Rep-Less: Loma Linda Leaders Reflect on the Process

9.-face-doc.The room was full of OR managers, eager to hear about how their peers had adopted a newer concept. “I want to make one thing very clear – we are not anti-vendor in any way,” stated Ilsa Nation, RN, MA. She’s the director of Loma Linda University Medical Center’s East Campus Perioperative Services and Loma Linda Health Perioperative Services Scheduling and Billing. With her was Dr. Gary Botimer, chair of Orthopedics at Loma Linda University School of Medicine and Chief Operating Officer of Loma Linda Health Faculty Medical Practices. They were getting ready to share their experience implementing a rep-less model.

The premise of a rep-less model is facilities can reduce the cost of a procedure by reducing the cost of the materials by bypassing the OEMs, GPOs, sales representatives and distributors and purchasing from the materials manufacturer. In this case, it was purchasing orthopedic implants. Botimer stressed the total hip and total knee primary and replacement sets they used are American-made, FDA cleared products, and worked just as well because “not much has changed” in implant design in the last 10 years.

Instead of a supplier’s representative selling product and being present in the OR, a facility connects with an individual manufacturer to obtain inventory and trains one of its surgical technicians as a rep. For Loma Linda, this hybrid position was a new, but Nation and Botimer both agreed it was paramount to the program.


About Peter Coffaro 1430 Articles
A growth-driven and strategic executive, Peter Coffaro commands more than 20 years of progressive management success within the medical device industry. As a District Sales Manager for Stryker Orthopaedics, Peter was responsible for managing and directing a regional sales force to achieve sales and profit goals within the Rocky Mountain region. Previously, he was the Director of Sales & Marketing for Amp Orthopedics. In this role, Peter was responsible for planning, developing, and leading all sales and marketing initiatives. Peter is a former orthopedic distributor in the Pacific Northwest. He has also worked with DePuy Orthopaedics as well as Zimmer, and held positions in sales, sales training, and sales management. Peter has an extensive background in organizational development, business development, sales management, negotiating and P&L management. Peter holds a B.S. degree in Biology from Northern Illinois University.

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