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YourNameDistrict Sales Manageranyware USA
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GOALS
True adoption of CSI’s Calcium Story in allspecialties of each
account on three levels: Interventional Cardiology
Interventional Radiology
Vascular Surgeons Calcium is an underestimated challenge in
PAD
that requires a unique mechanism of action toeffectively treat
the lesion without damaging thevessel
CSI’s clinical data has an unprecedented focus oncalcium
Our data is proof that changing vesselcompliance with OAS +
Low Pressure PTA results in Fewer complications Reduced use of
bail-out stents Preserving future treatment options!!!
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TERRITORY PLAN OF ACTION
INCREASE PAD AWARENESS Identify referral patterns for each
doctor. Focus on building relationships
& networking with the physicians of the following
specialties to increase
volume for each CSI user: Hospitalists
Podiatrists
Internal medicine Wound Care Centers
Nephrologists
Residents/fellows
High decile HMS doctors
Top ten doctors identified by users’ offices
Schedule appointments/luncheons/dinners and inservices to
discuss
and educate the diagnosis of PAD & the severity of calcium,
the
benefits of Diamondback (unique MOA), and referring
physician
(current CSI users) Educate using our support material such as
symptom check list,
brochures, posters, Calcium partnership binder* see following
slides for support material & PAD event invitations
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Peripheral Artery Disease
PAD INITIAL SYMPTOM CHECKLISTPlaqueBuild-up
Things to discuss with your doctor
What is PAD?PAD stands for Peripheral Artery Disease which is a
condition where deposits, called calcium orplaque, build up over
time on the inside walls of the arteries in your legs. This build
up causes thearteries to narrow, reducing blood flow to the legs
and feet.
Some Facts about PAD• Between 8 million and 12 million Americans
have PAD1
• One in three people over the age of 50 with diabetes is likely
to have PAD2
• > 50% of the 160,000 individuals who have a leg or foot
amputated each year neverhad a vascular diagnostic evaluation to
determine if blood flow could be restored3
Some risk factors that increase the chance you may develop
PAD.Are you 50 years old or older? Yes NoDo you smoke or did you
smoke? Yes No
Have you been diagnosed with any of the following?Answers to
these
Diabetes? Yes NoChronic kidney disease? Yes No
High blood pressure? Yes No
High cholesterol? Yes No
Have you experienced tiredness, heaviness, or crampingin the leg
muscles? Yes No
Do your toes or feet look pale, discolored or bluish? Yes No
Pain in the legs and/or feet that disturbs sleep? Yes No
Sores or wounds on toes, feet, or legs that heal slowlyor not at
all? Yes No
One leg or foot feels colder than the other? Yes No
Poor nail growth and decreased hair growth over timeon toes and
legs? Yes No
1US Department of Health & Human Services National Institute
of Health August 2006.2What is the link between diabetes and PAD?
Vascular Disease Foundation website.
http://vasculardisease.org/flyers/
lifesaving-tips-on-diabetes-and-padflyer.pdf. Accessed Feb. 1,
2013.3Goodney PP, Travis LL, Nallamothu BK, et al. Variation in the
Use of Lower Extremity Vascular Procedure
for CLI. Circ Cardiovasc Qual Outcomes.2012; 5:94-102.
questions will helpyour physiciandetermine the
need to bescreened for PAD
to better assess
your vascularhealth.
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PAD AWARENESSEDUCATIONAL EVENTS:
Ramzan M. Zakir, MD, FACC, FSCAIClinical Assistant Professor of
Medicine
Rutgers-Robert Wood Johnson Medical School
Director Of Transradial CatheterizationRobert Wood Johnson
University Hospital !Director of Peripheral Vascular Program
Saint Peter’s University Hospital
Current Treatments inPeripheral Artery DiseaseThursday, February
5th at 6:30pm
Steakhouse 8585 Church Street
New Brunswick, NJ 08901
If you plan to attendPlease respond by 2/2/2015 to
Brittani at 201.509.3116 or
[email protected]
Dr. Rex Ghassemi & Dr. Surabhi Atreja
Current Treatments inPeripheral Artery Disease
Monday, February 9th, 2015 at7:00pm!
