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VGM, Medtrade on the hunt for retail products


ATLANTA – VGM’s Retail Product Pavilion will make its debut at Medtrade, Oct. 21-23 at the Georgia World Congress Center.

Invacare POC goes DTC for cash


ELYRIA, Ohio – Invacare has launched a new campaign to increase access to its Platinum Mobile Oxygen Concentrator.

Online Retail: Use reviews to establish authority

Q. Is it necessary to have customers leave reviews on my website?

A. Absolutely. There are many reasons why you want to allow your customers to leave reviews based on their interaction with you, both in-store, as well as on your website.

Lawyer sees promise in cash HME business


When Catherine Karuga-Ndivo was ready to leave corporate law behind and open a business, her nurse husband suggested an HME store.

This summer, she opened Vondi Independent Living Supplies in Tewksbury, Mass. 

Reporter’s notebook: Loyal customers, the ABN and creativity


YARMOUTH, Maine – Suppose you were an HME provider supplying a Medicare beneficiary with oxygen therapy through a competitive bidding contract.

Diabetic Shoppe takes it a step further

‘We had to drum up business somewhere, so they can’t jerk the rug out from under us again’

CHARLESTON, Miss. – The Diabetic Shoppe this summer launched Foot/Mind/Body, a new e-commerce division, to offer custom shoe inserts online.

TENS device hits over-the-counter market


BILLINGS, Mont. – ExcelHealth’s new dual-channel electrotherapy TENS device for muscle and joint pain relief is now available without a prescription. The suggested retail price for the iReliev Pain Management System is $69.95.

Spin retail 180 degrees

Medtrade Spring preview

LAS VEGAS – Sue Chen spends more than half of each year on the road, visiting providers to preach the gospel of HME retail.

Retail: Find a commercial real estate agent

Q. How do I determine the right size and location for my retail medical supply store?

A. I have seen successful retail medical equipment stores in sizes anywhere from 800 square feet to 3,000 square feet. It depends on how much you can afford and what you can find in locations you like.

Tap into cash sales


Pat O’Brien recalls an old episode of The Cosby Show in which Dr. Huxtable goes to buy a car in a sloppy sweatshirt and jeans so the salesperson wouldn’t know he has money and would give him a better price. “That’s what people do,” says O’Brien.