Georgia Home 'loves retail'

Wednesday, October 31, 2007

CLAXTON, Ga. - Charles Fiveash "loves retail" so much, he has opened a dedicated store for cash items.
"No paperwork, no hassle, money upfront," said Fiveash, owner of Georgia Home Medical. "It's plain and simple."
With retail revenues up 10% over last year, it made sense for the provider to open a second location here in September.
"There's no DME company other than a pharmacy, and we're pretty well-known," said Fiveash, who plans to split his time between the company's two locations.
The 2,000-square foot new location is designed to look and feel like a retail operation with full-window storefronts and bright colors.
"From the outside, (people could say), 'Hey that looks like an interesting store. Let's go see what they have,'" Fiveash said.
The new location carries basic DME and some supplies. Fiveash said between its two locations, Georgia Home keeps between 12 to 18 lift chairs on the floor.
"Having those items in our showroom makes them easier to sell," he said.
Retail is nothing new for Fiveash, but with recent Medicare cuts, he's seen retail "come slowly to the front as a major selling point." Currently, Medicare makes up 36% of Georgia Home's business.