Sales & Marketing


New For Medtrade West: Team@Work's Sales BootCamp

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.

Strategy

2021 HME Business Handbook: Strategy

To Chase or Not To Chase: The 'Shiny Object Conundrum'

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?

Team@Work Expands Coaching Staff

Rebecca Small joins coaching and business services organization as its new vice president of DME/HME Business Development.

Podcast

Five Referral Sales Challenges Facing HMEs Right Now

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.

Strategy

2021 HME Business Handbook: Strategy

Harnessing Data to Navigate the Post-PHE and Grow Market Share

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?

Team@Work Sales BootCamp Debuting at Medtrade West

The full-day event will run July 12 at the Phoenix Convention Center and will provide sales insights, tactics, leadership training and more.

QS/1 Integrates with Google’s Pointy

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

The New Normal for HME Sales

Going forward, providers' sales teams must implement a more robust sales process that integrates market data and CRM.

Observation Deck

The Essential Stand-Out Sales Approach for 2021

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

HME Sales Leadership in 2021

As we tally the pandemic lessons learned in 2020, sales coaching expert Ty Bello discusses how sales strategy will change for HME in 2021.



Majority of Nursing Homes Now Operating at a Loss

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.

HME and Consumer Financing Options

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?

Observation Deck

Being Social in the New Normal

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.

The Spiro Merger: The Best of Both Worlds

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.

playmaker health

New PlayMaker Health Report Details Hospice and Home Health Market Trends

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.

using a tablet

Online Presence

Go Google Yourself!

Your pharmacy's marketing success may depend on taking control of your online presence — even if you didn't know you have one.

COVID-19 Protocols, Practices Quickly Emerging in HME Industry

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.

Chiropractors and Pain Management Services

Chiropractors are an important secondary referral source for providers of pain management products. What do you need to know before reaching out to them?

Provider Strategy

The Pace of Your Success

The four elements central in your HME business's performance.

Observation Deck

It's Time to Move on

Providers have known for a long time that competitive bidding would spell the end of big public payer profits. So why keep pining for the past?

Podcast with CHAP