PODCAST

Device Nation

Kevin Brown

Each week Device Nation brings you ideas and stories from the frontlines of device sales, along with compelling interviews from icons in the world of medicine!!

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Medical Device Reps Podcast: Greg Mays, HMBA
May 31 2022
Medical Device Reps Podcast: Greg Mays, HMBA
It's a Supply Chain Spectacular as Device Nation sits down for an inspiring conversation with Assistant Vice President of Procurement and Medical Device Management with LifePoint Health, Greg Mays, HMBA!  We talk about rep and supply chain "pearls and pitfalls", cap pricing, vendor contracts, vendor credentialing and more!Before joining LifePoint, Greg was a Group Director at HealthTrust Purchasing Group and specialized in consulting  with member hospitals to help them achieve better value in their Medical Device sourcing.Greg was in Orthopaedic implant sales (Sports Medicine, Hip/Knee and Extremity) for over 14 years!  He began his career as a "Tech-rep" and has progressed to a Full Sales Associate, then Territory Manager. This experience involved him with professionals from a variety of backgrounds from surgeons and hospital CEO's, to surgical staff and instrument techs. Follow on LinkedIn: Health: a GPO? IDN? 1 in 60 rule is a rule of thumb which states that if a pilot has travelled sixty miles then an error in track of one mile is approximately a 1° error in heading, and proportionately more for larger errors.  Inversely, if we stay on the same heading we've always been on in medical sales....will we land at the intended destination?  Consider looking at degrees of course correction, NEW models to bring more value to all parties involved, especially the patient!Support the show
Medical Device Reps Podcast: Greg Mays, HMBA
May 31 2022
Medical Device Reps Podcast: Greg Mays, HMBA
It's a Supply Chain Spectacular as Device Nation sits down for an inspiring conversation with Assistant Vice President of Procurement and Medical Device Management with LifePoint Health, Greg Mays, HMBA!  We talk about rep and supply chain "pearls and pitfalls", cap pricing, vendor contracts, vendor credentialing and more!Before joining LifePoint, Greg was a Group Director at HealthTrust Purchasing Group and specialized in consulting  with member hospitals to help them achieve better value in their Medical Device sourcing.Greg was in Orthopaedic implant sales (Sports Medicine, Hip/Knee and Extremity) for over 14 years!  He began his career as a "Tech-rep" and has progressed to a Full Sales Associate, then Territory Manager. This experience involved him with professionals from a variety of backgrounds from surgeons and hospital CEO's, to surgical staff and instrument techs. Follow on LinkedIn: Health: a GPO? IDN? 1 in 60 rule is a rule of thumb which states that if a pilot has travelled sixty miles then an error in track of one mile is approximately a 1° error in heading, and proportionately more for larger errors.  Inversely, if we stay on the same heading we've always been on in medical sales....will we land at the intended destination?  Consider looking at degrees of course correction, NEW models to bring more value to all parties involved, especially the patient!Support the show
Medical Device Reps Podcast: Dr. Herrick Siegel
May 4 2022
Medical Device Reps Podcast: Dr. Herrick Siegel
Device Nation sits down for an inspiring conversation with Herrick Siegel, MD, Section Head of Orthopedic Oncology at UAB Medicine in upstate Alabama …..a must follow on LinkedIn if you like profoundly challenging reconstruction cases. Dr. Siegel offers hope to these patients, bringing his unique skill set of confidence and capability to the table!We also discuss his work on the Signature Orthopaedics Spartan Stem, a compelling implant with an incredible design aesthetic!!!!Will, a rep who calls on Dr. Siegel, shares practical ways you can deepen your position with your Doctors, employees of the hospital, employees of the company/companies you work for, and competitive peers. We also look at products to widen your income base (multiple revenue streams is the moat around your business), is Link that product your should add to your bag?Clinic Site: Spartan Stem: Orthopaedics: the show
