Some companies, usually the larger ones, give a lot to the professions to promote their
company and their products, but they don't like it when other companies don't give back in
the form of education, sponsorship of meetings, scholarships, development, research, field
sales representatives and pricing fairness. Typically, smaller companies that promote
less, don't have sales reps, give less to professional organizations and schools, and are
more likely to private label, say that their behavior is just good business and keeps
prices down. Some companies can't afford big promotional budgets but have important niche
products and do their best to inform practitioners.
A very fine sales rep recently told me this frustrating story: "Some contact lens
companies talk a big game of patient retention, but their actions may not match their
claims. I see no support by some companies for local, state, national organizations or
teaching institutions. A large retailer offers a six-pack of a brand of lenses for about
$5 less than my brand. It makes me wonder what type of deal the first manufacturer gave to
the retailer that it won't give to a practitioner. We try to keep the playing field as
level as possible while still helping our better customers. I think it's time we recognize
which companies truly support the professions, schools and private practitioners. Although
they may sometimes pay 50 cents more for lenses, at least they're dealing with a company
who gives back and sends a professionally trained rep into the office to support the
practitioner and staff. Let's support those who support us with respect and
fairness."
I know a number of contact lens educators who agree with this but who feel a
responsibility to teach about all contact lenses. The FDA and medical ethicists frown on
many industries overindulging the practitioners who buy the products for resale or for
prescribing to patients. Where do I stand? I sincerely appreciate all of the companies who
provide reps to our offices, who support education, the professions and research (and who
advertise).
