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BizVoice/Indiana Chamber – November/December 2017

messaging, people are registering and giving you their information.”

A kickstarter campign, public relations efforts and affiliate

marketing programs are among the additional efforts. “We’ll flip on

our own e-commerce platform. We’ll get units in December and ship

in January. Now, we’re on on our own skis and we’re going to floor

it. A lot of big brands ignore what buyers are saying.”

Wyatt chimes in with the reminder, “It’s not only that we are

transitioning to that stage, but we’re not stopping what we already

started. We’re not slowing down engineering, innovation or research.”

Seeing is believing

Another contributing factor to the ongoing – even building –

anticipation is people being able to wear the products and experience

the benefits.

“What’s exciting right now is that the technology is starting to get

recognized by a lot of people. People are seeking us out,” Wainscott

shares. “When you have an opportunity to display the technology to

the people we want to get to and they’re excited … that just means

we’re going to get there.”

Rizzo poses the questions: “How do you sell a smell? How do you

sell a feel? It’s a challenge.”

Wyatt: “We use the phrase experiential a lot. It’s one thing to see

this online, on video or read the content. It’s one thing to do that and

kind of get it. It’s a whole other thing to experience the technology.

These guys (during a recent visit at one of the leading health care

organizations in the world) were very informed when we got there.

When they physically wore it, it was – I don’t know how to describe

the reaction.”

A final contract is not in place (as of the deadline for this issue)

for a wearable calf product to be used for medical purposes. But the

day after Wyatt and Wainscott made that trip, they received very

positive feedback about the intent to move forward.

Wainscott describes the in-person atmosphere and reaction.

“They were very cordial, professional and interested in engaging

on the front side. That just continued at another level when we were

there – to the point of when we walked out and I said (to Wyatt),

‘They were selling us.’

“The other point where we knew they were interested was the

statement: ‘You have the decision-makers right here. There’s no

committee. We decide how this moves forward.’ ”

Wyatt details that the medical calf application is being prioritized

due to the high level of interest. It will complement the direct-to-

consumer products in pain management. The intended path of

development from the initial back product is to the “sports calf

version. Following that, we just work our way up the body – knee,

quad, then upper extremities.”

Another potential external partnership involves one of the

country’s leading shoe manufacturers. A meeting there evolved to

include four decision-makers with all indications, according to Wyatt,

“that it’s moving in the right way. We would license to them and they

develop a shoe based on our technology.”

Manufacturing model

A formal manufacturing agreement was put into place earlier in

2017 with Jabil, one of the largest contract manufacturers in the

world. The St. Petersburg, Florida-based company is a $19 billion

organization with more than 120 facilities in 29 countries.

The partnership is additional proof of the tremendous potential of

Recovery Force.

“They look for platform technologies. If we were just a back

product, they would have no interest in us,” Wyatt discloses. “The fact

that they want to be our contract manufacturer is a testament to our

technology. They see the opportunities in a global marketplace.”

Jabil brings an extra ingredient to the mix, according to

Schwegman.

“Most contract manufacturers are equipped for software,

electrical and mechanical. These guys bring those three plus the textile

piece. They acquired a company out of Finland, a leader in

incorporating electronics into wearables.”

While Wyatt terms it a learning process for both organizations,

“The starting point for the integration began at a much higher level.

They (leaders at Jabil) said: ‘This is not typical.’ They don’t

Senior engineer Vince Rizzo demonstrates

a product under development for the calf.