Medical Device Reps Podcast: Dr. William Kurtz
Apr 11 2022
Medical Device Reps Podcast: Dr. William Kurtz
Device Nation heads to Music City for an inspiring conversation with Dr. Will Kurtz!   We talk about his patents, branding, social media, and what can help make surgeons successful in todays environment....and (a first for the show) we talk to one of his reps, Zach!Dr. William B. Kurtz is a board-certified, fellowship-trained orthopedic surgeon who specializes in hip and kneereplacements.  Dr. Kurtz holds a bachelor's degree in mechanical engineering from Rice University and graduated medical school from The University of Texas Southwestern Medical School at Dallas with Alpha Omega Alpha honors distinction. He completed a residency in orthopedic surgery at Vanderbilt University Medical Center, followed by a subspecialty fellowship in adult reconstructive joint surgery at New England Baptist Hospital in Boston. He is now currently on the medical staff at Saint Thomas Midtown Hospital, Saint Thomas Hospital for Specialty Surgery, and Centennial Medical Center.Dr. Kurtz currently serves as the President of the TOA board, as the Chief of Orthopedics at St. Thomas Midtown Hospital, on the surgical advisor board for both the custom Conformis knee and hip replacements, and on the OrthoForum board. He has developed both knee and hip replacement implants and holds over 14 patents. He is a member of the American Academy of Orthopedic Surgeons, the American Academy of Hip and Knee Surgeons, the Tennessee Orthopedic Society, and the Vanderbilt Orthopedic Society. He has continued involvement in scientific research throughout his career. He published his study on the effects of bony impingement on range of motion in total hip arthroplasty in 2009 and his patented leg length study in 2011. He is currently involved in a 10-year prospective custom knee and hip replacement study and has completed two studies with Dr. Richard Komistek analyzing the kinematics of custom knee replacements, which were published in Journal of Arthroplasty in 2017.Clinic Site:  Want to add a quality AND  value proposition cement to your bag?  Check out G21: the show (
Medical Device Podcast: Dr. Adolph Lombardi
Mar 21 2022
Medical Device Podcast: Dr. Adolph Lombardi
A conversation with former President of the Knee Society and Hip Society, Deputy Director of CCJR, Founder of Operation Walk USA  Dr. Adolph Lombardi!  We talk about his pioneering work as a patented implant design surgeon, JIS, ASC's, his biggest automobile regret, and the SUITS!!!Dr. Lombardi is the president of JIS Orthopaedics, formerly known as Joint Implant Surgeons, a medical practice he first joined in 1987.   He pursued two fellowships in reconstruction of the hip and knee—one with Thomas H. Mallory, MD at Joint Implant Surgeons and the other with Gerard A. Engh, MD at the National Hospital for Orthopaedics and Rehabilitation and Anderson Orthopaedic Institute.Dr. Lombardi had a vision for a physician-owned musculoskeletal specialty hospital, which spurred the development of New Albany Surgical Hospital in 2003, and acquired by Mount Carmel Health Systems by 2007. In 2013 he and his partners opened ambulatory surgery centers White Fence Surgical Suites and Southeastern Ohio Surgical Suites, where they have performed over 10,000 outpatient arthroplasties. He designed the Maxim and the Vanguard Knee Systems, the AVL Anti-Subluxation Rotating Hinge Knee, the Max-Ti Reconstruction Acetabular Cage System, the Taperloc Complete Hip System, and the Signature System in which patient-specific custom guides for performing arthroplasty are generated from preoperative imaging studies. Lombardi has been a clinical investigator for several FDA clinical trials and holds multiple patents related to instrumentation and implants.Clinic Site: is the Prevena rep making a sale that should be YOURS?? should you be doing these days?  The same as last year but with just more "zing" and "pep"?Support the show (
Medical Device Podcast: Dr. Mark Frankle
Mar 7 2022
Medical Device Podcast: Dr. Mark Frankle
