Synthes Has The Right Business Model
I would echo the sentiments of Dr. Gunnoe. From a business manager’s perspective in the OR; time and time again I trust our Synthes reps to help us out when any fracture walks into the door. They have taken the time to understand our business model and our processes. They respect the decisions of the surgeons to use competitive products but work hard to gain the business where possible. I wouldn’t say the same for other companies within the service line.
The key to Synthes success is open and honest communication with both the surgeons and the staff. They are not pushing product for the sake of making a commission. They use what is needed and help the hospitals manage their inventory so that it is at an appropriate level. All of my Synthes inventory is something I no longer have to worry about and because of that; I’ve been able to buy more trays for the surgeons to use in their cases. It has allowed me to upgrade technology and provide better service to our patients. I would not say the same for any other company that tries to represent trauma products within surgery. My hope is that Johnson and Johnson will not disrupt this model because the customers truly enjoy working with their Synthes reps.
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