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March 14-18 - American Association of Orthopaedic Medicine Annual Meeting 2017

March 14-December 31 - Canaccord Genuity Musculoskeletal Conference

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Orthopedic and Dental Industry News Complete Archive »

Sales & Marketing

Johnson & Johnson Launches its CareAdvantage and Orthopaedic Episode of Care Initiatives to Help Health Care Facilities Navigate Value-based Purchasing Models in the Medical Device Sector BY ANDREW VAHRADIAN, JANUARY 9, 2017

Johnson & Johnson announced the launch of its CareAdvantage initiative, a holistic, data-driven system that seeks to help healthcare facilities navigate a more value-based care environment and improve patient care, by leveraging and drawing insights out of the clinical, consumer... more

Medtronic Launches its Orthopedic Solutions Initiative BY ANDREW VAHRADIAN, NOVEMBER 14, 2016

Medtronic launched its Medtronic Orthopedic Solutions initiative, a comprehensive offering that seeks to improve patient outcomes and reduce costs for hospitals/patients across an entire episode of care of total joint replacement procedures. The company has developed this new offering in... more

Medtronic to Acquire Responsive Orthopedics BY ANDREW VAHRADIAN, JUNE 7, 2016

Medtronic announced the acquisition of Responsive Orthopedics, a developer of low-cost primary joint replacement systems. In order to address the various macroeconomic changes taking place in the U.S. health care system, Responsive Orthopedics has focused on developing a platform of... more

The Medical Center at Loma Linda University Reduces Orthopedic Procedure Costs by Instituting a Rep-less Sales Model BY ANDREW VAHRADIAN, JANUARY 28, 2016

As a broader effort to cut medical-device costs and improve clinical quality through greater standardization of devices used in surgical procedures, a small number of hospitals around the country are collaborating with manufacturers to train their own employees to provide... more

Integra Lifesciences Combines Spine Hardware and Extremities Businesses Under One Executive BY ANDREW VAHRADIAN, SEPTEMBER 3, 2014

In response to reports from last week, Integra Lifesciences has notified us that the company is not pursuing any plans to sell its Spine business. However, the company has made modifications to the leadership and organizational structures of its Orthopedics... more

Smith & Nephew Unveils New Discounted, Hospital-focused Sales Model BY ANDREW VAHRADIAN, AUGUST 14, 2014

Smith & Nephew unveiled a new hospital-focused sales model that will offer two of the company's primary hip and knee implants through multiyear contracts at an approximate discounted rate of one-third.
Pages-from-smith_nephew_q2_2014_results_presentation.png more

Devicemakers Turn to iPads to Boost Sales Pitches, Save Time BY LAUREN UZDIENSKI, DECEMBER 15, 2010

Medtronic, Zimmer and Stryker are just a few of the medical device companies equipping their sales representatives with iPads. According to an article in the Wall Street Journal, the tablets put product information at a representative's fingertips and may also drive sales and increase efficiency. more

Musculoskeletal News Roundup 18-Nov-10 BY LAUREN UZDIENSKI, NOVEMBER 18, 2010

MDT closes OSTE acquisition . . . Replication Medical receives grant for GelStix development . . . RepRegen raises $1.6M . . . SI-BONE receives CE mark for iFuse . . . FDA clears Titan Spine's Endoskeleton TO . . . Mazor announces clinical results . . . Amedica/US Spine to distribute BioDlogics stem cell products more

Medtech Report Shows M&A Values Increasing BY LAUREN UZDIENSKI, OCTOBER 25, 2010

A new report from Ernst & Young shows that 2010 M&A valuations in the medical technology sector are picking up from 2009. The report identifies 89 transactions valued at $16.9 billion initiated through 1H:10, which compares to 172 transactions worth $15.7 billion in all of 2009. more

