Outpatient Surgery Magazine - Subscribers

Year of the Nurse - November 2020 - Outpatient Surgery Magazine

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

Issue link: http://outpatientsurgery.uberflip.com/i/1306204

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Page 42 of 83

N O V E M B E R 2 0 2 0 • 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.

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