, um, was the way to go. Well, Arsene um, is truly a great selection, Not just for our primary need program, but really for the whole organization. It's a true multi franchise player. And I also bring value for our revision hip and knee programs. You only have to look at the numbers to understand why Ox city of his a seamless fit into the organization. Oxen Iem has proven to be a durable player. 45 million cycles are simulated where performance twice as tough as cobalt chrome. All right. Thanks Coach Mark. From what I understand. Ox idiom also has a lot of character and can really improve upon a team's chemistry. Yeah, exactly. I mean, consider the almost undetectable levels of nickel, cobalt and chrome You don't want to play. That generates the wrong reaction on the field. So it's one less risk for the coach to worry about. Yeah. That kind of on the field, leadership and experience is crucial to a team success. What's left, what can it do? Yeah. I mean, I could go on about it all day in terms of the value it can bring to the organization. We see it play really well with legion revision by reducing the incidence of revision as a result of aseptic loosening and perry prosthetic fracture. So all told when you look at our city, um, it's a natural ingredient for the team. Mark. Another excellent pick up your program. Nice job coach. Good luck this season. Thank you. Well, that wraps up our coverage of the 2021 national knee signing day. Well, thanks for tuning in to nick and Nate on SNP N where performance matters piece beef. Mm mm Right. Yeah. Yeah. Yeah. Mm mm. Yeah. Yeah. Yeah. Mhm. Yeah. Mm. Yeah. Mm. Mhm. Yeah. Mhm. Mhm. Yeah. Mm mm. Mhm, mm. Well, we're back in the pub to say goodnight and sign off this edition with smith and nephew Performance Network. We hope you've enjoyed the show. But before we go a couple quick notes, You know, we've made it through a very tough time in 2020 and we still have some internal challenges to overcome here at the onset of 2021. But as you can see, there's lots of reasons to be optimistic about where we're heading as a business and it's comforting to see the market's moving back towards normal. Hopefully you've already received the smith and nephew Performance Network newsletter. Like before this is where you can go deep into products including value props, information on evidence, marketing messages and more now, I hope you're listening closely because it's giveaway time right after this segment, you'll see a few questions related to those key takeaways, submit your answers to those questions at S N P N dot us at smith hyphen nephew dot com for a chance to win another large green egg package. Finally, I'd be remiss if I didn't take a second to tell you that the entire executive team appreciates the effort that each and every one of you give every day out there in the field, we're here to support you in any way that we can and for sure together we win. So with that good night, take care. Mhm. Mhm. Okay. Mhm. Problem. Yeah. Yeah. Mm. Mhm. Yeah. Mm hmm. Mhm. Yeah. Mhm. Yeah. Yeah. Mm hmm. Yeah.
