10-Week Combo Spine and Orthopaedic Reconstruction & Trauma Class

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  1. The Spine and Ortho/Recon & Trauma Program is comprised of 10-Weeks, 400 Contact Hours, which includes comprehensive training of two of our most popular Program Specialties: Orthopaedic Reconstruction & Trauma and Spine.
  2. Method of Instruction:
    Class is comprised of classroom hours Monday 9:00 am to 5:00 pm and Tuesday through Friday 8:00 am to 5:00 pm.  Homework is assigned each evening and may take 3-4 hours to complete. There are occasional evening guest lectures, 1-2 hours.  Sawbone lab work is done in each area of specialty throughout the program.

Spine and Ortho/Recon & Trauma Program – 400 Contact Hours, average 135-180 homework hours)

  1. Biologics – Week One
  2. Introduction to MDRepTrack – Week One
  3. Professional Certification Representation – Week Two
  4. Introduction to Dynamic Consultative Selling – Week Two
  5. Specialty Curriculum & Dynamic Consultative Selling (Spine and Orthopaedic Reconstruction & Trauma) – Week Three – Ten
  6. Business Development – Week Ten
  7. Placement Services – Week Ten

Week One  –
Monday – Thursday (32 Contact Hours, 10-11 homework hours)

Biologics
One of the fast growing segments in medical sales is biologics. With the introduction of new technologies such as: stem cells, amniotic tissue membrane, synthetics and newer allografts are changing the landscape. Most representatives in the field have a low-degree of understanding in this area. Like PRC, most company sponsored training programs spend less than one day on biologics (some as little as a couple of hours).  At the Medical Sales College, we understand that an expert in biologics is high in demand. We spend the time necessary to get you more than just acquainted with biologics. The following is a complete list of requirements and education during the four days of biologics.

  • Bone Formation
  • Bone Healing
  • Biologics Introduction
  • Demineralized Bone Matrix
  • Carrier & Properties
  • Stem Cell Therapy
  • Amniotic Membranes
  • Human Dermal
  • Allografts
  • Autografts
  • Synthetic Biologics
  • Biologic Products Workshop – Profiling of Biologic Products
  • Biologics Certification Test

Week One –
Friday (8 Contact Hours, average 4 homework hours)

Industry Information – MDRepTrack Introduction
In 2016, the Medical Sales College launched its affiliation with MDRepTrack (MDRT). MDRT was designed as a game-changing software system specifically built for the medical device industry.  The software will assist the Medical Sales College student in three distinct ways. First, it works as an electronic textbook for our graduates to maintain all of the information learned at the Medical Sales College. Second, it makes the graduates of the Medical Sales College more prepared for an interview as a highly differentiated candidate.  Lastly, it is a fully functioning CRM system that will assist in the success of a representative while in the field. The graduates of the Medical Sales College are getting access to this software before the commercial launch to device manufactures. The following is a complete list of requirements and education of MDRepTrack. In total you will complete 7 modules. The first five are below. The last two are in week six.

Part One: The Industry

  • Overview – Industry of Medical Sales
  • Full-Line Versus ASR Representative
  • Distributors
  • Direct Representative
  • Rep-Less Models
  • Physician Owned Distributorships
  • Becoming a Surgeon

Part Two: Professional Selling Introduction

  • History of Professional Selling
  • Selling Methodologies
  • Introduction to Dynamic Consultative Selling

Part Three: MDRepTrack

  • History of MDRepTrack
  • Competitive CRM Systems
  • Introduction of MDRepTrack
  • Registration
  • MDRepTrack Privacy
  • Representative Expectations

Part Four: MDRepTrack – Medical Textbook

  • How to Enter Course Vocabulary
  • How to Enter Course Procedures
  • How to Enter Course Products
  • How to Enter Publications and Educational Videos