The Brickhouse Restaurant
179 Godwin Ave, Wyckoff NJ
Please respond by February 2nd
908-399-8578David O'Connor MD & Tony Iorio DPM, MPH
The Steps to Understanding theRole of Calcium in Peripheral
Artery Disease
Wednesday March 18th at 6:30pm
The River Palm Terrace1416 River Road
Edgewater, NJ 07020
Please RSVP by March 13thBrittani 201.509.3116
[email protected]
Dr. Madhu Salvajiinvites you to:
Current Treatments inPeripheral Artery Disease
Wednesday, August 27th at 6:30pmStrip House
550 West Mount Pleasant Ave.
Livingston, NJ 07039
Please respond by August 12th to
Brittani at 201.509.3116 [email protected]
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TERRITORY PLAN OF ACTION (cont’d)
MEDICAL EDUCATION PROGRAMS:Utilize the following National
Courses to increase the physiciansknowledge and skillset with the
Diamondback:Fundamental Course for New Users:
Intermediate Orbital Atherectomy Course in the Treatment of
Complex PAD in the CLIPatient with Faculty David Allie, MD -July
15-16th at Regional Medical Center of
Acadania in Lafayette, LA
Pedal Course:
Chinatown Cardiology Course w/ Dr. Kwan - Contact Sara Shaning
personally forscheduling dates
Fellow Course:
Advanced Orbital Atherectomy Training Course & Cadaver Lab
for Fellows w/ FacultyBilly Kim, MD & Bryan Fisher, MD - August
7-8th at CSI Headquarters in St. Paul, MN
Advanced Complex PAD Course:
Advanced Orbital Atherectomy Course in the Treatment of
Complex PAD below theknee with Faculty Jihad Mustapha, MD; Fadi
Saab, MD; & George Pliagas, MD - July
27-28th at Metro Health Hospital in Wyoming, MI
Advanced Orbital Atherectomy Course in the Treatment of PAD in
the CLI Patient withJohn Rundback, MD - * I RAN THIS COURSE ON MAY
28-29th at Holy Name Medical
Center in Teaneck, NJ* See the following slide for copy of
invitation
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Advanced Orbital Atherectomy Course in the Treatment of PAD in
the CLI PatientMay 28-29, 2015Holy Name HospitalFaculty: John
Rundback, MD (IR) | Jeffrey Wang, MD (VS)
THURSDAY • MAY 28, 2015
6:00 PM Depart of Dinner HOTEL LOBBY6:30 PM Dinner Didactic
CAPITAL GRILL
FRIDAY • MAY 29, 2015
6:45 AM Registration/Check-in HOTEL LOBBY7:00 AM Depart for Holy
Name Hospital7:15 AM Breakfast & Welcome HOLY NAME HOSPITAL
Live Case Observation #1 Medical Affairs Conference RoomLive
Case Observation #2Live Case Observation #3LunchLive Case
Observation #4Live Case Observation #5Q&A/Evaluations
4:00 PM Adjourn
HOTEL DINNER LOCATIONTeaneck Marriott at Glenpointe Capital
Grill100 Frank W Burr Blvd. 1 Garden State PlazaTeaneck, NJ 07666
Paramus, NJ 07652
ONSITE CONTACT HOSPITALTeshera Hull Holy Name HospitalMedical
Education Manager 718 Teaneck Road312-237-6384 Teaneck, NJ
[email protected]
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TERRITORY PLAN OF ACTION (cont’d)
FIND THEM: IDENTIFY 2 NEW PERIPHERAL USERS New vascular
physician at Bronx VA in July
RMS new Columbia vascular surgeons starting August 1st GROW
THEM: GROW TWO CURRENT DOCTORS
Dr. Nirav Patel at St. John’s Riverside
Dr. Karanfilian at Montefiore New Rochelle & Vascular
Center at WestchesterSurgical
PEDAL: OPEN ONE NEW PEDAL ACCOUNT AND GET A REORDER Dr.
