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• O U T P A T I E N T S U R G E R Y . N E T • 4 3
If you're planning on
consolidating your total
joints suppliers, physi-
cian engagement is
paramount. To that end,
Aaron Johnson, the
chief executive officer at
Twin Cities Orthopedics
(TCO), offers the follow-
ing best practices:
• Limit variation.
Whenever possible, try
to consolidate your
business to a vendor or
vendors the majority of
your physicians are
already using. "It's a
much better situation if
only four or five sur-
geons have to convert," says Mr. Johnson.
• Ask for advice. Get your surgeons to weigh in on the con-
solidation strategy. Before entering into its dual source agree-
ment, TCO held a kickoff meeting with its physicians. "They gave
us their guidance, and we used that to structure our fee docu-
ments," says Mr. Johnson.
• Conduct product trials. Provide ample time for surgeons to
engage with prospective vendors, and give them the opportunity
to trial the products and instrumentation they offer. "Find me a
physician who's going to make their decision about supplies
solely on price, and I'll give you a million bucks," says Mr.
Johnson. "Surgeons need to see and feel products before mak-
ing a decision."
• Consider weighted voting. At TCO, surgeons vote on pur-
chasing decisions and the weight of their votes are based on
annual case volumes. A surgeon who does 200 total joints has
more sway than a surgeon who does 50 cases. Such tactics may
seem political, but Mr. Johnson says high-volume surgeons
should have a significant say in the decision-making process.
— Jared Bilski
SURGEON BUY-IN
Orthopods Help
Optimize Consolidation
INVALUABLE INSIGHTS Surgeons have firsthand knowledge
about the cost-effectiveness of implants and supplies.