Zimmer Expanding China Presence BY JOHN MCCORMICK, JULY 22, 2010

Zimmer's data rich earnings announcement this mornining contained an interesting nugget about their China plans. Zimmer announced that they have completed a definitive agreement to acquire Beijing Montagne Medical Device Co., Ltd. a 360-employee company that develops large joint implants... more

BioMimetic Hiring a Sales Force for Augment BY LAUREN UZDIENSKI, JUNE 2, 2010

BMTI.pngBioMimetic plans to launch Augment in the U.S. with a mix of 100 independent and direct sales reps, whom they say will cover about 75% of all U.S. foot and ankle procedures. The company intends to increase their sales force to 150 to 200 reps within two to three years of Augment's launch. Internationally, the company will set up independent distributors or partners in Europe and Australia and has a partnership in place in Canada. more

Dental News Roundup May 2010 BY LAUREN UZDIENSKI, MAY 28, 2010

NADX's go-shop period ends . . . Smile Brands cancels its IPO . . . Sirona launches new products . . . Straumann receives award for Roxolid . . . Regenerating teeth from stem cells more

FDA to Hold a Public Hearing on Internet, Social Media Marketing BY LAUREN UZDIENSKI, SEPTEMBER 29, 2009

The FDA has announced plans to hold a two-day public hearing this November to gain feedback on the use of the internet and social media tools to promote drugs and devices. These platforms include YouTube, Wikipedia, Facebook, Twitter and any... more

Congress, AdvaMed Urge Physician-Industry Transparency BY LAUREN UZDIENSKI, JANUARY 7, 2009

According to a report by FDA News, Charles Grassley (R-Iowa) plans to reintroduce the Physician Payment Sunshine Act in the 111th Congress. The bill, first introduced in 2007, will require device makers to publicly disclose any payments or gifts given... more

Musculoskeletal News Roundup 11-Dec-08 BY LAUREN UZDIENSKI, DECEMBER 12, 2008

Earnings Wright Medical reiterated 4Q:08 revenue and earnings guidance on a call this week and lowered 2009 guidance based on less favorable foreign exchange rates. The company is now calling for 2009 revenues in the range of $510 million to... more

Musculoskeletal News Roundup 4-Dec-08 BY LAUREN UZDIENSKI, DECEMBER 4, 2008

Earnings Stryker announced a 2008 dividend of $0.40 per share, an increase of 21% over the 2007 dividend, which is payable January 30, 2009. President and CEO Stephen MacMillan said the increased dividend reflects the company's continued growth and strong... more

China Aims to Smooth the Way for International Investors BY LAUREN UZDIENSKI, JUNE 23, 2008

Last week's In3 Medical Device Industry Summit featured a talk on opportunities for device manufacturers in China, and we came away with a sense for the country's efforts to step up regulatory and legal practices to better reflect U.S. and... more

Seeking to "Meet and Exceed" DPA Ethics Standards, Zimmer Refines Its Compliance Model BY LAUREN UZDIENSKI, APRIL 21, 2008

Seven months after the company announced the signing of its Deferred Prosecution Agreement, Zimmer has introduced a revised corporate compliance model designed to "aggressively reduce" conflicts of interest. The updated model includes a number of new safeguards against potential ethical... more

Musculoskeletal News Roundup 28-Feb-2008 BY LAUREN UZDIENSKI, FEBRUARY 28, 2008

Earnings Artimplant reported 4Q:07 revenues of SEK 5.0 million ($0.8 million), up from SEK 1.6 million ($0.25 million) in the year-ago period. The net loss for 4Q:07 was SEK 2.1 million ($0.34 million), improved from a loss of SEK 9.5... more

Musculoskeletal News Roundup 14-Feb-08 BY LAUREN UZDIENSKI, FEBRUARY 14, 2008

Earnings Hanger Orthopedic Group reported 4Q:07 net sales of $170.8 million, beating estimates by $7.5 million and representing an 11% over the year-ago period. Revenue growth was attributed to an increase in same-center sales from Hanger's patient care business, an... more

