A. Most people think sales people are “born” to sell. I disagree. I think some people are just born with the gift of gab and people mistake it for having the ability to sell. Selling is a skill that is honed and developed over time.
A. Live. A simple word, but not so simple to achieve. Most HME owners I speak with have a hard time keeping up with who walks in the door, answering incoming calls and taking care of what comes through their fax machines.
A. Recess, especially the long August recess, is a great time to schedule a meeting with your elected officials in their home district office (start in early July as their calendar gets booked up quickly).
A. A wise consultant in our industry once said that if a portion of your business is funded by the federal or state government, it is important to develop a relationship with the people who influence policy—your elected officials.
A. A common mistake I hear from HME providers expanding into retail is they put all their energy into selecting the right location and having the correct products, but do not put any thought into how they will staff their new retail location.