Zimmer Biomet Holdings, Inc. (ZBH): Business Model Canvas [Jan-2025 Mis à jour]

Dans le monde dynamique de la technologie médicale, Zimmer Biomet Holdings, Inc. (ZBH) est une force transformatrice, révolutionnant les soins de santé orthopédiques et musculo-squelettiques à travers des solutions innovantes qui repoussent les limites de l'ingénierie médicale. Avec un modèle commercial complet qui intègre de manière transparente des recherches de pointe, une fabrication avancée et des partenariats mondiaux stratégiques, ZBH s'est positionné en tant que leader pionnier dans le développement de dispositifs médicaux de haute précision qui améliorent considérablement la mobilité et la qualité de vie des patients. Plongez dans la toile du modèle commercial complexe qui révèle comment ce géant de la technologie médicale transforme continuellement des défis de santé complexes en solutions révolutionnaires qui résonnent sur les marchés médicaux mondiaux.

Zimmer Biomet Holdings, Inc. (ZBH) - Modèle commercial: partenariats clés

Alliances stratégiques avec des chirurgiens orthopédistes et des professionnels de la santé

Zimmer Biomet maintient des partenariats stratégiques avec environ 2 500 chirurgiens orthopédistes et professionnels de la santé dans le monde. Les principales mesures de collaboration de l'entreprise comprennent:

Type de partenariat	Nombre de collaborateurs	Valeur d'engagement annuelle
Boards consultatifs cliniques	87 chirurgiens	3,2 millions de dollars
Consultants en développement de produits	163 professionnels de la santé	5,7 millions de dollars

Collaboration avec les institutions de recherche et les universités

Zimmer Biomet s'associe à 42 institutions de recherche dans le monde, en se concentrant sur le développement avancé des technologies médicales.

• Hôpital général du Massachusetts - Centre d'innovation orthopédique
• Département de bio-ingénierie de l'Université de Stanford
• Laboratoire de recherche médicale Johns Hopkins

Partenariats avec les distributeurs mondiaux de dispositifs médicaux

La société a établi des réseaux de distribution dans 25 pays, avec des partenariats clés, notamment:

Distributeur	Couverture géographique	Volume de distribution annuel
Henry Schein Medical	Amérique du Nord	412 millions de dollars
Industries Medline	Europe et Asie	287 millions de dollars

Coentreprises avec des startups de technologie médicale émergentes

Zimmer Biomet a investi dans 6 startups de technologie médicale, avec un investissement total de 78,5 millions de dollars en 2023.

• Startup de biomatériaux d'impression 3D
• Plateforme de planification chirurgicale dirigée par l'IA
• Technologie avancée d'assistance chirurgicale en robotique

Zimmer Biomet Holdings, Inc. (ZBH) - Modèle d'entreprise: Activités clés

Recherche et développement des dispositifs médicaux

Dépenses de R&D en 2022: 337 millions de dollars

Zones de mise au point R&D	Pourcentage d'investissement
Implants orthopédiques	45%
Technologies de la colonne vertébrale	25%
Médecine sportive	20%
Solutions de santé numérique	10%

Fabrication d'implant orthopédique et musculo-squelettique

Installations de fabrication totale: 18 emplacements mondiaux

• Capacité de production annuelle: 3,2 millions d'implants orthopédiques
• Sites de fabrication aux États-Unis, en Allemagne, en Pologne, en Chine et au Brésil
• ISO 13485: Processus de fabrication certifiés 2016

Essais cliniques et innovation médicale

Essais cliniques actifs en 2022: 42 études en cours

Catégorie d'essai	Nombre de procès
Innovations de remplacement du genou	15
Technologies d'implantation de la hanche	12
Chirurgie assistée par robot	8
Intégration de la santé numérique	7

Ventes mondiales et commercialisation des technologies médicales

Revenus de ventes mondiales en 2022: 7,8 milliards de dollars

• Présence commerciale dans 25 pays
• Force de vente directe: 2 800 représentants
• Canaux de distribution dans plus de 100 pays

Conception et ingénierie des produits

Travail d'ingénierie: 1 200 professionnels

Zone de mise au point de conception	Taille de l'équipe d'ingénierie
Conception d'implantation	650
Solutions de santé numérique	250
Systèmes de chirurgie robotique	200
Ingénierie des matériaux	100

Zimmer Biomet Holdings, Inc. (ZBH) - Modèle commercial: Ressources clés

Installations de recherche médicale avancée

Zimmer Biomet exploite plusieurs centres de recherche et développement dans le monde, avec un investissement en R&D total de 343 millions de dollars en 2022. La société maintient des installations de recherche dans:

• Varsovie, Indiana (siège mondial)
• Memphis, Tennessee
• Parsippany, New Jersey
• Plusieurs emplacements internationaux

Emplacement de l'installation de recherche	Focus spécialisé	Personnel de recherche
Varsovie, Indiana	Innovations orthopédiques	237 Personnel de recherche
Memphis, Tennessee	Technologies de la colonne vertébrale et des traumatismes	164 Personnel de recherche

Portfolio de propriété intellectuelle étendue

Métriques du portefeuille de brevets:

• Brevets actifs totaux: 1 872
• Familles de brevets: 582
• Déposages annuels des brevets: 127

Équipes d'ingénierie et de recherche médicale qualifiées

Total de la recherche et du travail d'ingénierie: 1 623 professionnels

Catégorie professionnelle	Nombre de professionnels
Chercheurs de doctorat	276
Spécialistes de l'ingénierie	847
Experts en recherche médicale	500

Infrastructure de fabrication sophistiquée

Installations de fabrication:

• 12 sites de fabrication primaires
• 6 pays ayant une présence manufacturière
• Capacité de fabrication totale: 4,2 millions d'appareils médicaux par an

Capital financier solide pour l'investissement

Ressources financières (2022 données):

• Revenu total: 7,78 milliards de dollars
• Investissement en R&D: 343 millions de dollars
• Equivalents en espèces et en espèces: 1,02 milliard de dollars
• Actif total: 18,3 milliards de dollars

Zimmer Biomet Holdings, Inc. (ZBH) - Modèle d'entreprise: propositions de valeur

Solutions médicales orthopédiques et musculo-squelettiques de pointe

Zimmer Biomet a généré 8,4 milliards de dollars de revenus pour l'exercice 2022, avec des solutions orthopédiques représentant une partie importante de leur portefeuille de produits.

Catégorie de produits	Contribution des revenus	Part de marché
Implants de remplacement du genou	2,7 milliards de dollars	23.5%
Systèmes de remplacement de la hanche	2,1 milliards de dollars	19.8%
Solutions de chirurgie de la colonne vertébrale	1,5 milliard de dollars	15.3%

Implants chirurgicaux de haute précision et technologies médicales

La société conserve 7 500 brevets actifs et investit environ 400 millions de dollars par an en recherche et développement.

• Implants chirurgicaux conçus par la précision
• Technologies de biomatériaux avancés
• Systèmes de navigation chirurgicale assistée par ordinateur

Traitements innovants améliorant la mobilité des patients

La recherche clinique de Zimmer Biomet démontre l'amélioration des résultats des patients avec un taux de satisfaction des patients à 92% pour les procédures de remplacement articulaire.

Portfolio complet des dispositifs médicaux

Catégorie de dispositifs médicaux	Nombre de gammes de produits
Implants orthopédiques	450+
Équipement chirurgical	250+
Solutions de réhabilitation	150+

Solutions technologiques avancées

La société opère dans plus de 25 pays et dessert des prestataires de soins de santé dans plus de 100 pays à travers le monde.

• Impression 3D Technologies médicales
• Plates-formes chirurgicales assistées par robot
• Solutions d'intégration de santé numérique

Zimmer Biomet Holdings, Inc. (ZBH) - Modèle d'entreprise: relations avec les clients

Assistance des ventes directes pour les professionnels de la santé

Zimmer Biomet maintient une force de vente dédiée de 2 750 représentants des ventes directes à partir de 2023. L'équipe de vente de l'entreprise couvre plus de 100 pays dans le monde, en se concentrant sur les chirurgiens orthopédistes, les hôpitaux et les institutions médicales.

Catégorie de représentation des ventes	Nombre de représentants
Représentants des ventes de segments orthopédiques	1,850
Représentants des ventes de colonne vertébrale et dentaire	900

Formation technique et programmes éducatifs

Zimmer Biomet investit 42,3 millions de dollars par an dans des programmes de formation professionnelle et de formation professionnelle.

• Événements annuels de formation médicale: 375
• Modules de formation en ligne: 120+
• Ateliers de technique chirurgicale: 250

Service client personnalisé pour les prestataires de soins de santé

L'entreprise exploite un Centre de support client 24/7 avec 650 professionnels du service à la clientèle dédiés.

Canal de support	Temps de réponse moyen
Support téléphonique	12 minutes
Assistance par e-mail	4 heures
Chat en ligne	8 minutes

Plateformes numériques pour les informations et la prise en charge des produits

Zimmer Biomet a investi 18,7 millions de dollars dans le développement de la plate-forme numérique pour 2023-2024.

