Category development: Scooters

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Friday, December 28, 2012

RIPE FOR RETAIL

Scooting ahead: Scooters are tailor-made for retail sales, and HME providers can make the transition with little expense or disruption. The biggest adjustment, manufacturers say, is changing the mindset to think like a consumer.

SOFT SELL

Subtlety required: Scooters aren’t widgets, so providers must use restraint and finesse in dealing with clients. Consumers are looking for a consultant, not a sales agent, to help them select the right model for themselves.

THE RIGHT MIX

Scooter scalability: Though the ideal merchandising strategy is to show as many different scooter styles as possible, most providers will be limited in the number they can display. Therefore, they should select one representative of each type—lightweight, mid-sized and a specialty version, such as a bariatric model.

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