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TMC Orthopedic, located in Houston, is one of the largest and fastest growing orthopedic distributors in Texas. Founded in 1991 with only three employees, the company now boasts six locations and over 110 employees. TMC provides orthopedic products, equipment and services to approximately 95 percent of the Houston area hospital and 70 percent of the area's orthopedic surgeons. Over the past 15 years, growth has been steady and expansion of goods and services has been widespread. The success of he company is primarily due to the innovative approach and entrepreneurial prowess of TMC's founder and CEO, Joe Sansone.

Non-conventional is the best way to describe Joe Sansone's journey to success in the orthopedic supply business. Perhaps that is because the man himself is somewhat of a wonderful dichotomy. He seems to be a great blend of Southern humility and striking confidence-both well-earned and useful character traits for running his growing company. He has a history of facing obstacles, even ones of his own making with vigor and resolve to come out ahead. He has done so even from the beginning of his educational years.

Sansone always had an interest in science and in high school turned a hobby of fish breeding into a science project that earned him a scholarship to Rhodes College. He lost the scholarship after his first year due to a low grade-point average. Later he returned to school and attended Memphis State University. He graduated with a bachelor's degree in microbiology-eight and a half years later. Even though his grades were less than impressive, he was hired by a chemical company trained for his new position, relocated to Hattiesburg, Mississippi and was terminated two weeks later, Sansone was devastated.

After taking a few months decided to shift into a different line of sales. He sold Jeep tops for Suzuki. Sansone says he "sunk his teeth into the job," and actually began to produce results. Several months and a bit of confidence later, Sansone decided to venture into the medical field and was hired by Medicos, a medical device company specializing in orthopedics. He worked for the company from 1988 until he started his own firm in 1992. "Those four years taught me that to make it in this industry, service must be a priority. The experience (at Medicos) taught me the work ethic it takes to not just survive, but thrive in this industry," states Sansone.

The rollercoaster ride of false starts and redirections ceased. Sansone finally found a challenge worth keeping his attention. He worked hard in orthopedic sales and put in long hours. Often he would show up at hospital at 7 a.m. and catch surgeons before surgical procedures. After putting in a full day of checking patients' equipment and completing in-office paper work, Sansone would show up again at 7 p.m. and see some of those same surgeons. "they got the message I wanted to deliver," says Sansone of his selling days at Medicos.

Medicos trained him well, but Sansone became aware that there were things he could do better. In 1992 he branched out on his own and began TMC Orthopedic Supplies. However, when Sansone opened his doors for business, he was greeted with a lawsuit by Medicos for violation of a non-compete agreement. His reputation and life savings were on the line; Sansone fought hard to stay in business.. A year and a half later and after overwhelming legal expenses, the case was settled out of court and TMC was free to thrive. It has done so ever since.

TMC covers a spectrum of care and provides products and services to individual patients, while also catering to the ever-changing demands of hospitals and orthopedic surgeons. The company provides orthotics and prosthetics from an impressive list of manufacturers and has eight practitioners on call 24/7. Practitioners even make house calls if necessary. The company makes a point to carry several types of each product to accommodate specific needs. For instance, TMC stocks fracture walkers from leading manufacturers such as: Procare, Townsend Designs, DonJoy, Aircast, DeRoyal, Bledsoe, USMC and Cam Walker.

The company's Stock and Bill program has been an impressive endeavor saving time and money for both hospitals and medical offices. The program, which essentially hires TMC to stock shelves, pick up paperwork, deliver goods and even bill third party payers directly, has been a huge success. "This allows the hospital and physicians to outsource what was a money losing part of their scope of services," explains Sansone. It also allows medical specialist the time to concentrate on the more pressing needs of their patients without having to worry about the business end of the process.

A new and remarkable service TMC offers is for the critical needs of the operating room. One of the manufacturers the company represents, Regeneration Technologies, Inc. (RTI), has developed an innovative process called BioCleanse that actually renders human tissue sterile. TMC keeps a supply of this delicate product and has a variety of samples to offer a surgeon facing a situation in need of this type of tissue. The usual wait time can be up to 24 hours for this type of product. TMC is equipped to have a variety of samples delivered from its storehouses to the hospital's operating room within 20 minutes.

In addition to its outstanding goods and services are TMC's employees. The company hires the best and rewards them accordingly. Applicants must go through a rigorous interviewing process to be a part of the team. To fill one job position, 1,000 resumes might be examined. Thoroughness pays off. "we almost never have the typical employee-related problems," beams Sansone.

There is a certain fervor with which TMC employees approach their jobs. The work environment at TMC can be described as frenetic; an efficient frenzy. Employees attach their specific tasks with speed and expertise. "we have a fast-paced, high pressure environment. We live by the rules of "work hard and play hard,"" quips Ryan Stelck, director of operations. Stelck is also an example of TMC's growth opportunity. He started in the warehouse and is now director of operations, the second person in command of the company.

Sansone's path to success may have been unconventional, but his 'small business venture' has paid off. "In the old days we were the company that no one had heard of; people wanted to help out this 'little guy.' Now, it's obvious we're the orthopedic company of choice in Houston," boasts Sansone. From humble beginnings to a $24 million a year business, Joe Sansone has earned the right to be proud.

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