Generation II Corporate response
Al Young
Description
Collection
Title:
Generation II Corporate response
Creator:
Al Young
Date:
9/26/2003
Text:
To: O&P Practitioner List and Mr. Keller:
We are in receipt of your email dated September 18, 2003, and felt that we must respond to the many false statements made and our desire to clear any misconceptions among the O&P community regarding Generation II. We believe your email was a follow-up response to a mass-fax sent to your distribution list by a competitor highlighting our Insurance Services Department. The letter was sent to make it appear as if it were an internal document on our letterhead and is full of misleading statements.
Let me be specific:
#1. GII has started a new Insurance Services Department as of July 1st.
Our Insurance Services Department has been in existence since 1990, and is there to provide our sales organization an alternative for those customers that want us to provide the billing component, for rural customers that do not have access to a local O&P provider or for those situations where the O&P provider has switched-out scripts written for GII products and are filled with a competitive brand.
#2. A huge change in direction from our historical position of supporting the O&P.
Absolutely false! Nearly 80% of our sales funnel through the O&P and we will continue to support those O&P providers that support us. We clearly recognize the vital service link the O&P provides between the manufacturer and the patient.
#3. Their new CEO is from DonJoy, setting GII's strategic direction.
I am the CEO of the Company and I have been since inception. We have not changed our direction away from the O&P, but I will say that we are working hard to ensure that the doctor specifies GII on the script. Our VP of Sales is in fact from dj Ortho but is very much in support of our strategic direction. We have no intention of getting into the stock-and-bill business.
#4. Operating in a stealth mode keeping the O&P in the dark.
We have always offered up this service and it was recently mentioned in an internal memo that we pay commissions on the billed amount and the sale helps toward making
quota. This has been our policy since day one. This has not changed. We have been a Medicare provider for many years and have had several national insurance contracts as well. We have never tried to hide this or operate in a stealth mode.
We are frustrated by this negative and false communication and feel that this is a blatant attempt to malign our valued relationship with the O&P community. We are fairly certain that we know who created the original facsimile and intend on following through with legal action. This company, known for these tactics, is attempting to claim immunity to better position themselves in the eye of the O&P, and in fact have several distributors throughout the country doing billing themselves.
We appreciate your business and will work hard to continue to earn your loyalty. If you would like to speak to me personally about this I will welcome your call. I can be reached at 800/462-7252.
Sincerely,
Alan Young
President and CEO
Alan Young
President
GII USA INC.
11818 Northcreek Parkway N.E. STE. 102
Bothell, WA. 98011
We are in receipt of your email dated September 18, 2003, and felt that we must respond to the many false statements made and our desire to clear any misconceptions among the O&P community regarding Generation II. We believe your email was a follow-up response to a mass-fax sent to your distribution list by a competitor highlighting our Insurance Services Department. The letter was sent to make it appear as if it were an internal document on our letterhead and is full of misleading statements.
Let me be specific:
#1. GII has started a new Insurance Services Department as of July 1st.
Our Insurance Services Department has been in existence since 1990, and is there to provide our sales organization an alternative for those customers that want us to provide the billing component, for rural customers that do not have access to a local O&P provider or for those situations where the O&P provider has switched-out scripts written for GII products and are filled with a competitive brand.
#2. A huge change in direction from our historical position of supporting the O&P.
Absolutely false! Nearly 80% of our sales funnel through the O&P and we will continue to support those O&P providers that support us. We clearly recognize the vital service link the O&P provides between the manufacturer and the patient.
#3. Their new CEO is from DonJoy, setting GII's strategic direction.
I am the CEO of the Company and I have been since inception. We have not changed our direction away from the O&P, but I will say that we are working hard to ensure that the doctor specifies GII on the script. Our VP of Sales is in fact from dj Ortho but is very much in support of our strategic direction. We have no intention of getting into the stock-and-bill business.
#4. Operating in a stealth mode keeping the O&P in the dark.
We have always offered up this service and it was recently mentioned in an internal memo that we pay commissions on the billed amount and the sale helps toward making
quota. This has been our policy since day one. This has not changed. We have been a Medicare provider for many years and have had several national insurance contracts as well. We have never tried to hide this or operate in a stealth mode.
We are frustrated by this negative and false communication and feel that this is a blatant attempt to malign our valued relationship with the O&P community. We are fairly certain that we know who created the original facsimile and intend on following through with legal action. This company, known for these tactics, is attempting to claim immunity to better position themselves in the eye of the O&P, and in fact have several distributors throughout the country doing billing themselves.
We appreciate your business and will work hard to continue to earn your loyalty. If you would like to speak to me personally about this I will welcome your call. I can be reached at 800/462-7252.
Sincerely,
Alan Young
President and CEO
Alan Young
President
GII USA INC.
11818 Northcreek Parkway N.E. STE. 102
Bothell, WA. 98011
Citation
Al Young, “Generation II Corporate response,” Digital Resource Foundation for Orthotics and Prosthetics, accessed November 2, 2024, https://library.drfop.org/items/show/221720.
