New Video Reveals HRC Medical Sales Tactics

by Jennifer Kraus Consumer Investigator

NASHVILLE, Tenn.-- Hormone replacement therapy was a multimillion-dollar business for one Nashville company, but did high pressure sales tactics put patients at risk?

We now have an inside look at the way HRC Medical tried to entice people to sign up for its lucrative and controversial program.

The state shut down HRC for deceptive business practices after NewsChannel 5 Investigates raised questions about patients being overdosed on hormones at its Nashville clinic.

Now, a training video produced by HRC Medical for its clinics around the country has surfaced. It was supposed to teach the company's salespeople how to get patients to commit to a year's worth of hormone therapy -- without undergoing a single medical test.

Don Hale, one of the two founders of HRC Medical, appears in the nearly 12-minute video, explaining how HRC wants its salespeople to "close the deal."

"What I'm going to try to do today is give you an outline of what to do in a consult and how we want it handled," Hale said in the video.

The video was shown in court as part of the state's long running lawsuit against Don Hale and his brother Dan, who together ran the Nashville-based HRC. The Tennessee Attorney General's Office said the video was discovered recently on a laptop seized by the state.

"Find something to compliment that person about whether it be their shoes, their dress, their hair," Hale is heard saying in the video.

He goes on to show how a salesperson might ask a patient why they came to HRC and then turn around and claim that they'd recently heard the very same complaints from another patient who, after starting HRC's treatment, suddenly found all of those problems gone.

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New Video Reveals HRC Medical Sales Tactics