Ohjekwe at Montefiore Mount Vernon Dr. Nirav Patel at St. John’s
Riverside Dr. Karanfilian at Montefiore New Rochelle &
Vascular Center at Westchester
Surgical Dr. Tannenbaum at Vascular Center at Westchester
Surgical
NEW ISO: GET ONE NEW ISO St. John’s Riverside: trunk stock
only! *ISO* Montefiore New Rochelle: stock pedal devices
Bronx VA: OR not stocked *ISO* (IR stocked)
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967 N Broadway,Yonkers, NY
Dr. 88888888 - Chief of Vascular Surgery: Cell #: 58888888
OR procedure days - Tuesday, Thursday, Friday
Currently using trunk stock - Needs ISO
Director of Wound care Friday Mornings Goes to St. Joes
Hospital on Wednesdays & Thursdays - possible new account
No Cath Lab at St. John’s Text him every Monday for weekly
schedule
Exploring possible options for OBL
Current Treatment Algorithm: Diamondback BTK Silerhawk ATK
in soft plaque
DCBs
Balloon/Stents
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Growth Opportunites:•
•
•
•
•
Dr. Patel currently using Diamondback for calcified lesions
BTK• Increase Diamondback usage in calcified lesions ATKIdentify
referral patterns (& top referring docs) with hospitalists,
podiatrists, internal
medicine, nephrologistsSchedule PAD Awareness inservice w/
podiatrist & staff of WCC to discuss PAD referringpattern &
treatment w/ DiamondbackCurrently using trunk stock à ISO order
Patel is an Attending @ St. Joes
• OR Procedure surgery days - Thursday & Friday
• Meet with Matt Gelosi (materials manager @ St. Joes) discuss
Diamondback, Dr.Patel’s current use, and ISO order
• Contact Matt every Monday Morning for weekly schedule
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Business Strategies:•
•
•
•
•
•
Increase uses ATK - utilize Compliance 360 Study data to discuss
ATK outcome w/ Patel& discuss Edelman study (DCB + atherectomy)
by 7/30
• Complete 3 ATK cases by 8/30Schedule PAD Awareness inservice
with Dr. Patel and podiatrists and staff of WoundCare Center to
discuss PAD referring pattern & treatment w/ Diamondback by
7/31Schedule Dr. Patel to attend Advance Pedal Holy Name Rundback
MedEd Course inSeptember (have Patel signed up before 8/31)• First
pedal case w/ Patel following the Rundback course by 9/15• Pedal
device ordered to follow by 9/21• Stack 2 additional pedal cases
to be completed by 9/30Plan of Action for ISO:
• Schedule appointment w/ Joanne Flanagan- Director of OR to
discuss Dr. Patel’srequest for the Diamondback to be stocked.
Discuss the use & success withDiamondback in calcified lesions,
the reimbursement and pricing - by 7/31
• Attend the next VAC monthly meeting to present value
proposition of CSI with Dr.Patel for ISO by 8/31
Set up PAD awareness lunches (twice a week) with Dr. Patel’s top
referring docs
(Get list of referring docs from Office Manager) by 8/15• Stop
at 2 new referring docs a week to discuss WOW cases, drop off
symptom
checklists, PAD info starting 8/20Schedule Peer-2-Peer dinner w/
Dr. David O’Connor for September by 8/31• Once Peer-2-Peer dinner
w/ O’Connor is complete - have Patel comfortably
treating PAD ATK & pedal by 9/30 Schedule inservice on
Diamondback & PAD w/ Patel & staff at St. Joes by 8/21
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967 N BroadwayYonkers, NY
Interventional Radiologist - Vascular ManagementAssociates -
8888888 Tuesday angio day - contact him every Monday for
schedule
Lief: scrub tech Charlie: IR Manager Susan & Jen:
Nurses I currently have a loyal relationship with owners of VMA
at the New
Brunswick location (with Dr. Ramzan Zakir) Current Treatment
Algorithm:
Diamondback (only atherectomy) Balloon/Stent if
subintimal
VMA Partners: Ralph Langone: Cell#: 609-396-0021
Dave Katz: Cell #: 856-816-5628
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Growth Opportunites:•
•
•
Dr. Gebrael is a CSI advocate who uses ATK & BTK
Identify current referral patterns and challenges & an
increase
patient volume through building relationships with
hospitalists,