A conversation with  President -Elect of the Society of American Shoulder and Elbow Surgeons, the CEO of COR, the Liege of Lateralization, Dr. Mark Frankle!  We talk about his pioneering work as an implant design surgeon, an amazing story you don't want to miss.Dr. Frankle has been with Florida Orthopaedic Institute since 1991 and received his fellowship training at Mayo Clinic in Rochester, Minnesota.  He  has authored more than two hundred articles in professional journals, maintains ongoing research projects and has presented his findings at various professional conferences. He also has been serving as a reviewer of the Journal of Orthopaedic Research.He is the director of the Biomechanical Shoulder and Elbow Research Lab at the University of South Florida College of Engineering. He is also the director of the Shoulder and Elbow fellowship program, a collaborative effort between Florida Orthopaedic Institute and the Foundation for Orthopaedic Research and Education. He received the prestigious Charles S. Neer award for Basic Science from the American Academy of Orthopaedic Surgeons.Visit Dr. Frankle: Marc.Olarsch@djoglobal.comClinic Site: bank owned by Orthopaedic Surgeons, FOR Orthopaedic Surgeons?Physicians First Bank: Media...what to do these days?  Device Nation offers a simple strategy to help build YOUR brand,Support the show (
Medical Device Podcast: Dr. Michael Ast
Feb 17 2022
Medical Device Podcast: Dr. Michael Ast
A conversation with HSS Orthopedic Surgeon and Chief Medical Innovation Officer, Dr. Michael Ast!  We talk about the Foundation for Physician Advancement, the Business of Medicine, Stark Laws, gymnastics!!In December, HSS announced the appointment of Dr. Ast as the new Vice Chair of the HSS Innovation Institute and Chief Medical Innovation Officer. Dr. Ast, an assistant attending surgeon on the Adult Reconstruction and Joint Replacement Service, has extensive experience in value-based care implementation, advanced technology for surgical training and data integration and analytics. In his new role, Dr. Ast is working closely with members of the Innovation Institute team to support viable new offerings that can improve clinical outcomes, enhance the patient experience or lower the cost of care delivery in a meaningful way.Clinic: Michael P. Ast, MD - Hip and Knee Replacement | HSSFoundation for Physician Advancement: Home - Foundation for Physician Advancement (buildingasuccessfulpractice.org)HSS Innovation Center: Innovating to the Most Challenging Cases (hss.edu)HSS Innovation Team: HSS Innovation TeamIs our reaction to the USS Business of Medicine that of an Undertaker, a Caretaker, or an Overtaker?  A product that might be a valuable addition to your bag as an Overtaker: Website: Induce BiologicsContact: nick@induce-surgical.comSupport the show (
Medical Device Podcast: Dr. David Helfet
Jan 31 2022
Medical Device Podcast: Dr. David Helfet
A conversation with AO/ASIF HSS Trauma Icon, Dr. David Helfet!  We talk about the formation of AO, his experience with Synthes, pelvic fractures, OTA, and golf!!!!   Dr. Helfet is the Past President of the Orthopaedic Trauma Association and has been extensively involved nationally and internationally on boards and courses dealing with trauma. Dr. Helfet is annually ranked as one of New York Magazine’s “Best Doctors in New York” and Castle-Connolly’s “America’s Top Doctors.” Dr. Helfet has published extensively on orthopedic trauma topics including numerous articles and book chapters.NY Fracture: Clinic Site: Medical Images: is a big ship on the radar...the USS Business of Medicine!!  Can we avoid getting hit by it?  How to Avoid Huge Ships: our reaction to this ship that of an undertaker, a caretaker, or an OVERTAKER??QR Code to my Cervical Spine MRI...What do YOU think?? the show (
Medical Device Podcast: Dr. Don Buford
Jan 15 2022
Medical Device Podcast: Dr. Don Buford
Device Nation goes "around the horn" with Linkedin luminary, former Baltimore Orioles second baseman and Orthopedic Surgeon Dr. Don Buford ! A real "circus catch" of a conversation, you will learn about:-The metric that can't be measured in baseball-"Q" codes-Injectable amniotic fluid-BMAC versus PRP-Ultrasound tech in a clinic settingTexas Orthobiologics: Ultrasound Courses: Dr. Buford on LinkedIn: expand on  our "Deep and Wide" series talking with social media influencer and friend of Device Nation, Johnny Caffaro.... Hear his thoughts on what it means to be 'D.E.E.P.'!Follow Johnny on LinkedIn: Shoes: we talk about 'WIDE' with thoughts on the new Brasseler EZX system, check it out! the show (
