Newsletter Spine Marketingหมอกระดูก.com/files/9413/9693/3669/___.pdf · regarding S4 and the NGPSS (Next Generation Pedicle Screw System) development project. We

Newsletter Spine Marketing

Personal and confidential. For employees of the B. Braun AESCULAP-Group only! Persönliche und vertrauliche Mitteilungen. Nur für Mitarbeiter der B.Braun AESCULAP Unternehmensgruppe bestimmt. 1

Aesculap Spine

WE CONNECT COMPETENCE…

Due to the new SBA structure we are pleased to inform you that Wera Leber, Silke Gentner, Bianca Bauhammer, Patrick Schoppmeier and Denis Ricci have joined our SN Team. In her position as Marketing Coordinator Wera Leber is working for our SBA Head Mr. Rainer Ruppel since January 2013. Wera has been working for B.Braun Aesculap since 2005 as Marketing Coordinator for Neurosurgery. Silke Genter also has switched from the coordination of the Marketing Neurosurgery to assist Frank-Markus Storz and his team in the Operational Spine Marketing as part-time Marketing Coordinator. Bianca Bauhammer is with B.Braun Aesculap since 2004 and in her position as Marketing Manager for Neurosurgery she’s responsible for the preparation and realization of neuro events and workshops. Patrick Schoppmeier has joined our Spine Team since beginning of October 2012 in his position as Trainee. He will finish his apprenticeship at the end of August 2013 and is responsible for the Speakers Management and supporting Kerstin Hirschfeld in cases of Training Management, too. Denis Ricci has joined the Spine Marketing Department on 1st of March as a Junior Product Manager for thoracolumbar spine surgery, supporting Mr. Wolfgang Daiber within the tasks regarding S4 and the NGPSS (Next Generation Pedicle Screw System) development project. We wish all of them the best for their future !

Contacts: [email protected] [email protected] [email protected] [email protected] [email protected] +49 7461 95-2162 +49 7461 95-1368 +49 7461 95-1633 +49 7461 95-2726 +49 7461 95-2225

WELCOME TO THE APRIL ISSUE OF THE SPINE NEWSLETTER 2013



Aesculap Spine

WE CONNECT COMPETENCE…

Dear colleagues,

First and foremost I would like to introduce myself to you. My name is Denis Ricci and I joined the Spine Marketing Department on 1st of March as a Junior Product Manager for thoracolumbar spine surgery. In 2011 I gained my first “Aesculap Spine Experiences” at the R&D Spine department, where I wrote my Bachelor-Thesis which mainly focused on a conceptual redesign of the Hydrolift-Inserter. Following up on the graduation in Medical Engineering, I changed my focus and started a Master degree course in Mechanical Engineering and International Sales Management. Besides the study I worked as a student trainee in the strategic marketing, where last year I had the opportunity to write my final paper.

The main focus lay on the development of a provision system for sterile packed spine implants, with a special affinity to the NGPSS project. The result represents a mobile module cabinet that can be adapted to the requirements of the hospital individually. In this regard, the sterile packed implants are stored clearly and systematically in module-baskets, which can be brought into the operating theatre. Carrying on, the inventory management is supported by a Kanban system, which allows to schedule and control the logistical chain from the clinical stock to the operating room for a lean and just-in-time procurement of the implants. In order to improve the present results and to develop a high-grade customer-friendly provision system, we are striven to deepen our knowledge and work. If you have any questions or suggestions concerning the provision system, please feel free to contact me: Contact: [email protected] +49 7461 / 95-2225

PROCUREMENT SYSTEM FOR STERILE PACKED IMPLANTS



Aesculap Spine

WE CONNECT ELEMENTS…

1. Percutaneous Extension ____________________________

1.1. Philosophy________________________________________________ Driven by a demographically but also generally growing demand for less invasive surgical solutions with less morbidity there is a rapid increase in technology that enables surgeons to treat patients with minimally invasive resp. percutaneous procedures.

What is Percutaneous Surgery?

Percutaneous solutions are new and innovative techniques using minimal incisions, conducting the surgery with minimal invasiveness and minimal morbidity. The percutaneous technique is based and strongly conditioned on the relaying minimal approach techniques, specialized instrumentation and small and smart implant solutions.

