editor's perspective

A Helping Hand from the Industry

BY JOSEPH T. BARR, OD, MS, EDITOR
May 1999

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).

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