podiatrists, internal medicine physicians in the area
Increase Diamondback use through Pedal Access - pedal
course
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B• Inservice entire staff to get them more comfortable with
setup and usage of
device (traveling nurses and new scrub tech) by 7/15• Identify
referral patterns (& top referring docs) with hospitalists,
podiatrists,
internal medicine, nephrologists, etc. by 7/30• Set up PAD
awareness lunches (once a week) with new referring docs in the area
&
10 target docs• Follow up with referring doctor after every
case (WOW case)
• Schedule Dr. Gebrael to attend Advanced Orbital Atherectomy
Course inthe Treatment of PAD in the CLI Patient with John
Rundback, MD at HolyName Medical Center - September course (date
not set yet - have himsigned up before 8/31)• Stack 3 additional
pedal cases following Rundback course/to be
completed by 9/30• Get pedal orders by 9/30
• Set up a round table PAD awareness dinner for September with
5 referringdocs with a presentation on identifying PAD in each of
their offices & allowopen forum discussion by 8/31 - Key
Targets:
Maria Branca, DPM Mario Montoni, DPM909 Midland Ave 655 Yonkers
Ave,Yonkers, NY Yonkers, NY
Charles Morelli, DPM John Marzano DPM James McInerney DPM2172
Central Park Ave 984 N Broadway, Suite 302 945 Yonkers AveYonkers,
NY Yonkers, NY Yonkers, NY• Follow up with key targets from dinner
- drop off PAD brochures, posters, symptom
check list sheets - starting 9/7
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16 Guion PlaceNew Rochelle, NY
OR DEPARTMENT Dr. Richard Karanfilian - Chief of Vascular
Surgery:
Cell #: 88888888888 Procedure Days: Monday and Thursday
Office: 150 Lockwood Avenue #14, New Rochelle, NY
Office hours on Tuesday, Wednesday, & Friday
Erica: office manager Natasha: ultrasound tech
Brings 2 angiograms every other Monday to RMS (Vascular Center
atWestchester Surgical)
Current Treatment Algorithm: Diamondback ATK & BTK
Stent w/ Zilver PTX for long CTOs
OR STAFF: Rashad Woody - material manager: Head Nurses:
Joanne Purcelli and Teresa Bonvino
OR #: Call Nunzio (scheduler) on Fridays & Wednesdays
for schedule:
*No Cath lab or IR departments at Montefiore New Rochelle
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Growth Opportunites:•
•
•
Dr.8888888888is a CSI advocate who uses ATK & BTK
(onlyatherectomy device at the hospital, no other atherectomy
device isused there)Identify current referral patterns and
challenges - increase patient
volume to increase usage of device (potential CSI faculty in
future)
Complex cases difficulty crossing• Increase Diamondback use
through Pedal Access - pedal course
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Business Strategies:• Inservice entire staff to get them more
comfortable with setup and usage of device
(traveling nurses & rotating nurses from other specialties)
- set up with Joanne orTheresa - by 7/15
• Identify referral patterns (& top referring docs) with
hospitalists, podiatrists, internalmedicine, nephrologists, etc. by
7/30 - set up PAD Awareness lunches with the followingphysicians by
8/12:
==========b, DPM =========, DPM =============DPM77 Quaker Ridge
Rd. #104 466 Main Street 175 Memorial Hw, Suite LL12New Rochelle,
NY New Rochelle, NY New Rochelle, NY
================= Blank, DPM ================, MD10 Memorial Hwy
140 Lockwood Ave., #216
New Rochelle, NY New Rochelle, NY• Discuss upcoming pedal
course w/ Dr. Karanfilian - have Dr. Karanfilian signed up
for Chinatown Cardiology Advanced Pedal Course in NYC à speak to
SaraShaning to get course date booked by 8/20
• Complete first pedal case after Chinatown course by 9/15•
Stack 3 pedal cases by 9/30• Get ISO Pedal Device- work with Woody
- by 9/30
• Follow up w/ referring physicians after each case (with WOW
case presentation)
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984 N Broadway #501Yonkers, NY 10701
Dr. Tannenbaum - Chief of Vascular Surgery at LawrenceHospital
& Owner of RMS Cell #: 888888888