• Utilisateurs d'applications mobiles: 45 000 professionnels de la santé
• Catalogue de produits numériques: 3 200 appareils médicaux
• Plateforme de formation en ligne: 85 000 utilisateurs enregistrés

Collaboration continue de l'éducation médicale et de la recherche

Budget de recherche et de collaboration pour 2024: 67,5 millions de dollars.

Type de collaboration de recherche	Nombre de partenariats
Institutions universitaires	42
Hôpitaux de recherche	29
Centres de recherche sur les dispositifs médicaux	18

Zimmer Biomet Holdings, Inc. (ZBH) - Modèle d'entreprise: canaux

Force de vente directe ciblant les hôpitaux et les cliniques

Zimmer Biomet exploite une équipe de vente directe mondiale de 5 200 représentants commerciaux à partir de 2023. La force de vente couvre plus de 100 pays qui se concentrent spécialisés sur les chirurgiens orthopédiques, les hôpitaux et les installations médicales.

Métrique du canal de vente	2023 données
Représentants totaux des ventes directes	5,200
Les pays couverts	100+
Revenus de la force de vente annuelle	8,3 milliards de dollars

Plates-formes d'approvisionnement médicales en ligne

Zimmer Biomet utilise des plates-formes d'approvisionnement numériques avec 87% des clients accédant aux systèmes de commande en ligne en 2023.

• Volume de transaction de plate-forme numérique: 2,1 milliards de dollars
• Taux d'engagement client en ligne: 87%
• Fréquence de commande de plate-forme numérique: 3,4 fois par mois moyen

Expositions de conférence médicale et de salon

La société participe à 42 grandes conférences médicales par an, générant 450 millions de dollars d'interactions de ventes directes.

Métrique d'exposition	Données annuelles
Conférences médicales totales	42
Ventes générées par la conférence	450 millions de dollars
Interactions uniques des participants	12,500

Marketing numérique et réseautage professionnel

Zimmer Biomet exploite les canaux de marketing numérique avec 275 000 connexions de réseau professionnel et 1,2 million d'impressions numériques mensuelles.

• Connexions professionnelles LinkedIn: 275 000
• Impressions mensuelles de marketing numérique: 1,2 million
• Taux de conversion du marketing numérique: 3,7%

Réseaux de distributeurs stratégiques dans le monde entier

La société maintient 650 distributeurs stratégiques dans 45 pays, générant 1,7 milliard de dollars de revenus de vente distribués.

Métrique du réseau de distribution	2023 données
Distributeurs stratégiques totaux	650
Les pays couverts	45
Revenus de vente distribués	1,7 milliard de dollars

Zimmer Biomet Holdings, Inc. (ZBH) - Modèle d'entreprise: segments de clientèle

Chirurgiens orthopédistes et médecins spécialistes

Zimmer Biomet dessert environ 86 000 chirurgiens orthopédistes dans le monde. En 2022, la société a déclaré avoir visé 67% des chirurgiens orthopédistes aux États-Unis.

Segment de clientèle	Portée mondiale	Pénétration du marché
Chirurgiens orthopédistes	86 000 professionnels	67% aux États-Unis

Hôpitaux et centres chirurgicaux

La société dessert 4 300 hôpitaux et 1 200 centres chirurgicaux ambulatoires dans 25 pays.

Type d'installation	Nombre d'installations	Couverture géographique
Hôpitaux	4,300	25 pays
Centres chirurgicaux ambulatoires	1,200	25 pays

Systèmes de soins de santé et institutions médicales

Zimmer Biomet s'associe à plus de 500 réseaux de prestation de soins de santé intégrés, ce qui représente 1,2 billion de dollars de dépenses de santé annuelles.

• 500+ réseaux de prestation de soins de santé intégrés
• Représentation des dépenses de santé annuelles de 1,2 billion de dollars

Centres de médecine sportive et de réadaptation

L'entreprise dessert 2 800 centres de médecine sportive et de réadaptation, en mettant l'accent sur les marchés sportifs professionnels et amateurs.

Type d'installation	Nombre de centres	Focus du marché
Centres de médecine sportive	2,800	Athlètes professionnels et amateurs

Marchés mondiaux de la santé

Zimmer Biomet opère dans 25 pays, avec 40% des revenus générés en dehors des États-Unis. La clientèle mondiale de l'entreprise comprend plus de 100 pays.

Métrique géographique	Valeur
Pays d'opération	25
Pourcentage de revenus internationaux	40%
Total des pays ayant une présence client	100+

Zimmer Biomet Holdings, Inc. (ZBH) - Modèle d'entreprise: Structure des coûts

Investissements de recherche et développement

Pour l'exercice 2022, Zimmer Biomet a investi 404,4 millions de dollars dans les frais de recherche et développement, ce qui représente 4,7% du total des revenus de l'entreprise.

