#44 - Discussion with Episurf US leader, Patrick Jamnik (50 mins)

Stu and I talk about the changes happening in orthopedics. Stu walks young sales reps in how best to start out. Then for those experienced sales reps in a big organizations who are frustrated, Stu offers a way out, a way to achieve control and agency in their sales career - the Broker Rep. The Q&A flow. Stu, before we dive in...  tell us about your journey.  How did you move from working in sales for DePuy to becoming a Change Agent in sales? How has this diverse experience across different positions and companies shaped your approach to driving change and innovation in the industry? You have been in orthopedics sales for 30 years... what has changed? What are the most dramatic changes in the last 5 and 10 years? Where is the true power in the market for the big 5 Orthos? How has the earning potential of 1099 and W2 reps changed over time? How are non-competes deployed with new salespeople and what are the implications of signing non-competes? What are some ways salespeople get marginalized today with product line changes, commission changes, territory changes, etc? What is a Device Broker and why should some salespeople consider being a  Broker? What are the limits of an Agent Broker in orthopedics? What are the advantages for Orthopedic surgeons and facilities to work with a broker? Who is your ideal customer? Who is not a good fit to work with you or a Broker? Could you tell me how listeners can find out more about you and ASCdx ?

Episurf is a Swedish company who has brought 2020s technology into resurfacing implants with patient matching and 3D printed implants. Episurf is a very careful EU company that has invested in clinical studies for their Episealer implants. They have excellent clinical outcomes and have received US clearance for the Patellofemoral implant system. They are coming to America! Website - https://episurf.com/ Enjoy the discussion.

Finally, finally, finally... a company has solved the instrument and implant logistics problem.  If you are an owner of instrument cases, this is a no-brainer. You should start a Quest pilot next week.  You will literally double the effectiveness of these assets.  Website - https://qmedinnovations.com/

I predicted about the coming of Smart Implants on OrthoStreams back in 2012. Today, Bill Hunter and his small team at Canary are actually doing it. They are bringing “talking” orthopedic implants to market that can predict problems before the patient even knows there is a problem.  FDA clearance is imminent. Zimmer is “all-in” with this new technology in their flagship TKA brand. Listen and learn more about how Canary is ushering in the future of orthopedics with the first true smart implants. Website - https://canarymedical.com/ Enjoy

This is about career sabotage.  Orthopedic professionals miss out on startup opportunities every day by doing these 10 things. 

The holy grail of biologic fixation has arrived.  Yes, I am talking about biologic bone fixation with the strength of a metal implant.  --> Enter Ossio In this episode, I interview Orahn Preiss-Bloom, the Founder and 1st CEO of Ossio. Orahn will walk you through the very early days of this startup, the wins, the challenges, and ultimate how little Ossio is positioned today to redefine bone fixation without permanent implants. Enjoy. To learn more about Ossio visit - https://ossio.io/ 

It's rare that the perfect tools are available at the perfect time. --> Enter ExplORer Surgical ExplORer  offers tools for orthopedic device companies at the perfect time during the Covid era and beyond.  ExplORer's new tools will improve the performance of your device in the OR, will save time and steps for the OR team, and will enable remote case support for your sales force.   In this Q&A interview with the CEO you will learn about what the tools are, why they are so important, and how they developed the tools. Enjoy.  https://explorersurgical.com/

Software is slowing eating orthopedics.  Enhatch is exhibit one here.  Enhatch is a pure software player, but they are not actually eating orthopedics so much as they are making the hardware better (implants, instruments and robots). They are a fast nimble startup, and when COVID hit, they quickly created a new tool called RepVision that enables remote rep support in the OR using a standard iPad. Enhatch is a truly forward thinking startup in orthopedics. Enjoy. 

Once COVID hit, reps were kicked out hospitals making it difficult to support orthopedic surgeries.  Enter Avail Medsystems.   Avail has the technology to bring a virtual rep into the operating room on demand.  They have the perfect technology solution for OR support at the perfect time in history. Read more Q&A with Avail  - https://orthostreams.com/2020/06/6-questions-with-daniel-hawkins-ceo-at-avail-redefining-surgery-support-in-the-new-world/

In this crazy year in 2020, I realized that we are entering a whole new world in the orthopedics industry, that I call it Orthopedics 3.0.   So let me walk you down the history of the other major changes in Orthopedics 1.0 in 1960, Orthopedics 2.0 in 1980, and show you how 3.0 is a complete sea change.  I will share examples of how Orthopedics will never be the same again.  Fasten your seat belts.  You can CONTACT Tiger at: Email:        [email protected] Web:          https://orthostreams.com/ Twitter:       https://twitter.com/TigerBuford LinkedIn:    https://www.linkedin.com/in/tigerbuford/ Podcast:     https://www.tigerbuford.com/podcasts/