AAHKS Retrospective: The Grand Hall/Dr. Bryan Springer and Marney Reid
Jan 4 2022
AAHKS Retrospective: The Grand Hall/Dr. Bryan Springer and Marney Reid
We're going back to Dallas!Episode 3 of our AAHKS Retrospective as Device Nation extends the microphone to AAHKS President  Dr. Bryan Springer and FPA Executive Director Marney Reid!  They share their thoughts on many subjects, notably the Foundation for Physician Advancement,  a nonprofit organization built by surgeons to provide education and experience on the business of medicine. This incredible organization assists surgeons building their practices through the fundamentals that DON'T involve a saw...things like:-Navigating Contracts-Billing and Coding-Practice Politics-Social Media-Technology-Investment-Oral Boards-NetworkingWhat you'll learn on this episode?-The late Dr. Larry Dorr's thoughts on the formation of AAHKS and how "the business of medicine" shaped it-Why "the business of medicine" is a here and now subject that young surgeons must get their arms around-How surgeons can benefit from a FREE knowledge transfer on "business of medicine" topics from podium-level mentors-Why PGY5, Fellow and Surgeons in their first 2 years of practice need to be in Greensboro, NC on February 26thDr. Bryan Springer: Reid: the show (
AAHKS Retrospective: The Grand Hall/Dr. Antonia Chen
Dec 17 2021
AAHKS Retrospective: The Grand Hall/Dr. Antonia Chen
We're going back to Dallas!Episode 2 of our AAHKS Retrospective as we bring the Device Nation microphone to the Grand Hall and talk to a surgeon you need to know, Dr. Antonia Chen!  Harvard Medical Professor, Rutgers MBA, Director of Research Arthroplasty Service at Brigham and Women's Hospital, Editorial Board and Manuscript Reviewer of practically everything, Women in Arthroplasty, a blazing comet in our world!!Twitter: the show (
AAHKS Retrospective: The Exhibit Hall
Dec 14 2021
AAHKS Retrospective: The Exhibit Hall
We're going back to Dallas!!Episode 1 of our AAHKS Retrospective as we bring the Device Nation microphone to the Exhibit Hall and talk to some of the amazing booth staffers!  You'll hear about products you may want to consider having in your bag, "pitches" you may want to emulate, and discover solutions to problems in your territory.....but only if you "leave the island".Make sure to show up as an exhibitor or attendee next year, the great folks at AAHKS  do incredible work in our space! the show (
Medical Device Podcast: Dr. Sean Mcmillan
Nov 24 2021
Medical Device Podcast: Dr. Sean Mcmillan
Device Nation jumps into the wrestling ring with multi-instrumentalist, ESPN broadcaster,  WWE fan and Orthopedic Surgeon Dr. Sean Mcmillan! A great conversation, you might be inspired to throw a chair!Clinic Site: expand on  our "Deep and Wide" series talking with spine rep and friend of Device Nation, Skylar!  Adcura Spine should be on your short list as you consider "wide"!!!Adcura Sagittae: view, share and manage all of your medical images in one web application! ** **Support the show (
Medical Device Podcast: Dr. Tyler Noble
Nov 1 2021
Medical Device Podcast: Dr. Tyler Noble
Device Nation eases into the cockpit with pilot, musician, Master wood craftsman, prototyper, flight simulation entrepenueur and Orthopedic Surgeon Dr. Tyler Noble! One of the most interesting people I have ever met, you will be inspired!Noble Flight Sim: DEFINITIVE Rubik's cube: Site: kick off our "Deep and Wide" series talking with friend of Device Nation, Stu Brandon!  Rivera Surgical should be on your short list as you consider "wide"!!!Stu Brandon: Surgical: Curvebeam Mailbox Money opportunity for Device Nation Listeners!!Identify a prospect in your area for a best-in-class, in-office, standing CT imaging platform.  Connect with turner.dean@curvebeam.com for a brief technology presentation.  Tell him Device nation sent you and keep an eye on that mailbox....EASY!  Support the show (
