Tag: Sales
Sales: Install productiveness – not busyness
June 10, 2026BJ Anderson
Q. Are my territory reps busy or productive?
A. Probably busy and not as productive as you’d like. At the end of each month, a sales rep explains all the calls they made, time they spent driving and money they spent on in-services – they were definitely busy. But how did that equate to productivity?
There is a missing factor in this equation. We should be looking for busy, focused and productive reps. All sales reps are busy. Some reps are busy and focused. High performers are busy,...
Sales: Forge ahead with confidence
May 13, 2026BJ Anderson
Q. Is my sales team selling outcomes or equipment?
A. Good question, and you already know the answer. Do they “show up and throw up” - listing the equipment your company provides to the gatekeeper of an account or someone who walked into your retail space? Do you hear this response: “Do you have information you can leave with me?” or “I’m just looking around.” If so, the sales rep just became a commodity. Or worse, a second option.
Here’s...
ACU-Serve promotes Kyle Neese to VP
January 6, 2026HME News Staff
AKRON, Ohio – ACU-Serve has promoted Kyle Neese to vice president of sales. “I’m excited for the opportunity and excited for what’s ahead for this team,” Neese wrote in a LinkedIn post. “We’ll continue to execute on strengthening revenue cycle performance, modernizing resupply and tying patient-first design to financial outcomes – because Results Matter.” ACU-Serve added Neese as senior account executive in 2024. He...
ACU-Serve adds home health expert to sales team
January 28, 2025HME News Staff
AKRON, Ohio – ACU-Serve has appointed Sidney S. Simmons III as its new executive vice president of sales. Simmons, based in Jacksonville, Fla., will oversee the company’s sales team and lead initiatives to optimize and expand its sales operations, as well as expand its reach in the home health and hospice markets. “Sid’s deep industry relationships, innovative strategies and love for the product and people make him the ideal leader to guide our sales team through this exciting...
HME Home Health grows sales team
October 31, 2023HME News Staff
RICHMOND, British Columbia – HME Home Health has promoted Jeff Lang to head of sales and Eli Paradis and Gavin Dhanoi to regional sales managers. “With the promotion of Jeff, Eli and Gavin, HME will now have the managerial strength to continue to develop new markets and accelerate our growth further in 2024 and beyond,” said COO Michelle Harvey. Lang will oversee the sales department’s budget, strategic plan and objectives, while also leading the Pediatric Division. Paradis...
NorthShore Care Supply expands B2B sales
March 9, 2021HME News Staff
GREEN OAKS, Ill. – NorthShore Care Supply has named Sandra DiVito to the newly created position of vice president, B2B sales and development. DiVito will be responsible for establishing the company’s B2B sales function, growing revenue and driving partner relationships. “She will help us shape NorthShore’s reputation in the B2B community and advance our focus on providing a superior buying experience for B2B customers,” said...
Merits promotes sales team members
October 6, 2020HME News Staff
FORT MEYERS, Fla. - Merits USA and its sister brands Avid Rehab, Precision Comfort and Pilot have promoted Bret Tracy and Kirk Grau to regional sales directors. Tracy was previously the eastern regional sales manager and Grau was the western regional sales manager. “Kirk and Bret have consistently met and exceeded sales goals and have showcased nothing short of exemplary leadership,” said Dave Jones, executive sales director at Merits. As regional sales directors, Tracy and Grau will...
Aeroflow bulks up sales team
November 13, 2019HME News Staff
ASHEVILLE, N.C. - Aeroflow Healthcare has named Eric Mongeau as the national sales director of its sleep and respiratory divisions. Mongeau will manage outside sales teams to drive business development and growth, and oversee the expansion of the company's patient base through referrals and strategic acquisitions. “He brings years of experience in the DME industry and specifically in sleep and respiratory equipment, as well as in the patient-first mindset that Aeroflow prides itself on,”...
VGM, Medtrade on the hunt for retail products
September 10, 2019HME News Staff
ATLANTA - VGM's Retail Product Pavilion will make its debut at Medtrade, Oct. 21-23 at the Georgia World Congress Center. The pavilion, which will be partly designed and furnished by Medtrade exhibitor KC Store Fixtures, will showcase the latest cash products, according to Rob Baumhover, director of retail at VGM. “Medtrade and VGM Retail are looking for vendors to enter their products in this showcase,” he said. “Providers will have the opportunity to vote on which vendor product...
Award highlights BOC's 'Sales Distinction'
February 26, 2019HME News Staff
OWINGS MILLS, Md. - The Board of Certification/Accreditation has won a Stevie Award for Sales Distinction of the Year. It's BOC's ninth consecutive award. The award for Sales Distinction of the Year in the “Healthcare, Pharmaceuticals and Related Industries” category recognizes the company's successful growth despite a decline in one of its largest customer target markets: DME. BOC credits its growing customer base and revenue with a customer-centric sales approach and a commitment to...