What’s the objective?

It is the aim to treat disorders of the spine less invasive, with smaller incisions, with less disruption to the muscles, less damage to any soft tissue and last but not least with less morbidity in general. These advantages can provide a faster recovery, a decrease of blood loss, a quicker normalization of function and daily live as well as a more convenient cosmetical result.

Which benefits can be provided?

Some essential benefits are provided to patients who intend to go back to work as soon as possible and have expectations regarding the cosmetical result; as well as elderly patients, trying to avoid more invasive surgical techniques with a high risk of significant morbidity and possibly longer recovery.

S4 SPINAL SYSTEM – PERCUTANEOUS INSTRUMENTATION AND AUGMENTATION



Aesculap Spine


1.2. Characteristics______________________________________________ The following instruments are new:

Clamping Sheath FW693R

Polyaxial Screw Driver FW695R

Monoaxial Screw Driver FW696R

Inner Tube FW734R

Percutaneous Outer Tube FW735R

Counter Torque Handle FW736R




Aesculap Spine


2. Augmentation Screws and Cannula____________________

2.1. Philosophy___________________________________________________ The augmentation screws allow the surgeon the respond to a reduced bone quality of the patient. Sometimes, the existing bone quality of patients does not provide sufficient fixation ability to ensure the required system stability of internal fixation. To achieve the desired fixation of the screw, a bone cement, having a defined viscosity, can be injected through the augmentation screw into the vertebral body. The slots provide homogenous cement distribution. 2.2. Characteristics Augmentation Screws The S4 Augmentation Screws are an extension of the S4 Spinal System with cannulated screws. The modification or enhancements are characterized as follows: at the distal end of the bone thread, there are two opposite, mutually displaced slots. At the proximal part there is an internal thread in the bone screw head. The continuous axial bore in conjunction with the side slots allows the application of a high-viscosity bone cement. The internal thread in the proximal portion of the screw serves as a link allowing you to connect an instrument for the application of bone cement. Injection Cannula SR146SU The cannula is used exclusively for the application of bone cement. The external thread of the cannula is screwed into the internal thread of the bone screw head of augmentation screw. On the opposite side of the cannula a suitable cement applier can be coupled. Thus, the cannula provides the link between the cement applier and the augmentation screw. The cannula remains up to a specified consistency of the cement (texture and viscosity) in the screw head. The design of the couplingbetween the screw and threaded connection piece of the injection cannula allows ventilation while applying the cement. Injection Cannula SR148SU This cannula shows the same features as SR146SU but is 200mm long for use with the percutaneous instruments. For further questions please contact: [email protected] +49 7461 / 95-2758




Aesculap Spine


Choosing the right burr

The guide "which burr to use" has been updated with the information about the latest burrs added to the product range. It is now available in the Power Systems Project Room. The knowledge about our burr offering and the benefits of the individual burr types is an important key for getting and maintaining this attractive business. Many surgeons only know the standard burr types like Rosen and Round Diamond burrs. In the sense of sharing expertise, make sure that your customers know all our available burr types and their benefits to help them achieving the best possible OR-result.

This way we can differentiate us from pirate companies like Komet, who offer for our systems only the most interesting standard burrs. As long, as our customers use only few standard burr types, the cherry picking remains very easy for such companies. 2012 we sold more than 150.000 high speed burrs. Despite the growing competition and price pressure in this area we were able to increase sales by 16%. With a consolidated contribution margin of 9,8 Mio Euro we only very closely missed the 10 Mio border. Congratulation and thanks to everybody who helped achieving this great result! Contact: [email protected] +49 7461 / 95-2084

