Bone Graft Material from amniotic membrane

I have an opportunity to rep 2 manufacturers of bone graft materials and I need to choose 1. The product of one of the companies is derived from human amniotic membrane but they only have a limited product line. Does anybody have any insight into the merits of using amniotic membrane in bone material? Thanks in advance.

 

What are the benefits of this membrane? Why is it better than collagen membranes?

And I'm sure it costs a lot more. Being the highest priced on the market is tough, especially with dentists because they are cheap. If there isn't strong evidence that it is much better than cheap collagen, you will be banging your head against the wall daily.

What is the other opportunity?

 

"They" say that the presence of the cells from the live placental membrane "may" enhance the body's natural regenerative process.
The other opportunity is a well-known, more typical bone product.
I'm sure you can tell from my post that this type of product is completely new for me so any information would be appreciated.

 

That company really hasnt made an impact in the market. only see them at trade shows. not really a strong enough advantage for docs to switch from what they are using.

 

So you're familiar with this product?

 

Dentists are very loyal to their membranes and bone materials. If its not en equivalent product at a lower cost, I believe its a tough sell. Two companies that learned this was keystone with their bone grafting material and the BMP offering from Medtronic. Keystone tried to sell their malliable bone for more than the competitors and they failed. Medtronic thought their Infuse was a better product, and offered it at a much higher price, and I think overall the consensus is that they failed to meet their expectations. Infuse was for the most part a failure with the OS and dental markets. The old standbys are what sells the Allografts and basic membranes. Doctors are very conservative when it comes to biologics. I would go with the more established, less exotic company.

 

Thanks so much for the advice. It certainly makes sense and helps me a lot.

 

I have a different perspective on this, both from the selling side and some additional information on the amniotic tissue product/company.

First, if you are a good technical sales person and can articulate the science of a new membrane you can sell it. I dont see surgeons as being as loyal to the biologics as say the titanium implant area. This of course assumes there is science behind the product.

On that front I see the amniotic tissue area as rather exciting. While the product is a niche product (for now, labeling should expand with new configurations and data), the company has generated a good scientific story with a small group of loyal and respected periodontists involved in various projects that will bring publications/podium presence. Some of which has already occured.

Assuming the objectives/targets are reasonable, I would suggest the niche amnion story as a better play. Selling me too products sounds terrible, and all you do is discount your commissionable opportunity away. You can hold firm on ASP's when you have science to sell.

My $.02/.0001 Euro.

 

Really depends... I'd have a tough time working for the pres. Annoying and somewhat irritating young guy who acts really young as well- my guess is that daddy helped set the company up for him.

The product and idea are intriguing, to be sure.

I would definitely think hard before working for the president...definitely a wild card in my opinion.

 

I'm going with placenta helper.

 

If a company is only looking for 1099 reps should tell you that it is not a well established product or company. If it was they would have a dedicated sales force!!! They have had alot of turnover already. Lot to do with the kid running it!

 

Agreed. 1099 is not the way to go... and I guess we are talking about Snoasis! I talked to the president once at a tradeshow. Seemed OK but, definitely "high" on himself.

 

High on himself is an understatement. I just love these little dick heads who have the baton passed to them from Daddy. Never having to sweat it out like the rest of us. To my knowledge there are two new membranes, bone products who fall into this category. One is Snoasis. the other is Russ Olsen's new gig. Both are 1099 offers. Go F yourself both of you. Just because things are tough and these companies don't want to put up the money to hire seasoned exp reps they think we are all desperate to take anything. It's gotten so bad and disgusting. Now you really know who your friends are and who the decent companies are too that will bring on the right reps and pay them their worth. I would work at Burger King first.

 

Snoasis is a good product. Have some clincians that have used it with great success.

 

a clincial paper on its use is forthcoming. The results are impressive.

 

Sounds like the little dude reads this site. Probably not much else to do!

 

Many companies are going the 1099 route. If one has enough products in their bag and good relationships you can make a very good living.