Part Five: MDRepTrack – CRM

  • How to Define Your Territory
  • Surgeon Targeting
  • Surgeon Profiling
  • Hospital Profiling
  • MDRepTrack Workshop

Week Two
Monday – Wednesday (24 Contact Hours, average 12 homework hours)

Professional Certification Representation (PRC)
As a requirement, all medical sales representatives must complete industry credentialing prior to entering an operating room.  Knowing hospital protocol and operating room etiquette is a must. Most company sponsored training programs spend less than a day covering this subject matter. At the Medical Sales College, we offer the best-trained professional representatives for the benefit of the employer, hospital and patient safety. In addition, as a selling representative, you work with several departments at the hospital. In our PRC certification, a student of the Medical Sales College takes it a step further. You will spend ½ a day touring all departments at a hospital. You will meet and discuss representative responsibilities with hospital personnel. A typical representative learns by trial and error. At the Medical Sales College we want to give you every advantage to succeed. We take no chances. Outside of hospital protocol and operating room etiquette, we also cover industry regulations. The following is a complete list of requirements and education during the first four days.

  • Introduction to the Operating Room
  • Fire Safety; Laser; Radiation; Electrical Biomedical
  • National Patient Safety Goals
  • How the FDA Regulates Medical Device Manufactures
  • Regulations of Adverse Events & Complaint Handling
  • Required Credentialing
  • Patient Confidentiality
  • HIPAA
  • Blood Borne Pathogens
  • Infection Control
  • Turning Over the O.R. Room
  • Aseptic Principals & Techniques
  • Rules & Law RE: Presenting Clinicals & Brochures to HCP’s
  • AdvaMed
  • Code of Ethics
  • O.R Conduct for the Sales Rep
  • SPD, Decontamination & Instrument Processing
  • Compliance & the Sunshine Act
  • Off Label Awareness
  • Tour the Hospital
  • General Surgical Instrumentation
  • Introduction to Radiology; X-Rays, CT & MRI
  • Guest Speakers – Hospital Personnel at MSC
  • Medical Imaging
  • PRC Certification Test

Week Two
Thursday – Friday (16 contact Hours, average 8 homework hours)

Dynamic Consultative Selling – DCS
In early 2011, the Medical Sales College through Jim Rogers introduced the first-ever industry selling platform – DCS. This selling methodology was built using input of several orthopedic surgeons. DCS was built for medical device sales not general selling.

Dynamic – High Activity, Energy, Effective Action

Consultative – Consultant, Expert, Professional Advice

Selling – Product, Yourself

The demand of DCS was immediate. Over 20 leading medical device companies participated in corporate sponsored training for their existing selling representatives. With more than 2,000 representatives trained on DCS, it is now the largest and most popular selling platform available for the medical sales industry.

Part Six: Dynamic Consultative Selling – DCS

  • Relationship Selling
  • Relationship Selling Workshop
  • Relationship Selling Role Plays
  • Product Selling
  • Product Value Selling Workshop
  • Validation Selling
  • Product Selling Role Plays
  • Keyword Selling
  • Keyword Selling Workshop
  • Keyword Selling Role Plays

Part Seven: MDRepTrack Business Plan

  • Activity Expectations
  • Gaining Surgeon Access
  • Targeting Plan
  • Brochure Selling
  • Surgeon Practice Marketing
  • Facility Selling
  • 30-60-90 Day Business Plan

Week Three – Week Ten (40 Curriculum Days)
Monday – Friday (304 contact Hours, average 90-120 homework hours)

Specialty Curriculum

Clinical Focus on Orthopaedic Recon & Trauma (3 Weeks = 120 Contact Hours, average 45-60 homework hours)

Sales Focus on Orthopaedic Recon & Trauma ( 4 days= 32 Contact Hours)

