Sales Force Marketing Tips

Where can I find my referral sources: Hospitals; Nursing Homes/Long-term care facilities; PC Physician offices; Wound Care Clinics; Rehab Centers; Bariatric Centers

Who should I market my services to: OT/PT departments; Rehab Departments/Sub-Acute; Case Managers/Discharge Planners/Social Workers; Home Health Care Agencies; Primary Care Physicians; CFO; Purchaser; Financial decision makers

What/How Should I approach these facilities:

Before entering into these facilities, answer these key questions:

Do you have a good relationship with the referral source? If so, who makes the financial decisions? Is it the purchaser, CFO, doctor, etc?

First Visit to Referral Source:

Ask the following key questions: Do you rent or buy your support surfaces, NPWT, bariatric products? How much are you spending for these services? How much business did you do last year with these products? This is not the time to discuss your product offerings, but to gather information.

Back at the office between visits:

Develop a cost savings/analysis plan comparing the referral sources current expenditures vs. what you are able to provide. In addition to the cost saving, be sure to outline the advantages of using your company emphasize on the following: education, 24/7 service, expert in the HME field, local, one stop shop for other HME products, and any additional highlights specific to your company.

Second Visit to the Referral Source (Preferably within two weeks of the previous visit):

Present the financial information to the CFO, purchaser, and other healthcare associates prior to discussing the entire program. The finances will get the attention of the referral source and will provide a more active audience for the remainder of your presentation.

Bariatric/Wound Care Statistic Sheet

Wound Care

1. 1.5 million people who suffer from chronic wounds have diabetic ulcers.
2. 2.5 million people have pressure ulcers.
3. 1 million people have venous stasis (circulatory) ulcers.
4. 15% of all diabetics will develop chronic wounds.
5. Patients with diabetes have a 15-fold increase in the risk of amputation and approximately 60,000 diabetics will undergo amputation each year.
6. One-half of all diabetics have or will develop neuropathy, which can lead to injuries, sores, chronic infections, gangrene or amputations.
7. Pressure ulcers occur in 3% to 14% of hospitalized patients and up to 25% of nursing home residents.
8. Approximately 140,000 patients are hospitalized every year with wounds, with an average hospital stay of 20 to 30 days
9. Every 10 health care dollars is spent on patients directly affected by diabetes.

Bariatrics

1. 6 out of every 10 American adults are overweight.
2. 30% American population is obese.
3. Of those who are obese, 11 million are considered “morbidly obese” and 2 million are considered “super morbidly obese’ (over 200 lbs overweight).
4. Obesity links to other diseases such as Alzheimer’s, dementia, diminished ambulation and osteoarthritis.