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CUTTING REMARKS
John D. Kelly IV, MD
Sales Pitches or Curveballs?
Look out, they just let the shoulder implant reps loose in our ORs.
R
ecently our OR decided to re-evaluate our shoulder implants
and look at more "cost-effective" alternatives. This really meant
that it was open season for implant sales reps to flood my OR,
touting the latest and greatest. After 22 years in the business, I've taken
note of 3 ploys salesmen use to convince surgeons to use their
implants:
1
So-and-so uses it and loves it. Many salesmen claim that a fabled
surgeon is enamored with the implant and uses 10 to 15 a day,
when in fact "the big
name" is a) retired, b) a
consultant for another
brand and wouldn't
think of using anything
else, c) has the ethics
of a loan shark and is
in it only for the
money, or d) has the
surgical skills of a crane
operator and I'd run
away from whatever he
uses!
SURGICAL SOLICITING It's easy to spot a
slippery surgical vendor.
N O V E M B E R 2012 | O U T PAT I E N T S U R G E R Y M A G A Z I N E O N L I N E
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