Wednesday, August 29, 2012

U.S. company Prolacta milks donors, charity partners

A U.S. company that makes money selling a product – made from donated mothers' milk – to children's hospitals, is polishing its image by partnering with well-known charities.

Prolacta Bioscience sells a fortifier product made from human milk for premature babies in neonatal ICUs. It has, of late, announced various donations to charity partners.

Prolacta charges $180 an ounce for its product.

The most-recent donation is $7,500 going to the Make-a-Wish Foundation as part of an agreement signed last fall where Prolacta would send a minimum of $30,000 in a year to the foundation - $1 for every ounce of milk donated in Make-a-Wish's name. Since this announcement Prolacta's volunteer donor moms have given 60,000 ounces and raised double the annual minimum - $60,000 and counting.

I marvel at the marketing savvy behind this arrangement.

Prolacta competes for human milk donors in the US with non-profit milk banks. (See blog posts here and here on Prolacta's moves into Utah to compete with the Denver Mothers' Milk Bank.) Since its inception critics have pressed the company to be up front with donors about exactly how its milk is being used and the price of its final product. When Prolacta's milk collection depots were first set up, they didn't mention the milk was being collected for a for-profit company. It was only after significant pressure, both from bloggers and mainstream media, that Prolacta's milk collection depots started to be upfront about the relationship.

For profit milk-banking - Women's Health News, 2006
Prolacta Milk Banks - Mothering.com forum discussion, 2006
The advantages and disadvantages to non-profit and for-profit milk banks - IBS blog, July 2007
Milking it in California July 2007
You're Going to Want To Read This - IBS blog, July, 2007
Thinking of Donating Your Breastmilk? Read This First - IBS blog, Sept. 2, 2007
Milk Money - Salon, 2007
Executives in search of milk donations - Breastfeeding Truth, 2010
Swindled: The ugly side of milk donation - Just West of Crunchy, 2011

Anxious to combat growing negative publicity, Prolacta began forging corporate sponsorship relationships with charities - first the March of Dimes, then the Susan G. Komen Foundation, and now the Make-A-Wish Foundation:

Our mission is the unique integration of two very compelling goals: to collect excess breast milk from qualified donors for premature infants, and simultaneously give back to the community in a significant and meaningful way by financially supporting selected charities based on the amount of donated milk received.

This rubbing of shoulders with respected charities an excellent way to shine up a tarnished brand. Prolacta benefits hugely from its association with these well-known charities.

See how it works? It's no longer just about helping premature babies get the human milk they need. If you donate milk in the name of one of these charities, Prolacta seals the deal with a $1.00/ounce donation back to that charity. So now, not only are you helping sick babies to live, you're fighting breast cancer, or you're helping a children's charity - why, you can even make the wishes of very sick and dying children come true with every ounce of extra milk that comes from your breasts.

Prolacta isn't just polishing its own brand, it is basking in the brand equity glow built up over years by these legitimate charities.

Phase II of this Prolacta marketing makeover is now actively under way.

Moms don't go directly to Prolacta and say, "I'd like my milk to benefit Susan G. Komen, or the Make-a-Wish Foundation."

Prolacta has instead created a separate Internet presence to market its new method of donor milk acquisition. It began by establishing the Helping Hands milk bank a year or so ago. The Helping Hands website is clear - it is run by Prolacta Biosciences in partnership with Susan G. Komen, and it is through this portal that moms ensure $1.00 for every ounce of milk they donate is paid to Susan G. Komen to help fight breast cancer. When moms fill out their donor application through this website, their milk donations translate into dollars Susan G. Komen. More than 100,000 ounces donated generated more than $100,000 for Susan G. Komen in 2011, with $41,000 sent in the third quarter of 2011 alone.

Prolacta's new Milk for Wishes website
Now, Prolacta has gone a step further. Buried in the Make-A-Wish Foundation news release mentioned above is a link to the brand new Milk-For-Wishes website. Also owned by Prolacta, looks and feels just like the Make-A-Wish Foundation's site - right down to the stars, curvy lines, and featured stories of children's wishes. The visual similarities are a powerful way for the warm fuzzies generated by Make-A-Wish to rub off on Prolacta.

Make-A-Wish Foundation website
Prolacta has gone a long way to answering criticisms about a lack of transparency with their involvement in these donor milk collection sites. It now clearly lists on its website affiliations with all of its milk collection depots and it is very clear about directly operating and owning the helpinghands.com and milkforwishes.com sites.

This clarity is a sign of more mature marketing execution - their lack of transparency in the early days reflected an old-school P.T. Barnum "there's sucker born every minute" style that didn't count on the suckers having access to Google.

Barnum is often maligned for this philosophy, and in fact, the "sucker" quote is wrongly attributed to him. Barnum did say, "I don't believe in duping the public" and in his later years spent considerable effort exposing charlatans who preyed on bereaved widows by claiming to communicate with the dead.

Prolacta appears to have learned from its early experiences where it duped moms into donating milk to a company selling a product for profit. But are its current marketing efforts to attract donors - moms who would otherwise contribute to the Human Milk Banking Association of North America's network of not-for-profit milk banks - any more ethical, just because Prolacta is being honest?

Updated Friday, Aug 31 to add to the list of blog posts covering Prolacta's early years.

14 comments:

Erin W. said...
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Erin W. said...

Thanks for sharing this information.

