What to Ask Exhibitors & How to Harness Your Purchasing Power

Perioperative nurses are in a powerful position. Why? Because no one understands what they need more than they do. Perioperative RNs are uniquely situated at the center of surgical patient care coordination, making them the most knowledgeable about which products best support optimal care.

Attending AORN Expo means you’ll have access to thousands of products to check out while visiting the Expo Hall. Equip yourself with questions to ask exhibitors, and when you find a solution you like, prep for a pitch so you can get your team on board.  

Top Questions to Ask Exhibitors While at AORN Expo

The exhibitors who attend, the products they promote, the educational materials they provide – it’s all coordinated at AORN Expo to help you support your operating room and, ultimately, your patients.

Identifying the right fit for your team, though, can be difficult. When you see a product that piques your interest, it’s important to know what information you’ll need to take back to your workplace. Arm yourself with the following questions to evaluate a purchase for your OR:

• How long has this item been available in the U.S. market, and what outcomes data have been reported as associated with use of the product? Ask for published, peer-reviewed scientific literature, and take whatever information is available.
• Are there adverse events associated with the use of this product, and, if so, how has your company used that information for the improvement of the product or equipment?
• If my organization requests a trial of this product, what does your company provide in the way of supporting that trial with products and education?
• What does support look like in the long term if our organization chooses to purchase your product?
• Does your company have a purchasing agreement with my organization? Does the cost of this item reduce costs in other areas of patient care (such as cost savings associated with avoiding surgical site infection), and can you provide literature that supports these claims?

You have identified a product you want in your OR — here’s what to do next.

Learn what information your organization requires in advance of a product acquisition or change. Many organizations funnel decisions about purchasing through a committee that systematically considers specific decision points. Ask about any approvals and education required before product trials. Be sure to discuss the potential budget for new or changing products or equipment with the committee or your leader.

How do I pitch the product?

A well-coordinated pitch is crucial in gaining support for your product. Work collaboratively with members of your interdisciplinary team when considering a new product or piece of equipment. When the interdisciplinary team is involved in product evaluation, they are more confident in the change. It is then easier to implement practice changes.

Are there any products that are purchased specifically based on nurse feedback?

Products and equipment that are exclusively used by perioperative RNs are almost always purchased based on nurse feedback. So, don’t underestimate the power of your voice advocating for a positive change in the OR!