Re: Generation II...
Ralph W Nobbe
Description
Collection
Title:
Re: Generation II...
Creator:
Ralph W Nobbe
Date:
9/19/2003
Text:
Unfortunately, we see this all to often. O&P facilities get slammed for
being overpriced. But who maintains a local physical facility that can
actually solve fitting problems? repair broken devices? customize the off
the shelf devices when needed? It sure aint the sales rep! And yes, I do
agree that the O&P industry has overcharged for some of these devices. It
has been our experience that these sales reps are taking the cream off the
top and don't want, nor do they have the ability, to solve the problem
cases, they still get sent our way to solve. The O&P industry also works at
a competitive disadvantage to the sales rep. They receive a commission from
every sale in their territory, even the O&P sales. Consider that the next
time a knee brace sales rep comes a callin and walks out your door and goes
directly to the MD, PT and every other office - your referral sources -
right down the street. Interesting times.
Ralph W. Nobbe, CPO
-----Original Message-----
From: Orthotics and Prosthetics List [mailto:<Email Address Redacted>]On
Behalf Of Justin Foster
Sent: Thursday, September 18, 2003 11:23 PM
To: <Email Address Redacted>
Subject: Re: [OANDP-L] Generation II...
List and Mr. Keller,
Maybe this phenomenon is occurring because the O&P industry charges $2000
for these braces, which require limited skills and a limited amount of time
to fit and deliver effectively. I guess we should all bemoan the loss of a
ca$h cow for orthotists... notice how every functional or OA brace
manufacturer has devised a way to obtain their CUSTOM brace without
casting!?! That kind of protocol barely falls within the scope and training
of an Orthotist!!! Why not have the patients try them on and buy them from
Sports-mart??? Better yet, have the orthopedist cook up a deal with his
golfing and travel buddy who happens to rep for a brace manufacturer (that
also $ells $urgical appliances), everybody win$!
Black clouds rising again,
Justin Foster
Orthotist/Prosthetist
>From: Tom Keller < <Email Address Redacted> >
>Reply-To: Tom Keller < <Email Address Redacted> >
>To: <Email Address Redacted>
>Subject: [OANDP-L] Generation II...
>Date: Thu, 18 Sep 2003 14:40:51 -0700
>
>Dear O&P practitioners,
>
>As many of you know, Generation II has been doing heavy promotion of their
>new functional knee braces.
>
>However, what you probably don't know, is that GII has started a new
>'Insurance Services Department'. They are actively engaged in promoting
>reps to pursue doctors for opportunities to fit patients and to bill
>insurance and Medicare for functional and osteoarthritis bracing, effective
>July 1st!
>
>This is a huge change from their historic position of supporting the O&P
>community. GII has had reps doing some billing on a limited local basis,
>but now the company has introduced a billing program at the corporate
>level, utilizing state and national contracts already in place.
>
>Their new CEO, formerly with DonJoy, is setting GII's strategic direction.
>
>They are trying to do this in 'stealth mode', keeping the O&P industry in
>the dark for a while as they shift business to direct billing. The
>financial incentives for the reps are very strong; commissions are paid on
>the total billing amount, not the wholesale price of the brace, and it also
>counts towards their sales quota!
>
>So, if you feel a hand in your pocket besides your own, or if you notice a
>drop in knee brace referrals from your doctors, it may be the new
>Generation II!
>
>T. Keller
>N.W. Ortho, Inc.
>
> ********************
>To unsubscribe, send a message to: <Email Address Redacted> with
>the words UNSUB OANDP-L in the body of the
>message.
>
>If you have a problem unsubscribing,or have other
>questions, send e-mail to the moderator
>Paul E. Prusakowski,CPO at <Email Address Redacted>
>
>OANDP-L is a forum for the discussion of topics
>related to Orthotics and Prosthetics.
>
>Public commercial postings are forbidden. Responses to inquiries
>should not be sent to the entire oandp-l list. Professional credentials
>or affiliations should be used in all communications.
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********************
To unsubscribe, send a message to: <Email Address Redacted> with
the words UNSUB OANDP-L in the body of the
message.
If you have a problem unsubscribing,or have other
questions, send e-mail to the moderator
Paul E. Prusakowski,CPO at <Email Address Redacted>
OANDP-L is a forum for the discussion of topics
related to Orthotics and Prosthetics.
Public commercial postings are forbidden. Responses to inquiries
should not be sent to the entire oandp-l list. Professional credentials
or affiliations should be used in all communications.
********************
To unsubscribe, send a message to: <Email Address Redacted> with
the words UNSUB OANDP-L in the body of the
message.
If you have a problem unsubscribing,or have other
questions, send e-mail to the moderator
Paul E. Prusakowski,CPO at <Email Address Redacted>
OANDP-L is a forum for the discussion of topics
related to Orthotics and Prosthetics.
