The fourth quarterly edition of VGM’s playbook series for 2021 gives members of the HME organization a collection of best practices, guidance and insights into sales and marketing.
The sales and leadership coaching firm brings its longtime in-depth sales training workshop to Medtrade for the first time, but the value of the program continues well beyond the event.
- By David Kopf
- Jul 07, 2021
2021 HME Business Handbook: Strategy
New opportunities can be exciting and seem almost irresistible. How does a savvy HME owner and operator distinguish between the 'latest thing' and a legitimate chance to increase revenue?
- By Mike Isaacson
- Jun 21, 2021
Rebecca Small joins coaching and business services organization as its new vice president of DME/HME Business Development.
- By David Kopf
- Jun 17, 2021
Podcast
HME sales expert Ty Bello joins the HMEB podcast to discuss how providers can overcome the five toughest sales challenges in the post-COVID healthcare environment.
- By David Kopf
- Jun 10, 2021
2021 HME Business Handbook: Strategy
The market data solutions now available are light years beyond what we once had. How so, and how does an HME sales organization maximize its effectiveness with them?
The full-day event will run July 12 at the Phoenix Convention Center and will provide sales insights, tactics, leadership training and more.
- By David Kopf
- May 27, 2021
DME pharmacies and community pharmacies using QS/1 Pharmacy Management can now reach more local shoppers by showing them their inventory online thanks to the integration.
Podcast
Going forward, providers' sales teams must implement a more robust sales process that integrates market data and CRM.
- By David Kopf
- Mar 16, 2021
Observation Deck
Providers of all sizes either survived or thrived in 2020. Regardless of how our businesses fared in 2020, we must approach sales planning in 2021 differently.
Podcast
As we tally the pandemic lessons learned in 2020, sales coaching expert Ty Bello discusses how sales strategy will change for HME in 2021.
- By David Kopf
- Jan 28, 2021
New survey from AHCA and NCAL shows nursing homes might be getting aid but are directing their spending to PPE and staff due to COVID-19.
- By David Kopf
- Aug 20, 2020
Supporting consumer credit plays a key role in retail sales. What do providers need to know to support healthcare-specific credit cards — and reap the benefits?
- By David Kopf
- Jul 07, 2020
Observation Deck
The COVID-19 crisis has forced us to adopt a set of new phrases and behaviors into our daily lives, but we can still do things to strengthen our lasting relationships with patients, caregivers, referrals, coworkers and all the people in our lives.
A Q&A with the three HME business leaders that formed the recently announced Spiro brand to get a deeper look at what motivated the merger, their branding, technology approach and strategy for serving their New England markets.
- By David Kopf
- Apr 23, 2020
The Q3 2019 report finds that the median length of stay for hospice patients is 16 days, while 60 percent of home health referrals come from community sources.
- By Haley Samsel
- Apr 01, 2020
Online Presence
Your pharmacy's marketing success may depend on taking control of your online presence — even if you didn't know you have one.
- By Holly J. Wagner
- Apr 01, 2020
Across the country, providers of varying care categories and business models are developing best practices and common protocols for sales, patient visits, deliveries, telehealth, referrals relations and operations, according to survey interviews.
- By David Kopf
- Mar 31, 2020
Chiropractors are an important secondary referral source for providers of pain management products. What do you need to know before reaching out to them?
- By David Kopf
- Nov 19, 2019
Provider Strategy
The four elements central in your HME business's performance.
- By Jonathan Walters
- Sep 01, 2019