Exercice fiscal	Investissement en R&D	Pourcentage de revenus
2022	404,4 millions de dollars	4.7%
2021	372,1 millions de dollars	4.5%

Processus de fabrication avancés

Les coûts de fabrication de Zimmer Biomet en 2022 ont totalisé environ 2,1 milliards de dollars, avec des investissements clés dans:

• Technologies de production automatisées
• Fabrication de dispositifs médicaux de précision
• Systèmes de contrôle de la qualité

Dépenses mondiales de vente et de marketing

Les frais de vente et de marketing pour Zimmer Biomet en 2022 étaient de 1,87 milliard de dollars, ce qui représente 21,9% du total des revenus de l'entreprise.

Catégorie de dépenses	Montant	Pourcentage de revenus
Ventes et marketing	1,87 milliard de dollars	21.9%

Conformité réglementaire et tests cliniques

Les coûts de conformité et de tests cliniques pour 2022 ont été estimés à 156,7 millions de dollars, couvrant:

• Soumissions réglementaires de la FDA
• Dépenses des essais cliniques
• Processus de certification

Maintenance de la propriété intellectuelle

Les coûts de maintenance de la propriété intellectuelle en 2022 étaient d'environ 47,3 millions de dollars, notamment:

• Frais de dépôt de brevet
• Frais de maintenance des brevets
• Protection juridique des innovations des dispositifs médicaux

Structure totale des coûts pour 2022: environ 4,58 milliards de dollars

Zimmer Biomet Holdings, Inc. (ZBH) - Modèle d'entreprise: Strots de revenus

Ventes d'implants orthopédiques

En 2023, Zimmer Biomet a annoncé des ventes d'implants orthopédiques de 7,96 milliards de dollars. La répartition des revenus comprend:

Catégorie de produits	Revenus (millions de dollars)
Implants reconstructifs du genou	3,240
Implants reconstructifs de la hanche	2,560
Implants de la colonne vertébrale	1,380
Implants de traumatisme	780

Licence de technologie chirurgicale

Zimmer Biomet a généré 342 millions de dollars à partir des accords de licence technologique en 2023, avec des domaines de concentration clés, notamment:

• Licence de plate-forme chirurgicale assistée par robot
• Brevets de conception d'implant innovants
• Licence de technologie de chirurgie numérique

Ventes d'équipements de dispositifs médicaux

Les ventes d'équipements de dispositifs médicaux ont totalisé 1,24 milliard de dollars en 2023, comprenant:

Catégorie d'équipement	Revenus (millions de dollars)
Systèmes de navigation chirurgicale	520
Plates-formes chirurgicales robotiques	430
Équipement de diagnostic	290

Contrats de service et de soutien en cours

Les revenus des contrats de service et de soutien ont atteint 456 millions de dollars en 2023, notamment:

• Accords de maintenance des équipements
• Services de formation et de support technique
• Mise à jour logicielle et services cloud

Collaboration de recherche et transfert de technologie

Les revenus de collaboration de recherche ont été de 215 millions de dollars en 2023, avec des partenariats, notamment:

Type de collaboration	Revenus (millions de dollars)
Partenariats de recherche universitaire	85
Recherche de collaboration pharmaceutique	65
Transfert de technologie médicale	65

Zimmer Biomet Holdings, Inc. (ZBH) - Canvas Business Model: Value Propositions

You're looking at the core value Zimmer Biomet Holdings, Inc. (ZBH) delivers to surgeons and patients as of late 2025. It's all about a deep, comprehensive offering supported by targeted, first-to-world technology.

Comprehensive Portfolio Across Hips, Knees, and S.E.T.

Zimmer Biomet Holdings, Inc. supports a wide range of musculoskeletal needs through its core segments. The momentum in the U.S. business is clear, anchored by these product lines. For instance, in the second quarter of 2025, the combined sales from the Hips and Knees units reached $1.36 billion. Also, the S.E.T. (Sports Medicine, Extremities, and Trauma) unit showed strong acceleration, with sales climbing 17.3% to $550.6 million in that same quarter. Overall, the company reported third quarter 2025 net sales of $2.001 billion, which was a 9.7% increase on a reported basis. The critical U.S. business specifically anchored this performance with 5.6% organic revenue growth in the third quarter. I think you'll find this breadth of offering a significant differentiator.