In the Medical Sales College Spine and Ortho/Recon & Trauma Program students develop a comprehensive understanding of the Orthopaedic conditions, concepts and treatment options. Students will gain knowledge of the most common Hip, Knee, Shoulder pathologies and procedures, as well as current total hip, total knee and traumatic surgical treatment options. The main goal is to obtain a wide vocabulary based on ORT terminology. This is crucial so graduates will be able to first, communicate intelligently with hiring managers to help secure a position within the industry.   Secondly, graduates will form a strong, solid foundation, which will enable them to integrate and contribute at a faster pace once out in the field. The following is a complete list of suggested education during the 9-week curriculum:

  • Anatomy (Hip)
  • Hip Pathologies (Degenerative, Tumor, Trauma)
  • Biomechanics of the (anatomical relationships and importance of balance/biomechanics)
  • History of THA Technologies
  • Surgical Treatment Options of the Hip
  • Anterior Hip Arthroplasty -THA Surgical Technique
  • Implants & New Technologies
  • Clinical Studies Research Project with focus on Hip pathologies
  • Radiograph /Image Analysis
  • Devices and Design Concepts
  • Implants- Product Analysis
  • Implants- Competitive Analysis
  • Hip Product Profiling / Role Plays

Anatomy (Knee)

  • Knee Pathologies (Degenerative, Tumor, Trauma)
  • Biomechanics of the (anatomical relationships and importance of balance/biomechanics)
  • History of TKA Technologies
  • Surgical Treatment Options of the Knee
  • Knee Arthroplasty- TKA Surgical Technique
  • Implants & New Technologies
  • Clinical Studies Research Project with focus on Knee pathologies
  • Radiograph /Image Analysis
  • Devices and Design Concepts
  • Implants- Product Analysis
  • Implants- Competitive Analysis
  • Knee Product Profiling / Role Plays

——–

  • Anatomy (Shoulder)
  • Shoulder Pathologies (Degenerative, Tumor, Trauma)
  • Biomechanics of the (anatomical relationships and importance of balance/biomechanics)
  • History of Shoulder Technologies
  • Surgical Treatment Options of the Shoulder
  • Shoulder Arthroplasty- Surgical Technique
  • Implants & New Technologies
  • Clinical Studies Research Project with focus on Shoulder pathologies
  • Radiograph /Image Analysis
  • Devices and Design Concepts
  • Implants- Product Analysis
  • Implants- Competitive Analysis
  • Shoulder Product Profiling / Role Plays

——–

  • Anatomy (Long Bone /Trauma, Femur, etc.,)
  • Long Bone Traumatic Pathologies
  • Biomechanics of the (anatomical relationships and importance of balance/biomechanics)
  • History of Plating Technologies
  • Surgical Treatment Options for Long Bone Trauma
  • Long Bone Plating Surgical Technique
  • Implants & New Technologies
  • Clinical Studies Research Project
  • Radiograph /Image Analysis
  • Devices and Design Concepts
  • Implants- Product Analysis
  • Implants- Competitive Analysis
  • Long Bone Product Profiling / Role Plays

Specialty Curriculum

Clinical Focus on Spine (3 Weeks = 120 Contact Hours, average 45-60 homework hours)

Sales Focus on Spine (4 days= 32 Contact Hours)

  • Spinal Anatomy (cervical, thoracic, lumbar)
  • Biomechanics of the Spine (anatomical relationships and importance of spinal balance)
  • Cervical Pathologies (Tumor, Trauma, Degenerative)
  • Cervical Fusion Treatment Options
  • ACDF (Anterior Cervical Discectomy and Fusion) Surgical Technique
  • Cervical Interbody Technologies
  • Clinical Studies Research Project with focus on Cervical pathologies
  • Radiograph /Image Analysis
  • History of Cervical Plating Technologies Concepts
  • Cervical Plating Devices and Design Concepts
  • Cervical Plating Product Analysis
  • Cervical Plating Competitive Analysis
  • Cervical Plating Product Profiling / Role Plays

