Medical Design Briefs - September 2023 - 12

Inside the OEM: Smith & Nephew
tal platform that supports the full range
of a rep's activity from training and
sales targeting to case scheduling and
deal processing. Importantly, he said,
the company has rolled out new sales
incentive structures in the first quarter,
shifting from a historical emphasis that
rewarded retention to growth. Finally,
in orthopedics, the company has continued
to invest in its robotics platform
and commercial approach, including
the launch of the Digital Tensioner.
In terms of improving productivity,
Smith & Nephew finalized the associated
cost of its manufacturing network and
go-to-market optimization work stream.
The plan is to deliver at least $200 million
in annual cost savings by 2025.
Product Launches
Returns on R&D investments are one
Expanding production capacity
To meet your medical device needs
For over 75 years, MICRO has continually
expanded our capabilities in order to provide
our customers with the finest in full service
Medical Device contract manufacturing.
The latest addition to our global footprint
is a newly facilitated 32,000 sq. ft. location
in Costa Rica featuring clean room
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This facility, located in the Zona Franca
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Device Quality Management System in
October of 2022.
This recently added piece of the puzzle will
continue to allow us to fulfill our Vision:
" To Help Our Customers Save Lives "
Looking Ahead
Nath said the company is pleased to
have started 2023 with a solid first quarter
of growth.
" We were able to take better advantage
of higher elective surgery volumes,
particularly early in the quarter, but we
are also accumulating evidence of more
sustainable progress in our 12-point improvement
plan. We remain focused on
driving that transformation through the
12-point plan. "
Contact us today to discuss your next project: sales@micro-co.com
FDA Registered * ISO 13485 * ISO 9001 * ISO 14001
MICRO 140 Belmont Drive, Somerset, NJ 08873 USA * Tel: 732 302 0800 * www.micro-co.com
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1/13/23 1:49 PM
1:49 PM
This article was written by Sherrie Trigg,
Editor and Director of Medical Content.
She can be reached at sherrie.trigg@
saemediagroup.com.
Medical Design Briefs, September 2023
of the building blocks of Smith & Nephew's
growth targets, and the company
expects a " higher cadence of launches
than in the past. " The CORI Digital Tensioner
for soft tissue balancing and knee
replacement, for example, is the only
tensioner for robotic-assisted surgery
that can take measurements to inform
the procedure plan before the surgeon
starts cutting bone. The current standard
practice uses less reliable methods
like manual or mechanical tools, Nath
said, and case series data shows a 64 percent
reduction in variability when using
the CORI Tensioner instead. This adds
another point of differentiation for robotics
platform at a point when all major
players are marketing devices.
In sports medicine, the company's
focus has been on delivering a steady
stream of innovation across procedures.
New devices for ACL reconstruction are
part of that approach. ACL reconstruction
is one of the established major categories
in knee repair. And a new guide
system for graft harvesting, together
with the expanded ULTRABUTTON adjustable
fixation device family, supports
an increasingly surgical preference for
the quadriceps and tendons.
Smith & Nephew has now launched
high-growth products across shoulder
repair, meniscus repair, ACL, and biologics.
Nath emphasized that innovation
is a central element of the company's
growth model. More than 60 percent of
revenue growth in 2022 came from products
launched in the previous five years,
and he said he expects the proportion
to remain at least at 50 percent in 2023.
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Medical Design Briefs - September 2023

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