Handling Hospital Inclusions – “Getting Through The Gate”.
By Jonald Asbin – Somahlution Product Specialist
When DuraGraft was introduced to the Philippines market in 2016, Jonald faced a tough battle getting it into the largest CABG center – The Philippine Heart Center (PHC). PHC ranks as one of the leading medical institutions in Asia for the medical and surgical treatment of heart diseases. The Center admits more than 14,000 patients yearly, of whom more than 3,300 undergo heart surgery. Like many hospitals, companies who wish to have their products introduced to the hospital must meet the following requirements:
Despite not meeting all the PHC requirements for new products. Jonald had a strategy to work from the ground up to get his foot in the door and introduce DuraGraft. “I told myself that if 70% of all CVTS practices are done here and 70% of all CABG in the country happens here (at PHC), it only makes sense to spend 70% of my time here and find ways to get to commercialization and find ways to solve problems.”
“Convincing these doctors must start with excellent product knowledge and belief in our product, the life-changing DuraGraft. It is important to be able to sell its value proposition and make MDs shift paradigm from Heparinized Saline use to using a product that cost 7-10% of the total CABG procedure.”
Once you have the surgeons believing in the DuraGraft story, utilize your “champions” to help push the product for the “exemption” despite the difficult inclusion criteria. Another big challenge is getting DuraGraft passed through the Pharmacy, Insurance and Consignment department and it all this is part of the difficult process in the evaluation phase of the product.
With determination, patience, and educating KOLs and staff on DuraGraft’s simplicity as a product and large clinical significance, Jonald was able to get DuraGraft through the Consignment and they have so far used more than 150 units. By the end of this year, evaluation for actual inclusion can be started and since many people from the hospital already know the product, the technical requirements are now expected to come second to actual endorsements from all departments (MDs, Pharmacy, Insurance, Nursing, and Consignment dept).
The best practice in summary, “NO means the task will not be “EASY” so we have to be MORE persistent, consistent and insistent.”
Thank you Jonald for your excellent feedback and persistence. Please keep up the good work.
Mortality after coronary artery bypass grafting versus percutaneous coronary intervention with stenting for coronary artery disease: a pooled analysis of individual patient data.
Head et al., The Lancet 2018
A recent study by Head and colleagues, published in The Lancet, pooled an analysis of data collected from 11 randomized trials that investigated patient survival rates after CABG or PCI intervention. The analysis revealed that the risk of death of patients that underwent CABG versus PCI was similar during the first year after surgery. Following the first year, however, the risk of death was significantly lower in patients that underwent CABG compared to PCI.
The DuraGraft marketing sharefile has been updated to include all current DuraGraft selling tools and collateral. Please visit, somahlution.sharefile.com, to view and download all current materials.
1. Delete all old files on your computer and other devices to ensure you are using the latest version.
2. Familiarize yourselves with the approved documents and know what to use when.
Somahlution will have live hands-on demonstrations at the booth showcasing the difference between the standard of care solutions and DuraGraft. Please see the schedule below and share the invite with your clinicians.