Unlocking the Orthopedic Surgery Market: Understanding Orthopedic Surgeons' Behaviors, Attitudes and Perceptions

Published by: Valid Results Incorporated

Published: Dec. 30, 2006 - 202 Pages

Table of Contents

Introduction & Report Overview

Recommendations

A Snapshot of Orthopedic Surgeons Practices, Procedures, Trends and Sites of Care

Orthopedic Surgery - The Customer Connection: How to Increase Efficiency and Effectiveness of Sales Calls, Marketing and Professional Education

Orthopedic Surgery - Customer Value Drivers: Understanding the Value Drivers that Determine Product Preferences

The Orthopedic Surgery Opportunity Index- Capitalizing on Market Gaps

Orthopedic Surgery - Brand Loyalty: Improving your Competitive Positioning

Executive Summary

Key Findings

A Snapshot of Orthopedic Surgeons Practices, Procedures, Trends and Sites of Care

Orthopedic Surgery - The Customer Connection: How to Increase Efficiency and Effectiveness of Sales Calls, Marketing and Professional Education

Orthopedic Surgery - Customer Value Drivers: Understanding the Value Drivers that Determine Product Preferences

The Orthopedic Surgery Opportunity Index- Capitalizing on Market Gaps

Orthopedic Surgery - Brand Loyalty: Improving your Competitive Positioning

Suggested Analysis

A Snapshot of Orthopedic Surgeons Practices, Procedures, Trends and Sites of Care

Orthopedic Surgery - The Customer Connection: How to Increase Efficiency and Effectiveness of Sales Calls, Marketing and Professional Education

Orthopedic Surgery - Customer Value Drivers: Understanding the Value Drivers that Determine Product Preferences

The Orthopedic Surgery Opportunity Index- Capitalizing on Market Gaps

Orthopedic Surgery - Brand Loyalty: Improving your Competitive Positioning

About Valid Results, Inc.

TABLE OF CONTENTS - A SNAPSHOT OF ORTHOPEDIC SURGEONS PRACTICES, PROCEDURES, TRENDS AND SITES OF CARE

Introduction & Report Overview

Abstract

Measurement Objectives

Sample Design & Distribution

Measurement & Data Collection Design

How to read this report

Executive Summary & Key Findings

Detailed Findings

I. Orthopedic Surgeon Demographics

a. Orthopedic Surgeons Years in practice

b. Orthopedic Surgeons Sites of care (where do they perform their procedures)

i. Primary hospitals

ii. Surgery centers

iii. Private offices

c. Orthopedic Surgeon gender

II. Orthopedic Surgeons Procedures

a. Procedures performed by category

i. Minimally invasive

ii. Invasive

b. Surgical procedures performed by type

i. Knee injection

ii. Knee arthroscopy

iii. Open knee repair

iv. Total knee replacement

v. Partial knee replacement

vi. Knee revision

vii. Hip injection

viii. Hip arthroscopy

ix. Total hip replacement

x. Partial hip replacement

xi. Hip revision

xii. Shoulder injection

xiii. Shoulder arthroscopy

xiv. Open shoulder repair

c. Surgical procedures performed at various sites of care

i. Hospital

ii. Ambulatory / Surgery center

iii. Private office

d. Surgical procedural trends

i. Increase from past year

ii. Decrease from past year

iii. No change from last year

III. The Orthopedic Patient Profile

a. Patients seen by condition type (what types of patients are they seeing)

i. Overall / Typical month

ii. Elective

iii. Arthritis patients

iv. Trauma patients

b. Elective/chronic patient treatment types received

c. Elective/chronic patient conversion trends

i. Consultation

ii. Elective Procedural Outcomes

d. Repeat patients treated by surgeon personally vs. another surgeon

e. Patient age

f. Patient gender

g. Patient ethnicity

Conclusions

Recommendations

Suggested Analysis

About the Author / Valid Results

Table of Figures

Figure A-1 Geographical Spread of respondents

Table 1-1 Number of Years in Practice

Figure 1-1 Years in Practice Pie chart (Quartile %)

