The Impact of 10+ Million
- haileycrawford3
- Mar 19
- 4 min read
Stopain Clinical's Vice President of Sales, Paul Timko, began his career in medical device sales and marketing over 15 years ago. His experience led to multiple roles ranging from strategic planning to sales management to class III medical device product launches. His experiences have allowed him to work with all sizes of companies from small, medium, and large medical device companies to startups to private equity to Fortune 500. Paul knows the latest trends, strategies, and innovations in the hands-on health market segments by surrounding himself with industry leaders.
Episode Highlights
7:39 - Perfect path to hands-on healthcare professionals. “My background is in finance and business marketing, and I've always had the great fortune of working in healthcare. About 15 years ago, I had this opportunity to join a brand or company called TheraBand - its parent company was called Performance Health, which also owned another brand called BioFreeze. That's where I met Dr. Phil Page, and he quickly introduced me to Dr. Dana Mackison. Those two set me down a path at the perfect point in my career to really introduce me to the benefits of what I'll call hands-on healthcare professionals in chiropractic. For about 7 years straight, I was able to work pretty much every day with chiropractors - not just selling products, but understanding the chiropractic profession, the benefits, and the work needed to get the word out. I was able to latch on pretty early to a lot of phenomenal people and products, making meaningful lifelong relationships to help accomplish a common goal of helping people feel and move better. I was able to do that with some pretty cool brands that eventually brought me to a company called Troy Healthcare, which is where I am today. For the last 4+ years, I’ve been managing Stopain Clinical. It's been a great journey and chiropractic has been there every step of the way.”
10:11 - Biggest challenge chiropractors continue to face. “I'm a big fan of chiropractic, yet I still find myself forgetting to go early… And I’m very close to chiropractic. When it comes to my immediate family or friends, they wait even longer or never go at all. It’s a lot of missed opportunities for people living in pain or people just not at their optimal self. I see all the great things that chiropractors are adding to their practices, so I try to bring that into my team. Even though we’re almost singularly focused on providing a product, we always try to think of the win-win. How do we continue to educate and amplify the message of going to chiropractors early, and consistently?”
15:57 – Stopain Clinical products. “Troy Healthcare is where it all starts and ends. We're located in Hazleton, Pennsylvania and it's a family business with very low turnover. There's only a few of these companies that actually formulate topical analgesics but also own a brand like Stopain Clinical, which gives us some pretty unique capabilities. Very early in their career, they spent 10 years working with BioFreeze and that did great things for a very long time, but it changed hands with ownership a few times along the way. Stopain Clinical came out of this desire with the ownership to develop a product in a strategy of doing the reverse of what BioFreeze is. BioFreeze had its roots in clinical but then went to retail with its product. Stopain actually started as a retail product and then went exclusively to hands-on healthcare professionals. All the patient sizes, like a gel tube, spray and roll-on, can only be bought through a clinic or a spa. Topical pain relief, as much as I love it, provides great temporary relief, so it's critical to find a chiropractor in their community to get treatment for that underlying cause.”
20:10 - Becoming a meaningful partner. “We're in this position where topical pain relief has been around for a long time, and it has its place. It's great at providing temporary relief, but, for the last several years, we've been trying to figure out how to become a more meaningful partner versus just sending out another promotional email with a discount. We’re always generous with samples and really try to support practices with education on clinic retail and cash-based services; however, we’re trying to do something different to amplify the message that chiropractic and topical pain relief is a good alternative to NSAIDs and oral medications.”
26:23 – The future of Stopain Clinical and the chiropractic profession. “The Stopain Clinical brand has been in existence for 7 years and it's been exclusive to healthcare professionals from the beginning. We've always had people come to our website looking for where to buy, so they put in their zip code, find clinics in their community, and visit the clinics to purchase the products and hopefully become a new patient. When I joined 5 years ago, it was my mission to scale the selling of products and introducing of patients to chiropractic by tens of thousands. It took a while, but we figured out some partners out there. We wanted to really get the number even bigger, so we had this unique opportunity to put Stopain Clinical in some pretty well-known first aid and uniform companies that provide first aid cabinets here and there. We're currently building, production-wise, about 10 million products a year and we overachieved a goal. We want to get that number bigger because there's still opportunities to grow. As of January 1, through these first aid partnerships, we're going to be dispensing about a million or so samples a month. As this engine gets rolling, hopefully they find their way to our website, put in their zip code, and find a chiropractic clinic in their community. It benefits us, yes, but the most important thing is that patients get educated about the benefits of chiropractic, find someone in their community, and hopefully become a new patient.”
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