——–

  • Lumbar Pathologies (Degenerative)
  • History of Pedicle Screw Fixation Technologies and Concepts
  • Pedicle Screw Fixation Systems
  • Lumbar Fusion Treatment options
  • PLIF/TLIF (Posterior/Transforaminal Lumbar Interbody Fusions) Surgical Techniques
  • Lumbar Interbody Technologies
  • Clinical Studies Research Project with focus on Lumbar Pathologies
  • Radiograph /Image Analysis
  • Pedicle Screw Fixation Technology Analysis
  • Pedicle Screw Competitive Analysis
  • Pedicle Screw Product Profiling / Role Plays

———

  • History of MIS Technologies (Minimally Invasive Surgery) – Lumbar Pedicle Screw
  • Radiograph /Image Analysis
  • MIS Pedicle Screw Fixation Surgical Technique
  • MIS Pedicle Screw Fixation Systems Analysis – Who’s On the Radar Today

———

  • History of Thoraco-Lumbar Deformity System Technologies
  • Deformity Pathologies
  • Deformity Correction Techniques
  • Deformity Systems (3D correction, de-rotation systems)
  • Clinical Studies Research Project with focus on Deformity Pathologies
  • Radiograph /Image Analysis
  • Deformity System Product Analysis
  • Deformity Systems Competitive Analysis

———

  • Anterior Lumbar Pathologies
  • History of ALIF Technologies
  • Anterior Lumbar Fusion Approaches and Treatment options
  • ALIF (Anterior Lumbar Interbody Fusion) Surgical Technique’s
  • ALIF Technology Designs and Concepts (Plating, Cages vs. Stand-A-Lone devices)
  • Clinical Studies Research Project with focus on Anterior Lumbar Pathologies
  • Radiograph /Image Analysis
  • ALIF Product Analysis
  • ALIF Competitive Analysis
  • ALIF Role Plays

———

  • History of the Thoraco-Lumbar Lateral/Oblique Approach
  • Lateral Fusion Technologies and MIS
  • Understanding Neuro-Monitoring with the Lateral Approach
  • Utilizing the Lateral Approach for Degenerative and Deformity correction
  • Radiograph/Image Analysis
  • DLIF/XLIF/OLIF Product Analysis
  • DLIF/XLIF/OLIF Competitive Analysis

———

  • Cervical and Thoraco Trauma/Tumor Pathologies
  • Trauma/Tumor Surgical Correction Techniques
  • Corepectomy/Vertebrectomy Devices/Technologies (VBR’s)
  • Clinical Studies with focus on Anterior Lumbar Pathologies
  • Radiograph /Image Analysis
  • VBR Product Analysis
  • VBR Competitive Analysis
  • VBR Role Plays

Week Ten –
Thursday – Friday (16 Contact Hours, average 6 homework hours)

Review, Final Exam, & Graduation

Course Review

Learners will be responsible for all content in vocabulary, anatomy, pathology, surgical procedures, and implant options.

Final Examination

The learner will be evaluated on all content covered during the Spine and Orthopaedic Reconstruction & Trauma Program. Course participants will have the opportunity to demonstrate the extent of his or her knowledge gained during the program.

Graduation and Awards Presentation – Graduation Ceremony

Recognition of completion of the program. Valedictorian and MSC Achievement awards are presented to the graduates who demonstrated superior skills, effort and contribution to the course and it’s participants.

Networking – Job Placement
After successfully completing the necessary requirements and education, the student of the Medical Sales College is ready for placement. The last two-days of education is focused on student placement. With the vast amount of industry connections, along with the launch of ZeroFee recruiting, this is the difference maker for our students. The following are the specifics of our placement activity. Our goal is for students to be interviewing the week post their graduation.

Networking Expert

  • ZeroFee Recruiting
  • Networking Plan
  • Hiring Manager Target Sheet
  • LinkedIn InMail Campaign
  • Distributor In-Person Visits
  • Interview Follow-Up