HME News

JAN 2018

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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hme news / january 2019 / 11 s mart Talk L eaders H ip b ring it all together By k elly Fr A nk O What should i keep in mind when creating a mindfulness program? a . Implementing a mindfulness pro- gram in your organization can have numerous benefits. Make sure the mindfulness training you choose will fit with your organizational cul- ture before you begin. Articulating the benefits of the program to your employees is of high importance if you are to get buy-in from them. Employees need to understand the link between the program and the impact mindfulness will have in their everyday work and on their lives. Decide ahead of time the goals of your program. Know how you plan to measure progress toward those goals. Be sure to measure the right goals and understand that mindfulness is not the end result; it is a path to self-awareness. The impact that your mindfulness pro- gram will have does not end with your employees and you, it will be passed on to the customer experi- ence, as well. Locate internal advocates of the training so that the program begins with peer-to-peer support. Advocates help share the benefits of mindfulness and are often will- ing to speak out on how their lives have been improved through their practice. Start small. Have employees take short 1-5 minute breaks every 90-120 minutes to meditate or take a short walk to give them a break from their desks. If possible, pro- vide a small, quiet space for mind- fulness practices, to further encour- agement employees to be involved. Incorporate mindfulness prac- tices into meetings. Demonstrating mindfulness techniques and asking participants to do a "self-check" of their mental state before begin- ning, creates connections among team members and keeps meeting goals on track. Encourage creativity and sharing of new ideas in a non- judgmental way. And, as always, celebrate your results. hme Kelly Franko is owner of Advantage Training & Coaching Solutions. Reach her at market opportunity s uceed in retail By rOB s chliss B erg q . a m i missing opportunities to serve my customers? a . Many of our DME provider partners are finding it difficult to survive on reimbursement alone. In response to these challenges, we are finding that—in addition to category expansion—many of our smart DME partners have focused on growing their retail cash sales. However, building a successful retail operation takes more than just opening a retail showroom. We find that those who create a successful retail operation share the following strategic elements: pR oduct p o R tfolio Realize that your retail cash offer- ing might be completely different from your traditional offering. It's important to work closely with your strategic partners to devel- op the right portfolio of products. s to R e d esign Design a showroom layout with lighting that welcomes customers and create displays that provide product details and encourage in- store sales. dR ive tR affic Consider hosting education- al events, training or product maintenance events to drive traf- fic with your existing customers. For instance, if you sell CPAP, consider hosting sleep events where attendees can have their equipment cleaned, checked, and resized. c ustome R e xpe R ience Train your staff to ensure the right customer experience and encour- age customers to place reorders in-store. While there is no one-size-fits- all approach to creating a suc- cessful retail operation, using the best practices highlighted above, combined with finding the right partner, will help put you on the right path. hme Rob Schlissberg is vice president and general manager, Independence Medical & Home Healthcare Solutions at Cardinal Health. Reach him at Rob.

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