CEO Blog

First of all, Best Holiday wishes to all OrthoHelix Customers, Employees, Field Sales Agents, Vendors and Colleagues in the Medical Device Industry.

The holiday season always comes at a time when we are finishing the business year, setting new goals and objectives for the coming New Year, and making sure we give thanks to our families and spend time with them. In general, this is a time of the year to finish strong.You know…..get those details accomplished.

So, again, all the best to all of you.

However, I would like to comment on a recent piece of correspondence I read. It reflects, to some degree, the state of our industry, and how we, as implant manufacturers and distributors, are viewed by some of our hospital customers.

Hospitals have worked diligently toward cost savings, as their way of coping with expanding services offered for more illnesses, and in the last couple years the hospital management has made very significant strides in gaining agreement with Orthopedic Surgeons on product use standardization and cost cutting programs.

The debate about whether implant manufacturers make too much money is a never ending one, that doesn’t need any more talk. I can tell you, that if anyone examines the books of companies like ours, they will see the immense investment it takes to commercialize orthopedic implants, and the quality systems in place to ensure our products are safe and effective. Not to mention, the intense local support it takes to win and maintain business. So, that being said…..

To no surprise, we have been busy locking in contracts with institutions around the United States.  In one situation, where the hospital system forced surgeon compliance and cooperation, we were very forthright in our negotiations, and reached agreement.  However, upon receipt of a letter they sent to their surgeons, they made a point of minimizing the importance of implant manufacturers, and encouraged them to cooperate or receive penalties for making implant choices outside the contract.

OK, so a contract is a contract, however we truly believe that an atmosphere of cooperation between a human implant manufacturer/supplier and the hospital is essential to providing the best surgical experience for the surgeon and patient. We strive to build great relationships with hospitals and surgeons, and feel negativity needs to be thrown out the window. 

With all this in mind, OrthoHelix stands by our field distribution and will provide the best service in the industry. We understand the challenges faced in today's market, and we respect every one involved in the process. 

Let’s make an effort in 2011 to build relationships with all decision makers and earn the respect of hospitals.

All the best to all of you.