Consumer Group Calls for Warnings in DTC Advertising BY LAUREN UZDIENSKI, JANUARY 3, 2008

Consumers Union, the publisher of Consumer Reports, recently petitioned the FDA for warnings about possible infection and device failure to accompany the rosy claims of DTC medical device marketing. However, some suggest the warnings could hinder a patient's care, and... more

Musculoskeletal News Roundup 11-Oct-07 BY LAUREN UZDIENSKI, OCTOBER 11, 2007

M&A With certain conditions, the FTC will allow Kyphon to proceed with its planned acquisition of Disc-O-Tech Medical Technologies and Discotech Orthopedic Technologies Inc. Kyphon was directed to sell Disc-O-Tech's Confidence product lines to address antitrust concerns. When Kyphon announced... more

MDMA Celebrates 15 Years: Past Achievements and Looking Ahead BY LAUREN UZDIENSKI, MAY 21, 2007

Last week's Medical Device Manufacturers Association Annual Meeting in Washington, D.C. gave us an opportunity to applaud the passion and dedication that defined MDMA's past accomplishments and will carry future negotiations on regulatory, reimbusement and marketplace issues for smaller device... more

JBJS: Conflicts of Interest Associated with Favorable Research Outcomes BY LAUREN UZDIENSKI, MARCH 19, 2007

More than 40% of investigators presenting data at the 2001 and 2002 Annual Meetings of AAOS reported conflicts of interest, and a new study in this month's JBJS shows that those conflicts were associated with positive study findings. Though investigators... more

Orthopedic News Roundup 12-Oct-06 BY HUYEN NGUYEN, OCTOBER 12, 2006

Earnings Update: CryoLife provided an update on its 3Q:06 projected revenues, which are estimated at ~$20 million, a 22% increase over the comparable quarter of 2005. In 3Q:06, its tissue processing revenues were ~$10.3 million, an increase of 41%, and... more

The Customer's Perspective, An Inside Look at NY Presbyterian's Procurement and Strategic Sourcing Department BY ARIELLA P. GOLOMB, MD, SEPTEMBER 15, 2006

HealthpointCapital's Interview with Jack Fleischer While conducting informational interviews for our latest research report on GPOs, we were fortunate enough to have the opportunity to speak with Jack Fleischer, VP of Strategic Sourcing at New York-Presbyterian Hospital, The University Hospital... more

Medical Centers Continue to Limit Gifts to Physicians BY ARIELLA P. GOLOMB, MD, SEPTEMBER 12, 2006

Today's New York Times reported that Stanford University has followed the University of Pennsylvania and Yale by putting in place a new policy that would prohibit its physicians from accepting small gifts (like pens and mugs) and free drug samples... more

Group Purchasing Organizations and Market Reform: What's Ahead for Device Companies? BY EDITOR, SEPTEMBER 5, 2006

February 2010 update: This report is no longer available for purchase. Learn more here.     Fact: GPO-negotiated contacts drive more than $100 billion in device purchases by hospitals.     News Item: The DOJ, the Connecticut Attorney General, three U.S. Senators, and the... more

Orthopedic News Roundup 31-Aug-06 BY HUYEN NGUYEN, AUGUST 31, 2006

Appointment: SpineVision® SA has hired Julian Mackenzie as its new Chairman and CEO. Previously, Mr. Mackenzie was with Wright Medical serving as Director General and CFO. Business Update: Donor Referral Services of North Carolina is at the center of a... more

Orthopedic News Roundup 12-Jul-06 BY HUYEN NGUYEN, JULY 12, 2006

Appointment: Biomet, Inc. appointed Charles E. Niemier as President of EBI's operations following the resignation of its former president, Bart J. Doedens, M.D. Mr. Niemier has been a member of the senior management team and Board of Directors for more... more