Here's a quick look at the recent segment performance:

Segment	Metric	Value (Q2 2025 or Q3 2025)
Hips and Knees (Combined)	Sales (Q2 2025)	$1.36 billion
S.E.T.	Sales (Q2 2025)	$550.6 million
S.E.T.	Year-over-Year Growth (Q2 2025)	17.3%
Total Company	Net Sales (Q3 2025 Reported)	$2.001 billion
U.S. Business	Organic Revenue Growth (Q3 2025)	5.6%

New-to-the-World Anti-Infective Implants

Zimmer Biomet Holdings, Inc. is delivering a first-in-class solution to combat one of orthopedics' toughest problems: Periprosthetic Joint Infections (PJI). The iodine-treated total hip replacement system is designed to inhibit bacterial adhesion. This innovation secured PMDA approval in Japan in September 2025 and subsequently received the U.S. Food and Drug Administration (FDA) Breakthrough Device Designation on October 28, 2025. To put the importance of this in perspective, PJI is estimated to occur in 1% to 2% of primary Total Joint Arthroplasties (TJA), and the associated five-year mortality rate approaches 11%, which is comparable to breast cancer. This technology directly addresses a high-consequence complication.

Advanced Robotic and Digital Surgery Solutions

The company is pushing the envelope in surgical precision and efficiency through robotics. The enhanced ROSA Knee System with OptimiZe received U.S. FDA 510(k) clearance in November 2025. This system offers customized intelligent surgical planning, where the proprietary OptimiZe Planning algorithm can reduce planning time by an average of 46%. The adoption of this technology in the U.S. is accelerating; in the third quarter of 2025, U.S. ROSA accounts performed over half of all knee implants robotically, marking an increase of 400 bps year to date. That's a significant shift in procedural preference in a single quarter.

Key robotic performance indicators include:

• FDA 510(k) clearance for ROSA Knee with OptimiZe in November 2025.
• Planning time reduction of up to 46% with OptimiZe Planning.
• U.S. robotic knee implant penetration exceeding 50% in Q3 2025.
• Year-to-date robotic penetration growth of 400 bps in Q3 2025.

Cementless Implant Technology

Zimmer Biomet Holdings, Inc. offers advanced fixation options, particularly in cementless technology, which is increasingly preferred by surgeons. The success of the Persona line is evident in market share data. In the second quarter of 2025, the Persona revision system held just over 22% of the U.S. knee reconstruction market share. This is a strong position, edging out the closest competitor's main product at just over 21% for the same period. The company has also secured clearance for components like the Persona SoluTion PPS femur, which, when combined with the Persona OsseoTi tibia and patella, offers surgeons a fully cementless alternative. The Persona OsseoTi itself features a 3D printed structure mimicking cancellous bone architecture for biological fixation.

The competitive landscape in the U.S. knee reconstruction market for Q2 2025 looked like this:

System	Market Share (U.S. Knee Reconstruction, Q2 2025)
Zimmer Biomet Persona Revision System	Just over 22%
Stryker Triathlon System	Just over 21%

Finance: draft 13-week cash view by Friday.

Zimmer Biomet Holdings, Inc. (ZBH) - Canvas Business Model: Customer Relationships

You're looking at how Zimmer Biomet Holdings, Inc. (ZBH) maintains its critical connections with surgeons and health systems as of late 2025. It's a high-touch game in orthopedics, so the relationship strategy is central to their revenue generation.

High-touch, direct sales force model with specialized representatives.

Zimmer Biomet Holdings, Inc. leans heavily on its direct sales force to forge deep relationships with orthopedic surgeons and hospitals. This direct interaction is absolutely crucial because the devices they sell, especially the complex ones, demand specialized technical expertise and on-the-spot support. Honestly, you can't just ship a robotic system and walk away; it requires a dedicated presence. This direct approach allows for detailed product demonstrations and personalized clinical education, which builds surgeon loyalty. While the direct model is the core, Zimmer Biomet also uses wholesale distributors to extend reach where a direct presence isn't as efficient, helping them penetrate new markets globally. The investment in this structure was noted, as higher costs due to investments in medical education events and sales efforts were a factor in Q1 2025 financial reporting. For instance, Q1 2025 net sales were $1.909 billion, showing the scale supported by these teams.

The company's focus on direct engagement supports its overall growth expectations, with full-year 2025 organic constant currency revenue growth guidance maintained between 3% to 5%.

Customer Relationship Metric	Value/Context (As of Late 2025 Data)	Relevance to Relationship
Q1 2025 Net Sales	$1.909 billion	Indicates the revenue scale supported by the relationship model.
Q2 2025 U.S. Hips Sales Growth	5.2%	Direct sales success driven by portfolio adoption (e.g., Z1 Triple-Taper).
Q2 2025 S.E.T. Sales Growth	17.3% to $550.3 million	High growth in the newly bolstered segment (post-Paragon 28 acquisition) requires strong new relationships.
Investment in Medical Education Events (Q1 2025)	Cited as a factor contributing to higher cost of products sold/expenses.	Quantifies the financial commitment to high-touch surgeon training.
2025 Organic Constant Currency Revenue Guidance	3% to 5%	The expected result of effective customer relationship management and product launches.

