Problem Solvers
Providers have been rapidly pushing into retail sales to drive revenue in the face of declining Medicare and private payor reimbursement. But retail has a culture and a “feel” all its own. How can providers can create “retail experience” that will get customers and patients to buy?
- By David Kopf
- Nov 01, 2014
TENS device maker aims to help HME providers drive consumer engagement in their retail stores.
- By David Kopf
- Sep 11, 2014
Problem Solvers
Some providers might find it hard to believe, but there is a growing retail respiratory equipment market. How is it expanding and how can providers tap into it?
- By Joseph Duffy
- Sep 01, 2014
Business Solutions
Providers are working overtime to drive new revenue, and retail sales comprise a critical element of that effort. Given their numbers and spending power, seniors represent a critical cash sales category for HME businesses. We interview industry experts to get top tips that can help providers expand their retail sales by targeting this important and growing demographic.
- By Joseph Duffy
- Aug 01, 2014
Business Solutions
- By Joseph Duffy
- Aug 01, 2014
Policy applies to e-commerce providers selling specific offerings from the manufacturer.
- By David Kopf
- Jul 11, 2014
Rick Michael joins mobility maker’s team as national sales manager of Retail Mobility.
- By David Kopf
- Jun 05, 2014
The 2014 HME Handbook: Retail
While retail sales offer an opportunity to drive revenue through a provider’s existing customer base, as well as new clients, providers must take every opportunity to develop and deploy retail sales and marketing campaigns that will inspire patients and clients to come to their retail stores and visit their online storefronts in order to purchase DME on a retail basis.
Member service group will merge newly bought Simply Shops into VGM Retail.
- By David Kopf
- May 01, 2014
Products & Technology
The web is playing an increasingly important role in how providers communicate with patients, market their businesses, and even conduct transactions. How can providers better wield their web sites, and how will the role of providers' online presences evolve and help shape the future of HME.
- By David Kopf
- Feb 01, 2014
Business Solutions
As more and more providers move into cash sales, and learn the fundamentals, such as merchandising, sales training and marketing, we look to some retail veterans to learn some of the advanced lessons they've picked up on the pathway toward cash sales enlightenment. Their answers help set the stage for the next steps in the HME industry's retail revolution.
- By David Kopf
- Feb 01, 2014
2014 Preview
The seventh installment of our annual forecast of key trends, obstacles and opportunities facing the HME provider industry shows that the coming year is one fi lled with challenges, but also chances for providers to reinvigorate their revenues. We examine what’s in store for the next 12 months and how providers should prepare.
- By David Kopf
- Jan 01, 2014
Editor's Note
Providers should take every opportunity to develop and deploy retail sales and marketing campaigns. A good example would be Bath Safety Month coming up in January.
- By David Kopf
- Nov 20, 2013
Mobility maker adds national sales manager, promotes two key, internal retail players.
- By David Kopf
- Sep 12, 2013
Mike Scarsella will bring deep background in retail to HME manufacturer.
- By David Kopf
- Sep 05, 2013
101 Mobility expands beyond VA contract into retail sales.
- By David Kopf
- Sep 05, 2013
October event will host a on-floor Retail Design Center and new retail product award program.
- By David Kopf
- Aug 22, 2013
Software and Cash Sales:
Cash sales represents a key opportunity for providers to expand their revenues in order to survive deep funding cuts, but they need to move fast in order to create the sort of retail environment customers expect. How can they leverage technology to accomplish that?
The 2013 HME Handbook: Cash Sales
The 2013 HME Handbook: Software