Caught in the Middle: Sales Reps and Sterile Supplies

Dear Masked Maven The Stitch

By: Masked Maven

Published: 10/31/2024

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"What I am struggling with is when they open their own sterile items or instruments directly onto the sterile field."

Q: 

Dear Masked Maven,  

I am feeling torn on how to handle sales representatives in the OR. They are tremendous assets because they run to get the proper supplies and instruments for cases and, to be honest, that really helps me out. They also offer valuable guidance to circulators, scrub persons, and surgeons on their products. What I am struggling with is when they open their own sterile items or instruments directly onto the sterile field.  

I have been taught in orientation by my preceptors that this violates our institutional policy because, most importantly, it is out of their scope. Further, I have seen sales reps open products without verifying the size and expiration date. When I have seen them open sterile sets, I am afraid they are not reviewing the sterile wrapper, indicators, and overall package integrity. I want to make sure our patients are staying safe, but I am caught in the middle of speaking up and addressing this issue at hand versus staying quiet and keeping the peace. 

Sincerely, 

Annoyingly Caught in the Middle

A: 

Dear Caught in the Middle,

Let’s first start by acknowledging that you appreciate the gravity of this situation and want to advocate for your patients. ORs tend to have a lot of policies and protocols to adhere to and let’s give kudos to you and your preceptors for knowing your vendor policy.  

Next, let’s tackle the sticky situation you are caught in the middle of.  Addressing the situation with a sales representative who is violating institutional policy by opening sterile supplies requires a diplomatic and considerate approach, especially given the importance of maintaining a positive working relationship.  

Consider addressing their overstep in opening sterile supplies and instruments by first thanking them for their assistance in the surgical case and the support they provide. Use an empty prep stand or cleared surface and ask them to place their products or instruments there. Provide rationale that you want to open them to the sterile field. If they push back, inform them that their action is violating institutional policy that is in place to protect the patient. If needed, support your statement with the following rationale: 

  • By having trained staff members open sterile supplies, we can ensure that every precaution is taken to prevent contamination and uphold the highest standards of patient safety. 
  • Our staff members are trained to inspect these supplies thoroughly, checking for package integrity, expiration dates, and size accuracy. This assessment helps guarantee that the right supplies are used for the right procedure, reducing the risk of errors. 
  • We have a responsibility to advocate for the best possible outcomes for our patients. By following established procedures and policies, we are doing just that. 

All the best,

Masked Maven

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