Page 41 - HME Business, October 2017

INTRODUCING
MIDSHEER
20–30mmHg compression hosiery in calf, thigh-high, and pantyhose.
Strong, semi-transparent hosiery for every woman, every day.
To order, visit us in Booth 1710 or call 800.322.7744
SIGVARIS is a registered trademark of SIGVARIS AG, CH-9014 St.Gallen/Switzerland, in many countries worldwide. © Copyright 2017 SIGVARIS, Inc.
three years of surgery.
• 90 percent of lymphedema is secondary and
acquired from cancer or some type of trauma to the lymphatic system.
Therefore, Musone suggested the following tips for two compression categories that HME providers should have in-store:
• Compression sleeves and gloves — Women with lymphedema in their arm will need these garments to help manage their condition. Providers should display garments in popular colors or prints to promote the fashionable aspect of the medically necessary garment. They should also have swatches to show women available colors and prints that match their taste and lifestyle.
• Compression socks, leggings and stockings — Women with venous disease or poor circulation
will need support for their legs and calves. Carry garments in a range of materials (sheer and opaque), as well as different styles (knee high, thigh high,
full panty hose or leggings) to match the amount of support the women needs, as well as her preferred comfort. As with sleeves, have a variety of color and print options available for her to shop for in store.
Howard recommended that HME providers stock knee high, thigh high, and pantyhose in the most common compression levels of 15-20 mmHg, 20-30 mmHg, and 30-40 mmHg. There are many styles in a variety of material and color options that are usually based on the preferences of the local demographics.
Paula Pederson, Women’s Apparel Consultant and CMF fitter at Bellaforma Boutique, says that they keep several levels of compression on stock, from mild to 40 mmHg. She says the best selling products have a compression level of 15-20 mmHg.
COMPRESSION OUTSIDE OF SPECIFIC HEALTH NEEDS
Women can use compression products as a preven- tative measure, so HME providers should consider all women who enter their store as potential compression consumers.
“Women wear compression for travel; DVT/ edema prevention; evening or occupational edema; tired, achy legs; exercise; and while on-the-go,” says Handschin. “SIGVARIS offers fashionable options to meet every woman’s lifestyle, such as women who sit or stand for long periods of time.”
Musone added that compression can help alle- viate discomfort and add support to daily activities, especially if you suffer from the following:
• Swelling and stiffness
• Poor circulation/restricted blood flow
• Lower limb disorders
• Muscle fatigue
He also says that if you work in any of the
following occupations, you could benefit by combining Juzo compression garments with more varied movement during your days and evenings:
• Teachers
• Healthcare professionals (nurses, physicians, etc.) • Stylists, chefs, waitress
• Manufacturing and construction
HME for Women’s Health
• People who stand on their feet all day
“Low- and high-impact exercise can leave us fatigued,” Musone says. “So it’s important to keep muscles warm after your workout, loosen them
up and increase circulation to help reduce your chances of developing stiff and sore muscles. And traveling long distances
and sitting in cramped spaces for an extended period of time may result in poor circulation, swelling and discomfort. During long flights, try getting up, stretching and walking about the cabin frequently, in addition to wearing a compression garment.”
Questions that Howard recommended asking female customers who are in your store and may not be shopping specifically for compression include:
• Do you experience tired, achy legs?
• Do you sit or stand for long periods of time?
• Do you experience swelling?
• Do you have a family history of varicose veins? • Do you travel often?
“Cross selling is a good technique,” he added.
“When a woman comes in to buy a breast pump, prenatal vitamins, etc., indicating pregnancy, you can educate them on the importance of wearing compression during and after pregnancy.”
Musone also had questions that HME providers should ask female patrons to test their need for compression.
• If they are buying a chair lift, comfortable shoes, or any lower extremity product, ask if they are expe- riencing the following symptoms:
° Tired achy legs ° Swelling
° Varicose veins ° Spider veins
• Do they have a family history of poor circulation or blood clots?
• Have they experienced a recent injury to a lower extremity (wearing a cast or buying crutches)?
• Have they had a recent surgery or radiation
in areas with condensed lymph nodes, i.e., under arms or groin area? Are they buying cancer-related products?
Musone offered these general tips for selling to women:
• When selling to women, you better be knowl- edgeable about their condition and be able to recommend the best product for their symptoms — giving specific reasons why. Women ask more questions than men and want to feel confident in their purchasing decisions.
• Women are also more detail-oriented and will have already identified what is most important
to them, such as comfort, style or ease of use. Dealers should be prepared to speak to the medical benefits and the stylistic attributes, as well.
• Pay attention to women’s body language to help ensure you are providing valuable information and an overall good experience. She is more likely to refer you to a friend if she not only purchases a great product, but also enjoys the experience in the store. Friendly staff, a pleasant environment,
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