Barb, I think you are right to be sceptical - not just about any one company's approach, but about approaches from *any* company. It actually costs a company big bucks to make each visit in this sort of marketing ("detailing", medical or otherwise). So my guess is that the rep anticipates his company making more from the visit, in the long term, than his costs would be to. Think about it!
Even if a company doesn't sell ABMs and is Code compliant, I am not comfortable about specific company visits to "educate" patient-care staff. Part of this is the perception (no matter what you might tell the staff) that this visit is approved/endorsed by the hospital. The other part of this is that reps are very highly trained to be "nice" people and listen and focus in on individual staff members' concerns, and they are highly skilled at creating goodwill. This you could do without, I'm sure.
Correct me if I'm wrong - but doesn't Gerber make bottles and teats (nipples)? They also make a small pump. See p. 407 of the 2nd edition of Jan Riordan & Kathy Auerbach's Breastfeeding & Human Lactation and the evaluation on p. 414 . The chapter, by Marsha Walker and Kathy Auerbach, is an *independent* evaluation, which to me is more reliable than a marketing approach by a manufacturer - *any* manufacturer.
The main thing here is the issue of the opportunity a meeting between a rep and patient-care staff creates for goodwill. The company stands to gain more (or they wouldn't be requesting this) than any of the individuals attending, and I can't see how the visit will enable them to work better with the mothers and babies in their care.
Virginia
On Wed, 19 Nov 2003 Barb Fibich wrote:
Now I have a new question. I just got a call from a Gerber rep. who wants
to come up to the unit and meet with the LC's to discuss their products.
He said that they were asked to do this after having focus groups that
indicated people think Gerber doesn't support breastfeeding. He said that
this is not true and they want LC's to be aware of their position.
Of course I'm skeptical of why they care what we think since they don't
make formula and babies aren't supposed to eat solids until well after they
are done with their birth center experience.
I told him I needed to clear it with my director as we don't routinely
allow company reps to meet directly with patient care staff. He is sending
me a catalog of their products (at my request) so I can see what it is they
sell.
Anyway, I'm curious if any other LC's have been approached in this manner
and what advice/insight people may have to offer.
I am not connected with this company in any way. I'm just a new IBCLC
trying to do the right thing.
If you'd rather e-mail me privately, that's fine.
Thanks!
Barb Fibich, RN, IBCLC
Milwaukee, WI
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