Do it now! Part Two

You took a giant step forward when you hired a new salesperson. Now is when you can also make the changes in your operation that you have always thought about. I say: “do it now.”

In many of the conversations I have held with DME/HME providers in the past few months I am told about the changes they contemplate. Obtaining new fixtures, adding additional lighting, building a model bedroom or bathroom, Home Tele-health, and of course, hiring another person. I am hearing a great deal of talk, but need to see more action.

Now, as the economy of the United States is slowly turning positive, you must make every effort to get a bigger piece of the action. All your ideas for expanding, adding additional staff and becoming more aggressive must now become alive. Do It Now!

Look at the advertising the major marketers are currently doing. They are all going after the larger OTC cash sales. The automobile manufacturers are spending more dollars offering their larger vehicles. According to the financial experts, these sales are growing at a much more rapid pace. This is another reflection of how the economy is starting to turn upwards. The challenge is to see how quickly you can bring your company and team into the fray and bring the community back into your showroom.

Plan which new items or programs would be practical in your market. Prepare to develop more “open house” days and to make these successful, do them in cooperation with your vendors. They will be very helpful in making these “open hoses” more attractive.

Bring your “I want” and your “I need” list as well as some key employees with you to Medtrade. It is only a few weeks away in Atlanta.   

I'm not the only one with this "just do it" mentality, check out this inspiring video from Art Williams and his famous Just Do It speech!

On the exhibition floor at Medtrade 2012 this October, you will find many new opportunities and ideas to help you accomplish your goals. Give your staff members a list of seminars to attend. Speakers, leaders and educators are preparing to bring with them a plethora of tools for you! So “do it now.” Register attendance for your staff members to accompany you to Medtrade. 

Get Connected and Unite the Industry:

Register for Medtrade 2012:  www.medtrade.com

Follow Medtrade on Twitter: www.twitter.com/medtradeconnect

"Like" Medtrade on Facebook:  www.facebook.com/medtrade

Connect with us on LinkedIn by joining the HME Network Group: http://www.linkedin.com/groups/HME-Industry-Network-1225227/about

Do It Now! Part One

When we returned from our vacation we found two weeks mail and two weeks newspapers all waiting to be reviewed. For a very pleasant change, rather than the usual “gloom an doom” reports, the mail we received was actually all upbeat. It appears that the recession is starting to melt away. Many new jobs were found, stock values rose and there was a small increase in jobs. Despite the cost of gasoline rising, people have started to shop and go out for dinner and entertainment.

I read through all the financial articles and I have three words to say; “Do It Now.” While the economy is beginning its rebirth, so must you.

Many DME/HME principals have spoken with me about hiring another outside person. Yes, do it now. Stop by your local college and request them to send you a few students to interview. You are offering an entrance level job where they will be learning a new industry and building a career. This is a job with a bright future. As your new employee absorbs knowledge your sales will grow and so will their salary.

I have been preaching this hiring and training program and invariably it been one of the most successful accomplishments of many entrepreneurs.

Since Medtrade is very close get that new hire on board ASAP.  A big part of their education is to make them even more successful. You will assign the seminars they should attend and they will accompany you as you negotiate programs with the exhibitors. This is a fantastic opportunity for your new salesperson.

Now, before costs start rising again, you will be able to increase your business dramatically. As others are waiting for the economy to become “better”, you will actually be making giant steps forward. There will be expanding volume and profit for your company. DO IT NOW! 

Get Connected and Unite the Industry:

Register for Medtrade 2012:  www.medtrade.com

Follow Medtrade on Twitter: www.twitter.com/medtradeconnect

"Like" Medtrade on Facebook:  www.facebook.com/medtrade

Connect with us on LinkedIn by joining the HME Network Group: http://www.linkedin.com/groups/HME-Industry-Network-1225227/about

Attention DME Manufacturers

Attention DME Manufacturers

The interest level for OTC sales is growing daily. New items to show dealers and how to better market existing items by matching what they display more effectively to their clientele is key. You have to lead the way. This blog is being directed to the manufacturers and exhibitors who will be displaying at Medtrade in Atlanta this fall. 

My e-mail and phone calls have been filled with requests to know:

“How many new products are currently available?” 

“Which exhibitors are bringing excellent OTC items?” “Will we find many new opportunities this year at Medtrade?”

“Which vendors will show me how to develop new sales?”

These are the questions that I am constantly hearing today and the volume keeps growing. This is a direct challenge to you, the manufacturer and the exhibitor. When answered, it will open many new doors of opportunity for both your company and the dealer! I have attended every Medtrade since its inception and never have seen this much searching for help and seeking new items to market. This is why the Medtrade Exhibition this year is more important than ever. The attendees are reaching out to you.

The providers and dealers realize they can no longer depend on CMS or Medicare. They want to develop more cash sales! You have the products, so come prepared to attract many new customers. This year the DHME attendees will be in Atlanta trying to identify the many new items which will be introduced.

As a manufacturer, showing your wares at Medtrade, this becomes a golden opportunity. I urge you all to take advantage of it. Every DME/HME provider wants the ability to tap more deeply into OTC cash sales. They all feel they are really more effective than the giant stores. They know their clientele, the patients and the family caregivers and are best positioned to move products.

This Medtrade, bring with you aggressive programs for building sales. Offer the opportunity to have your reps make joint calls with their staff.  Hold “dog and pony” demonstrations for all the providers' employees to introduce and expand your line of products. When this happens, everyone wins! You win, the dealer wins and so does their customers.