Sales & Marketing


Editor's Note

Providing Your Value

Social media offers a powerful way to bond with clients. Has the Facebook scandal changed that?

The Legal Aspects of Using Data for Marketing

Industry legal expert Jeffery S. Baird, Esq. examines the key legal considerations when using you patient and collections data to drive marketing efforts.

Observation Deck

Coaching vs. Managing

The entire approach toward sales team development needs to evolve toward coaching. Here's how to implement a sales coaching approach.

plant growing

Products & Technology

Harvesting HME Claims and Patient Data

Providers are increasingly reaching out to new markets as they hunt for new revenue opportunities, such as in-store retail, e-commerce, facilities-based care, and private payer. We examine how providers can use the data they collect to construct and disseminate effective marketing messages that will win those new customers.

Urology Sales Pro-Tips

Accelerate your urological business with these four sales strategies.

baby boomers

Business Solutions

Reaching Baby Boomers

The Baby Boom is not like previous generations of HME customers. How can providers ensure their products, marketing and sales efforts are connecting in the way that they should with this key market?

Problem Solvers

Mobility: Building on the Initial Sale

How can providers better understand retail power mobility accessory opportunities, and how can they expand their sales volume?

'Caretailing' Your Way into the Baby Boomer Marketing

Retail expert Rob Baumhover shares some insights into retail strategies for Boomers.

Observation Deck

Living in the Micro-Moment

In an age all the answers at clients' fingertips, how do you ensure your HME business is 'in the moment' with today's consumer?

Provider Strategy

Time for Boot Camp

Providers must shape their staff into Customer Engagement Officers.



Marketing Orthopedics

Business Solutions

The Art of Marketing Orthopedics

The number of ailments and susceptible population segments aided by orthopedic soft goods has created ample marketing opportunities for HME providers.

Observation Deck

Creating a Retail State of Mind

A dedicated retail provider explains why and how HMEs need to rethink their cash businesses.

Editor's Note

Driving Sales, Relationships Through Education, Service

Pharmacies can set themselves apart by becoming a resource to their customers.

growing retail sales

HME Retail Solutions

Marketing: The Secret to Retail Sales Growth

Retail sales success hinges on HME providers coming up with the right blend of traditional and online marketing strategies.

Observation Deck

An HME Client Journey

A family emergency demonstrates how HME provider businesses can play a vital and ongoing role in patients' lives, if they treat the relationship right.

home medical equipment merchandising in a pharmacy setting

DME Pharmacy

Getting the Right Product Mix

Like an experienced chef testing a new recipe, pharmacies adding DME products to their retail mix might not have the same degree of familiarity with DME items as they do with typical pharmacy products. We talk to some experts to get their insights.

Observation Deck

Online, You Get What You Give

Many providers might have their online marketing and social media strategies backwards. What's the right approach to effective online branding?

Observation Deck

Lead Management Reimagined

Is it time for your business to step up and implement a lead management automation and analytics system?

Ramping up Retail Marketing

In the same way that providers must get clever in terms of targeting new retail sales niches, such as orthopedic products, they must also get clever about how they market their retail business.

Editor's Note

HME's New Trailblazers

Pursuing retail sales has helped providers to think creatively and be open minded. And when it comes down to thinking creatively, that mean providers must explore new market opportunities.

HME Business Podcast