Westchester OR Turnover Kits Conversion

Opportunity

Convert Westchester Medical Center from re-usable linens to the CleanOp room turnover kit

Obstacles

• Product presented a cost increase to Hospital
• Resistance from finance/purchasing
• Had to work with union and non-union housekeepers doing the same job
• Had to work with two different administrations due to high turnover

What HCP Did

• Built very strong relationship with both administrations despite short amount of time
• Proved clinical and economic value of product to OR Staff, ES Staff, Purchasing and Materials Management
• Brought in several manufacturer executives as part of the sales team
• Conducted a clinical evaluation
• Went to OR committee meeting to present to Chief of Surgery, OR Director, ES director, IC director and head nurses

Results

Converted Westchester Medical Center, which is now largest CleanOp account in NYC/NJ.