Suture Conversion

Opportunity

Suture conversion at Upstate NY Hospital

Obstacles

• Suture evaluation is a large project; hospital went through similar process 5 years ago and hesitant to review.
• Staff has long relationship with current supplier.
• Competition is an unseated market leader with a +80% market share.

What HCP Did

• Built a strong relationship with key decision-makers
• Worked with every surgeon at facility over several weeks to evaluate product.
• Presented clinical evaluations and cost impact to decision-making team.
• Worked with hospital's distributor to place stocking order for customer.
• Worked with surgeons to support them through the implementation of new product.

Results

Largest complete suture conversion in manufacturer's history.