Tag: PlayMaker CRM
Buying Triggers: Pull data, analyze, repeat
August 22, 2016Jason Lewallen
A. Let's assume that you have determined your top buying triggers, you've found a way to quantify why people need products, and you know why they are choosing your company. The next step is to set up a six-month analysis. You will be looking for a very specific set of numbers over the previous six months.Look at how many referrals you are getting related to your “why they need a product” buying trigger. How many referrals have you received related to a specific diagnosis or a unique reason?...
Buying triggers: Recognize your reputation
July 25, 2016Jason Lewallen
A. Depending on your process, you will identify your standard buying triggers within the first three months of tracking them. Each market dictates variations in buying triggers, but overall, the customers' needs fall into categories like, “diagnosis,” “self-referred” and “needs equipment replaced.” The key to using this data is to understand why the customer decided they needed a product in the first place. The trends in this information will tell you what your...
In brief: Gov't charges 301, Playmaker CRM and Emerge partner
June 24, 2016HME News Staff
WASHINGTON - A $900-million takedown by the Medicare Fraud Strike Force on June 22, the largest in history, included schemes involving durable medical equipment.
The nationwide sweep resulted in criminal and civil charges against 301 individuals, including 61 doctors, nurses and other licensed medical professionals, for alleged false billings.
“As this takedown should make clear, healthcare fraud is not an abstract violation or benign offense—it is a serious crime,” said U.S....
Buying Triggers: Find out why they chose you
June 21, 2016Jason Lewallen
A. The two key HME buying triggers are “the reason they need a product or service” and “why they choose your company over your competitor.” The first buying trigger is easy to obtain. The second, on the other hand, is not so simple.Every customer you sell to will have a need or desire for the product you offer. That is true in every business across all industries. When the product is medically necessary, that data becomes drastically easier to capture. You need to capture...
Buying Triggers: Capture and quantify
May 23, 2016Jason Lewallen
A. A buying trigger is the circumstance, pain point, or change-event that causes a prospect to begin a buying process with you. Anyone trained in sales best practices knows the power of a pain point when it comes to closing a deal. What they may not realize is that capturing and quantifying buying triggers can drastically improve the way you interact with your referral sources, bringing you more business and increasing the effectiveness of your sales efforts.In HME, each potential lead has two buying...
Short Takes: HDIS, PlayMaker CRM, Somnoware Healthcare Systems
May 5, 2016HME News Staff
Home Delivery Incontinent Supplies, a provider of incontinence products, celebrates 30 years of business this year. Besides delivering incontinence supplies directly to homes, HDIS in recent years began offering personal care products, home safety items and aids to daily living…PlayMaker CRM plans to nearly triple the number of employees at its new Raleigh office this year from five to 14. “The developers we're looking for, they're just not in Nashville,” said Thad Parker, vice president...
In brief: HME spending drops, PlayMaker CRM secures funding
January 22, 2016HME News Staff
WASHINGTON - While overall Medicare spending has increased more than 175% from 2000 to 2014, spending on HME accounted for just 1.25% of overall Medicare spending in 2014, dropping from 2% in 2004, according to AAHomecare's analysis of a December update of the National Health Expenditure Accounts. Furthermore, spending on DME can lower overall Medicare costs in the long-term, the association argues. Every $1 spent on mobility equipment, for example, saves $16.78 in fall-related recovery; every $1...
PlayMaker CRM lands $3 million credit facility
January 21, 2016HME News Staff
DURHAM, N.C. - Square 1 Bank, a division of Pacific Western Bank has provided a $3 million credit facility to PlayMaker CRM, a cloud-based customer relationship management solution for post-acute care, it announced. “PlayMaker CRM has experienced a tremendous amount of growth under the leadership of its seasoned management team,” said Zack Mansfield, senior vice president of Square 1 Bank's technology banking practice, in a release. “We are delighted to serve as their partner and...
Not playing around
September 11, 2015Liz Beaulieu, Editor
FRANKLIN, Tenn. - PlayMaker CRM is trying to stake a claim for itself in the HME market by offering a system tailored to the provider-referral source relationship.“We're not about closing deals like a typical CRM system, we're about managing relationships, and the referrals and workflows from those relationships,” said John Griscavage, CEO, who ran an HME company himself from 2003-06.PlayMaker CRM has its roots in serving the home health and hospice markets. The company received a control...
PlayMaker comes in at No. 722
August 20, 2015HME News Staff
FRANKLIN, Tenn. - PlayMaker CRM, a cloud-based customer relationship management software provider for the post-acute care industry, has ranked 722 on this year's Inc. 500|5000 list. It's the third year in a row that PlayMaker has made the list: It ranked 956 in 2014 and 451 in 2013. “Our continued growth is a testament to the tremendous amount of work our team puts in to deliver a purpose-built sales acceleration platform to the post-acute healthcare industry,” stated John Griscavage,...