A Journey Toward Mathematical Understanding, Focus, and Coherence
A journey toward the Rep-less OR
Transcript of A journey toward the Rep-less OR
Bending the Cost Curve
• Alignment of surgeons and hospitals; clinical and operational goals
• Integration of tools and strategies in TJA to enhance transparency andaccountability
• Change management – Strength and capability to affect lasting, sustained change
Intralign’s Innovative Vision
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Aligning Clinical and Operational GoalsCombining Clinical Staffing with Efficiency Enhancements
Increase throughput and quality while reducing costAddress operational and clinical concerns simultaneously
Enable substantial and sustained transformation© Intralign 2015
Addressing Drivers of OR CostsRectifying Operational and Clinical Inefficiencies
Hospital Cost DriversImplant CostCutting AccessoriesCement AccessoriesPAT and SPD
Environmental ProtectionPatient-Specific Cutting BlocksNavigationDevice Complexity
Process transformation and supply chain solutions add
efficiencies.
Highly qualified clinical staff increases throughput, reduces
costs and increases quality.
Focus on Orthopaedic Care
• Implants contribute considerably to the cost of orthopaedic care delivery
• SG&A costs of the major manufactures driver of higher implant costs
Key Driver is Implant Cost
R & D6% Tax
4%
Selling and admin43%
Cost of goods29%
Net income11%
Other9%
Orthopaedic Implant Cost Components
According to a 2007 study by the American Academy of Orthopaedic Surgeons (AAOS), Total Hip Replacement and Total Knee Replacement procedures will grow 174% and 673% respectively over the next 20 years.
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The Role of the Sales Rep
• Lack of price transparency and rep presence leads to unnecessary up-sell
• Rep or multiple reps in OR slows room turnover
• Clinical support provided by the rep is not free – charged through hefty SG&A implant cost
Influencing the Cost of Orthopaedic Implants
The result: Loss of control, reduced efficiency and higher supply costs.
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Barriers to Going Rep-lessIntralign Addresses these Key Issues
Device rep relationship with clinicians
Intralign addresses these barriers and helps the hospital move toward a Rep-less solution.
Sourcing specialized clinical support with device knowledge
Managing inventory and implant complexity
Interrupted back table and surgical episode processes
Transitioning Physicians and staff to new model
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Going Rep-lessIntralign enables the hospital to journey towards a Rep-less solution
Objective evaluation of technology opportunities
Intralign’s Rep-less model addresses the elements needed to regain control.
Empowered surgical team with device & clinical knowledge
Improved process flow across the episode of care
Cultural shift with alignment of clinical and operational stakeholders
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Intralign’s Rep-less Journey
Every hospital is unique. Intralign’s Rep-less model combines assessment with clinical and operational tools to get to an optimized surgical episode.
Aligning Clinical and Operational Goals
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Intralign’s Rep-less Assessment
Intralign takes the hospital through a collaborative process of identifying opportunities for process improvement and prioritizing high impact process transformation initiatives
Methodology
Rep Value Mapping
Rep-less ModelRecommendations
GapAnalysis
Roadmap Initiatives
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What initiatives do we need to take?Rep-less Recommendations
All surgeons are not involved in the design of the program
Purchasing and replenishment process is inefficient
High implant costs threaten service line profitability
Problem
Specialized clinical support is lacking in OR
Intralign Alignment & Commitment: Brings clinical and operational stakeholders together to identify mutually agreeable goals
Intralign Process Transformation: Combines best practice research with human-centered design to transform inefficient processes
Intralign Value-Based (Generic) Technology: Access to generic implants reduces costs and increases efficiency while maintaining clinical quality
Intralign Solution
Intralign Intra-Operative Support: Highly-trained surgeon extenders fill the “rep gap”, increasing efficiency and throughput
© Intralign 2015
How do we get to rep-less?
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Roadmap Initiatives
Heavy dependence on device rep for inventory
management and training of surgical team.
Redesign inventory and set management
process, and train personnel. Improve
overall surgical team performance for
efficiency, staffing consistency, reduced
variation, and improved outcomes.
Launch rep-less model and improve clinical
outcomes while reducing costs. Achieve control of
the surgical process without relying on
the rep.
AssessCurrent State
Design Future State
Achieve Future State
Thank YouFor more information about Intralign’s Rep-less model
go to www.intralign.com