Figure 1-2 Years in Practice Histogram

Table 1-2 Sites of Care

Table 1-3 Operating Suites

Table 1-4 Other Orthopedic Surgeons

Figure 1-3 Sites of Care Demographic

Table 1-5 Male vs. Female Surgeon Respondents

Figure 1-4 Surgeon Respondent Gender Pie Chart

Table 2-1 Specific Procedures Performed Per Month

Figure 2-1 Number of Specific Procedures Performed Per Month

Table 2-2 Specific Cosmetic Surgical Procedures Performed Per Month

Figure 2-2 Specific Cosmetic Surgical Procedures Performed Per Month

Table 2-3 Variability Factors

Table 2-4 Specific Surgical Procedures Performed at Various Sites of Care

Figure 2-3 Percentage of Specific Surgical Procedures Performed at Various Sites of Care

Table 2-5 Changes to the Number of Featured Surgical Procedures Performed Over the Past Year

Figure 2-4 Net % of Surgeons Reporting an Increase in the Number of Featured Procedures

Table 3-1 Percentage of Patients Seen

Figure 3-1 Percentage of Patients Seen for Specific Categories of Procedures

Table 3-2 Percentage of Hip, Knee and Shoulder Patients Treated and Not Treated

Figure 3-2 Percentage of Patients Seen (pie chart)

Table 3-3 Changes in the Number of Hip, Knee and Shoulder Patients Electing Treatment following Consultation over the Past 2 Years

Figure 3-3 Percentage of Surgeons Who Experienced Changes in the Number of Hip, Knee and Shoulder Patients Electing Treatments Following Consultation Over the Past 2 Years

Table 3-4 Repeat Hip, Knee and Shoulder Patients Treated by Surgeons Personally vs. Other Surgeon

Figure 3-4 Percentage of Elective/Chronic Repeat Hip, Knee and Shoulder Patients Treated Personally by Surgeons vs. Other Surgeons

Table 3-5 Hip, Knee and Shoulder Patients per Age Category

Figure 3-5 Percentage of Elective/Chronic Hip, Knee and Shoulder Patients per Age Category

Table 3-5 Hip, Knee and Shoulder Patient Gender

Figure 3-4 Percentage of Female vs. Male Elective / Chronic Patients

Table 3-6 Hip, Knee and Shoulder Patient Race

Figure 3-7 Percentage of Patients per Race Category

TABLE OF CONTENTS - ORTHOPEDIC SURGERY - THE CUSTOMER CONNECTION: HOW TO INCREASE EFFICIENCY AND EFFECTIVENESS OF SALES CALLS, MARKETING AND PROFESSIONAL EDUCATION

Introduction & Report Overview

Abstract

Measurement Objectives

Sample Design & Distribution Measurement & Data Collection Design

How to read this report

Executive Summary & Key Findings

Detailed Findings

IV. Medical Sales Representatives seen by Orthopedic Surgeons

a. # of times sales reps are seen in a typical month (for any company)

b. Frequency of specific sales rep visits for each of the listed companies

i. Arthrex

ii. ArthroCare

iii. Biomet

iv. ConMed / Linvatec

v. DePuy Orthopedics (J&J)

vi. DePuy Mitek (J&J)

vii. Encore

viii. Ethicon

ix. Smith & Nephew Orthopedics

x. Smith & Nephew Endoscopy

xi. Stryker Orthopedic / Howmedica Osteonics

xii. Stryker Biotech

xiii. Zimmer

xiv. Ortho Development

c. Quality of information presented in sales rep meeting for specific companies

(New and Valuable)

(New, Not Valuable)

(Not New, Valuable)

