This Workshop Guide aligns with the Joint Reconstruction Hip & Knee Solutions Value Propositions presented in the Main Tent. The content in this workshop has been reviewed and verified by members of the Customer Management Team as consistent with questions and themes that arise when discussing the Joint Reconstruction Segment with Health System Customers. Sub-questions are listed below each main question to promote further conversation. Discuss each topic and provide responses to as many questions and subquestions, as possible. (Suggested time to be spent on each section is provided at the top of each page.) NOTE: You may not have time during the workshop to cover every question. Use the time allotted to discuss the areas most important to your team and your customers.
Confidential. For Internal Use Only. Not for distribution. © Johnson & Johnson Health Care Systems Inc. All rights reserved. 2022
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SUGGESTED TIME FOR THIS SECTION: 40 Minutes
Understanding that these messages are aligned closely with what the Field Sales Organization is delivering to customers, what are your thoughts on the new SCG Hip & Knee Solutions Value Proposition(s) Messaging? •
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Is the value proposition messaging clear and easy to follow? •
What are your biggest takeaways, for Hip Solutions?
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What are your biggest takeaways, for Knee Solutions?
In your area, how will you leverage the new SCG Hip & Knee Solutions Value Proposition(s)? •
In what specific scenarios will you use it?
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With which of your customers?
How have you used the prior Hip & Knee Value Proposition Tools & Resources and realized success in the past?
What messages from the new SCG Hip & Knee Solutions Value Proposition(s) do you think will resonate the most with your customers? Least? • Do you feel the new Hip & Knee Solutions messaging helps to different J&J MedTech from the competition? • if so, in what ways? • if not, why?
• What aspects will you focus on with your specific IDN customers? • What responses/questions are you expecting to receive from your customers around our Hip & Knee Solutions Value Proposition(s) &/or Product Offers? • What new ideas do you have moving forward for how we can further leverage our Value Proposition(s) story? • What additional Tools & Resources would be useful to help you illustrate the value of Johnson & Johnson MedTech Hip & Knee Solutions to your Non-Clinical Customers?
Confidential. For Internal Use Only. Not for distribution. © Johnson & Johnson Health Care Systems Inc. All rights reserved. 2022
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SUGGESTED TIME FOR THIS SECTION: 15 Minutes
When a customer conversation around Joint Reconstruction transitions into a more in-depth conversation about robotics & digital surgery, what information will you utilize from the Value Propositions specifically? •
How would you transition the conversation to discuss our offering and differentiation within the VELYS™ Digital Surgery Platform, specifically VELYS™ Hip Navigation and VELYS™ Robotic-Assisted Surgery? •
What tools and/or resources would you utilize?
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What do the non-clinical customers in your accounts care about the most, beyond the cost of the technology?
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Are there additional assets you need to have this conversation successfully? If so, what would help further?
SUGGESTED TIME FOR THIS SECTION: 5 Minutes
What additional questions / thoughts do you have that regarding the SCG Knee and/or Hip Solutions Value Proposition(s) Messaging?
Confidential. For Internal Use Only. Not for distribution. © Johnson & Johnson Health Care Systems Inc. All rights reserved. 2022
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