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Retail: Delve into many venues

Q. What is the most consistently effective use of retail marketing dollars and time?
 - 
12/01/2014

A. Ah, this is the question that everyone wants the golden answer to.

Resupply: Stay in frequent touch

Q. How do I keep my patients compliant?
 - 
12/01/2014

A. Most patients are often unaware, or forget, when to change their supplies or even how often they are allowed new supplies.

Sales: Plan to get the close

Q. What is sales strategy?
 - 
12/01/2014

A. Have you ever gone to the store for a specific item, only to return home with a full bag of “stuff” and realize you forgot the one item you went to the store for?

Lobbying: Roll up your sleeves

Q. If I’m a member of my HME trade association, why do I have to get involved with lobbying?
 - 
12/01/2014

A. First, if you are a member of your state/regional and national HME association—thank you. We all know there is strength in numbers. When you join your trade association, you are helping support their activities, which include lobbying.

Sales: Provide road map for success

Q. Why is it important for DME providers to train their sales staff in selling?
 - 
11/03/2014

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.

Resupply: Get your arms around tech

Q. How do I maximize my revenue through resupply?
 - 
11/03/2014

A. Technology is a must. How else can you track individual patient bases that use different things and need them resupplied at different times. That’s the biggest hurdle.

Lobbying: Prepare for marathon, not sprint

Q. I have lobbied my legislator for years, yet no legislation has been passed. Why should I bother?
 - 
11/03/2014

A. While I understand the sentiment, I have a different perspective. When you step back and look at the whole picture, we’re doing better than you might think. 

Retail: Treat every transaction as opportunity

Q. Is HME retail a real concept or just a myth?
 - 
09/26/2014

A. In my experience networking with providers who are considering a retail division, there are four common myths that I keep hearing.

You must bill insurance for everything possible

Resupply: Show patients you care

Q. How do I build patient and referral source loyalty?
 - 
09/26/2014

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.

Sales: Express genuine interest

Q. What qualities does a good salesperson possess?
 - 
09/26/2014

A. The qualities and skills of a good salesperson are the same, regardless of the product being sold. There is a traditional misunderstanding about sales.

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