GOOSE CREEK, SC – Hospitals present several interesting niche market opportunities for a specialty distribution. When you call on a hospital discharge planner for referrals, add a stop or two to the itinerary. You may not have considered soliciting

ATLANTA – Home modification is indeed heating up with providers and manufacturers such as Medtrade exhibitor Merits Health Products launching a new home access division called Pilot. The division currently offers an economical straight stair lift t

GOOSE CREEK, SC – When I worked as a branch manager for a large medical/surgical supplier, I often rode along with our salespeople. These calls were made to the same basic clients that you must solicit—physicians, long-term care facilities, and o

GOOSE CREEK, SC – To maximize your caretailing business, you need to look outside your showroom and scout for referral sources and specialty distribution customers. There are opportunities everywhere if you know where to look. That is why you shoul

GOOSE CREEK, SC – One of my pet peeves is when an HME company displays “naked” products. That is to say, showing only the product and not all the extras that go with it. If you display a variety of wheelchairs, be sure to show each model with a

WICHITA FALLS, TX – Only 100 days (or so) until Medtrade. The show is scheduled for Oct 23-25, 2017, at the Georgia World Congress Center in Atlanta, and if you have not committed yourself to going you may be making a huge mistake. After going to M