Letter to the editor
Keep up the good work on retail ("Listen up Liz: Main Street matters and retail sales don't," HME News, October 2010). While a number of people who use DME are not going to want to spend money out of their pockets, they're more likely to do so if they're educated by the DME provider about the value that the product brings.
Hundreds of thousands of DME customers have benefited greatly by purchasing a Pride Scooter or Harmar Pinnacle Stair Lift. If retailing was not a good option then can you explain why 200,000 plus lift chairs are purchased every year, 90% of them from DME providers who have good retail locations and incorporate good retailing techniques into their businesses.
The MED Group has partnered with Pride, Drive, Medline, Sunrise and other vendors to develop a retail sales training program, along with retail marketing programs, to help our members get better at retailing.
Why? Because our members recognize the potential of retail sales and how it could help them diversify away from Medicare.
-Wayne Grau, vice president of supplier relations& government affairs, The MED Group