Medical Device Podcast: Dr. Andrew Freiberg
Oct 4 2021
Medical Device Podcast: Dr. Andrew Freiberg
Device Nation sits down with serial entrepenueur, UKA pioneer, 100-ton merchant mariner licensed, former Zimmer-Biomet CMO, Orthopedic Surgeon and MGH icon Dr. Andrew Freiberg!    His contributions to our space are deep AND wide, a conversation with a living legend!Linkedin: site: link: are coming at us with numbers never seen before.  The 'ceiling' is going lower and lower on our halo offerings, and will demand a truly creative response....going 'deep and wide' is a strategy for your consideration!*Special Curvebeam Mailbox Money opportunity for Device Nation Listeners!!Identify a prospect in your area for a best-in-class, in-office, standing CT imaging platform.  Connect with turner.dean@curvebeam.com for a brief technology presentation.  Tell him Device nation sent you and keep an eye on that mailbox....EASY!  Support the show (
Medical Device Rep Podcast: Dr. Vonda Wright
Sep 13 2021
Medical Device Rep Podcast: Dr. Vonda Wright
Device Nation sits down with author, motivational speaker, blogger, podcaster and Sports Medicine Orthopedic Surgeon, Dr. Vonda Wright!    We talk about building a brand and building people, an inspiring conversation!!!Womens Health Conversations: Site: Books: Change and Trust.  You made it to the top of the behavioral influence stairway!  How do you protect that "zone of influence" and conversely, how can you lose it?  What does an ACME "portable hole" have to do with medical device sales?Support the show (
Brown Bag Series: Kinamed
Sep 1 2021
Brown Bag Series: Kinamed
Kinamed has high-quality, door-opener products that are truly unique.  We talk about the amazing Supercable, Patient-specific PFJ and Carbojet....Check them out!Kinamed: Fiebiger Vice President, Global Sales rfiebiger@kinamed.comWhat's in YOUR bag?Support the show (
Medical Device Rep Podcast: Dr. Joseph McGinley
Aug 30 2021
Medical Device Rep Podcast: Dr. Joseph McGinley
Device Nation sits down with an Orthopod trapped in a Diagnostic Radiologist's body, Dr. Joseph McGinley!    We talk about McGinley Innovations, his office-based practice, patents, what is was like to swim Alcatraz,  and more!!!McGinley Innovations: Site: Book: Alcatraz: Tough Race: Summits: our sponsor and check out the amazing Curvebeam! and Trust.  We are almost to the top of the behavioral influence stairway and rapport and trust are a natural outflow from empathy.  The rapport part is easy, trust has to be protected at all costs!!Support the show (
Medical Device Rep Podcast: Dr. Brett Sanders
Aug 17 2021
Medical Device Rep Podcast: Dr. Brett Sanders
Device Nation sits down with a surgeon you need to know, Dr. Brett Sanders!    We talk about his life, his practice, guitar, RC repair and do some transosseous tunneling!!Tensor Surgical: Shoulder Positioned: Tab: Site: answer for most of what ails relationships at work and home.  We define it and look at the perilous Drake Passage for the visual!Support the show (
Medical Device Rep Podcast: Dr. Selene Parekh
Aug 1 2021
Medical Device Rep Podcast: Dr. Selene Parekh
Device Nation sits down with a surgeon you need to know, Dr. Selene Parekh!      Co-Chief Foot and Ankle Division, Director of Digital Strategy and Innovation at Duke University, a great conversation about another exploding sub-specialty.  We talk about his life, his practice, Lasso socks, Fantasy Doctors and Indian food among others!!The Fantasy Doctors: Site: listening to our customers and patients can be hampered by "packaging"....How do we stay focused when the person talking across from us doesn't have the presentation/pedigree/polish/politics that check off OUR boxes?Support the show (
Brown Bag Series: ODI Talon Nail
Jul 12 2021
Brown Bag Series: ODI Talon Nail
ODI has a truly unique Lag and Intramedullary Nail fixation solution!  A LOT of fun to show as there is nothing like it on the market, always gets a "wow", and the company is just fantastic to work with.  Check them out!ODI: Demo: Bender/Business Development Director: bbender@odi-na.comWhat's in YOUR bag?Support the show (