AdvaMed Code of Ethics Adherents Get New Logo BY DAVID KRESSEL, JULY 11, 2006

Late last month, AdvaMed created a logo licensing program for the AdvaMed Code of Ethics. For $300 per year, companies can license this logo which shows they have signed and comply with the Code. In particular, the logo can be... more

Smith & Nephew and Q-MED Form Hyaluronic Acid Treatment Alliance BY ARIELLA P. GOLOMB, MD, JUNE 28, 2006

Viscosupplementation to treat osteoarthritis has traditionally been performed with a course of three or five injections. Today Smith & Nephew Inc. and Q-MED AB announced an alliance which paves the way for the US marketing of DUROLANE, the first and... more

Orthopedic News Roundup 8-Jun-06 BY HUYEN NGUYEN, JUNE 8, 2006

Business Update: NuVasive announced that 90% of its sales force is now exclusively distributing its spine surgery products. This exclusive 175 person sales force includes both direct and independent sales representatives. Development & Distribution Agreement: Ars Arthro Biotechnologie GmbH, a... more

Sales Representatives' Accountability for Patient Safety BY ARIELLA P. GOLOMB, MD, JUNE 8, 2006

In contrast to the prevailing trend of limiting the access of pharmaceutical representatives to physician offices, medical device representatives are often a welcome addition in the operating room. Many surgeons have come to rely on the service they provide during... more

DJ Orthopedics Changes Name to DJO Inc. BY JOHN MCCORMICK, MAY 31, 2006

Yesterday morning, dj Orthopedics Inc. announced that it changed its name to DJO Inc. following its recent acquisition of Aircast Inc. The company acquired Aircast, famous to soccer moms for its ankle braces and casts, for $290 million at the... more

A Surgeon's Look at Costs In Total Joint Arthroplasty BY LAING RIKKERS, MARCH 31, 2006

One of the most informative sessions at AAOS was a section of the Health Policy Update Symposium delivered by William L. Healy, M.D. of the Lahey Clinic. Healy gave real-life examples of the complicated and delicate balance of hospital economics,... more

2006 Orthopedic Industry Forecast - Strong Growth to Continue BY EDITOR, MARCH 21, 2006

Our current forecast for the orthopedic industry projects continued long term growth of 15%. For 2006, we expect growth to be slightly below this trend, at 12%. Despite continued strength in other segments of the industry, hip and knee reconstruction... more

Marketing at Academic Medical Centers under Attack BY LAING RIKKERS, FEBRUARY 2, 2006

Doctors pushed back against marketing and commercial pressures from the pharmaceutical and medical device industries last week. On January 25, the American Medical Association (JAMA) published "Health Industry Practices That Create Conflicts of Interest: A Policy Proposal for Academic Medical... more

dj Orthopedics Reports Preliminary 2005 Financial Performance BY JOHN CHOPACK, JANUARY 10, 2006

The Company reported 4Q:05 revenues of $75 million which was a 10% increase over 4Q:04 revenues. dj Orthopedics also reported a 12% increase in 2005 revenues which totaled $286 million. Analysts were anticipating revenues of $71 million for the 4Q:05... more

Webcast as Marketing Tool BY DAVID KRESSEL, NOVEMBER 8, 2005

Although we are focused on the orthopedics industry, we recently came across the announcement of an alliance in the cardiovascular industry that interested us. Although the technology and deal size were noteworthy, we also noticed the company cited a webcasted... more

Department of Justice Questioning the Selling Practices of Medtronic, Guidant and St. Jude BY JOHN CHOPACK, OCTOBER 26, 2005

Medtronic, Guidant and St. Jude Medical said they each received subpoenas from the U.S. Attorney in Massachusetts related to their heart devices. Medtronic also stated that the subpoenas sought documents related to people in a position to recommend purchase of... more

Regeneration Technologies, Inc. Issues Voluntary Recall BY JOHN MCCORMICK, OCTOBER 14, 2005

