CONMED Linvatec CONMED Linvatec is a global leader in the field of sports medicine, specializing in arthroscopy, endoscopic video systems, and powered surgical instruments. CONMED Linvatec is at the forefront of technology for a growing range of minimally invasive and orthopedic surgical procedures. Orthopedic surgeons use CONMED Linvatec arthroscopic instrumentation, implants, fixation, and tissue repair systems for diagnostic purposes, minor surgeries, and complex reconstructions of knees, shoulders, and small joints such as wrists and ankles.

With sales of nearly $600 million, CONMED Linvatec’s sales force includes over 400 domestic and international sales reps who represent the entire line of more than 3,800 different products, which poses a significant sales training challenge. Their products are complex, each with a wide range of features and benefits that must be communicated in precise terms to orthopedic surgeons who demand accurate, cogent product sales presentations and information. CONMED Linvatec operates in a high-stakes marketplace; poorly trained sales reps are simply ineffective, which makes sales rep training a key factor to CONMED Linvatec’s success.

The Starcast Solution In the past, sales reps were brought to headquarters in Largo, FL, for classroom training, stand-up presentations, and hands-on demonstrations. However, because the sales force is so geographically dispersed, new sales reps sometimes waited months for classes to begin, which meant they were operating with inadequate information. The company tried sending binders full of product brochures, CDs, and DVDs to fill the gap, but it had no way to verify that the sales force was studying the information; the material often went unused and the training was ineffective.

Now with StarCast, right from the beginning sales reps log onto CONMED Linvatec’s StarCast site and receive a detailed training plan guiding them through courses, tests, and reference documents tailored to that sales rep’s territory, product specialty, experience, and tenure with the company. Immediate access to product sales training means new sales reps get up to speed quickly, begin selling in less time, and start generating sales faster than ever before.

Product Knowledge = Increased Sales The CONMED Linvatec StarCast Library contains over 400 training courses, tests, and reference documents, all built by CONMED Linvatec employees who are subject-matter experts (SMEs). Some courses have been translated into as many as 11 other languages, including French, German, Chinese, and Japanese. Each course contains customized content related to a particular product line and explains how the product is used, selling points, features, benefits, and competitors' offerings. Sales reps are able to go into the system any time to access information they need. Once logged in, the system guides each sales rep through the courses they are required to take and keeps track of test scores, viewing times, and comprehension. Managers are able to see how their direct reports are doing and intervene if needed.

Stepping Stone to Live Training Once sales reps have passed their StarCast courses, they are brought to headquarters for live training that includes cadaver-lab exercises for actual, hands-on experience. One of the biggest advantages of converting to web training has been that hands-on training sessions are now faster, livelier, and more effective because StarCast pre-qualifies attendees based on performance and knowledge.

FDA Compliance & eSignature StarCast also helps CONMED Linvatec with FDA reporting on training activities and eSignature verification for certain courses and documents. StarCast is compliant with 21 CFR Part 11 Electronic Records, Electronic Signatures, and several GMP guidelines that have similar requirements, and it provides detailed reporting that allows CONMED Linvatec to satisfy the FDA's requirements.
For more information on CONMED Linvatec, go to http://www.conmed.com