POWER SYSTEMS SPINE/NEURO



Aesculap Spine


Fracture Management in the TL Spine 14-15 February 2013, Berlin / Germany The Aesculap Academy course “Fracture Management in the TL Spine” took again place in the Aesculap Academy and anatomy of the Charité in Berlin. Under special direction of the chairmen Oliver Gonschorek, MD (Murnau, Germany) and an international faculty with Stefan Hauck, MD (Murnau, Germany), Christian Schulz (Munich, Germany), Gerd Bordon, MD (Valencia, Spain) and Fred Bakker, MD (Amsterdam, Netherlands) topics all around fractures in the TL-Spine were discussed. The course focused on percutaneous fracture instrumentation as well as screw augmentation techniques, vertebral body replacement, antero-lateral stabilization and the unilateral balloon kyphoplasty. In total 12 participants from Brazil, Germany, Spain and UK shared their expertise during the interactive theoretical sessions. Besides the theoretical lectures participants had the possibility to do product training on sawbones in the Aesculap Academy on the first day about S4/FRI and percutaneous instruments, Hydrolift, MACS II and Osseon. The experienced faculty intensified the training on the second day with workshops on specimen in the anatomy of the Charité. The participants learned about the endoscopic, the mini-open approach for the anterior stabilization with Hydrolift and MACS II as well as the percutaneous approach with S4/FRI and the unilateral approach for the Balloon Osseoplasty. Contact: [email protected] +49 7461 / 95-2718

HIGHLIGHTS FRACTURE MANAGEMENT COURSE



Aesculap Spine

WE CONNECT KNOWLEDGE…

In the beginning of February we welcomed Dr. Zheng Zeng from China here in Germany. He is a fellow of the Ungethüm-Aesculap-Stiftung (foundation). Since 2006 the Ungethüm-Aesculap Stiftung is sponsoring young surgeons from Asian countries post-education at German hospitals. The purpose of this activity is to give them the opportunity to learn from German clinical opinion leaders, in order to improve their operating technique and understanding. Dr. Zeng spends six weeks with Professor Ulrich in the Klinik am Eichert in Göppingen and reports his first impressions: Monday, February 4, 2013

Arrive at Klinik am Eichert. Just watch operations everyday. For example lumbar vertebral fracture.

Operator:

Dr. Sven Mork

FELLOW SHIPS IN GERMANY IN THE FIRST QUARTER OF 2013

Meeting with Anke Meeting with Professor Ungethüm

Sightseeing at the weekend

2013/2/9 Saturday



Aesculap Spine


After intensive efforts to gain the visa, we finally managed to welcome a second fellow of the Ungethüm-Aesculap Stiftung to start his training of six months at March 18, 2013 in the Klinikum Karlsruhe with Dr. Dirk Brücher and Professor Christof Müller. Dr. Saravanan A/L Shanmugam from Malaysia started his fellow ship also with his first day in Tuttlingen and is now well settled in Karlsruhe.

End of January we welcomed Dr. Hans Grohs from Brazil for a six months fellow ship with Dr. Thomas Günther and Dr. Jan Michael Berger in Hildesheim. Dr. Grohs is a fellow of the Brazilian Spine Society He participated in the Fracture Management Course in Berlin, visited Dr. Zeisberger, Dr. Pitzen, Dr. Nothwang and Dr. Brücher for a one day clinical visit and is now doing very well in his final destination Hildesheim. We curiously expect his first report from his training… From Japan we also had a guest surgeon for four weeks. Dr. Kazuo Nakanishi started his programme with a two week training in Koblenz with Dr. Francis Kilian and spent another two weeks with Professor Rudolf Beisse in Tutzing. We are glad about the increasing interest in our very important marketing tool of long term clinical visits and fellow ships. For us it is the biggest satisfaction to hear the exited field reports of the guest surgeons. Come on and join this opportunity also for your customers… Contact: [email protected] +49 7461 / 95-2125

(Anke Hogen, Dr. Shanmugam)

(Anke Hogen, Dr. Hans Grohs)

(Dr. Kazuo Nakanishi, Mario Serpa)

FELLOW SHIPS IN GERMANY IN THE FIRST QUARTER OF 2013



Aesculap Spine


After the reorganization of our internal training program, we were very pleased to hold Module A and Module B of our fully booked-out Basic Sales Training. Employees from all over the world participated in this one-week-training which was conducted by several experienced spine surgeons. For the first time we offered a cadaver lab in Tübingen where the participants had the possibility to do a hands-on training. The feedback of this week was extremely positive and we would like to give you some impressions: Contact: [email protected] +49 7461 / 95-1583