(Neither New nor Valuable)

i. Arthrex

ii. ArthroCare

iii. Biomet

iv. ConMed / Linvatec

v. DePuy Orthopedics (J&J)

vi. DePuy Mitek (J&J)

vii. Encore

viii. Ethicon

ix. Smith & Nephew Orthopedics

x. Smith & Nephew Endoscopy

xi. Stryker Orthopedic / Howmedica Osteonics

xii. Stryker Biotech

xiii. Zimmer

xiv. Ortho Development

d. How often do orthopedic surgeons prefer to be seen by sales reps

i. Weekly

ii. 2 Times per Month

iii. Monthly

iv. 3-4 Times per Year

v. 1 Time per Year or Less

vi. Never

vii. Only When I Request

viii. Only When They Have New Products or Information to Share

V. Professional Medical Education for Orthopedic Surgeons

a. How many professional education events do orthopedic surgeons attend annually

b. How often do orthopedic surgeons attend events by the following companies

i. Arthrex

ii. ArthroCare

iii. Biomet

iv. ConMed / Linvatec

v. DePuy Orthopedics (J&J)

vi. DePuy Mitek (J&J)

vii. Encore

viii. Ethicon

ix. Smith & Nephew Orthopedics

x. Smith & Nephew Endoscopy

xi. Stryker Orthopedic / Howmedica Osteonics

xii. Stryker Biotech

xiii. Zimmer

xiv. Ortho Development

c. What is the quality of the events attended by orthopedic surgeons

(Poor)

(Needs Improvement)

(About Average)

(Good)

(Excellent)

i. Arthrex

ii. ArthroCare

iii. Biomet

iv. ConMed / Linvatec

v. DePuy Orthopedics (J&J)

vi. DePuy Mitek (J&J)

vii. Encore

viii. Ethicon

ix. Smith & Nephew Orthopedics

x. Smith & Nephew Endoscopy

xi. Stryker Orthopedic / Howmedica Osteonics

xii. Stryker Biotech

xiii. Zimmer

xiv. Ortho Development

VI. Information Sources for orthopedic surgeons

a. Orthopedic Surgeons Preferences for learning about new products

i. Internet

ii. Journals

iii. Conventions

iv. Sales reps

v. Company sponsored events

vi. Colleagues

vii. Multimedia (CD/DVD)

viii. Academic environment (University, Grand rounds, etc.)

b. Ortho. Surgeons Preferences for learning about new methods, techniques, treatments

i. Internet

ii. Journals

iii. Conventions

iv. Sales reps

v. Company sponsored events

vi. Colleagues

vii. Multimedia (CD/DVD)

viii. Academic environment (University, Grand rounds, etc.)

c. What are the marketing practices of orthopedic surgeons

i. Print advertising (Magazine, Newspaper, Billboard, Yellow pages)

ii. TV advertising

iii. Radio

iv. Web site or internet

v. Networking / Developing additional referring physicians

vi. Educational seminars / Q & A sessions for public

vii. Community activities or charitable involvement

viii. Contact with workers comp case managers

ix. Contact with large companies in your (the surgeon’s) area

d. Time spent on internet & reading medical journals for professional purposes

VII. Orthopedic Surgeon Attitudes

a. Level of agreement with featured product considerations

(Strongly Disagree)

(Disagree)

(Slightly Disagree)

(Neutral)

(Slightly Agree)

(Agree)

(Strongly Agree)

i. I am pleased with the quality of the products I currently use in surgery

ii. I prefer performing surgery over consulting with patients

iii. I am committed to monitoring emerging products and methods in my field

iv. Cost is a very important consideration when I select products

v. I believe medical manufacturers understand the needs of the surgeon

vi. I will not try a new product unless it is supported with published clinical evidence

vii. I am very specific regarding my product preferences and will request a specific product

viii. I like to try new products and procedures / methods

ix. I tend to stick with products and am reluctant to adopt the “latest and greatest”

x. My peers influence my selection of products, methods or techniques

xi. Patient requests influence my decision to try new products or treatments

xii. I believe direct to consumer advertising is effective for cosmetic procedures

xiii. I believe too many resources are expended on refining or developing products for which there is no pressing need

xiv. The influence of surgeons in hospital purchasing is increasing

xv. I am unlikely to request a product not on contract with the hospital/ facility

xvi. For the most part I believe all approved medical products are the same

b.