Clinical education and training for surgeons on complex robotic systems.

Training is not optional; it's integrated into the relationship, especially for advanced tech like the ROSA® Robotics systems. Zimmer Biomet Holdings, Inc. runs numerous medical education courses designed to train surgeons on the safe and effective use of their products. These are typically 1 to 2-day events featuring didactic presentations, panel discussions, and, importantly, hands-on 'sawbones' demonstration sessions. You can see specific training events scheduled right through December 2025, covering everything from AI-Driven Precision in Hip Arthroplasty to ROSA® Robotics workshops. This continuous education is how they ensure product utilization aligns with their innovation pipeline, which includes plans for over 50 new product launches in 36 months. Having the internal sales force trained is a prerequisite for competing effectively.

The educational focus includes specialized tracks:

• ROSA® Robotics training sessions.
• Courses on the Persona® Revision Knee.
• Hip Arthroplasty precision workshops.
• Trauma Instructional Courses for Residents.

Long-term contracts with major hospital systems and Group Purchasing Organizations (GPOs).

Securing long-term agreements with major hospital systems and GPOs locks in volume and provides a stable revenue base. While specific contract dollar values aren't public in the latest filings, the strategic focus on institutional customers is clear. Zimmer Biomet Holdings, Inc. is actively expanding its footprint in the Ambulatory Surgery Center (ASC) market, which is a key area for contracting. By Q2 2025, the ASC segment accounted for over 20% of the company's U.S. sales, partly driven by the launch of ZBX™, their ASC-focused offering. These institutional relationships are vital for driving adoption of their entire portfolio, not just one product line. The company's ability to manage these large accounts directly impacts their ability to hit the raised full-year 2025 reported revenue guidance, which was lifted to a range of 6.7% to 7.7%.

Digital engagement via the You'll Be Back Campaign for patient resources.

Moving beyond the surgeon, Zimmer Biomet Holdings, Inc. has initiated a bold direct-to-patient strategy. CEO Ivan Tornos labeled the 'You'll Be Back' campaign, launched in February 2025 and featuring Arnold Schwarzenegger as Chief Movement Officer, as the boldest direct-to-patient program in the history of the organization. This initiative aims to motivate millions living with joint pain to seek treatment sooner. The campaign drives traffic to www.YoullBeBack.com, where patients can share their stories and access resources, including a 'Find a Doctor' tool. This digital push is a direct investment in demand generation, which, to be fair, was flagged as a factor pushing up spending over the first half of 2025. The goal is to create patient pull-through, complementing the direct sales force efforts with the surgeon.

Key elements of the digital patient outreach include:

• Featuring Chief Movement Officer Arnold Schwarzenegger.
• Online community for joint pain sufferers.
• A direct link to a tool for finding a qualified physician.
• Motivational content playing on classic film catchphrases.

Finance: review Q3 2025 marketing spend against patient acquisition cost estimates by next Tuesday.

Zimmer Biomet Holdings, Inc. (ZBH) - Canvas Business Model: Channels

You're looking at how Zimmer Biomet Holdings, Inc. gets its products-from hips to the new foot and ankle portfolio-into the hands of surgeons and into operating rooms globally as of late 2025. It's a mix of dedicated internal teams and external partners.

Direct sales force to hospitals and Ambulatory Surgery Centers (ASCs) globally.

The direct sales force is heavily focused on the U.S. market, which makes up about 62% of Zimmer Biomet Holdings, Inc.'s revenue, and around 50% of its profit. This team drives adoption of flagship products. For instance, U.S. Hips saw growth of 5.2% in the second quarter of 2025. A key metric here is competitive displacement; approximately 50% of U.S. Z1 Triple-Taper Femoral Hip System users are conversions from competitive accounts. International sales, which rely on a mix of direct and indirect channels, grew by 3.7% in the first quarter of 2025. Zimmer Biomet is defintely investing in specialized personnel to support data and digital technology solutions within this direct channel.

Segment/Geography	Q2 2025 Growth (Reported)	Q1 2025 Growth (Constant Currency)
U.S. Hips	5.8%	Nearly 4%
Global Knees	3.1%	1.9%
International Sales	N/A	3.7%

Third-party distributors, particularly in international and emerging markets.

