Beginning in March 2020, the 12-Week Extremities and Orthopaedic Reconstruction & Trauma Program (Hybrid) is comprised of 3 weeks at home study and 9 weeks on campus. This 440 Hour Program provides 60 Distance Learning Hours and 380 Contact Hours, and includes comprehensive training of two of our Program Specialties:
- Orthopaedic Extremities
- Orthopaedic Reconstruction & Trauma (ORT)
The following is an outline of course material taught over the 12 weeks:
- Professional Representative Certification (PRC)
- MDRepTrack
- Regenerative Medicine/Biologics
- Dynamic Consultative Selling
- Specialty Curriculum (Extremities and Orthopaedic Reconstruction & Trauma)
- Business Development & Placement Services
The following topics of course material are required to be studied over the 3 weeks at home:
Student should anticipate 20 hours per week spent learning this material before coming to campus. There will be scheduled mandatory calls with your instructor during this time to facilitate learning this material online and answer questions throughout the first two weeks.
Professional Representative Certification – PRC (Week 1)
As a requirement, all medical sales representatives must complete industry credentialing prior to entering the 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 segment, a student of the Medical Sales College takes it a step further. A typical representative learns by trial and error. At the Medical Sales College we want to give you every advantage to succeed. Outside of hospital protocol and operating room etiquette, we also cover industry regulations.
- Introduction to the Operating Room
- Fire Safety; Laser; Radiation; Electrical Biomedical
- National Patient Safety Goals
- How the FDA Regulates Medical Device Manufacturers
- Regulations of Adverse Events & Complaint Handling
- HIPAA
- Blood Borne Pathogens
- Infection Control
- Aseptic Principles & Techniques
- AdvaMed
- Code of Ethics
- O.R Conduct for the Sales Rep
- SPD, Decontamination & Instrument Processing
- Compliance & the Sunshine Act
- Off Label Awareness
- General Surgical Instrumentation
During this segment you will also go through the ins and outs of the medical device sales industry:
- Full-Line vs. Specialty Representative
- Distributors
- Direct Representative vs 1099 positions
- Rep-Less Models
- Physician Owned Distributorships
- What it takes to become a Surgeon
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.
- It works as an electronic textbook for our graduates to maintain all of the information learned at the Medical Sales College.
- It makes the graduates of the Medical Sales College more prepared for an interview as a highly differentiated candidate.
- 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 sampling of requirements and education of MDRepTrack.
- How to Enter Course Vocabulary, Procedures & Products
- How to Enter Publications and Educational Videos
- How to Define Your Territory
- Surgeon Targeting & Profiling
- Hospital Profiling
Anatomy & Vocabulary (Weeks 2 and 7)
Anatomy and vocabulary is vital to understanding pathology and procedures as well as the devices themselves; therefore, this topic is focused on before coming to campus prior to each specialty through the MDRepEducation online portal. In week 2 you will be taught anatomy and vocabulary as it pertains to Orthopaedic Reconstruction & Trauma and in week 7 anatomy and vocabulary as it pertains to Orthopaedic Extremities.
The following topics of course material are taught over the 9 weeks on campus:
Student should anticipate full-time hours on campus during these nine weeks.
Regenerative Medicine/Biologics
One of the fastest growing segments in medical sales is Regenerative Medicine (Biologics). With the introduction of newer technologies such as stem cells, growth factors, and amniotic tissue membranes, along with an extensive portfolio of other allograft and autograft tissue types, there is a lot to know and understand in order to be successful. 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 week spent learning Biologics.
- Bone Formation
- Bone Healing
- Autografts
- Demineralized Bone Matrix
- Stem Cell Therapy
- Platelet Rich Plasma
- Amniotic Membranes
- Soft Tissue Allografts
- Human Dermal Tissue
- Synthetic Biologics
- Cartilage and Joint Preservation
- Wounds
- Tissue Banking
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.
- Relationship Selling Workshop & Role Plays
- Product Selling Role Plays
- Product Value Selling Workshop
- Validation Selling
- Keyword Selling Workshop & Role Plays
Specialty Curriculum: Clinical & Sales Focus on Extremities and Orthopaedic Reconstruction & Trauma
In this segment students develop a comprehensive understanding of the Orthopaedic and Extremities, 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. During this combo class, students will also gain knowledge of the most common Hand, Wrist, Elbow, Foot & Ankle anatomy and pathologies. The main goal is to obtain a wide vocabulary based on ORT and Extremities 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 specialty curriculum:
Upper/Lower Extremity:
- Anatomy (Hand, Wrist, Elbow, Foot & Ankle, Mid foot, Hind Foot)
- Biomechanics
- Fibula & Tibial Fractures
- Fusion & Elbow Treatment Options
- Surgical Techniques
- Distal Radial Fractures
- Elbow Arthroplasty Surgical Technique
- Clinical Studies Research Project
- Radiograph /Image Analysis
- History of Plating & Internal Fixation Technologies
- Plating & Elbow Devices and Design Concepts
- Plating & Elbow Product Profiling, Competitive Analysis / Role Plays
Hip, Knee & Shoulder:
- Anatomy
- Pathologies (Degenerative, Tumor, Trauma)
- Biomechanics (anatomical relationships and importance of balance/biomechanics)
- History of Arthroplasty Technologies
- Surgical Treatment Options
- Surgical Arthroplasty Techniques
- Implants & New Technologies
- Clinical Studies Research Project
- Radiograph /Image Analysis
- Devices and Design Concepts
- Implants- Product Analysis
- Implants- Competitive Analysis
- Product Profiling / Role Plays
Trauma:
- Anatomy (Long Bone /Trauma, Femur, etc.,)
- Long Bone Traumatic Pathologies
- Biomechanics (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
Business Development & Placement Services
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 business development & student placement. With the vast amount of industry connections, along with the launch of ZeroFee recruiting, this is what makes the difference for our students. The following are the specifics of our placement activity. Our goal is for students to be interviewing the first week post their graduation.
- ZeroFee Recruiting
- Networking Plan
- Hiring Manager Target Sheet
- LinkedIn InMail Campaign
- Distributor In-Person Visits
- Interview Follow-Up