Conclusion

Recommendations

Suggested Analysis

About the Author / Valid Results

Table of Figures

Figure A-1 Geographical Spread of Respondents

Table 1-1 Sales Reps Seen in an Average Month

Figure 1-1 Sales Rep Visits per Month (pie chart)

Figure 1-2 Sales Rep Visits (Histogram)

Table 1-2 Sales Reps Seen in the Last 12 Months (by company)

Figure 1-3 Average Sales Rep Visits pet Year

Figure 1-4 Percentage Selecting 1 or More Visits

Table 1-3 Impressions of Information Provided Suring Sales Rep Visits

Figure 1-5 Standardized Information Ratings (sales rep visits)

Table 1-4 Preferred Frequency of Sales Rep Visits

Figure 1-6 Preferred Frequency of Sales Rep Visits

Table 2-1 Company Sponsored Professional Education Events Attended in an Average Year

Figure 2-1 # of Professional Education Events Attended (Pie Chart)

Table 2-2 Specific Sponsored Events Attended

Figure 2-2 % Surgeons Attending Featured Company Sponsored Education Events

Figure 2-3 Quality Ratings of Specific Sponsored Events Attended

Table 2-4 Standardized Scores for Quality Ratings of Specific Sponsored Events Attended

Figure 2-4 Professional Education Events - Standardized Derived Ratings

Table 3-1 Information Sources for New Products

Table 3-2 Information Sources for New Methods, Techniques and Treatments

Figure 3-1 Preferred Sources of Learning - New Products vs. New Methods

Table 3-3 Current Marketing Activities

Table 3-4 Average Time (hours) Spent Reading Journals and on internet

Figure 3-2 Average hours on the internet and reading journals

Table 4-1 Level of Agreement with Product Statements

TABLE OF CONTENTS - ORTHOPEDIC SURGERY - CUSTOMER VALUE DRIVERS: UNDERSTANDING THE VALUE DRIVERS THAT DETERMINE PRODUCT PREFERENCES

Introduction & Report Overview

Abstract

Measurement Objectives

Sample Design & Distribution

Measurement & Data Collection Design

How to read this report

Executive Summary & Key Findings

Detailed Findings

VIII. Orthopedic Surgeons influential product considerations

a. Orthopedic Surgeons product selection influences

i. Training required to complete the procedure

ii. Patient request for specific treatment / Product / Brand

iii. Manufacturer of equipment

iv. Size of incision required

v. Ease of use / Skill required

vi. Time required to complete procedure

vii. Time required to return to limited functional activities (mobility/work)

viii. Cost to the hospital

ix. Patient satisfaction with short-term effect

x. Patient satisfaction with long-term effect

xi. Speed of recovery

xii. Patient post-operative comfort

xiii. Patient cost

xiv. Cost to the surgeon

xv. Published clinical data on efficacy

xvi. Surgeon satisfaction with post-operative trauma

xvii. Published clinical data on safety

xviii. Intra-operative complication rates

xix. Post-operative complication rates

xx. Patient co-morbidities

xxi. Patient lifestyle

b. What factors are driving the influences of orthopedic surgeons to choose products

IX. Conjoint Analysis

Importance of product considerations

X. Patient Satisfaction

What considerations are most important to the orthopedic surgeons patient

i. Duration of the treatment effect

ii. Magnitude of the treatment effect

iii. Cost of the treatment

iv. Length of physical therapy

v. Intensity of physical therapy

vi. Lifestyle changes required

Conclusion

Recommendations

Suggested Analysis

About the Author / Valid Results

Table of Figures

A-1 Geographical Spread of Respondents

Table 1-1 Influences on Product Selection

Figure 1-1 90% Confidence Intervals of Average Considerations Scores

Figure 1-2 Influences on Product Selection - Standardized Values

Figure 1-3 % Selecting Factors Influencing Product Preferences

Table 1-2 Derived Factors and Considerations

Figure 2-1 % Selecting Factors Influencing Product Preferences

Table 2-1 Factors and Levels

Figure 2-2 Factors Selected Influencing Product Preferences Segmented by Number of Open Procedures Performed

