How Brand Loyal Are Orthopedic Surgeons?

HOW BRAND LOYAL ARE ORTHOPEDIC SURGEONS? WHAT IMPACT DOES THIS HAVE ON HOSPITALS' ATTEMPTS TO CONSOLIDATE VENDORS? 60% OF ORTHOPEDIC SURGEONS ARE LOYAL TO 1 BRAND OF KNEE IMPLANT... THEREFORE, ONLY 35% OF HOSPITALS HAVE SUCCESSFULLY CONSOLIDATED TO 1 BRAND OF KNEE IMPLANT³... PERCENT OF ORTHOPEDIC SURGEONS? PERCENT OF HOSPITALS 1 BRAND 1 BRAND 60% 35% 40% 65% 2+ BRANDS • 2+ BRANDS ...AND THOSE SURGEONS ARE ALSO LOYAL OVER TIME: EVERY YEAR, ONLY 1% SWITCH BRANDS PERCENT OF BRAND LOYAL ORTHOPEDIC SURGEONS WHO SWITCH BRANDS IN ONE YEAR? ...AND THOSE HOSPITALS TEND TO HAVE FEWER ORTHOPEDIC SURGEONS PERCENT OF HOSPITALS BY NUMBER OF ORTHOPEDIC SURGEONS4 1% SWITCH BRANDS ttkt HOSPITALS USING HOSPITALS USING 1 BRAND 2+ BRANDS AVERAGE 3.1 SURGEONS AVERAGE 4.6 SURGEONS FOOTNOTES: 1. 217 cases/year with relatively constant volume over a 3.5 year time period. Loyalist is defined as 290% of 1 brand, which allows for another brand'to be used in rare cases as needed. Hips have a similar story, though the percent of loyalists is slightly lower (50% vs 60%) 2. N= 124 short term acute care hospitals, 2008 Q1 to 2011 Q2 3. 22 orthopedic surgeons/hospital with relatively constant volume over a 3.5 year time period. Loyalist is defined as 290% of 1 brand, which allows for another brand to bé used in rare cases as needed 4. N= 93 short term acute care hospitals, 2008 Q1 to 2011 Q2 SOURCES: 1. Objective Health de-identified client data 2. Premier discharge database 3. Objective Health analysis OBJECTIVEHEALTH" A MCKINSEYY® SOLUTION FOR HEALTHCARE PROVIDERS Copyright 2012, Objective Health, a McKinsay Solution for Haalthoare Providars.