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Why HME is a Front-End Profit Center/ How to Create a Successful Retail HME Showroom Handouts. by Jack Evans www.RetailHomecare.com www.HMEducation.com. Competitive Bidding: Another Reason for Retail?. The MMA creates a "second class" of Medicare beneficiaries:
(think Rock n Roll, SUV’s, Starbucks, Botox & Viagra!)
HHC products mixed with OTC’s
HHC planogramed sections to sell most OTC-type retail products
HHC department with trained person for specific customer needs plus rentals, insurance billing, delivery, fittings
Home medical equipment (HME) or any other home health care products that are scattered throughout the store as part of other departments.
These products are shelved as OTC’s to sell themselves.
2’ – 4’ Orthopedic Supports:
2’ – 4’ Compression Hosiery
HHC = Specialty/Niche Retailer
More knowledgeable salespeople
Deeper selection, higher margins
Experiential store environment
Sell the Package
Medical grade product = 20%-30% added value
Customer service follow-up
24/7 supportSuccessfully Selling Against the Chains & www
$80,000 - $100,000 w/o distribution
10-12/year for disposables
Core Profit Category
i.e. Scooters, Power Chairs, Lift Chairs, Wheelchairs, Oxygen Delivery Systems
1) Create an aisle or dedicated department.
2) Stock 20% of the products that generate 80% of the HME sales.
3) Sell selected categories that meet the needs of customer demographics.
4) Display basic and upgrade products within each category.
5) Train a salesperson in HME products.
6) Participate in Medicare, Medicaid and other third-party billing.
Event marketing = 25-35%
Pads and Shields
Liners and Pads
Urinals and Bedpans
Powders and Ointments
Gloves and Lubricants
Antibacterial, AntifungalIncontinence Products
Fashion Support Hosiery (8-15 mmHg)
Support Socks for men and women
Knee-hi Hosiery for women
Pantyhose for women
Ready-to-Wear Graduated Compression Hosiery (15+ mmHg)
Custom Hosiery (need certified fitter)
Pumps (both upper-extremity and lower-extremity models are available)Compression
Carpal Tunnel Braces
Neoprene & Elastic Supports (ankle, knee, thigh, back, elbow and wrist)
Rib & Abdominal Belts
Lumbar Sacral & Sacroiliac Supports
Arm Slings & Straps
Cervical Traction Kits
Elastic Bandages, Tapes and Wraps
Athletic Splints, Insoles and Heel Cups
Pain Creams, Rubs and Liniments
Hot/cold gel packs & wraps, instant cold packs and Boo Boo Pacs
Moist/Dry Heating Pads