Manufacturers Becoming Our Direct Competitiors
Jon Hess
Description
Collection
Title:
Manufacturers Becoming Our Direct Competitiors
Creator:
Jon Hess
Date:
4/18/2014
Text:
I just wanted to make my colleagues in the O&P community aware some
information that I discovered the other day. Many of us may have heard
rumors about major manufacturers starting to bypass O&P companies, thereby
becoming our direct competitors. In at least one instance, they are no
longer rumors; here's one clear example of a relatively new company that is
sending letters to your local doctors looking to capture what once was our
business. The company that I'm referring to is called, OHI or Orthotic
Holdings, Inc. (Ivan Sabel is the CEO, former Novacare/HGR CEO; he knows
the business we're in) OHI is sending packets to your referring physicians
in seven markets throughout the country, and advertising, that, for a
central casting fee, that they will send in clinicians (pedorthists) to
take impressions and deliver custom foot orthoses, diabetic and orthopedic
shoes and AFOs. OHI owns the following companies: Arizona AFO, Langer,
SafeStep and The Orthotic Group. Arizona AFO is certainly one company that
we have been using and supporting for years. It really upsets me to know
that this company has developed a business model that directly competes with
it's customers (soon to be former customers, at least at our facility).
Where's the loyalty?
I'm sure it was by mistake but one of their marketing packets landed on my
desk this week. The letter started out with, Dear Doctor. I'm not sure
about the rest of you, but I'm bothered by this and I think this is only the
beginning of these types of maneuvers by manufacturers and that it will not
end here.
Has anyone heard of other companies that are starting to become a
competitor, rather than a supporter of O&P companies? If so, what are your
thoughts on this?
Jon Hess, CPO, LPO
Assistant Clinical Director
Prosthetic & Orthotic Assoc., Inc.
information that I discovered the other day. Many of us may have heard
rumors about major manufacturers starting to bypass O&P companies, thereby
becoming our direct competitors. In at least one instance, they are no
longer rumors; here's one clear example of a relatively new company that is
sending letters to your local doctors looking to capture what once was our
business. The company that I'm referring to is called, OHI or Orthotic
Holdings, Inc. (Ivan Sabel is the CEO, former Novacare/HGR CEO; he knows
the business we're in) OHI is sending packets to your referring physicians
in seven markets throughout the country, and advertising, that, for a
central casting fee, that they will send in clinicians (pedorthists) to
take impressions and deliver custom foot orthoses, diabetic and orthopedic
shoes and AFOs. OHI owns the following companies: Arizona AFO, Langer,
SafeStep and The Orthotic Group. Arizona AFO is certainly one company that
we have been using and supporting for years. It really upsets me to know
that this company has developed a business model that directly competes with
it's customers (soon to be former customers, at least at our facility).
Where's the loyalty?
I'm sure it was by mistake but one of their marketing packets landed on my
desk this week. The letter started out with, Dear Doctor. I'm not sure
about the rest of you, but I'm bothered by this and I think this is only the
beginning of these types of maneuvers by manufacturers and that it will not
end here.
Has anyone heard of other companies that are starting to become a
competitor, rather than a supporter of O&P companies? If so, what are your
thoughts on this?
Jon Hess, CPO, LPO
Assistant Clinical Director
Prosthetic & Orthotic Assoc., Inc.
Citation
Jon Hess, “Manufacturers Becoming Our Direct Competitiors,” Digital Resource Foundation for Orthotics and Prosthetics, accessed December 25, 2024, https://library.drfop.org/items/show/236277.
