Re: Generation II...

Re: Generation II...

Justin Foster

9/19/2003

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.
>
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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.