A new orthopaedic rep’s first 30 days

Before day one

• Hospital credentialing started. Each hospital sets its own rules for vendor representatives (identification, immunisations, checks, its policy training). Start early: it is often what delays the first case.
• A mentor named: an experienced rep they shadow for the month.
• Accounts and kit ready: catalogue, surgical technique guides for the core products, the set lists.
• Learning assigned: the course units below, with dates. On OrthoReady, invite them to your team so you can see their progress.

Week 1 · The products and the rules

• Learn the basics: bones, how breaks are held, screws, plates, nails and the set. Units 1–2
• Read the surgical technique guide for the five products they’ll support most.
• Complete compliance training: the industry code that applies (AdvaMed, MedTech Europe or MTAA) and company policy on gifts, meals and consulting. Unit 15
• Ride along with the mentor outside theatre: hospital visits, the stores, the sterile services department.

Week 2 · Theatre and the sets

• Learn who does what in theatre, the sterile field, and what a rep may and may not do. Unit 3
• Observe cases with the mentor (where credentialing allows), standing back from the sterile field.
• Lay out and count a full trauma set; spot a missing or wrong item. Unit 13
• Follow a loaner set through delivery, use, return, cleaning and sterilisation. Unit 9

Week 3 · Depth: answer the hard questions

• Materials, how the implants are made and how the factory checks them, so they can answer surgeons and nurses honestly. Units 4–6
• Learn the main competing products and how ours differ, in plain, factual terms.
• Know how to report a complaint or adverse event, to whom and how fast. Unit 11
• Practise a two-minute explanation of the core product to the mentor.

Week 4 · Value, regulation and the first supported case

• How the products are cleared to be sold, and why claims must match the label. Unit 12
• How hospitals buy: value analysis committees, tenders, evidence. Unit 15
• Support a first case with the mentor present.
• Day-30 review with the manager (below).

Day-30 sign-off

The new rep can, without notes:

• Name every implant and instrument in the core set and say what it is for.
• Count a set, and find what is missing.
• Explain the sterile field rules and where a rep stands.
• Report a complaint the right way, within the company’s deadline.
• State the compliance rules for meals, gifts and consulting.
• Show completed course units and compliance training for the training file.