No more 'plain Jane' scrubs

Sunday, October 30, 2011

WETUMPKA, Ala. - Provider Peter Czapla is trying a different approach to attract new referral sources: selling scrubs.

"Our sales force, when they go in and see the referral sources, sees everyone is wearing scrubs," said Czapla, general manager of Wetumpka, Ala.-based Quality Home Healthcare.

Selling scrubs increases the company's retail offerings and cash flow, with the added bonus of helping referral sources see everything that the company has to offer, Czapla said. Quality Home Healthcare also offers a full line of DME.

"When they come to purchase the uniforms from us, it's another way to establish a relationship with them," said Czapla. "They come in to buy a top and they say, 'Wow, you guys have a lot of stuff. Next time I need to send a referral to a medical supplier, I'll know you guys have everything.'"

Czapla's found referral sources are willing to shell out a few extra bucks to get scrubs that are more durable. Another request: colors and prints.

"A lot of folks we talked to don't like the 'plain Jane' uniform," said Czapla.