Page 19 - HME Business, November/December 2021

Retail Sales
providers must remember that at the end of the day, patients consider these items are clothing, so fashion plays a role — and in many cases a strong role. Bearing that in mind, who wants a drawer full of just one color hose or stockings? Therapy or not, people want to feel that what they’re wearing makes them look good, not just feel good. Bearing that in mind, provide a wide range of product types, sizes, colors and styles. In fact, color and style are more important than pharmacies might initially realize. Compression garment manufacturers are well aware
of your customers’ desire for a wide range of choices, and are constantly updating their range to address seasonal changes and fashion trends.
Display the products in an attractive and engaging fashion, perhaps showing how your compression garments can pair up with other articles of clothing. Also, change your displays on a regular basis to keep things looking fresh and new. (Consider taking a trip to the local mall or department store to get ideas on how to display your items.) Provide signage and product informa- tion to help the products do the selling if staff are attending
to other customers. Focus on product packaging, which can often be as important as the “look” of the actual compression garments. Seek out products that are packaged like other retail items.
Also, if you are reaching out to diverse groups of compres- sion users, make sure that your merchandising reflects that. For instance, if you are serving athletic users, as well as seniors, you might want to create separate merchandising that appeals to both sets of customers.
PAIN MANAGEMENT
There is a wide variety of pain management patients and clients that suffer a wide variety of conditions that DME pharmacies can help address. Also, no two clients need exactly the same paint management solution. Referral partners and patients will have specific desires when it comes to which solutions will be right.
So, a pharmacy must ensure it offers a decent spectrum of pain management products to help clients discover the solution that best fits their needs. There are some key product catego- ries that a pharmacy specializing in pain management products should offer:
Compression. As mentioned earlier, compression is often used to help treat diabetic patients and elderly patients with venous diseases, as well as wound care lymphedema patients. However, compression, typically using wraps, can also help with pain man- agement by reducing swelling and promoting circulation.
No two clients need exactly the same pain management solution, so a pharmacy must ensure it offers a decent spectrum of products to help clients discover the solution that best fits their needs.
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December 2021 | DME Pharmacy 11 11/12/21 10:07 AM