BASIC SALES TRAINING SPINE 11 – 15 MARCH 2013



Aesculap Spine


„Module concept perfect!“

„It was excellent!“

„Highly informative and useful to start with Aesculap spine products promotion”

“Top! After some days you really get a nice feeling of spine surgery / business including all topics what a surgeon concerns as well as an detailed overview of the focus spine products in lumbar spine”

„Nice workshop atmosphere“

„Tests are good to review yourself“

„Good mix between lectures and workshops“

BASIC SALES TRAINING SPINE 11 – 15 MARCH 2013

“This course was very helpful in gaining a deeper understanding of the anatomy and other product segments”



Aesculap Spine


Strategy Workshop Cervical 360° and PLASMAPOREXP & ASSET 360° Cervical Stabilization March 19 - 20, 2013, Munich / Germany This year a new concept for the ASSET was introduced. The 360° Cervical Stabilization ASSET was combined with the Strategy Workshop Cervical 360°. It took place in Munich and the recently reopened anatomy. We also had the opportunity to visit the headquarter of Brainlab near Munich. 14 participants from Germany, Japan, Malaysia, Russia, Spain, Netherlands, UK and USA joined three strategy workshops, passed the exams and had the opportunity of cadaver labs with Quintex, SecureSpan and S4 cervical. To optimize upcoming product launches, a pricing workshop for Quintex and a positioning workshop for CeSPACEXP were performed on the first day. For the 360° ASSET we could win as speakers and instructors Armin Helmbrecht, MD (Munich, Germany) and Peter-Douglas Klassen, MD (Lingen, Germany). The third workshop took place on the second day and focused on a potential 360° communication campaign. ASSET participants during the Brainlab visit For further questions please contact: [email protected] [email protected] +49 7461 / 95-1180 +49 7461 / 95-31072

HIGHLIGHTS 360° STRATEGY WORKSHOP AND 360° CERVICAL ASSET



Aesculap Spine


Dr. Sunthorn Srisuwan, thopaedic surgeon

Hat Yai Tertiary Center Hospital, Songkhla province

Thailand, Email : [email protected]

Patient History The patient is a 42 year old male with severe lower back pain from motorvehicles accident. Examination He is completely paralysis of both lower extremities, very tender to palpation over the sacrum and urinary continence. There is completely loss of perianal sensation and rectal tone. Image Figure 1. MRI show acute compression fracture of L3 and fracture – dislocation of S1 /S2 junction, compromised the spinal canal. Figure 2.1 , 2.2 , 2.3 : Three Dimensional CT scan show Flexion-distracted compression fracture of L3 and spinous process fracture of L1 and L2 [Mixed type injury]. Transverse fracture dislocation at S1/S2 junction and involved bilateral sacral foramen. Treatment - The patient was mark neurological deficit with severe spinal cord compression. - Posterior approach with pedicular screw fixation from L2 to S4 level were done by the combination of Aesculap S4C and S4 screw with the transitional rod system. - For L3 flexion-distracted compression fracture was used Aesculap S4 pedicular screw fixation - For S1/S2 fracture – dislocation site was used Aesculap S4C pedicular screw fixed into lateral mass of S2 - S3 - S4 levels and reduction . Laminectomy of S1 –S2 junction was done. Outcome Two – weeks following the surgical procedure, the patient experienced improvement in pain and neurological recovery. At 2 months , He could walk with walker by himself. At one year , he had regained substantial bowel and bladder continence. Only perianal numbness persisted. The patient ambulated without any walker and return to work.

CASE REPORT S2–S4 LATERAL MASS SCREW FIXATION S1/S2 FRACTURE DISLOCATION



Aesculap Spine



Figure 1 Figure 2.1

Figure 2.2 Figure 2.3



Aesculap Spine


Nearly 100 % reduction

Entry point beside the sacral foramen




Aesculap Spine


Dear colleagues,

first and foremost I would like to introduce myself to you. My name is Patrick Schoppmeier and I joined the Spine Marketing Department on 1st of October 2012 as a Trainee, especially supporting Kerstin Hirschfeld in cases of Training Management and Franz-Josef Kupferschmid in topics like the Quintex Competition Guide App.

