Selling Supplements

For I&FM providers, supplements offer an alternative to prescription medication and an additional revenue stream. I&FM providers may use only supplements or a combination of supplements and prescription medication.

Nutritional supplements are a growing industry in medical practices as an alternative to pharmaceuticals or to support optimal wellness. This trend reflects the prominence of supplements in society in general. Supplement companies maintain a presence in print, radio and television advertising.  It’s not uncommon for a warehouse “monthly mailer” to feature supplements in 25% of the ads. Supplements are big business. For a good business summary on the market of the provider supplement sales, read “Practitioner Channel: Pitfalls and Opportunities for Supplement Brands” by Erik Goldman from January 26, 2018, Natural Products Insider (CLICK HERE).

Studies of the effectiveness of supplements are plentiful–as are the problems often associated with these studies. One common study pitfall is testing supplements in dosages that supplements advocates claim are negligible to arrive at the conclusion that the supplements are not effective. Harvard School of Public Health offers a balanced view of the factors involved in adequately testing supplements (CLICK HERE). Reports on the benefits and dangers of supplements may also be too one-sided, as this page explains (CLICK HERE).

Both advocates and critics of nutritional supplements agree on is that quality matters. Consumers should protect themselves by understanding supplement regulation and the difference between most medical practice supplements and  supplements available from other sources. Cheap overt-the-counter supplements may not offer any benefits to consumers and may actually do harm.

I&FM providers who use supplements need to understand how supplements are regulated, common flaws in supplement studies and regulatory concerns specific to providers recommending supplements.