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Medical Device Sales > Test 3 Orthobiolgics > Flashcards

Test 3 Orthobiolgics Flashcards

(57 cards)

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1
Q

non invasive to invasive

A

NSAIDS and opioids
Activity modification
physical therapy
Corticosteroids
hyaluronic acid
platelet-rich plasma
Bone Marrow Concentrate
__________
Arthroscopy
Arthroscopic Drilling
Allograft Augmentation
Osteochondral Autograft
Partial Joint replacement
Total Joint Arthroplasty

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2
Q

Cells

A

Genic
ex: mesenchymal stem cells , hematopoietic stem cells, osteoprogenitor Cell, Osteoblast.

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3
Q

Signals

A

Inductive
syn: growth factor, cytokine, chemokhe, signal protein, regulator.
ex:BMP-2 , PDGF, RANKL, OPG

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4
Q

Scaffold

A

Conductive
syn: template, matrix, structural protein.
ex: collagen, hydroxyapatite

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5
Q

Stem cells

A

all born in bone marrow and 500 billion new each day

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6
Q

Mesenchymal stem cells

A

immune privileged meaning can be used in other patients.
can differ into muscle fat, cartilage, and bone cells.

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7
Q

Hematopoietic Stem cells

A

these are specifically in blood cells, RBC, WBC, platelets.
not immune privileged, and can not be shared between individuals.

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8
Q

Osteoblast Function

A

MSC tunrs to osteoblasts when the signal is BMP-2. this causes bone to build and once they reach a certain age they die through apoptosis.

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9
Q

Osteoblasts

A

build bone or are dormant.
some turn into osteocytes meaning that they are now maintaining cells that are trapped in the matric and communicate through their dendrites.

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10
Q

wolfs law

A

with more activity and stress bone adapts to stress, bone builds stronger.
with less activity, bone will decrease load.

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11
Q

HSC

A

role in tissue repair,
they produce platelets, they clot and bring WBC for clean up,
They form osteoclasts that break down bone for remodeling.

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12
Q

Placental tissues triad

A

The cells, signals, and scaffold are all things that are needed to have a complete system

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13
Q

Amnion

A

toward the baby

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14
Q

Chorion

A

Toward the mom

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15
Q

Natural Function of the placenta

A

surrounds and protects fetus
immune privileged

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16
Q

why use placental tissue

A

naturally functions as a protective barrier
readily available.
no immuno compromise

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17
Q

Biologic properties of placental tissue

A

anti-adhesive
anti- scarring
anti- inflammatory
anti-microbial
angiogenic

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18
Q

processing of placental tissues

A
  1. recovered from pre screened donors during scheduled c- sections
  2. Tissues may be lyophilized, fresh, or cryopreserved.
  3. ones with living cells are aseptically processed and stored fresh or cryopreserved.
  4. Tissues may also be terminally sterilized and lyophilized
    ALL brands and versions will be aseptically processed.
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19
Q

Terminally Sterilized

A

will negatively impact a cells viability.
Lyophilized or dehydrated tissues are often terminally sterilized

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20
Q

uses of treatment

A

wounds
burns
ocular defects
tendons, ligaments, spinal cord, and nerves, blood vessels
tissue planes
scare tissue formation

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21
Q

strengths of placental tissue

A

some may have the complete triad
flexible and naturally conforming
dehydrated versions have a long shelf life

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22
Q

weakness of placental tissue

A

donor variability
not all versions have the complete triad
low suture strengths
cryopreserved tissues are expensive

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23
Q

types of placental configurations

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A

dehydrated
cryopreserved membrane
cryopreserved umbilical cord and whartons jelly
Fresh -hypothermically stored

24
Q

Mechanotrasduction is what

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A

when a cell senses change, like a mechanical strain, this is direct response to cellular activity.

