8-Week Orthobiologics & Regenerative Medicine (hybrid)

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Students looking for a program to attend while remaining employed will often choose this hybrid class. A portion of course work will be completed via online activities with professionals from the industry to reinforce classroom learning. Under this format, each student attends evening conference calls twice a week. Seven weeks will be instructor led at home/online studying, and four days at the Denver campus with our training staff. The program is 20 hours/week with scheduled meeting times and due dates. Students will need to make travel arrangements to be in Denver the last 4 days of the program.

One of the fastest growing segments in medical sales is Orthobiologics & Regenerative Medicine. Orthobiologics & Regenerative Medicine are used to treat surgically or traumatically created bone defects; cartilage damage; injured muscle, tendon, and ligament; and finally, wounds & burns. 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’s 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, and most companies sponsored training programs spend less than one day on Biologics (some as little as a couple of hours). At Medical Sales College, we understand that an expert in Biologics is in high demand and we spend the time necessary to make you an expert in this field. The following is a complete list of requirements and education in our Orthobiologics & Regenerative Medicine program.

 

Week 1

Professional Representative Certification (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. 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.

  • 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

 

Week 2 

Bone Biology, Healing, & Repair

  • Foundations of Regenerative Medicine
  • Anatomy of Bone
  • Structure of Bone
  • Bone Composition
  • Bone Healing
  • Bone Modeling & Remodeling
  • AO Principles
  • Bone Grafting Importance
  • Biologic Mechanism
  • Osteoconduction, Osteoinduction, Osteogenic Mechanism
  • Mesenchymal stem cells
  • Osteoblasts, Osteocytes, Lining Cells
  • Hematopoietic Stem Cells
  • Osteoclasts
  • Local Regulators
  • Bone Graft Market Landscape
  • Autograft

Cartilage Biology, Healing, & Repair

  • Types of Cartilage
  • Chondrocytes
  • Proteoglycans & Collagen
  • Osteochondral Defects
  • Osteoarthritis
  • Cartilage Injury Continuum of Care
  • Corticosteroids Injections
  • Hyaluronic Acid Injections (HyA)
  • Platelet Rich Plasma (PRP)
  • Bone Marrow Concentrate (BMC)
  • Microfracture (MFx)
  • Osteochondral Autograft/Allograft Transfer system (OATS)
  • Allografts Used to Augment Cartilage Repair
  • Repair or Replace Algorithm
  • Total & Partial Joint Arthroplasty

 

Week 3

Synthetic Bone Graft Substitutes

  • Source
  • Composition
  • Synthetic Bone Graft Biology
  • Processing
  • Regulation
  • Utility
  • Synthetic Bone Graft Substitute Market Examples
  • Synthetic Bone Grafting Literature

Tissue Banking

  • Tissue Donation Process
  • Key Medical Rule Outs
  • Safety & Efficacy
  • Aseptic Processing
  • Lyophilization
  • Terminal Sterilization
  • Common Tissue Banks
  • Tissue Packaging & Graft Tracking

Demineralized Bone Matrices (DBM)

  • Source
  • Composition
  • DBM Biology
  • Processing
  • Regulation
  • Utility
  • DBM Market Examples
  • DBM Literature

Platelet Rich Plasma (PRP)

  • Source
  • Composition
  • PRP Biology
  • Processing
  • Regulation
  • Utility
  • PRP Market Examples

Bone Marrow Aspirate (BMA) & Bone Marrow Concentrate (BMC)

  • Source
  • Composition
  • BMA/BMC Biology
  • Processing
  • Regulation
  • Utility
  • BMC Market Examples
  • BMC Literature

Cells & Regulation

  • Cell Potency
  • Types of Stem Cells
  • Adult Stem Cell Sources
  • Stem Cell Regulation

Cellular Bone Matrices (CBM)

  • Source
  • Composition
  • CBM Biology
  • Processing
  • Regulation
  • Utility
  • CBM Market Examples
  • CBM Literature

 

Week 4

Amniotic Tissue Allografts

  • Source
  • Composition
  • Amnion Biology
  • Processing
  • Regulation
  • Utility
  • Amnion Market Examples

Acellular Dermal Matrices & Extracellular Matrices (ECM)

  • Source
  • Composition
  • ADM/ECM Biology
  • Processing
  • Regulation
  • Utility
  • ADM/ECM Market Examples

Wounds

  • Phases of Wound Healing
  • Acute Wounds
  • Chronic Wounds
  • Common Chronic Wounds
  • Wound Classification
  • Wound Treatment

Soft Tissue Biology & Healing – Tendon & Ligament

  • Structure of Tendon & Ligament
  • Tendon & Ligament Biology
  • Phases of Soft Tissue Healing
  • Challenges to Soft Tissue Healing

Soft Tissue Repair – Tendon & Ligament 

  • Tendon & Ligament Injury
  • Chronic Pathology
  • Aging
  • Degenerative Tendinopathy
  • Surgical Repair & Reinforcement
  • Autograft vs. Allograft Repair
  • Sports Medicine Grafts
  • Biologic Augmentation of Tendon/Ligament Reinforcement/Repair

 

Week 5

Specialty Instruction: Sports Medicine & Extremities

  • Most common biologics related procedures Sports Medicine
  • Surgeon discussion on Sports Medicine Biologics
  • Most common biologics related procedures in Extremities
  • Surgeon discussion on Extremities Biologics

 

Week 6

Specialty Instruction: Spine

  • Most common biologics related procedures in Spine
  • Surgeon discussion on Spine

 

Week 7

Specialty Instruction: Reconstruction & Trauma

  • Most common biologics related procedures in Reconstruction
  • Surgeon discussion on Reconstruction Biologics
  • Most common biologics related procedures in Trauma
  • Surgeon discussion on Trauma Biologics

 

Week 8 – 4 days on Campus

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
  • 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

MDRepTrack Business Plan

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

Networking – Job Placement
After successfully completing the necessary requirements and education, the student of the Medical Sales College is ready for placement. The last day 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.

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

8-Week Orthobiologics & Regenerative Medicine consists of: Seven weeks at-home study and 4 days on-campus.