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Aging in place: Know your ADLs/IADLs

Q. I keep hearing more about aging in place. Why is that?
 - 
12/23/2014

A. Ask any senior facing the possibility of moving out of their family home and they will most likely tell you they prefer to “age in place.” That place has to be safe and functional.

Mergers & Acquisitions

Q. In such a risky reimbursement climate, why are buyers, particularly private equity groups, acquiring HME providers?
 - 
12/23/2014

A. You can boil down the reasons that buyers remain interested in acquiring HME providers to three basic concepts.  

Marketing: Inject human element

Q. It’s 2015. Should I be doing anything different with my marketing/customer acquisition strategy?
 - 
12/23/2014

A. Well the short answer is, it depends. At Medtrade in October, I discussed the importance of native advertising and marketing.

LinkedIn: Make it personal

Q. How can I engage with HME pros on LinkedIn?
 - 
12/23/2014

A. LinkedIn provides a social platform to connect with HME professionals throughout the country.

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.

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