Direct Sales Forces
Bradford Baker
Description
Collection
Title:
Direct Sales Forces
Creator:
Bradford Baker
Date:
2/23/2006
Text:
Dear List,
It is no secret that DJ Ortho, Breg, and Bledsoe all have direct sales forces. What is kept a secret is how they do it. Most of the sales reps are ortho techs who became ABC fitters and also work part time at various orthopedic practices. Unlike O and P practitioners, they have the ability to bypass the gate keepers and have unlimited access to the docs. Many of the ortho techs have the clout to direct to patients to various sales reps (other ortho techs) who usually give a kick-back to the referring tech. I hear the current going rate for referring a custom knee brace is around $40.
What is alarming is that the products they provide (not service) is not limited to knee braces. They fit the entire spectrum of orthopedic appliances; fracture braces, spinal, AFO's etc. and they can bill the insurance companies directly for the same fee as an O and P facility. Not a bad profit considering they don't have the expenses of maintaining an office, staff etc.
All the hype about supporting this new Legislative Alliance and how they can change this current trend is Bull----. I just received a brochure for Medtrade Spring that will be held in Las Vegas March 21. Go www.medtradespring.com to request a brochure. I was surprised to see that 25% of of this conference show is O and P . The speakers for the O & P track are 1)Joe Sansome of TMC Orthopedic speaking on What new in the World of O&P 2) Clay Stribling, Esq., Staring Down the Opponent: Achieving Success in a Shifting Legal Landscape. 3) Donald Fedder, Credentialing, Accreditation and Certification as a Means to Receiving Vendor Identification.
As I thumbed through the brochure I came across Accreditation Central. One of these presenters is our own ABC.
Get this. ABC Accreditation: The Solution for Medicare Providers of O&P and DME Services Scott Williamson, Director, Facility Accreditation, American Board for Certification in Orthotics & Prosthetics. With Medicare's new accreditation regulations for suppliers of orthotics, prosthetics, and durable medical equipment, finding an approved source of affordable accreditation is critical to your business. The American Board of Certification, is a leading standards organization since 1948, and is a Medicare Deemed Accreditation Provider. Designed as an affordable option for business owners, our accreditation standards incorporate aspects of patient safety, quality care outcomes and measures of organizational progress. This session will teach business owners the ins and outs of ABC's streamlined, efficient and affordable accreditation programs for O&P and DME suppliers.
Now tell me again whose side this new alliance is on and how are they going help this little independent O&P provider
Bradford Baker, CO, C.Ped.
It is no secret that DJ Ortho, Breg, and Bledsoe all have direct sales forces. What is kept a secret is how they do it. Most of the sales reps are ortho techs who became ABC fitters and also work part time at various orthopedic practices. Unlike O and P practitioners, they have the ability to bypass the gate keepers and have unlimited access to the docs. Many of the ortho techs have the clout to direct to patients to various sales reps (other ortho techs) who usually give a kick-back to the referring tech. I hear the current going rate for referring a custom knee brace is around $40.
What is alarming is that the products they provide (not service) is not limited to knee braces. They fit the entire spectrum of orthopedic appliances; fracture braces, spinal, AFO's etc. and they can bill the insurance companies directly for the same fee as an O and P facility. Not a bad profit considering they don't have the expenses of maintaining an office, staff etc.
All the hype about supporting this new Legislative Alliance and how they can change this current trend is Bull----. I just received a brochure for Medtrade Spring that will be held in Las Vegas March 21. Go www.medtradespring.com to request a brochure. I was surprised to see that 25% of of this conference show is O and P . The speakers for the O & P track are 1)Joe Sansome of TMC Orthopedic speaking on What new in the World of O&P 2) Clay Stribling, Esq., Staring Down the Opponent: Achieving Success in a Shifting Legal Landscape. 3) Donald Fedder, Credentialing, Accreditation and Certification as a Means to Receiving Vendor Identification.
As I thumbed through the brochure I came across Accreditation Central. One of these presenters is our own ABC.
Get this. ABC Accreditation: The Solution for Medicare Providers of O&P and DME Services Scott Williamson, Director, Facility Accreditation, American Board for Certification in Orthotics & Prosthetics. With Medicare's new accreditation regulations for suppliers of orthotics, prosthetics, and durable medical equipment, finding an approved source of affordable accreditation is critical to your business. The American Board of Certification, is a leading standards organization since 1948, and is a Medicare Deemed Accreditation Provider. Designed as an affordable option for business owners, our accreditation standards incorporate aspects of patient safety, quality care outcomes and measures of organizational progress. This session will teach business owners the ins and outs of ABC's streamlined, efficient and affordable accreditation programs for O&P and DME suppliers.
Now tell me again whose side this new alliance is on and how are they going help this little independent O&P provider
Bradford Baker, CO, C.Ped.
Citation
Bradford Baker, “Direct Sales Forces,” Digital Resource Foundation for Orthotics and Prosthetics, accessed November 25, 2024, https://library.drfop.org/items/show/226167.
