VA facilities
VA medical centers and the departments inside them, and the VA doctors your reps call on. Your VA division is organized by geography and grows in 2027.
You told us, October 30 call01 | Who buys
Two account types defined, two named but not yet defined, and the first to pull.
Community care providers
Practices in the VA’s community care network, each confirmed and ranked before a rep calls on them, because the VA’s lists are not fully accurate. We ranked Ohio in orthopedics, neurology, chiropractic, podiatry and pain management; your IS and NOT lists by specialty set the final cut.
You told us, October 14 call Ours, the Ohio ranking, October 14 emailOpen, Monday
The first segment. Which comes first, VA facilities, community care practices, workers’ comp, or new independent reps? If VA facilities, which centers and departments do you already sell into, and should the first list leave those out or go after the departments there you do not reach yet?
Open, Monday if that segment comes first, else by email
Workers’ comp. You named workers’ comp as a lead type for your reps on October 30, and on October 14 we read it as a line for the independent reps. Is that right? On a workers’ comp lead, who is the account, the treating clinic, the employer, the insurer or the case manager?
Open, Monday if that segment comes first, else by email
The DME side. You said on October 30 that your DME division is new to field reps and that its territories are not drawn yet. Which account types do your DME campaigns go to today, and which should the reps work first?
02 | Who decides
Who decides at the segment you pick first.
Your reps call on physicians today. No call so far has said who else, if anyone, approves a ThermaZone order at each account type. Once the box is filled for the first segment, the first list is built to those people, alongside the physicians your reps already call on. The other segments get the same question when their turn comes.
You told us, October 30 callOpen, Monday
Who decides there. At the segment you pick first, is it the physician or prescribing doctor alone who decides on ThermaZone, or does someone else approve the order?
03 | Who sells it
Two kinds of rep, how a new lead reaches one, and one open question.
Independent reps
About 55 independent reps on your newsletter today, more in 2027, many carrying several vendors’ lines. New ones are found by territory, title and the lines they already carry, through the data index and LinkedIn, and messaged from your own people’s profiles first. No rep is asked to log a doctor. Reps opt in to tracking at the company level, as you proposed on October 30.
You told us, October 23 and 30 calls Ours, the search method, October 14 and 16 emailsVA reps
Your VA division reps, organized by geography, with at least 10 to 20 more planned for 2027.
You told us, October 30 callHow a new lead reaches a rep
Leads are split today between a VA lead owner and a non-VA lead owner. On October 30 you asked that new leads go to the right owner first, who then assigns each one to a rep by hand.
You told us, October 30 callOpen, By email
Distributors. You said on October 30 the program may change supplier and distributor relationships. Are distributors on any list at all? If not, which current distributors are kept off every list?
04 | Where
The first state is yours to pick.
Your VA division is set up by geography. DME territories are not drawn yet. Ohio is already ranked if it suits, by how busy each practice is and how many veterans live nearby.
You told us, October 30 call Ours, the Ohio ranking, October 14 emailOpen, Monday, first asked October 14
The first state. Which state should the first list cover, where you have reps today? The 2027 map can follow.
Open, By email, first asked October 14
Your community care list. Which community care list do you work from today, and does it show how many veterans a provider sees?
05 | Who we keep out, and what every message may say
Your lists and your legal team decide.
Your lead research steps
Your own steps, the website and address match, your IS and NOT lists by specialty, the NPI lookup and the fake-profile check, run on every row. Anyone who asks not to hear from IME again comes off every list, on every domain.
You sent us, your lead research process, after the October 14 call Ours, running each step on every row, October 15 email Ours, opt-outs, October 14 emailYour own addresses
Cold email never goes from thermazone.com or your reps’ own addresses. Where it sends from waits on your IT review.
Ours, October 14 email You told us, the IT review, October 23 callApproved claims only
Every message stays inside the claims your legal team has approved, for VA and for DME, including the new document you mentioned on October 30.
You told us, October 14 and 30 callsOpen, Monday
Your IS and NOT lists. Which specialties are IS and which are NOT for the first segment? If the lists are longer than a screen, send them after the call.
Open, By email
Who else stays out. Which current customers, competitors and parent-company accounts do we never contact?
Open, By email
Hospital groups. You asked on October 30 how a health system with several sites, brands or domains is held. One account or several on the list?
06 | What the universe counts to
Counted before any record is bought.
Each figure is one data index’s total for the query named under it, read on November 7, 2026. A count is the size of a pool, not a list, and it is a floor, since a practice or person with no matching tag or title is not counted. Only some of each practice pool are in the VA’s community care network; each practice is matched row by row against the VA’s own lookup and your existing data source, which stays alongside.
| Pool | United States | Ohio |
|---|---|---|
| Medical practices, by the specialty they are tagged or described with | ||
| OrthopedicsMedical practices in the index tagged or described with orthopedics, by headquarters | 4,042 | 81 |
| Pain managementMedical practices in the index tagged or described with pain management, by headquarters | 7,019 | 133 |
| ChiropracticMedical practices in the index tagged or described with chiropractic, by headquarters | 15,167 | 413 |
| PodiatryMedical practices in the index tagged or described with podiatry, by headquarters | 3,257 | 85 |
| NeurologyMedical practices in the index tagged or described with neurology, by headquarters | 2,555 | 47 |
| People | ||
| People titled physicianTitle physician or close to it, at medical practices tagged or described with any of the five specialties, by where the person is located | 66,593 | 1,985 |
| Independent sales repsTitle independent sales representative or close to it, in medical devices, by where the person is located | 1,192 | 27 |
The 4,522 Ohio provider records above are individual providers read from the VA’s own community care lookup, not this index’s practice pool, so the two are different units. VA facilities and the people inside them come from your existing data and LinkedIn, not from this index. Once the decider for the first segment is named, its pool is counted again to that title.
07 | Monday
Pick the segment first. The first list needs only what sits behind it.
The first segment and the first state. Who decides there. Your IS and NOT lists for that segment. Who at IME reads the list. With those settled, the first list is built for one segment in one state, checked row by row, and shown to the person you name before anyone is contacted. The boxes marked “if that segment comes first” are settled on the call only when they are needed, and the four marked “by email” follow after it.
Open, Monday
Who checks the first list. Who at IME reads the first list before anyone is contacted?