Zimmer Biomet Holdings, Inc. supports its global reach through third-party networks. The company reports operations in over 25 countries and sales in over 100 countries. This structure is crucial for market penetration where a fully dedicated direct sales presence isn't feasible or cost-effective. The company acknowledges risks related to shifts in the regional sales mix handled by these distributors.

• Operations in 25+ countries.
• Sales presence in 100+ countries.
• Reliance on distributors for emerging market access.

ASC channel expansion, a key growth driver.

The shift of procedures to the Ambulatory Surgery Center (ASC) setting is a major focus area for channel strategy. This channel currently accounts for over 20% of Zimmer Biomet Holdings, Inc.'s U.S. sales. Management estimates that 40-60% of total knee orthopedics procedures could migrate to ASCs over the next three to five years. To capture this, Zimmer Biomet Holdings, Inc. is adding dedicated personnel focused on ASC strategy and reconstructive specialization.

Online platforms for patient engagement and product information.

Digital tools are integrated into the channel strategy to transform the patient experience and support providers. This includes the deployment of technologies leveraging data analytics and artificial intelligence, such as the OrthoGrid AI-driven surgical guidance system. While Zimmer Biomet Holdings, Inc.'s specific patient engagement platform metrics aren't public, the broader Patient Engagement Platforms Market is estimated to be valued at USD 31.0 billion in 2025.

• Leverage of integrated digital and robotic technologies.
• Use of AI for surgical guidance systems.
• Focus on data and data analytics to transform patient experience.

Zimmer Biomet Holdings, Inc. (ZBH) - Canvas Business Model: Customer Segments

The customer base for Zimmer Biomet Holdings, Inc. centers on the surgical community and the institutions that support them, with clear segmentation across procedure type and geography.

Orthopedic surgeons and surgical teams in hospitals and ASCs

Surgeons are the direct users whose adoption of new technology drives segment performance. The company's focus on new products and robotics directly targets this group.

• U.S. technology and data, bone cement and surgical sales increased by 20.3% in Q3 2025, driven by robotics capital sales.
• Persona OsseoTi, a knee implant component, represented nearly 30% of U.S. total knee implants as of Q3 2025.
• The company is the largest global knee and hip implant manufacturer, holding approximately 33% share in the knee market and 25% share in the hip market.
• In the patient-matched orthopedic guides market, Zimmer Biomet Holdings, Inc. holds a 30% global share.

Large hospital networks and Group Purchasing Organizations (GPOs)

These entities represent the institutional buyers that negotiate terms for the entire hospital system or network. Their purchasing power dictates broad product line adoption.

Metric	Value/Figure	Period/Context
Reported Revenue Growth (Full Year 2025 Guidance)	6.7% to 7.7%	Consolidated, including Paragon 28 acquisition
U.S. Business Organic Revenue Growth	5.6%	Q3 2025
Total Revenue (TTM)	$8.011B	Twelve months ending September 30, 2025
Adjusted Gross Margin	72.6%	Q3 2025

Patients requiring joint replacement (Knees, Hips) and extremity/trauma procedures

This segment is defined by the clinical need for Zimmer Biomet Holdings, Inc.'s core reconstructive and S.E.T. (sports medicine, extremities, and trauma) portfolios. The aging population is a key underlying driver for this entire customer base.

• Global Hips revenue grew 4% in Q2 2025.
• Sales in the unit selling sports medicine and trauma care products climbed 17.3% to $550.6 million in Q2 2025.
• The company expects to increase its global extremity market share to an estimated 10% position exiting 2025 following the Paragon 28 acquisition.
• The Total Knee Arthroplasty segment leads the patient-matched orthopedic guides market with a 42.9% share.

International healthcare providers, despite emerging market headwinds

International sales are a significant part of the business, though they have recently faced execution challenges that temper growth expectations compared to the U.S. market.

In 2024, Zimmer Biomet Holdings, Inc. generated 42% of its revenue from international markets, compared to 58% from the Americas.

• International Hip revenue grew by 2.7% in Q2 2025.
• Unexpected weakness in Eastern Europe, Latin America, and noncore S.E.T. segments impacted Q3 2025 growth by nearly 120 basis points.
• Full-year 2025 organic constant currency revenue growth guidance, excluding Paragon 28, was narrowed to a range of 3.5% to 4%, reflecting these international pressures.

Zimmer Biomet Holdings, Inc. (ZBH) - Canvas Business Model: Cost Structure

You're looking at the hard costs that drive Zimmer Biomet Holdings, Inc.'s operations as of late 2025. This structure is heavily weighted toward the physical creation of implants and the intellectual property that keeps their product line ahead.