25
Structure of tendons from in to out
Collagen Fibers Fibril Fiber Fascicle Tendon
26
What is a tendon
A tough band of fibrous connective tissue connects muscle to bone moves the bone (ability to have locomotion) withstand tension fibers run in a parallel fashion to provide support
27
What is a ligament
Fibrous connective tissue connects bone to bone Holds together bones and skeleton for stability Fibrous tissue is woven in a criss cross pattern, like ones found in a rope
28
Differences between tendons and ligaments
Only similarity is that they are both made up of collagen fibers - Tendons --- Connect muscle to bone, parallel collagen fibers, serves to move bone (locomotion) -Ligament -----Connect bone to bone, crisscross collagen fibers, serves to hold structures together
29
Davids law
DR henry Gasset Davis - created the first splint for traction and protection of the hip joint This law is like Wolfs law but in respect to soft tissues - soft tissues under tension will elongate - soft tissues under no stress or lax will gradually shorten
30
Phases of soft tissue healing
1. Inflammation - formation of a hematoma at tendon lesion, swelling as fluid rushes to area, and signals are released to injury site 2. proliferation- signals initiate fibroblast proliferation to rebuild the tissue matrix, new blood vessels will replace the hematoma, and scare tissue grows stronger. 3. Remodeling collagen fibers being to align in the direction of stress, III collagen is replaced by type I collagen
31
Augmentation with PRP
positive results when injecting PRP into the affected tissue, the goals are - reduce pain - improve joint function - reduce swelling
32
Tissue banking
activity of harvesting processing and storing of human tissues
33
Responsibilities of a tissue bank
Stewardship responsibilities - highest degree of safety to ensure minimized risk to patients, preserve and protect the biological mechanical properties of the tissue Regulatory agencies - FDA AATB ( american association of tissue banks ) Uniform Anatomical Gift Act - allows for an individual to opt in to donation regardless of family wishes.
34
FDA Standards
must register must screen for major transmittable diseases
35
Are aseptically processed allografts sterile
No, Companies that use this method rely on donor screening, laboratory testing, and aseptic processing for the safety of their allografts.
36
Terminal sterilization
killing of all forms of life contamination is one in a million done once in final packaging
37
Lyophilized
rids tissue of moisture
38
Fresh
Refrigerated 23-39.2 to ensure freshness
39
Cryopreserved
Cryopreserved agents used to protect the tissues / cells
39
Fresh Frozen
often a short shelf life and intended for a specific patient
40
Wounds
disruption of the skins structural and functional integrity abrasions, avulsions, contusions, lacerations, and punctures
41
Acute wounds
progress through the normal stages of wound healing and how definitive signs of healing within 4 weeks - classified as chronic if it fails to heal and progress through 4 weeks and not totally healed in 8
42
chronic wounds
A wound that fails to progress through the normal phases of healing doesnt show signs of healing in 4 weeks occur in patients with comorbidities can lead to limb loss, amputation, and decrease quality of life
43
Factors of contributing to chronic wounds
High levels of Inflammatory mediators - destroys the tissue matrix and impairs the signaling - wound infection high levels of bacteria cause inflammation and tissue damage - Biofilm clear invisible glue that is secreted by bacteria - Hypoxia Lack of oxygen impedes cell function and healing allowing bacteria to flourish
44
FBVV
a specific ordered presentation structure that acts as a template that is useful in sales call types
45
Format of FBVV
start with need(needs based selling) main differentiator Feature Benefit Value Validation ( mandatory to support the claim Close
46
Differentiation Feature
something that stands out from a common option that all devices have
47
Feature sheet
features of the device that could be brought up or explained on a call and the values that they hold
48
Feature
What is it
49
benefit
what it does - how does it work -what does it do - meaty part of the FBVV where you should not stop explaining until you have fully explained how it connect the feature to the value
50
Value
What is does for me - me = surgeon, patient, facility related to the customers needs values include - improved outcomes -reduced revisions -saves time -saves money -ease of use
51
Buying cycles
depend on product, hospital, and system each hospital is different in its approach to product navigation - products are regulated by contracts and materials managers with decisions annually, biannually
52
decision making process
committee meetings criteria; cost effectiveness and patient benefit decisions are made on which products to keep the formulary, with potential contract negotiations for better pricing.
53
Sales rep strategy
multi-dimensional approach to pull products through hospital systems Advocacy is key : find hospital personnel to speak on your behalf in VAC meetings Corporate - level negotiations are sometimes necessary for larger systems
54
Autograpft
graph from persons own skin
55
allograft
human tissue graft from donor
56

Medical Device Sales (3 decks)

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