Public commercial postings are forbidden. Responses to inquiries
should not be sent to the entire oandp-l list. Professional credentials
or affiliations should be used in all communications.
being overpriced. But who maintains a local physical facility that can
actually solve fitting problems? repair broken devices? customize the off
the shelf devices when needed? It sure aint the sales rep! And yes, I do
agree that the O&P industry has overcharged for some of these devices. It
has been our experience that these sales reps are taking the cream off the
top and don't want, nor do they have the ability, to solve the problem
cases, they still get sent our way to solve. The O&P industry also works at
a competitive disadvantage to the sales rep. They receive a commission from
every sale in their territory, even the O&P sales. Consider that the next
time a knee brace sales rep comes a callin and walks out your door and goes
directly to the MD, PT and every other office - your referral sources -
right down the street. Interesting times.
Ralph W. Nobbe, CPO
-----Original Message-----
From: Orthotics and Prosthetics List [mailto:<Email Address Redacted>]On
Behalf Of Justin Foster
Sent: Thursday, September 18, 2003 11:23 PM
To: <Email Address Redacted>
Subject: Re: [OANDP-L] Generation II...
List and Mr. Keller,
Maybe this phenomenon is occurring because the O&P industry charges $2000
for these braces, which require limited skills and a limited amount of time
to fit and deliver effectively. I guess we should all bemoan the loss of a
ca$h cow for orthotists... notice how every functional or OA brace
manufacturer has devised a way to obtain their CUSTOM brace without
casting!?! That kind of protocol barely falls within the scope and training
of an Orthotist!!! Why not have the patients try them on and buy them from
Sports-mart??? Better yet, have the orthopedist cook up a deal with his
golfing and travel buddy who happens to rep for a brace manufacturer (that
also $ells $urgical appliances), everybody win$!
Black clouds rising again,
Justin Foster
Orthotist/Prosthetist
>From: Tom Keller < <Email Address Redacted> >
>Reply-To: Tom Keller < <Email Address Redacted> >
>To: <Email Address Redacted>
>Subject: [OANDP-L] Generation II...
>Date: Thu, 18 Sep 2003 14:40:51 -0700
>
>Dear O&P practitioners,
>
>As many of you know, Generation II has been doing heavy promotion of their
>new functional knee braces.
>
>However, what you probably don't know, is that GII has started a new
>'Insurance Services Department'. They are actively engaged in promoting
>reps to pursue doctors for opportunities to fit patients and to bill
>insurance and Medicare for functional and osteoarthritis bracing, effective
>July 1st!
>
>This is a huge change from their historic position of supporting the O&P
>community. GII has had reps doing some billing on a limited local basis,
>but now the company has introduced a billing program at the corporate
>level, utilizing state and national contracts already in place.
>
>Their new CEO, formerly with DonJoy, is setting GII's strategic direction.
>
>They are trying to do this in 'stealth mode', keeping the O&P industry in
>the dark for a while as they shift business to direct billing. The
>financial incentives for the reps are very strong; commissions are paid on
>the total billing amount, not the wholesale price of the brace, and it also
>counts towards their sales quota!
>
>So, if you feel a hand in your pocket besides your own, or if you notice a
>drop in knee brace referrals from your doctors, it may be the new
>Generation II!
>
>T. Keller
>N.W. Ortho, Inc.
>
> ********************
>To unsubscribe, send a message to: <Email Address Redacted> with
>the words UNSUB OANDP-L in the body of the
>message.
>
>If you have a problem unsubscribing,or have other
>questions, send e-mail to the moderator
>Paul E. Prusakowski,CPO at <Email Address Redacted>
>
>OANDP-L is a forum for the discussion of topics
>related to Orthotics and Prosthetics.
>
>Public commercial postings are forbidden. Responses to inquiries
>should not be sent to the entire oandp-l list. Professional credentials
>or affiliations should be used in all communications.
_________________________________________________________________
Need more e-mail storage? Get 10MB with Hotmail Extra Storage.
<URL Redacted>
********************
To unsubscribe, send a message to: <Email Address Redacted> with
the words UNSUB OANDP-L in the body of the
message.
If you have a problem unsubscribing,or have other
questions, send e-mail to the moderator
Paul E. Prusakowski,CPO at <Email Address Redacted>
OANDP-L is a forum for the discussion of topics
related to Orthotics and Prosthetics.
Public commercial postings are forbidden. Responses to inquiries
should not be sent to the entire oandp-l list. Professional credentials
or affiliations should be used in all communications.
********************
To unsubscribe, send a message to: <Email Address Redacted> with
the words UNSUB OANDP-L in the body of the
message.
If you have a problem unsubscribing,or have other
questions, send e-mail to the moderator
Paul E. Prusakowski,CPO at <Email Address Redacted>
OANDP-L is a forum for the discussion of topics
related to Orthotics and Prosthetics.
Public commercial postings are forbidden. Responses to inquiries
should not be sent to the entire oandp-l list. Professional credentials
or affiliations should be used in all communications.
Citation
Ralph W Nobbe, “Re: Generation II...,” Digital Resource Foundation for Orthotics and Prosthetics, accessed November 24, 2024, https://library.drfop.org/items/show/221723.
