A business optimization process for 2018 that all HMEs should implement. Every provider is on a path, one determined by a strategy developed and implemented over the years of the business. The organization’s current state is the “Here” and the organization’s future is the “There.” To reach There, a provider must create and follow the...
Has competitive bidding changed the way providers make sales calls? Yes and no. For decades we as HME sales representatives called on the referral community telling them about our products and services and the insurances which we were a provider for; all in the hope of getting them to choose us when a need for...
While Providers Struggle with a multiplicity of challenges in terms of reimbursement and public policy, there is one challenge that will remain common throughout their careers: they have to make the sale. Whether working with referral partners or engaging patients in retail sales, providers must be able to get their clients to sign on the...
Tips for getting HME provider staff to warm up to the sales process. Select the right salesperson from the get go Bello advises providers to look for someone who has a propensity to really engage people, someone that enjoys engaging with people and enjoyshelping them. “I think we made a mistake in the industry early...
