Tag: Kamal Haddad
E-commerce done right
November 2, 2020Tracy Orzel
CHICAGO - Since the COVID-19 pandemic hit in mid-March, pharmacies and HME providers have been rushing to court online shoppers, but just because you build an e-commerce website, doesn't mean they will come, says Kamal Haddad. “As an industry, we can't catch up with e-commerce giants,” said Haddad, CEO of Health Mobius. “Look how hard it's been for Walmart to compete with Amazon and you want to take an independent chain of 30 or 40 stores, and you want him to go up against Amazon?...
Retail sales: Offer your expertise
December 11, 2019Kamal Haddad
Q. What are some retail strategies to consider for 2020?A. Stop selling “products.” Yes, I said stop selling products. Your customers can buy products from online retailers who entice them with a huge selection and rock-bottom prices. It is tough to compete with that if all you offer is products, as well. You need to give them a reason to choose your store.The reason they should choose your store is because of your specialty and expertise in HME products. Sifting through a...
Retail sales: Know your Nexus
November 12, 2019Kamal Haddad
Q. I have an e-commerce website; what is my sales tax exposure?A. The general rule used to be you have to collect and remit sales tax in the states you have a physical location or Nexus. What is nexus? It's a connection between how and where you do business in a particular state. It could be a physical office, it could be a remote office, it could be where your sales reps live. But for the most part it was based on where your business had a physical presence, whether it be a location or agents. Unfortunately,...
Retail Sales: Chase the right dollars
October 28, 2019Kamal Haddad
A. Short answer: it's a waste of money for most HME providers. Have you been told otherwise? It is probably from folks that sell marketing services. And, if you have tried it, it probably has not provided a good return on your investment.The reason I say it's a waste of money for most has to do with the hierarchy of what is more important and what is most relevant in establishing a foundation for an online retail sales strategy. Let's assume this question comes from a provider that already has a...
Retail: Use the right ingredients
September 30, 2019Kamal Haddad
A. There is a lot of information available in this industry about expanding retail sales of HME products to your patients. You see it in many publications, at Medtrade, at regional or state association meeting as well as manufacturer sponsored events. While the information provided is useful and accurate when it comes to physical merchandising and sales methodology, It falls short when it comes to addressing the “retail apocalypse” by re-emphasizing tradition retail models. Amazon...
Online Retail: Use reviews to establish authority
April 24, 2017Kamal Haddad
A. Absolutely. There are many reasons why you want to allow your customers to leave reviews based on their interaction with you, both in-store, as well as on your website.
First of all, let's distinguish between merchant reviews and product reviews. Product reviews (if you sell products online) is a service you can subscribe to and integrate into your website product catalog. This allows customers who purchase from you to leave a review of the individual item they purchased along with their...
Online retail: Avoid feeling duped
March 27, 2017Kamal Haddad
A. The buzz around the HME industry is you must sell retail and you should have an online store so you can sell more items to your patients. While that may be mostly true, I do not think people in this industry are being completely honest with respect to e-commerce, including the investment that is required or the actual return on investment.Of course, companies that build e-commerce websites think you should have one. Their objective is to sell you what they offer. That is how THEY make money. But,...
Online Retail: Don't jump at new and great
February 24, 2017Kamal Haddad
A. The short answer to that question is the answer you probably do not want to hear, “It depends.” The long answer is determined by understanding your business focus and your customer mix. To build a successful retail business you must offer products that complement your current funded products and services. In other words, don't think in general terms about what people are looking to buy. Don't get excited about the next new great retail product at Medtrade. Instead, focus more...
Online retail: Create a 2017 checklist
January 30, 2017Kamal Haddad
A. A website is a must-have to market your business, draw new visitors and inform your customers. The bigger question is, “What objectives are you trying to achieve with your website?” It's the beginning of 2017 and a great time to honestly compare what you have with what you want. Here are three website features to consider:Does your website look good? Is it easy to navigate? How does it look on a tablet or smart phone? Does it properly communicate your brand? You have one chance...