Page 17 - HME Business, November/December 2021

Retail Sales
Photo © pressmaster/depositphotos.com
Must-Stock Retail DME Categories
What DME items should be sitting on your retail shelves? We take a look at some key product categories that any pharmacy specializing in DME products should offer.
While funded DME and retail items might have lived in two different worlds before, these days, providing both DME and retail products go hand-in-hand. While a lot of DME is reimburs- able, nearly all of it is being sold on a retail basis, as well. More- over, there are long lists of retail-only products that have been developed as items that complement existing DME categories.
And most importantly, customers want these items and are willing to pay cash for them. That means DME pharmacies must stock product offerings that attract clients with clear and obvi- ous benefits. Ultimately, patients should take one look at these sorts of products and think, “this solves my problem.”
Bearing that in mind, we’ve explored some retail-ready DME categories that are sure to make a difference with your custom-
ers. They include home access for seniors, bath safety offerings, incontinence products, pain management solutions, walking aids, compression items, orthotics and orthopedic items. Take a look at how you might be able to fit them into your retail lineup.
BATH SAFETY
More than 80 percent of home accidents occur in the bathroom, according to the National Safety Council. Fortunately, bath safety products don’t have to cost a lot to make big differences for aging-in-place seniors.
For starters, grab bars are critical. They should be strategi- cally located in and around the bathing area, as well as around the toilet. This has two benefits: it ensures that the patient is supported and kept safe from a fall, but it also helps the patient
hme-business.com
December 2021 | DME Pharmacy 9