Bringing Value & Affecting Change: A Representative's Role

You have all seen many industry representatives in your office and operating rooms, and I’m sure you have an opinion on what attributes define good and not-so-good salespeople. Having worked in eye care for a while now and being very passionate about what I do, I wanted to share my perspective on what I believe makes for a good representative. These attributes are what motivate me every day when I am out talking with many of you and your staff in your practices, and helping you reach your goals.

Treating Chronic Dry Eye: Why I Use CryoTek Cryopreserved Amniotic Membrane for These Patients

Dry eye is a multifactorial and progressive1 disease for which we use many treatments, but the Prokera® corneal bandage is the first and only biologically active treatment that directly targets the cornea. Prokera has been a game-changer in my practice. I use it not only for DEWS2 Level 3 and 4 patients, but also for those with Level 1 or 2 dry eye with corneal involvement, especially Sjögren’s patients, who are chronically uncomfortable and not responding to conventional therapies, even if there is a disconnect between their signs and symptoms.

Rejuvenating the Ocular Surface

Inflammation and regeneration share a close relationship in the human body. However, the pathological inflammatory process is an impediment to the body’s ability to regenerate. What my colleagues and I have learned through our NIH-funded research is that regeneration can take place only when inflammation is effectively controlled. Our discoveries have led to the development of amniotic membrane (AM) products for healing and rejuvenating the ocular surface. These include AmnioGuard® biologic glaucoma shunt tube graft; AmnioGraft® biologic ocular transplantation graft; and PROKERA® biologic corneal bandage (Bio-Tissue), and we’re working on applying our findings to a broader area in regenerative medicine.

The Economic Benefits of PROKERA®

It’s not a simple cliché or abstraction to state, for the record, that the best, most profitable, and most enduring business plan is simply, and above all else, doing the best for the patient. Hence, when considering the economics of PROKERA® use in practice, we must ensure that we are making calculations based on the appropriate metrics. Are we considering only the myopic calculation of price and profit-margin; erroneously rationalizing that an amniotic membrane is an amniotic membrane?

Or, are we, our patients, and our long-term practice prospects, better off, by focusing on endpoints like quality of healing, speed of healing, and the other metrics of efficiency, time, and profitability that they directly and indirectly impact? In this blog, I will address the rationale (both economic and medical) behind our decision to use the PROKERA-line in my Cornea, Cataract, and Refractive practice.

Cryopreserved Tissue’s Superiority over Dehydrated Biologics

We have long known the benefit of the use of amniotic membrane in ocular wound healing, but a study I co-authored published in the Journal of Wound Care last October brought to light the considerable differences in the structural and biological properties of cryopreserved and dehydrated amniotic tissues. 

Amniotic Membrane Technology and Quality Healing

We all know treating ocular surface inflammation is crucial to promoting healing of the ocular surface. If left uncontrolled, inflammation can lead to chronic pain and discomfort, delayed healing, and in some cases, more tissue damage and possibly vision threatening complications such as scarring. Although the use of amniotic membrane to treat ocular surface diseases and inflammation has increased, I am often baffled as to why this dramatic technology isn’t more widely used. Its benefits are so clear and there are hundreds of scientific papers to support its use.