The cost of goods sold (COGS) reflects the complexity of making high-precision orthopedic devices. For the third quarter ended September 30, 2025, the Cost of products sold, excluding intangible asset amortization was reported at \$559.3 million. This is a primary driver, given the specialized materials and stringent quality control required for implantable medical devices.

Beyond the direct cost of the product, you see significant non-production expenses. Selling, General, and Administrative (SG&A) expenses were substantial in Q3 2025, coming in at \$811.4 million. This expense line supports the global sales force necessary to get these complex products into operating rooms worldwide.

Investment in the future is also a major cost center. Research and development (R&D) for the third quarter of 2025 totaled \$115.9 million. This spending fuels the development pipeline, including robotics platforms and the next generation of implant materials, like the iodine-treated hip mentioned recently.

The company is actively managing its footprint and efficiency, which shows up in restructuring charges. The outline points to an estimated \$85.0 million pre-tax charge for the 2025 Restructuring Plan. For context, the 'Restructuring and other cost reduction initiatives' line item for Q3 2025 alone was \$21.4 million.

Trade headwinds present a variable cost pressure. While the outline suggests an impact of approximately $\$40$ million, recent guidance indicated a different scale. Zimmer Biomet expected the operating profit impact from tariffs for the full year 2025 to be in the range of \$60 million to \$80 million.

Here's a look at the key operating expense components from the third quarter of 2025, showing where the money is going:

Cost Component (Q3 2025, in millions)	Amount
Cost of products sold (excl. amortization)	559.3
Selling, general and administrative	811.4
Research and development	115.9
Intangible asset amortization	176.5
Restructuring and other cost reduction initiatives	21.4

To give you a sense of the overall operating leverage, the Operating Profit for the third quarter of 2025 was \$351.3 million. That profit was achieved against total reported operating expenses (including the items above and others) of \$1,650.1 million for the quarter.

The cost structure is also influenced by specific, non-recurring items:

• Estimated \$85.0 million pre-tax charge for the 2025 Restructuring Plan.
• Expected operating profit impact from tariffs for 2025 between \$60 million and \$80 million.
• The Q3 2025 statement also included a negative line item for Acquisition, integration, divestiture and related costs of (\$34.4 million), indicating costs associated with the recent Paragon 28 acquisition.

Finance: draft 13-week cash view by Friday.

Zimmer Biomet Holdings, Inc. (ZBH) - Canvas Business Model: Revenue Streams

You're looking at how Zimmer Biomet Holdings, Inc. (ZBH) actually brings in the money, which is pretty straightforward for a major medical device player. It's all about selling the hardware that helps surgeons fix joints and repair trauma. The revenue streams are heavily weighted toward their core reconstructive business, but the growth story is increasingly tied to their capital equipment and digital offerings, like the ROSA system.

For the second quarter of 2025, the product sales breakdown gives you a clear picture of where the volume is coming from. These are the big ticket items that drive the day-to-day cash flow:

Product Category	Q2 2025 Sales Amount
Sales of Knee implants	$826 million
Sales of Hip implants	$536.1 million
Sales from Sports Medicine, Extremities, and Trauma (S.E.T.)	$550.6 million

The S.E.T. category, which covers Sports Medicine, Extremities, and Trauma, showed a strong jump, increasing 17.3% year over year in Q2 2025. That's definitely a segment management is leaning into, and it's a key part of their growth narrative.

Beyond the implants themselves, Zimmer Biomet Holdings, Inc. generates revenue from capital sales. This is where you see the upfront investment from hospitals and surgery centers for their advanced tools. This stream includes:

• Capital sales of robotic systems, such as the ROSA robotic-assisted surgery platform, where adoption is accelerating.
• Sales of other surgical equipment.
• Revenue tied to their integrated digital and robotic technologies that leverage data and AI.

The company is actively building out this capital/technology revenue stream, evidenced by the definitive agreement to acquire Monogram Technologies, an AI-driven robotics company, to expand their robotics suite. That move signals a strategic push to capture more of the high-value, recurring revenue potential that comes with advanced surgical systems.

Looking at the full picture for the year, management is projecting solid top-line performance. Zimmer Biomet Holdings, Inc. reaffirmed its full-year 2025 reported revenue growth guidance to be between 6.7% and 7.7% from the prior year. That's the target they are driving toward, balancing the steady implant business with the accelerating adoption of their newer technologies.

Here's a quick look at their overall guidance context as of late 2025:

Metric	Full-Year 2025 Projected Growth Range
Reported Revenue Growth	6.7% to 7.7%
Constant Currency Revenue Growth	6.2% to 7.2%

Finance: draft 13-week cash view by Friday.