HME News

OCT 2017

HME News is the monthly business newspaper for home medical equipment providers. This controlled circulation publication reaches 17,100 home medical equipment services providers, including traditional HME dealers & suppliers, hospital- and pharmacy-o

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10 www.hmenews.com / october 2017 / hme news e ditorial Publisher Rick Rector rrector@hmenews.com e ditor Liz Beaulieu ebeaulieu@hmenews.com managing e ditor Theresa Flaherty tflaherty@hmenews.com contributing editor John Andrews e ditorial d irector Brook Taliaferro e ditorial & a dvertising o ffice 106 Lafayette Street PO Box 998 Yarmouth, ME 04096 207-846-0600 (fax) 207-846-0657 advertising account manager Jo-Ellen Reed jreed@hmenews.com advertising coordinator Christina Dubois cdubois@hmenews.com Production director Lise Dubois ldubois@unitedpublications.com re P rints For custom reprints or digital reuse, please contact our reprint partner, The YGS Group, by calling 717-505-9701, ext. 100, or unitedpublications@theygsgroup.com a rt c redits Steve Meyers: cartoon s ubscri P tion i nformation www.hmenews.com/subscribe HME News PO Box 47860 Plymouth, MN 55447-0860 800-869-6882 Publishers of specialized business newspapers including HME News and Security Systems News. Producers of the HME News Business Summit and the Home Health Technology Summit. President & ceo J.G. Taliaferro, Jr. vice President Rick Rector A big ouch for Lincare T he data is starting to trickle in for this year's State of the Industry Report, which we'll publish online in d ecember. One of those pieces of data: the top 100 suppliers by amount allowed by Medicare. It's always the usual cast of characters in this list, mostly national players, but it's still interesting to see the jockeying for position, as well as the changes in amount allowed, from year to year. Right off the bat, in this year's list, I noticed that while Lincare still had the No. 1 spot, the amount allowed dropped from $830.9 mil- lion in 2015 to $651.8 million in 2016. Can you say ouch? a ccredo h ealth Group, once again in the No. 2 spot, did a better job maintaining its course with $482.8 million in 2016 vs. $481.8 million in 2015. a nother national provider that we keep an eye on is a pria h ealthcare, which dropped from the No. 3 spot to the No. 4 spot in 2016 with $224.3 million vs. $273.5 million. Other companies that dropped positions from 2015 to 2016 include KCI from No. 7 to No. 10. One national that dropped out of, not the top 10, but the top 15 completely: a merican h omePatient. In 2015, it had $75.2 million in the No. 13 spot; in 2016, $57.2 million in the No. 23 spot. I know I don't need to go into the context of what's behind these shifts, so here's a glimpse of this year's data. hme liz beaulieu For home access, train yourself to add-on By Ro B Baumhove R O N e O f the biggest missed opportuni- ties we see in our industry is the lack of incremental (or add-on) sales. f or example, your home accessibility patient comes in for their stair lift, but there are several other products this person should also have to live safely and happily—grab bars, mobility products, ad Ls, bath safe- ty, etc. Many customer service people feel uneasy with this process; they feel like they are hawking product. But really it's about making your customers safe in their home. h ere are some training tips for getting your customer service staff on board with selling incremental cash products. g et em P loyee buy-in Before making new product additions, get your employees' feedback or insight. It seems unnecessary, but by asking for their input, the employees are more likely to be excited about the new products and will push them more. a nd with them working face to face with the customers every day, they are more likely to identify the custom- er's potential needs. g ive em P loyees the o PP ortunity to test a s soon as the products arrive at your store, allow the staff to test out the items them- selves. Not only does it give them a chance to touch and feel, but there's also no better sales tactic than first-hand experience. Your staff may not need items like reachers or rol- lators on a daily basis, but by testing them out they can better understand and explain the functionality. g et the vendors involved Set up a time when the vendor who you ordered the product from can come in and give an in-store training on all the features and ben- efits of the prod- ucts. t his visit is good for a couple reasons: (a) it allows the employees to receive proper training right from the experts themselves; (b) it allows time for questions and answers; and (c) it builds excitement around the prod- ucts differently than you saying we need to sell these items. You can only bring home the next best item from a trade show so many times before they look at you and say, " h ere we go again." i ncentivize and set ex P ectations Conduct a staff meeting where you clearly lay out the expectations around the new products and rewards for hitting those expectations. t his way each employee knows exactly what's expected of them and the team from the get- go. t here is no bigger let down to an employ- ee than finding out later that they should be selling X quantity when they were under the assumption that Y quantity was great. t rain continuously Set up an ongoing training program for your entire sales staff. t his program should be a mixture of online videos, webinars, and educational courses/forums and live role- playing or classroom training from either vendor partners, internal staff or other external experts. Roleplaying is a cheap, easily implemented, and highly effective form of training. It's often not a fan-favorite out of the gate because it forces employees out of their comfort zone, but it is one that will give them the closest thing to real-life interactions. When looking back, employees will be glad they were able to practice certain conversations with colleagues before going live with customers. h aving your staff fully knowledgeable about all of the products on your sales floor will not only allow you to increase your sales, but also create happy, safe, healthy and loyal customers for the long term. hme Rob Baumhover is the director of Retail Programs with VGM Group Inc. He can be reached at Rob. Baumhover@vgm.com. R O b b aumh O ve R Medicare: Top providers in 2016 1......... Lincare Inc ...........................................................................................................$651,783,993.45 2......... Accredo Health Group Inc ...................................................................................$482,764,158.21 3......... Lincare Pharmacy Services Inc. ...........................................................................$290,162,919.50 4......... Apria Healthcare LLC ..........................................................................................$224,300,906.51 5......... Zoll Services LLC .................................................................................................$204,036,809.08 6......... Walgreen Co. .......................................................................................................$182,037,356.34 7......... Hanger Prosthetics & Orthotics Inc ......................................................................$106,914,225.89 8......... Coram Alternate Site Services Inc .........................................................................$94,982,722.65 9......... Gordian Medical Inc ...............................................................................................$85,269,461.31 10 ...... KCI Usa, Inc ..........................................................................................................$85,114,065.21 11 ...... Option Care Enterprises Inc ...................................................................................$84,888,652.52 12 ...... Arriva Medical LLC ................................................................................................$83,969,331.08 13 ...... Byram Healthcare Centers Inc ...............................................................................$79,332,292.47 14 ...... 180 Medical Inc .....................................................................................................$78,554,962.96 15 ...... DEGC Enterprises (U.S.) Inc. .................................................................................$75,624,711.88 16 ...... United Seating And Mobility LLC ...........................................................................$73,189,757.22 17 ...... Med4home Inc ......................................................................................................$67,330,761.52 18 ...... RGH Enterprises Inc ..............................................................................................$63,569,639.67 19 ...... Liberator Medical Supply Inc .................................................................................$63,435,547.92 20 ...... Hanger Prosthetics & Orthotics East Inc ................................................................$60,606,409.13

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