Table 3-1 Importance of Considerations

Figure 3-1 Influences on Customer Satisfaction - Standardized Values

TABLE OF CONTENTS - THE ORTHOPEDIC SURGERY OPPORTUNITY INDEX- CAPITALIZING ON MARKET GAPS

Introduction & Report Overview

Abstract

Measurement Objectives

Sample design and distribution

Measurement & Data Collection design

How to read this report

Executive Summary & Key Findings

Detailed Findings

I. Importance of various considerations for ortho surgeons in selecting product preference

a. Important considerations influencing product preferences for orthopedic surgeons

i. Product quality

ii. Pricing

iii. Innovation

iv. Training / Continuing education

v. Sales reps

vi. Surgeon support / Customer service

vii. Clinical data

viii. Business assistance (marketing, advertising)

b. Orthopedic Surgeons ratings of importance considerations

(1= No Importance…5= Very Important)

i. Product quality

ii. Pricing

iii. Innovation

iv. Training / Continuing education

v. Sales reps

vi. Surgeon support / Customer service

vii. Clinical data

viii. Business assistance (marketing, advertising)

II. Awareness & Associations of Orthopedic Surgery Product Manufacturers

a. Orthopedic Surgeons Awareness and experience with featured manufacturers

(Unaware)

(Aware but don’t use)

(Currently use)

(Used in the past but discontinued)

i. Arthrex

ii. ArthroCare

iii. Biomet

iv. ConMed / Linvatec

v. DePuy Orthopedics (J&J)

vi. DePuy Mitek (J&J)

vii. Encore

viii. Ethicon

ix. Smith & Nephew Orthopedics

x. Smith & Nephew Endoscopy

xi. Stryker Orthopedic / Howmedica Osteonics

xii. Stryker Biotech

xiii. Zimmer

xiv. Ortho Development

b. Top of mind products for featured manufacturers to orthopedic surgeons

c. For orthopedic surgeons, which manufacturer comes to mind given the following terms

i. Traditional

ii. Professional

iii. Established

iv. Flexible

v. Up and Coming

vi. Declining

vii. Cutting Edge

III. Orthopedic Surgeons Perceptions of Manufacturer Performance

a. Which of these companies is best overall according to orthopedic surgeons

i. Arthrex

ii. ArthroCare

iii. Biomet

iv. ConMed / Linvatec

v. DePuy Orthopedics (J&J)

vi. DePuy Mitek (J&J)

vii. Encore

viii. Ethicon

ix. Smith & Nephew Orthopedics

x. Smith & Nephew Endoscopy

xi. Stryker Orthopedic / Howmedica Osteonics

xii. Stryker Biotech

xiii. Zimmer

xiv. Ortho Development

b. Which of these companies is worst overall according to orthopedic surgeons

i. Arthrex

ii. ArthroCare

iii. Biomet

iv. ConMed / Linvatec

v. DePuy Orthopedics (J&J)

vi. DePuy Mitek (J&J)

vii. Encore

viii. Ethicon

ix. Smith & Nephew Orthopedics

x. Smith & Nephew Endoscopy

xi. Stryker Orthopedic / Howmedica Osteonics

xii. Stryker Biotech

xiii. Zimmer

xiv. Ortho Development

c. Manufacturer performance ratings on the following considerations

i. Product quality

ii. Pricing

iii. Innovation

iv. Training / Continuing education

v. Sales reps

vi. Surgeon support / Customer service

vii. Clinical data

viii. Business assistance (marketing, advertising)

d. Relative positioning ratings standardized by featured considerations

e. Relative positioning ratings standardized by featured manufacturer

f. Derived manufacturer performance ratings by featured considerations

Conclusions

Recommendations

Suggested Analysis

About the Author / Valid Results

Table of Figures

Figure A-1 Geographical Spread of Respondents

Table 1-1 Considerations Influencing Product Preferences

Table 1-2 Categories of Considerations Influencing Product Preferences

Figure 1-1 Top 3 Important Considerations (categorized)