Thursday & Friday angios Office Hours Tuesday &
Wednesday
Patrick Barr: Manager: Cell #: ========
Jeanine - head scrub tech: Cell#: ===========
Amy & Meghan nurses PAD Awareness - increase volume
& presence in Yonkers Current Treatment Algorithm:
Diamondback for heavily calcified lesions BTK
Silverhawk ATK for soft plaque Balloon/Stent
Dr. Karanfilian Brings 2 angios every other Monday a month
CSI Advocate
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Growth Opportunites:•
•
•
Dr. Tannenbaum currently using Diamondback for calcified lesions
BTK
• Increase Diamondback usage in calcified lesions ATKIdentify
referral patterns (& top referring docs) with podiatrists,
internal medicine,
nephrologists Increase patient volume will lead to increase in
usage of device - get
referrals from podatristsCrossing complex lesions - Pedal access
course
Dr. Tannenbaum Chief of Vascular Surgery (beginning 7/1) at
Lawrence Hospital
New account = ISO
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Business Strategies•
•
•
Increase uses ATK - utilize Compliance 360 Study data to discuss
ATK outcome w/Patel & discuss Edelman study (DCB + atherectomy)
by 7/30• Complete 3 ATK cases by 8/30Schedule Dr. Tannenbaum to
attend pedal course - sign up for ChinatownCardiology Advanced
Pedal Course in NYC à speak to Sara Shaning to get coursedate
booked by 8/31• Complete first pedal case following Chinatown
course by 9/15• Get 2 device pedal order by 9/21Set up PAD
awareness lunches (once a week) new internal medicine,
podiatrist,etc. start with the following physicians in area by
7/31:
Westchester Podiatritc Medicine Hal Abrahams, DPM Glenn
Callahan, DPM
984 N Broadway, Suite LL07A 199 Valentine Ln626 McLean Ave.,
#3Yonkers, NY Yonkers, NY Yonkers, NY
Aditi Shastri, DPM Mario Montoni, DPM35 E Grassy Sprain Rd.,
#102 655 Yonkers Ave.Yonkers, NY Yonkers, NY
• Follow up w/ referring physicians after each case (with WOW
case presentation)• Set up a round table PAD awareness dinner for
September with 5 referring docs
focusing on identifying PAD in each of their offices (with docs
from LawrenceHospital) with Sal by 9/15• Continuously get
referrals from the 5 docs that attended PAD Awareness round
table discussion - set up a follow up dinner by 9/30 for October
30th
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130 W Kingsbridge Rd.Bronx, NY 10468
Interventional Radiology - 8888888888i, MD Cell #:
8888888888 Surgery Mondays & Tuesday afternoons
Clinic Tuesday Mornings Attending at Mt. Sinai on
Wednesdays, Thursdays, Fridays
Current Treatment Algorithm: Diamondback (only
atherectomy)
Balloon/Zilver PTX stents
OR Department - New vascular surgeon coming late July
Schedule appointment - Discuss PAD, Calcium, Diamondback &
Orbital
Atherectomy - get to know treatment algorithm
No Cath Lab - IR & OR departments ONLY
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Growth Opportunities:
•
• • •
Dr. Tabori currently uses CSI for calcified lesions above and
below the knee(Needs help identifying calcium)
• Attended the Advanced Orbital Atherectomy Course in the
Treatment of PAD in theCLI Patient with John Rundback, MD at Holy
Name Medical Center
• Pedal Devices in stock - have not used yetNew Interventional
Radiologist joining 8/1New Vascular Physician joining 7/15PAD
Awareness with Wound Care Center & VA Podiatrists
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Business Strategies:• Increase Dr. Tabori’s calcium
awareness
• Review Oasis, Confirm I, II, II, Calcium 360, Compliance 360,
Truth, Clarity, Liberty 360studies by 7/30
• Schedule Dr. Tabori to attend pedal course - sign up for
Chinatown CardiologyAdvanced Pedal Course in NYC à speak to Sara
Shaning to get course datebooked by 8/31
• Complete first pedal case by 9/15• Schedule Peer-2-Peer
dinner with Dr. Amish Patel (were fellow residents at Mt. Sinai
& he is currently attending at Holy Name) by 8/31• Schedule
PAD Awareness inservice with Dr. Tabori and VA podiatrists
&staff of Wound