I wonder how much profit Prolacta makes off of each donated ounce of human milk. Given that they are donating a dollar per ounce, I would guess that they are making a lot more than that. I'm glad that the product they make helps premies, but wouldn't human milk be of benifit to all babies, if it was available free?

Maria Parlapiano RN IBCLC said...

Ah yes. Prolacta has been exploiting women for years- getting it's "base product" for free What a sweet setup! The attachment to nonprofits and spinning off their own is just following the corporate model of success set before them by you know who. When there is lack of transparency- there's something to hide. This goes for all involved in the "hybrid" baby milk business -

Jean Drulis said...
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Jean Drulis said...

Mothers should also be told that Prolacta needs 8 oz. of donor human milk to make 1 oz. of fortifier. What happens to the other 7 oz?!

Thanks for writing this article!

AshleyfromProlacta said...

Hi Ladies,

There have been some misunderstandings in the past as to what our products are and how they differ from standard donor milk from a milk bank. The calculation of cost of our human milk fortifier/HMF (mother’s milk concentrated up to 10 x) and how it compares to the cost of standard donor milk is one of the more common. The HMF is not sold per oz. It is only sold in small quantities (per ml) because it is actually added to mom’s milk (or donor milk of mom’s is unavailable). It is by no means a breast milk replacement. Think of it more as a protein supplement for someone who is trying to gain more muscle. Doctors don't want to add more volume, just more calories and protein for these tiny babies to get the added nutrition they need. Our HMF is prescribed by neonatologists in the NICU for very fragile premature infants who are fighting for their lives. We also don't bill parents, as the cost is typically covered by insurance or hospitals, because of our proven cost savings (http://www.prolacta.com/docs/BFM.2011.0002.pdf). You may have read the new policy statement recently released by the AAP, which stated that “human milk should be fortified, with protein, minerals, and vitamins to ensure optimal nutrient intake for infants weighing <1500g at birth.” (http://www.prolacta.com/aap_statement.php )Unfortunately, without our HMF available to preemies in the NICU, the only option is to fed them HMF made from cow's milk. This short article will hopefully help you understand the need for milk donated to Prolacta milk banks http://www.sun-sentinel.com/news/opinion/fl-readers-view-breast-milk-20120830,0,399080.story. We understand and appreciate the need to spread awareness of breast milk donation and the benefits of breastfeeding in general. If you have any questions please feel free to ask us.

Ashley from Prolacta
info@prolacta.com

blondeambition said...

I was actually unfamiliar with Prolacta prior to receiving this article from a friend. Are people living under a rock? After Komen's self-implosion during the past year, they are anything BUT a 'respected charity'. That *any* company would partner with this train wreck in effort to "bolster their image" need their collective heads examined. I seriously thought this article was a parody.

Jodine Chase said...

Note, the two comments deleted above were removed because they were duplicates.

Mama Bear said...

Hi Jodine,
Thank you for recognizing the work I did years ago in helping to expose Prolacta's dishonesty. There was another article I wrote, which, although long, was the more popular one wrt exposing the truth: http://www.breastfeedingsymbol.org/2007/09/02/thinking-of-donating-your-breastmilk-read-this-first/ At the time that I wrote it, Prolacta was not up-front at all about their policies or practices, and I was the one (along with a handful of other bloggers) who helped to bring out the truth. Thank you for the recognition. I should mention that Lauredhel, an Australian blogger, also did her part in exposing the lies: http://hoydenabouttown.com/20070725.774/lactonepotism-in-california/

Amber Mc said...

I don't think anyone is arguing that a quality, human milk fortifier is a need in this country. What we are arguing is that women shouldn't be duped. Instead, they should be compensated for providing a needed supply.

Louisa Crowley said...

I recently toured the Prolacta plant. Jean D. in an above post asked where the other 7 oz of milk go - My understanding is that 7 of the 8 oz. is the water in human milk (approx. 88% of human breastmilk is water) and the 1 oz is the proteins, fats, carbohydrates, vitamins and other nutrients. The machines they must use to test (multiple times) the donated milk, heat treat it, and then filter out the 7 oz of water to get the concentrated milk components, are very specialized and very expensive. They aren't just getting the free milk, heating it a little and then selling it at a huge profit. Think of this specialized milk as a medicine for preemies made from the very best possible ingredient on earth. And NO I don't work for Prolacta. I just think what they're doing is exciting, cutting-edge and important. I do agree they need to be transparent in who they partner with and why.

Jodine Chase said...

Thanks for that, Louisa. Information like this is important and I would like to see it coming from Prolacta directly. The company's lack of transparency and years of not communicating or answering questions has left many with suspicions and frustration. Funding and support for non-profit HMBANA mlk banks (including funding to allow them to produce human-milk-based fortifier) should have been in place years ago. It's not too late.

AshleyfromProlacta said...

Thank you Louisa for clarifying the concentration question. If anyone still has any questions for us, please feel free to ask.

- Ashley from Prolacta
info@prolacta.com

Hannah said...

I'm not surprised by this AT ALL. Prolacta is a terrible company. I used to donate milk to them (I had painful over-supply, and it was the only option in my area) until they screwed up one of my blood tests. Talked to 2 people in the company who were unprofessional, with nary a "thanks for all your hard work, our company is literally not possible without you" or an "I'm so sorry" or a "let me reimburse you for the breast pump you wore out." Just lots of passing the buck and rudeness. It's really galling to me that not only do they turn a profit off the goodwill of breastfeeding women, but they seem to actually go out of their way to be rude to donors.