Regeneration Technologies, Inc. (RTI) (Nasdaq: RTIX), the highly reputable allograft industry leader, said this morning that it issued a voluntary recall of allograft implants that have been processed from donor tissue received from Biomedical Tissue Services. RTIX attributed this to... more

Alphatec Spine Adds Another Seasoned Executive to Management Team BY EDITOR, SEPTEMBER 28, 2005

Scott Wiese named Vice President of Business Development & Marketing CARLSBAD, California, September 28, 2005 /PRNewswire/-- Alphatec Spine, Inc., ("Alphatec") today appointed Scott Wiese as Vice President of Business Development and Marketing. The hiring underscored the firm's recently completed transition... more

Orthopedic News Roundup 01-Sept-05 BY HUYEN NGUYEN, SEPTEMBER 1, 2005

This week, we decided to post the Orthopedic News Roundup for Thursday, instead of Friday due to the upcoming holiday. Clearly the biggest headline this week is the announcement of a take-over bid by Musculoskeletal Transplant Foundation ("MTF") for Osteotech... more

Allograft: Whacked Again BY JOHN MCCORMICK, MAY 16, 2005

The allograft industry is a curious phenomenon. Companies in this segment of the orthopedic industry are stand alone processors of human cadaveric musculoskeletal tissue for surgical implantation. Companies are stand alone because it seems that the metal benders in Warsaw,... more

Are Allograft Implant Revenues Stabilizing? BY ROBIN R. YOUNG CFA, NOVEMBER 8, 2004

For the five public allograft companies, sales for the first nine months of 2004 are running at around $234 million ($323 million annualized). Sales growth is slightly up - about 6%. Which is good news. Last year, public company allograft... more

Kyphon Reports Both Rising Sales and Rising Legal Activity BY ROBIN R. YOUNG CFA, NOVEMBER 3, 2004

You can always tell what managers are really thinking by the order of their comments on conference calls. For the quarter just ended (September 30/2004) Kyphon reported a 59% jump in net sales $55.8 million. Earnings soared to $6.1 million,... more

Thirty Percent Sales Growth Highlights ArthroCare's Third Quarter Report BY JOHN MCCORMICK, OCTOBER 25, 2004

Last week, ArthroCare Corp (Nasdaq: ARTC) announced that for the third quarter ending September 30, revenues rose 30% on year-over-year (YOY) basis. Total revenues, which include product revenues, license fees and royalties, for 3Q:04 were $38.2 million versus the $29.4... more

Corin Group PLC Increases Sales by 39% by Targeting Baby Boomer Patient Population BY JOHN CHOPACK, APRIL 19, 2004

While it is widely accepted that the baby boomer population will have a significant impact on the overall orthopedic industry, we believe that the Corin Group, located in the UK, has developed a unique product offering to address this younger,... more

The Integra Eye for the Low-Cost Buy BY ROBIN R. YOUNG CFA, MARCH 1, 2004

Integra Life Sciences (IART), which reported a 58% jump in revenues to $185 million for the year ended December 31st, 2003, was downgraded by W.R. Hambrecht this past week. We have known IART CEO Stu Essig for quite a while... more

Orthofix Buys Breg... combined sales rise to nearly $300 million and moves OFIX's estimated 2004 EPS to $2.60 from an estimated $1.70 in 2003. BY EDITOR, NOVEMBER 24, 2003

Charlie Federico liked his Physio-Stim distributor so much, that he decided to buy the company – for $150 million or 2.6x sales. This will be, by far, the largest transaction in Orthofix's history – and, we think, qualifies and that... more

Kyphon has the look of a juggernaut BY EDITOR, NOVEMBER 3, 2003

KYPH, as it has each quarter since coming public, significantly outperformed both sales and earnings expectations last quarter. The numbers tell the story: $35.1 million in sales vs. $33.6 estimate and $20.7 million for the same period the year before.... more

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