8-Week Orthopaedic Biologics (hybrid)

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Students looking for a program to attend while remaining employed will often choose this hybrid class. A portion of coursework 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 lead at home/online studying, and 4 days at our 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 Regenerative Medicine & Orthobiologics. Regenerative Medicine & Orthobiologics are used to treat surgically or traumatically created bone defects; cartilage damage; injured muscle, tendon, and ligament; and finally, wound & 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 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, and 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 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 Orthopaedic Biologics program.

Week 1 – (Call 1 & 2)


• What is a rep?
• Introduction to the Operating Room
• Credentialing

Bone Biology and Healing

• Anatomy of Bone
• Structure of Bone
• Bone Composition
• Bone Formation
• Bone Remodeling
• Types of fractures and Surgically Created Defects (Spine)
• Bone Grafting Importance
• Biologic Mechanism
• Osteoconduction, Osteoinduction, Osteogenic
• Mesenchymal Stem Cells
• Hematopoeitic Stem Cells
• Bone cells and local regulators

Week 2 – (Call 3 & 4)

Bone Graft Substitutes and Tissue banking

• Introduction to Bone Grafting Options – Allograft, Autograft, Xenograft, Synthetics
• Calcium Phosphate and Hydroxyapatite
• Tricalcium Phosphate and TCP
• Calcium Sulfate
• Bioactive Glass
• Platelet Rich Plasma (PRP)
• Bone Marrow Aspirate (BMA)
• Demineralized Bone Matrix (DBM)
• rhBMP-2
• Stem Cell Allografts
• Donation through Distribution
• Donor screening and recovery
• Sterilization, Aseptic processing, and Sterility Assurance

Week 3 – (Call 5 & 6)

Amnion, Wound, and Acellular Dermal Matrices

• Anatomy of Placental Membranes
• Beneficial Components
• Amnion Biologic Properties
• Amnion History
• Recent Commercialization and focus
• Surgical Principles
• Amnion Applications
• Acute vs Chronic Wounds
• Wound Healing and Stages
• Factors Contributing to Chronic Wounds
• Human Dermis and Extracellular Matrix
• Science of Acellular Dermal Matrices
• Applications

Week 4 – (Call 7 & 8)

Soft Tissue Biology, Healing, and Repair – Tendon and Ligament

• Structure of Tendon and Ligament
• Biology
• Soft Tissue Healing and Phases
• Challenges in Healing
• Injury
• Chronic Pathology
• Aging
• Degenerative Tendonopathy
• Surgical Repair
• Sports Medicine Grafts
• Autograft vs Allograft
• Reinforcement and Biologic Treatment

Week 5 (Call 9 & 10)

Cartilage Biology, Healing, and Repair

• Types of Cartilage
• Chondrocytes, Proteoglycans, and Collagen
• Osteoarthritis
• Osteochondral Defects
• Cartilage Healing and Challenges
• Corticosteroids Injections
• Hyaluronic Acid Injections (HA)
• Platelet Rich Plasma (PRP)
• Bone Marrow Concentrate (BMC)
• Other Non-Reimbursed Injections
• Microfracture
• Osteochondral Autograft/Allograft Transfer system (OATS)
• Additional Invasive Options

Week 6 (Call 11 & 12)

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

Week 7 (Call 13 & 14)

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

Week 8 – 4 days on campus

Biologic Products Lab

• Tissue
• Bone Void Fillers
• Amnion
• Acellular Dermal Matrices

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 Manufactures
• Regulations of Adverse Events & Complaint Handling
• Blood Borne Pathogens
• Infection Control
• Aseptic Principals & 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

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 Online Biologics is comprised of: Seven weeks at-home study and four days on-campus