Success story summa health

There really hasn't been any history with Summa Health with Stryker. They did do some work with some of the other divisions, OI and some others, but zero business with joints. It's been a sole vendor to PewCon for as long as I can remember.

Summa Health was a big opportunity because we had an opportunity to get into a health system where we were really only using one product and that was revisions.

I got a call from Kevin Hopkins saying, Hey, I've got a great young surgeon. His name is Doctor. Combs. He's really interested in the Mako.

What can we do to help him? And in speaking with Doctor. Combs, he understood the value clinically of Mako. And he also understood the challenges that we had to get a Mako into Summa.

We had to stay outside the guidelines of their contract that they had with DePue. So we entered a rental agreement where they were only allowed to use the Mako for unique cases.

The time it took for us to land this particular unit at Summa was at least two years. And that was starting with the relationship with Ryan Combs, the surgeon, to getting him to a lab. But quite frankly, it started before that. I think most of us in the field who've been there a long time, know, there's a strategic sales part of this, but it's also a relationship thing or a trust piece. It's making sure you're communicating with all people because you never know how you're going to get an in.

Clinically, it hit the ground running. Doctor. Combs started booking cases instantly with that partial knee application.

Once we earned the trust of the hospital staff, administration, and C suite, the Mako Capital clinical and implant teams were able to work together to find the right solution for Summa Health. That included a corporate overlay agreement, a sole vendor implant agreement, and a cash purchase of the Mako robotic system. The power of Stryker came together to support the Summa Health system, and that's our secret sauce that will never change.

Cause once we're in, we really know and we trust our product. We trust Mako because once you use it, it never comes out.

Summa Health is looking to expand their footprint with the Mako technology. They've even began conversation about an ASC.

What I would tell you at ten thousand feet, I just want to highlight how many people actually impacted this deal. You know, had Dane Adams, Curt Lukens, Tim Gallagher, Kyle Mayer, all on the ground level, you know, helping us transition a sole source to Pugh account to Stryker. But if I really looked at what won this deal, it's three people. It's Mike Lynch and his tenure at Stryker.

He sees every angle. You got Cringe Enovese. She's relentless. She put together the right deal and won the customer over.

And then most importantly, our sales manager Kevin Hopkins. What makes us great is the relationship we have with our customer. And Kevin's relationship with Doctor. Ryan Combs is really what put us over the edge.

And also because of Ryan Combs belief in Mako and what we could do for his patients.

Summa right now is doing over a hundred cases a month and they have flipped all from DePu to Stryker and I'm proud of that. I'm very proud of that.

Clearly robotics is being Mako is one of the key drivers for us and as we continue to drive units into the field we're going to drive market share and we have really high market share at Skill Mountain.