Table 1-3 Importance of Considerations

Figure 1-2 90% Confidence Intervals Importance Means

Table 2-1 Company Product Experience

Table 2-2 Arthrex - Top of Mind Product

Table 2-3 ArthroCare Top of Mind Product

Table 2-4 Biomet Top of Mind Product

Table 2-5 ConMed / Linvatec Top of Mind Product

Table 2-6 DePuy Orthopedics (J&J) Top of Mind Product

Table 2-7 DePuy Mitek (J&J) Top of Mind Product

Table 2-8 Encore Top of Mind Product

Table 2-9 Ethicon Top of Mind Product

Table 2-10 Smith and Nephew Orthopedics Top of Mind Product

Table 2-11 Smith and Nephew Endoscopy Top of Mind Product

Table 2-12 Stryker Orthopedic / Howmedica Osteonics Top of Mind Product

Table 2-13 Stryker Biotech Top of Mind Product

Table 2-14 Zimmer Top of Mind Product

Table 2-15 Ortho Development Top of Mind Product

Figure 2-1 Summary of Manufacturer and Product Associations

Table 2-16 Top of Mind Company

Table 2-17 Top of Mind Company continued

Figure 2-2 Relative Positioning of Various Companies

Table 3-1 Best Companies Overall

Table 3-2 Worst Companies Overall

Figure 3-1 90% Confidence Interval Overall Opinion Mean Ratings

Figure 3-2 90% Confidence Interval Quality Mean Rating

Figure 3-3 90% Confidence Interval Pricing Mean Ratings

Figure 3-4 90% Confidence Interval Innovation Mean Ratings

Figure 3-5 90% Confidence Interval Training/Education Means Ratings

Figure 3-6 90% Confidence Interval Sales Rep Mean Ratings

Figure 3-7 90% Confidence Interval Support Mean Ratings

Figure 3-8 90% Confidence Interval Clinical Data Mean Ratings

Figure 3-9 90% Confidence Interval Business Assistance Mean Ratings

Figure 3-10 90% Overall Value Mean Ratings

Figure 3-11 Arthrex Derived Performance

Figure 3-12 ArthroCare Derived Performance

Figure 3-13 Biomet Derived Performance

Figure 3-14 ConMed / Linvatec Derived Performance

Figure 3-15 DePuy Orthopedics Derived Performance

Figure 3-16 DePuy Mitek Derived Performance

Figure 3-17 Encore Derived Performance

Figure 3-18 Ethicon Derived Performance

Figure 3-19 Smith and Nephew Orthopedics Derived Performance

Figure 3-20 Smith and Nephew Endoscopic Derived Performance

Figure 3-21 Stryker Orthopedics Derived Performance

Figure 3-22 Stryker Biotech Derived Performance

Figure 3-23 Zimmer Derived Performance

Figure 3-24 Ortho Development Derived Performance

TABLE OF CONTENTS - ORTHOPEDIC SURGERY - BRAND LOYALTY: IMPROVING YOUR COMPETITIVE POSITIONING

Introduction & Report Overview

Abstract

Measurement Objectives

Sample Design & Distribution

Measurement & Data Collection Design

How to read this report

Executive Summary & Key Findings

Detailed Findings

IV. Orthopedic Surgeons Product Use

a. 3 most frequently used products / brands by orthopedic surgeons

b. Loyalty and satisfaction ratings for those products used by orthopedic surgeons

c. Derived value of products/brands used most frequently by orthopedic surgeons

d. 3 most important products / brands used by orthopedic surgeons

e. Most frequently used product by product type of procedure for orthopedic surgeons

i. Skin closure products (in minimally invasive procedures)

ii. Skin closure products (in open/invasive procedures)