Care Center to discuss PAD referring pattern & treatment w/
Diamondback by 7/31Wound Care Center:1740 Eastchester Road #2
Bronx, NY
Set up PAD awareness lunches once a month with attending VA
podiatrists todiscuss WOW cases done by Dr. Tabori - by 8/31
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Business Strategies (Cont’d)
•
•
•
Schedule appointment with new Interventional Radiologist by
8/7• Discuss PAD & benefits of using Diamondback in calcified
lesions• Review clinical data w/ Physician including Oasis,
Confirm I, II, II, Calcium 360,
Compliance 360, Truth, Clarity, Liberty 360• Sign up doc for
next Fundamental Course by 9/30• Schedule Peer-2-Peer dinner w/
Dr. Tabori to discuss her success with the use of
Diamondback in calcified lesions at the VA by 8/31• First case
completed by 9/7Schedule appointment with new Vascular Surgeon by
7/30
• Discuss PAD & benefits of using Diamondback in calcified
lesions• Review clinical data w/ Physician including Oasis,
Confirm I, II, II, Calcium 360,
Compliance 360, Truth, Clarity, Liberty 360• Schedule
Peer-2-Peer dinner w/ Dr. David O’Connor to discuss the use of
Diamondback in calcified lesions by 8/31• First case completed
by 9/7Plan of Action for ISO =• Schedule appointment w/ Damien
Smith (cell#: 8888888888 ext. 6411) -
Materials Manager of OR to discuss the Diamondback to be stocked
in OR.Discuss the use & success with Diamondback in calcified
lesions, thereimbursement and pricing - by 8/31
• Get devices stocked in OR by 9/30
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12 N 7th AvenueMt. Vernon, NY 10550
Dr. 888888 - Vascular Surgeon in OR Cell #: 8888888888
Office Hours: Thursday & Friday
145 N 5th Avenue
Mt. Vernon, NY 10550 Surgery: Monday Wednesday Friday
Loyal user Nina Jefferson: material manager & scheduler:
cell # 88888888
Ace: scrub tech Filomena: scrub tech
Lucy: nurse
Ace: nurse
No Cath Lab or IR
Current Treatment Algorithm: Diamondback (only atherectomy)
ATK & BTK calcified lesions
Balloon/Stent for long CTOs
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Growth Opportunites:•
•
•
888888888e is a CSI advocate who uses ATK & BTK
(onlyatherectomy device at the hospital, no other atherectomydevice
is used there)Identify current referral patterns and challenges -
increasepatient volume to increase usage of deviceComplex cases
difficulty crossing• Increase Diamondback use through Pedal Access
- pedal course
-
Business Strategies Identify referral patterns (& top
referring docs) with internal medicine residents,
podiatrists, internal medicine physicians, nephrologists by 7/31
Set up PAD Awareness lunches with the following physicians by
8/12:
8888888e, DPM J88888888, DPM 88888888
514 Gramatan Ave, 105 Stevens Ave., #301 630 Gramatan Ave.
Mt. Vernon, NY Mt. Vernon, NY Mt. Vernon, NY
88888888888Nephrology) 888888, MD
514 Gramatan Ave., 127 E Lincoln Ave.,
Mt. Vernon, NY 10552 Mt. Vernon, NY
Sign up Dr. 88888888 to attend Advanced Orbital Atherectomy
Course in theTreatment of PAD in the CLI Patient with John
Rundback, MD at Holy Name Medical
Center - September course (date not set yet) by 8/31• Stack 3
additional pedal cases following Rundback course/to be completed
by
9/30
• Currently stocked w/ pedal devices - Get pedal reorder by
9/30
• Schedule PAD Awareness inservice w/ podiatrist & staff of
WCC to discuss PAD referringpattern & treatment w/ Diamondback
by 7/30
Follow up w/ referring physicians after each case (with WOW
case presentation)
-
IN CONCLUSION Calcium is an underestimated challenge in PAD
that requires a unique
mechanism of action to effectively treat the lesion without
damagingthe vessel
CSI’s clinical data has an unprecedented focus on calcium
Our data is proof that changing vessel compliance with OAS +
Low
Pressure PTA results in Fewer complications Reduced use of
bail-out stents Preserving future treatment options!!!
Executing the 2-2-1-1 Plan
Increasing PAD Awareness
Medical Education Programs
RESULTS:• GROWT
H• TRUE ADOPTION OF CSI’S CALCIUMSTORY IN ALL SPECIALTIES
