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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consolidating suppliers, but there are plenty of ben- efits you can't quantify. For instance, says Mr. Johnson, working with only four or five vendors — as opposed to a half dozen or more — significantly reduces the number of instrument trays at your facility, which in turn streamlines the operations of your sterile processing department and saves your facility precious storage space. If you're considering consolidating total joints suppliers, it helps to look beyond the traditional transactional relationship where both parties are focused solely on negotiating costs. "Consolidation establishes a true partnership between you and your vendor," says David Uba, MBA, the CEO of Buffalo Surgery Center in Amherst, N.Y. "As the relationship grows, you're discussing the many value-added services they offer." When you partner with a preferred vendor, says Mr. Uba, you're also getting access to educational content, rebate programs and even opportunities to purchase capital equipment through various vendor- run programs. Thanks to a single-source vendor arrangement, Mr. Uba was able to procure a naviga- tion system his total joint surgeons requested. "He used the system at a local hospital, and wanted our center to add it, which would help convince him to bring in cases on a consistent basis," says Mr. Uba. "The vendor we worked with exclusively got creative and found a way to help us add the platform." Key considerations Consolidating your total joints suppliers is part sci- ence, part art. Before approaching vendors, pin- point a price point or price range from which you aren't willing to budge. A critical piece of advice when it comes to price negotiations with vendors: Don't be bashful. "One thing I've learned with ven- dors is it never hurts to ask," says Mr. Johnson. He points out the orthopedics market has changed sig- nificantly in recent years and a price that would've been completely off the table five years ago is now very much in play. • Capitated pricing. Early in the negotiation process, find out if the vendor will bundle their pric- ing. "For predictable cases, such as joint replace- ments, vendors shouldn't charge separately for a 4 2 • O U T P A T I E N T S U R G E R Y M A G A Z I N E • N O V E M B E R 2 0 2 0 Rake PRODUCT NO'S: 4839 [Rake – 3-Prong] 4840 [Rake – 4-Prong] Meyerding Type PRODUCT NO'S: 6051 [Wide Rake – Deep, Sharp] 6052 [Wide Rake – Deep, Blunt] 6053 [Wide Rake – Shallow, Sharp] 6054 [Wide Rake – Shallow, Blunt] PRODUCT NO'S: 6241 [Meyerding – 50 x 16 mm] 6242 [Meyerding – 75 x 15 mm] 6243 [Meyerding – 75 x 25 mm] S: e Rake – Deep, Sharp] e Rake – Deep, Blunt] Retractors with Ergonomic Handle Wide Rake Designed for general use soft tissue retraction, the ergonomic handle allows for a better grip and less fatigue Non-glare finish featured on the metal retractor parts. g] ong] – 50 x 16 mm] – 75 x 15 mm] – 75 x 25 mm] Rosen "V" Deep Soft Tissue Designed by Adam Rosen, MD PRODUCT NO: 6239 [Rosen "V" Deep] Designed to help expose difficult to visualize areas at the end of incisions Stulberg Incision Close Gelpi & Blade Set Designed by S. David Stulberg, MD PRODUCT NO: 4269-00 FREE TRIAL ON MOST INSTRUMENTS 1 . 8 0 0 . 5 4 8 . 2 3 6 2 103 Estus Drive, Savannah, GA 31404 www.innomed.net info@innomed.net Phone 912.236.0000 Fax 912.236.7766 © 2020 Innomed, Inc. Instruments & Patient Positioners for Orthopedic Surgery ISO 13485:2016 xpose difficult to the end of incisions e e Set PRODUCT N 4269-00