iii. Fixation products

iv. Knee implant products

v. Hip implant products

vi. Post-op pain therapy products

V. Orthopedic Surgeons Product Experience

Orthopedic Surgeons experience with featured products

i. Power tools

1. Aesculap (OrthoPilot Navigation System)

2. Arthrex tools (OPES, Retrodrill, other)

3. ConMed Corp / Linvatec (Envision, IM3200, other)

4. Corin Group PLC (LARS, Wayfinder, other)

5. Smith & Nephew Endoscopy (EFLEX)

6. Smith & Nephew Orthopaedic (PowerPlus)

ii. Instruments

7. Arthrex instruments

8. ArthroCare instruments

9. DePuy Mitek instruments

10. DePuy Orthopaedic instruments

11. Smith & Nephew Endoscopy instruments

12. Zimmer instruments

iii. Anchors / Fixation

13. Arthrex (Bio-transfix, RetroScrew, other)

14. ArthroCare (Bilock)

15. ConMed / Linvatec (Bio Mini-revo, Ultrsorb, other)

16. DePuy Mitek (Milagro, Intrafix, other)

17. DePuy Orthopaedic (Polyax, TK2, other)

18. Smith & Nephew Endoscopy (Bioraptor, Twinfix, other)

19. Stryker Orthopaedic (Wichita)

iv. Skin Closure

20. Arthrex (Tissue tak, TigerWire, other)

21. DePuy Mitek (Orthocord)

22. Dermabond topical skin adhesive

23. Ethicon sutures

24. Indermil topical skin adhesive

25. Smith & Nephew Endoscopy (UltraBraid, DuraBraid)

26. Tyco / U.S. Surgical / Davis & Geck sutures

v. Knee Implants

27. Biomet (Oxford, AGC Total Knee, other)

28. J&J / DePuy

29. Smith & Nephew Orthopaedic (Oxinium, Journey, other)

30. Stryker Orthopaedic (Duracon, Scorpio, other)

31. Zimmer (NexGen, Natural Knee II, other)

vi. Hip Implants

32. Biomet (Balance Hip System, M2-a, other)

33. J&J / DePuy

34. Smith & Nephew Ortho (Birmingham, Conquest, other)

35. Stryker Ortho (Trident, X3, other)

36. Zimmer (Apollo, FracSure, other)

vii. Shoulder Implants

37. Biomet (Bi-angular Bi-Polar, other)

38. Smith & Nephew Orthopaedic (Cofeild, Neer 3)

39. Stryker Orthopaedic (Solar)

40. Wright Medical Group (Olympia)

41. Zimmer (Anatomical shoulder, other)

VI. Orthopedic Surgeons Product Loyalty

a. Loyalty and satisfaction ratings

i. Continued Use Scale: 1= Very Unlikely to continue use…5= Very Likely to continue use

b. Loyalty and satisfaction positioning

i. Satisfaction Scale: 1= Very Dissatisfied…5= Very Satisfied

Conclusions

Recommendations

Suggested Analysis

About the Author / Valid Results

Table of Figures

Figure A-1 Geographical Spread of Respondents

Table 1-1 Most Frequently Used Products

Figure 1-1 Percentage Indicating Products Used Most Frequently

Table 1-2 Most Frequently Used Products/Brands by Manufacturer (unaided)

Table 1-3 Loyalty and Satisfaction Ratings

Figure 1-2 Loyalty and Satisfaction Ratings

Table 1-4 Most Important Products Derived Value

Figure 1-3 Derived Standardized Scores for Products Used Most Frequently

Table 1-5 Three Most Important Products

Figure 1-4 Percentage Indicating Most Important Products

Table 1-6 Three Most Important Products - Derived Values

Figure 1-5 Relative Importance Derived Standardized Scores

Table 1-7 Most Frequently Used Skin Closure Products - Minimally Invasive Procedures

Table 1-8 Most Frequently Used Skin Closure Products - Open Procedures

Table 1-9 Most Frequently Used Fixation Products

Table 1-10 Most Frequently Used Knee Replacement Products

Table 1-11 Most Frequently Used Hip Replacement Products

Table 1-12 Most Frequently Used Post-Op Pain Therapies

Table 2-1 Product Experience

Table 2-2 Product Experience (continued)

Table 3-1 Product Loyalty and Satisfaction Ratings

Table 3-2 Product Loyalty and Satisfaction Ratings (continued)

Table 3-3 Product Loyalty and Satisfaction Ratings (continued)

Figure 3-1 Satisfaction & Loyalty with Manufacturer’s Instruments

Figure 3-2 Satisfaction and Loyalty with Manufacturer’s Fixation Products

Figure 3-3 Satisfaction and Loyalty with Manufacturer’s Closure Products

Figure 3-4 Satisfaction and Loyalty with Knee Implant Products

Figure 3-5 Satisfaction and Loyalty with Hip Implant Products

Figure 3-6 Satisfaction and Loyalty with Shoulder Implant Products

Figure 3-7 Satisfaction and Loyalty with Leading Manufacturer Product Categories

Abstract

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