Management of consigned implant and instrument assets is the biggest single cost and headache for the orthopedic medical device industry, for managers, sales reps, and distributors. Many of the problems associated with efficient asset allocation are solved by digital sets and trays, which not only bring point of use scanning to the industry, but also real time inventory audits, incredibly valuable marketing data, and business continuity. A digital account also yields 30-50% more profitability for the device company (and more commission for the sales rep), as reps can manage a digital territory twice as large as a manual one, lowering cost of sales.

The question is, how does it happen? Looking at the current mess that is orthopedic implant field inventory, how does the industry get its arms around what is a whale of a problem?

The answer can be found in the fact that ScanReady digital sets and trays can be rolled out as a singular point of control, account by account. The logical starting point is Ambulatory Surgery Centers (ASCs), and Trauma.

These areas of orthopedic surgery are characterized by the “80-20” rule, which is an axiom that posits that “80% of the X, comes from 20% of the Y”. It's often used in sales, the example being “80% of the sales are generated by 20% of the reps”. Everyone in business has heard this, and while maybe not exactly “80-20” in every case, it is generally true.

Orthopedic ASCs typically have a very narrow surgical focus, with the goal of maximizing efficiency and case throughput. An example would be a foot and ankle ASC, which specializes in bunion repair. For orthopedic trauma, the surgical spectrum has a tight focus on extremity trauma - colloquially broken ankles, wrists, legs, and arms. Another generality derived from these two examples is that since the cases are repetitive, they are also routine (there are exceptions, especially in trauma).

If the surgical focus is relatively tight, it follows that the orthopedic sets and trays used for the surgery are narrow in scope. A small variety of orthopedic sets (say, 20%) will generally cover most of the surgeries (say, 70-80% of them). For a trauma hospital, ScanReady distal radius (wrist Fx), ankle fracture, and small fragment repair sets will cover the lion’s share of the trauma cases. For an ASC, one set of trays generally covers most of the surgeries. See what we just did? Large return for small investment.

ScanReady digital sets and trays make the most initial sense for ASCs and remote trauma facilities. They can be implemented account by account, with minimal cost up front, for routine cases that shouldn’t require rep on-site coverage. Save the rep’s time for complex, or new technology support, where they really add value.

So yes, orthopedic field inventory management IS a whale of a problem. So how do you eat a whale? One bite (or one digital account) at a time with ScanReady digital sets and trays.

For more information on the digital future of orthopedic asset field management, please go to www.summate.net.

How The 80-20 Rule Will Digitalize the Orthopedic Implant Market