Page 13 - HME Business, December 2017

notes. “There is an opportunity to suggest incremental sales items like power mobility accessories when the equipment is being repaired or serviced. If educated properly, a provider’s staff should suggest accessories and offer to have them installed while the equipment is in for service. This provides a great opportunity to connect with the customer and provide additional service by installing the accessory or other item during the visit.”
Selling Accessories
The accessories that Slavitt said should be top of mind for power mobility accessory sales include rear baskets, ags, cup holders, and cell phone holders. His tips for selling more power mobility accessories include:
• Attach accessories to the power mobility products on display. When
customers or caregivers see a cup holder, cell phone holder, basket, etc., they
view it as a necessary accessory.
• Package a few accessories together at a discount.
• Offer customers a gift certi cate to purchase accessories within 10 days at a
discount.
• Use accessories as a sales incentive. For example, offer a free basket with
every scooter purchase.
Also, working with caregivers can help a provider make even make more accessory sales.
“Caregivers want to make the client more comfortable and their work easier at the same time,” said Turturiello. “They can recommend everything from a walker to an electric patient lifter, from a raised commode to a lift chair. These items are all accessories. You don’t need these items to survive but they make life easier.”
Slavitt said that getting caregivers to support their client’s independence will
help you make more accessory sales.
“We are very big at promoting independence,” he said. “If having a nice
basket helps our customer to be independent at some level, the caregiver should be fully supportive of it. What a nice role reversal for the customer to be able to help out the caregiver by putting groceries, for example, in the scooter basket. All of a sudden, the customer feels valuable.” n
“What a nice role reversal for the customer to be able to help out the caregiver by putting groceries, for example, in the scooter basket. All of a sudden, the customer feels valuable.”
— Wayne Slavitt, Mobül: the mobility store
Management Solutions | Technology | Products
hme-business.com | December 2017 | HMEBusiness 13
Joseph Duffy is a freelance writer and marketing consultant, and a regular contributor to HME Business and its various supplements. Duffy can be reached via e-mail at joe@prooferati.com.