Re: FW: [OANDP-L] BoyCott of Otto Bock and other companies that sell direct to patients

Re: FW: [OANDP-L] BoyCott of Otto Bock and other companies that sell direct to patients

Jeremy Sprouse

2/22/2006

Where does this end? Where is O&P's futures.. Besides O&P, my business also
sells rehab and DME equipment. DME companies have been dealing with direct
selling issues for a long time. The difference is the DME manufacturers are
marketing the big chains..Walmart, CVS, and so on and so forth. For example
Wal-Mart use to carry Invacare lift chairs. The exact lift chairs our DME
company sold. However; Walmart sold the chair cheaper than we could buy it.
We voiced our concerns to Invacare about the lift chair issue and they
eventually stopped selling them. I'm sure you have all seen ads on your TV
for The Scooter Store. This company is owned by Pride Mobility, and this is
their means of direct supply. And just like O&P the list goes on and on.
Where does this end?
With competitive bidding and insurance contracts becoming competitive, who
is going to be able to under price and compete with manufacturers? How will
we show our worthiness? What makes certified practitioners more qualified
to fit a device than the people who make it? Are their sales reps less
qualified? It seems like every pharmacy and DME company in my area has sent
someone to Tru-Life's(Camps) or someone else's course for orthotics. Now
they too are Certified Fitters. Does Tru-Life and other companies limit
sales of custom devices to only CO's? The answer is no, everyone and their
brother is selling custom devices. And yet our organizations, both ABC and
BOC have tried to increase memberships with less qualified certifications
such as Certified Fitter programs. And with many custom orthotics being made
from measurements, who is to say they can't read a tape as well as we can?
While I agree that direct sales will hurt O&P, I also see that we are going
to have one heck of time convincing referrals and others that these sales
reps are not qualified, especially since our organizations have made it
easier for anyone to become certified. What comes after Certified
doesn't seem to matter. I keep hearing referrals say they told me they
were certified. Yeah, they are..as fitters. What comes after Certified
seems to go in one ear and out the other.
How can we compete with the companies that sell to us? We have to buy our
products somewhere, which ones do and don't sell direct? How are we going to
market ourselves as more qualified to fit patients? And if competitive
bidding becomes a nationwide reality, how will we compete?

Jeremy Sprouse CPO



-----Original Message-----
From: Orthotics and Prosthetics List [mailto:<Email Address Redacted>]On Behalf
Of Brian Weaver
Sent: Wednesday, February 22, 2006 9:23 AM
To: <Email Address Redacted>
Subject: [OANDP-L] FW: [OANDP-L] BoyCott of Otto Bock and other companies
that sell direct to patients



-----Original Message-----
From: Brian Weaver [mailto:<Email Address Redacted>]
Sent: Tuesday, February 21, 2006 3:36 PM
To: 'Morris Gallo'
Subject: RE: [OANDP-L] BoyCott of Otto Bock and other companies that sell
direct to patients

The State of Ohio is also experiencing similar tactics from Otto Bock. I
would be interested in knowing if this is occuring all over the country?
What are people's thoughts on this type of business practice?

Brian Weaver CP/LP

-----Original Message-----
From: Orthotics and Prosthetics List [mailto:<Email Address Redacted>] On
Behalf Of Morris Gallo
Sent: Tuesday, February 21, 2006 1:49 PM
To: <Email Address Redacted>
Subject: Re: [OANDP-L] BoyCott of Otto Bock and other companies that sell
direct to patients

Francisco wrote:

>
>
>The prosthetic & orthotic society of new jersey, inc.
>
>25-09 Broadway Stephen Rinko, CPO
President
>
>Fair Lawn, NJ 07410 Thomas Valenti, CO
Vice President
>Phone: 201-796-3121 Michael Rebarber, CO
Secretary
>Fax: 201-796-1551 Richard Bray, CPO
Treasurer
>
>

> 2/17/06
>
>To all Prosthetic and Orthotic Societies and Practitioners:
>
> I have some very disturbing information. Otto Bock health care
has acquired a company named Ortho Rehab 1415 W. 3rd Street, Suite 101 of
Tempe, Arizona 85281.
>
>This company is now Otto Bocks Direct Patient Care Facility. Otto Bock is
now your direct Competitor. They are providing patient care with a National
Sales Force.
>
> We must not support company's that are going to erode our
patient and Doctor bases. We must set a precedent against this practice.
Either Otto Bock is a Wholesaler or a Retailer. I will not support a
competitor. We must force them to choose which one they will be. If we do
not react to this practice many of our suppliers will become retailers and
we will loose a tremendous amount of business. If this continues Doctors,
Therapists and Surgical Supply Dealers will and are becoming our
competitors.
>
> Think about it. In the near future with computer generated
prosthetics and orthotics do they really need a skilled Prothetist or
Orthotist? or will Otto Bock and others send a semi-skilled sales person
with some minor technical background to the patients home or Doctor's office
to deliver an appliance.
>
> I think it's about time we act as a united group and send a
message to these wholesalers, that they cannot do business in both market
places. I personally have had enough of this. Otto Bock, Don Joy, Bledsoe
etc. When do we try and stop it, and only use companies that help us and
do not compete with us.
> I propose a nation wide Boycott of Otto Bock, and other companies
that are engaged in this practice. New Jersey has already set up a meeting
to discuss instituting a Boycott and to notified Otto Bock that we will no
longer be doing business with them, if they continue to do patient care.
>
>If you agree and would like to join the Boycott against these
>companies, please let me know so we can work together. 1 (201)
>796-3121
>
>Sincerely,
>
>
>
>Stephen Rinko, B.S. CPO#627, NJ License#500
>
>President
>
>President of P&O Society of New Jersey
>
>
>
>