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lar savings are possible in other specialties such as
trauma and spine.
Loma Linda currently works with 2 implant ven-
dors: 1 for total hips and 1 for total knees. Cost,
though important, was just one factor of vendor
selection. "We tried several brands, and we didn't
pick the least expensive implants we could find,"
says Dr. Botimer. "In fact, we're paying twice as
much as we could have paid. One of the main rea-
sons we went this way was to maintain quality
patient care."
Gaining momentum
Although vendor reps will remain permanent fix-
tures in most ORs, the rep-less route seems to be
gaining steam. Many surgical facility leaders, even
those who consider vendor reps invaluable, are
intrigued by the model's potential cost savings. At
the same time, some of the industry's most estab-
lished implant vendors have piloted rep-less models
as a way to reduce implant prices and lower their
own operating expenses.
Dr. Botimer believes going rep-less is morally imper-
ative, especially when the model is focused on slash-
Sales reps do an excellent job,
but you're often paying them more
than what the surgeon is paid to
take care of the patient.
— Gary D. Botimer, MD