Since 1st February I have assumed the Speaker Management from Ramona Schroeter, who has switched to our Marketing Services department as a Press Relations Manager. If you have any questions or suggestions concerning the Speakers or Training Management, please feel free to contact me: Contact: [email protected] +49 7461 / 95-2726 Endoscopic Spine Surgery April 11-12, 2013 – Tuebingen/ Germany Concept: Training on the thoracosdopic technique for fracture and tumor treatment. Scientific lectures with workshop sessions on sawbones and living anesthetized

pigs. Focus on: Miaspas TL, Macs II, Hydrolift Chairman: Ao. Univ.-Prof./USA Dr. R. Beisse, Tutzing Contact: [email protected] +49 7461 / 95-1015

UPCOMING SPINE COURSES – 2ND AND 3RD QUARTER 2013



Aesculap Spine


Cervical Course Prague, Czech Republic April 18-19, 2013 – Prague/ Czech Republic Concept: Theoretical lesson and practical part on specimen in anatomical institute Focus on: activ C, S4 Cervical CeSpace, SecureSpan and Quintex Chairman: Prof. Petr. Suchomel, M.D. Liberec/ Czech Republic Prof. Vajkoczy, M.D. Berlin/ Germany Contact: [email protected] +49 7461 / 95-1015 Cervical and Lumbar Spine Course with Zeiss Asia Pacific April 18-19, 2013 Bangkok/ Thailand Concept: Surgical techniques in the cervical and lumbar spine including workshops on

specimen and theoretical lessons Focus on: S4 MIS, T-Space, Prospace, ABC2, Cespace, Activ C, S4 Cervica Chairman: Dato Dr. Azmi Baharuddin, Kebangsaan/ Malaysia Dr. Mohd. Hisam Muhamed Ariffin, Kebangsaan/ Malaysia Dr. Steffen Sola, M.D., Rostock/ Germany Contact: Yee Lin Lim/ BSGP

UPCOMING SPINE COURSES – 2ND AND 3RD QUARTER 2013



Aesculap Spine


5th Murnauer Spine Meeting incl. ´Meet the expert´ April 25-26, 2013 – Murnau/ Germany Concept: Cervical and DRG Sessions including talks about degenerative diseases on the

cervical and lumbar spine Focus on: Quintex, SercureSpan, Arcadius, CeSpace XP, S4 percutaneous Chairman: Prof. Dr. Rudolf Beisse, M.D., Tutzing/ Germany Dr. med. Gonschorek, M.D., Murnau/ Germany PD Dr. med. habil. Sebastian Ruetten, M.D., Herne/ Germany Contact: [email protected] +49 7461 / 95-2138 S4 Cervical Instructional Course June 06-07, 2013 – Tuebingen / Germany Concept: The course concept combines theoretical lectures, sawbone workshops and a

hands-on workshop in the anatomical institute Focus on: S4 Cervical – posterior cervical stabilization Chairman: Dr. Kroppenstedt, Kremmen Course fee: 650,-€ net per participant Participants: 8-10 surgeons Contact: [email protected] +49 7461 / 95-2603

UPCOMING SPINE COURSES – 1ST, 2ND AND 3RD QUARTER 2013



Aesculap Spine


S4 Element MIS Degenerative Course September 19-20, 2013 – Munich/ Germany Concept: Lectures and specimen workshop Focus on: S4 percutaneous, S4 CS, T-Space, MLD Chairman: Dr. Benner, M.D. Koblenz/Germany Course Fee: 650,-€ net per participant Participants: max. 8 surgeons Contact: [email protected] +49 7461 / 95-2603 Basic Sales Training Module A and C September 23-26, 2013 – Tuttlingen/ Germany Concept: For beginners in spine business, theoretical lectures, anatomical part for the

thoraco-lumbal and lumbar spine Chairman: Dr. Bodon, M.D. Esslingen/ Germany Dr. Balz, M.D. Schorndorf‘/ Germany Contact: [email protected] +49 7461 / 95-1256

UPCOMING SPINE COURSES – 1ST, 2ND AND 3RD QUARTER 2013

Documents

Newsletter Spine Marketingหมอกระดูก.com/files/9413/9693/3669/___.pdf · regarding S4 and the NGPSS (Next Generation Pedicle Screw System) development project. We