Becker's ASC Review

Executive Briefing: 26 EXECUTIVE BRIEFING 3 EXECUTIVE BRIEFING To address its capital, implant and disposable needs, Riverfront Surgery Center partnered with Stryker Even in the early stages of Riverfront Surgery Center's development, the physicians were in conversation with Stryker about how Stryker could help with their capital needs, and those discussions continued after Ms. McElhone came onboard. "A lot of the doctors had used Stryker products within the hospital, but they weren't familiar with everything that the company offered," Ms. McElhone said. "Stryker hosted a product showcase for our physician owners and talked to them about the surgery center's capital needs. They also discussed different financing options." Following this meeting — as well as other due diligence by Riverfront — Stryker and Riverfront Surgery Center entered into a seven-year agreement including implants and disposables for joint replacement, sports medicine, foot and ankle, spine and neurosurgery. The agreement also included capital equipment Riverfront would need on day one: operating room infrastructure, stretchers, waste management, endoscopy towers, arthoroscopy towers and more. "It was the service that sold me on Stryker," Ms. McElhone said. "Even though every single ASC is different, Stryker offered us only the products we needed. They didn't try to sell us on things we didn't need. They have also helped us during the entire process of opening the ASC. On move-in day, the Stryker team was here unloading [their equipment] with us and putting things together in the new building." So far, the partnership has clearly been the right decision for Riverfront Surgery Center. "Stryker offers great products," Ms. McElhone said. "The team had already used a lot of Stryker equipment at the hospital, but some of the implants were new for some of the physicians. They've had great results after trying them out and getting a feel for how they work." The Riverfront physicians use Stryker products as much as possible. According to Ms. McElhone, "We focus on Stryker products and show the surgeons the cost advantage of using those products. Our local Stryker reps have been more than helpful with everything we need. They are constantly reaching out to the doctors and showing them different ways to do things that will save money." Lessons learned when opening a new ASC: Do your research and network with other ASCs Reflecting on her experience developing and opening Riverfront Surgery Center, Ms. McElhone recommended that other ASC administrators conduct thorough due diligence when deciding on a partnership. It's important to read through contracts, pay close attention to the fine print and understand the "whys" and the "hows" behind contracts before you sign them. "I questioned everything in our agreement with Stryker and had it explained to me three different ways, so I understood it properly," she said. "If you don't understand the fundamentals, you will miss something." With regard to the importance of networking, Ms. McElhone noted that there are many people who have experience opening ASCs and most are willing to help. "Find people you can rely on to ask questions, even if you think those questions are silly," she recommended. "All you have to do is ask. The Stryker team has connected me with ASC administrators and other resources when I have questions." Conclusion Launching a new ASC isn't easy. But the Riverfront team is excited about transforming its vision into a reality. Its leaders expect to have its insurance contracts finalized and over the next year or two. The team also hopes to have all four of its operating rooms running every day, serving far more patients. In addition to its committed staff, Riverfront appreciates the valuable support it has received from Stryker. "It's been a great relationship," Ms. McElhone said. "We aren't just another facility to Stryker. We are an important partnership to them and it shows in the way they treat us. Their customer service has been outstanding." Dawn McElhone is a customer of Stryker. The opinions expressed by Ms. McElhone are those of Ms. McElhone and not necessarily those of Stryker. n Stryker is one of the world's leading medical technology companies that offers innovative products and services in Orthopaedics, Medical and Surgical devices, Neurotechnology and Spine to help make healthcare better. Procedural volumes, particularly with total joints, have been migrating from the hospital outpatient department to ambulatory surgery centers (ASCs). With the potential to provide over $55 billion per year in healthcare cost savings in the U.S., this shift in site of care is expected to continue beyond the post-pandemic environment. To meet the unique needs of this emerging customer, Stryker launched an ASC-focused business in 2020. With thousands of unique and clinically proven products spanning more than 20 procedural specialties, a wide range of flexible financial options and teams who understand the ASC landscape. Stryker is committed to delivering tailored solutions for ASCs to achieve their mission and goals.

• Cover