Increasing Your Scooter Sales

You hear about it all the time. Americans are living longer. More Americans want to remain at home as they age. And the demographic of American seniors is growing by leaps and bounds. With the customer base of the senior market on the rise, how can you increase your scooter sales? The following are a compilation of tips from industry experts:

Educate your customers first. Provide information to your customers on the differences between power chairs and scooters or power operated vehicles (POVs).

Do a pre-evaluation with your customer. Ask your customers for information regarding their height, weight, level of ambulation and where the product is more likely to be used: indoors or outside.

Use testimonials from other customers regarding how their scooter usage has helped accomplish their activities of daily living and distribute or display these testimonials in your store.

Connect with scooter manufacturers who provide educational materials to referal sources through shows and on their Web sites. Manufacturers can help educate physicians by attending occupational and physical therapy shows to showcase the features and benefits of their scooters.

Ask manufacturers for a reimbursement guide.

Establish a solid referral program with area physicians and hospitals. Volunteer to do an in-service program for physicians and hospital personnel.

Display various types of scooters so customers can view the differences between scooters and try them out in your store.

Advertise on a regular basis in your community.

Hold a seminar or community event such as a "Mobility Awareness Day."

Develop literature that shows a comparison of features for the scooters you are selling such as miles per hour or the portability of each product.

This article originally appeared in the April 2007 issue of HME Business.


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