Outpatient Surgery Magazine

Marking Madness - April 2013 - Subscribe

Outpatient Surgery Magazine, providing current information on Surgical Services, Surgical Facility Administration, Outpatient Surgery News and Trends, OR Excellence and more.

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Page 10 of 157

OSM560-April_DIGITAL_Layout 1 4/5/13 2:27 PM Page 11 operates. Very smooth. Very slick. And very sleazy. The New York Times report included these excerpts from internal company e-mails submitted as part of a wrongful death case set for trial this month. The e-mails are dripping with greed and a callous disregard for whether a surgeon was trained to use the robotic equipment or whether the surgeries were too complex for the technology. • Conversion factor. When a regional sales manager noted that area surgeons had used robotic equipment only 5 times, well short of Intuitive's quarterly quota of 36, he urged sales reps to persuade surgeons to convert upcoming cases to robotic ones. "Don't let proctoring or credentialing get in our way." In another e-mail, a sales rep urged a Billings, Mont., hospital to relax its credentialing requirement, saying that requiring surgeons to do 5 supervised operations using the robot before going solo was "on the high side." Hospital officials acquiesced, apparently not concerned with robotic surgery's steep learning curve. "We will review and most likely will decrease the 5 down to 3." • Scrub the schedule. A clinical sales director e-mailed the sales team to "scrub" doctors' schedules and get procedures moved up by a few days to make the quarterly goal and take down the commission. "Let's bring it home!" she wrote. "Be sure you scrub all schedules, identify cases on Thursday and Friday that can be moved up." • Peer pressure. A clinical sales director wrote this love letter to his A P R I L 2 013 | O U T PAT I E N T S U R G E R Y M A G A Z I N E | 1 1

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