Objection Handling

Question 1

For a surgeon who is strongly committed to his ACDF, what route can you take to sell DTRAX and why?

Answer 1

DTRAX as additional support for Multi-Level Cases

• A study published in the Journal of Neurosurgery showed that two-level ACDF’s have a radiographic failure rate of 20%, an 11% reoperation rate at 2 years, and an 8% reoperation rate due to pseudo’s at 24 months.
  
  • Biomechanically, an ACDF with DTRAX for supplemental stabilization reduces motion in Lateral Bending and Axial rotation to almost zero. And, reduces range of motion in Flexion and Extension to about .5 degrees.

Older Patients with Co-morbidities.
- Biomechanically, DTRAX makes sense in conjunction with an ACDF to give your patient the extra stabilization for that anterior fusion. Even for your single levels.

Pseudo’s or Adjacent Levels
- For your revisions and adjacent level patients. It makes sense again. You stop the motion, you stop the pain.

Question 2

For a surgeon who does Foraminotomies, what route can we take to sell DTRAX?

Answer 2

Ask: What do you do for your patients presenting with bilateral foraminal stenosis?

So after a lami or foraminotomy in the lumbar spine, a surgeon will often fuse with cage and screws or ISP. DTRAX can be used in this way. And it allows you to treat your patients with MIS access to the cervical spine.
Other surgeons are taking advantage of this technique.

Question 3

For a surgeon who is strongly committed to his TDR, what route can you take to sell DTRAX and why?

Answer 3

First ask: Do you do multi-level TDR’s? If not, what do you do for those patients?

Do typically treat your older patients and your patients with co-morbidities with TDR or do you then do an ACDF?

DTRAX as additional support for Multi-Level Cases

• A study published in the Journal of Neurosurgery found that two-level ACDF’s have a radiographic failure rate of 20%, an 11% reoperation rate at 2 years, and an 8% reoperation rate due to pseudo’s at 24 months.
  
  • Biomechanically, an ACDF with DTRAX for supplemental stabilization reduces motion in Lateral Bending and Axial rotation to almost zero. And, reduces range of motion in Flexion and Extension to about .5 degrees.

Older Patients with Co-morbidities.
- Biomechanically, DTRAX makes sense in conjunction with an ACDF to give your patient the extra stabilization for that anterior fusion. Even for your single levels.

Pseudo’s or Adjacent Levels
- For your revisions and adjacent level patients. It makes sense again. You stop the motion, you stop the pain.