Page 20 - HME Business, November/December 2021

Customers who prefer discretion when shopping for incontinence products appreciate a clearly marked store that helps them find products without asking a lot of questions.
Orthopedic Braces. Another bed- rock DME category, orthopedic braces provide the kind of support that many injuries need to recover. Moreover, that support helps diminish pain through sta- bilizing a part of the body that has been injured and limiting motion, which in turn limits inflammation.
TENS Units. Standing for transcutane- ous electrical nerve stimulation, TENS devices use electrodes attached to the user’s skin via adhesive pads. The elec- trodes send electrical impulses that flood the user’s nerves and make it hard for the nervous system to transmit pain signals.
Because they are so small in size, TENS units can be worn discreetly and used by patients throughout the day. These units have controls that let the user control the intensity of the stimula- tion, the frequency of the stimulation (impulses per second), and duration (in milliseconds) of each pulse.
EMS Devices. Standing for electrical muscle stimulation, EMS devices might seem similar to TENS units in terms of their format — a small device with elec- trodes connected to adhesive pads that users attach to their skin — but that’s where the similarity ends. EMS devices are designed to stimulate muscles so that they contract. The result is that blood flow is increased to the area, which re- duces inflammation. The devices can also be used to reduce muscle spasms.
Hot and Cold Therapy. There are various products that use ether heat or cold to reduce pain. Heat tends to relax sore muscles and joints, while cold helps numb pain and reduce inflammation. The available products range from simple heat packs and cold packs, to specialized devices that pump hot or cold water to special wraps or sleeves that are placed around the part of the body feeling pain. Furthermore, there are hot and cold therapy products that also integrate compression so that they provide mul- tiple pain management benefits.
Over-the-counter medications. 12 DME Pharmacy | December 2021
Obviously, we’re all very familiar with over-the-counter pain killers and anti- inflammatory products. This includes topical products, such as creams and lo- tions, as well as pills ranging from aspirin to Ibuprofen.
CBD Products. CBD is one of
the compounds called cannabinoids produced by the cannabis plant. The cannabinoid most everyone has heard of is THC, the psychoactive component in recreational marijuana. CBD, also known as cannabidiol, is the cannabinoid often used in managing chronic pain, insomnia and anxiety. Using CBD to manage pain is analogous to using an over-the-counter pain killer; the pain is simply diminished and there is no “high.”
CBD products are sold in varying dosages that might or might not contain very small percentages of THC, as well. The products range from tinctures taken under the tongue, capsules, gummies and lotions. Depending on what state a phar- macy is in, it can sell it on a retail basis.
INCONTINENCE
DME pharmacies understand that incon- tinence is a common issue. In fact, the National Association for Incontinence estimates that 25 million adults experience some form of urinary incontinence. De- spite the large number of people that deal with incontinence, the stigma surrounding the issue remains, leaving consumers of in- continence products feeling embarrassed when looking for a product that best suits them. The way that HME pharmacies showcase their incontinence products can go a long way in helping these consumers find what they need.
That said, no two incontinence pa- tients are alike. Often have specific needs that can be solved by specific product solutions. In a survey conducted by ParentGiving.com, an online organization and resource dedicated to caregiver sup- port, incontinence consumers noted lack of products as being a top concern when attempting to manage incontinence.
When customers can find the right prod- ucts for them, they feel more confident they can avoid accidents and will lead their lives more fully and independently.
So it’s key for DME pharmacies to stock a well-rounded range of inconti- nence products. Look beyond the na- tional name brands and ensure you know all the offerings on the market.
In stocking incontinence offerings, pharmacies can use signage to make it easier for customers to know that incon- tinence solutions are available and where they are located in the store. Customers who prefer discretion when shopping for incontinence products will appreciate
a clearly marked store where they can navigate to the products without having to ask a lot of questions.
Also, consider offering a private place where staff can discuss incontinence offerings with clients in a way that makes them feel less self-conscious about discussing their issues, needs and prefer- ences.
ORTHOTICS AND ORTHOPEDICS
Orthotics and orthopedic devices
cover a wide range of products, including footwear, splints and braces, and pos-
ture support. Though some orthopedic and orthotic products are reimbursable through Medicare or private pay insur- ance, customers aren’t always able to get the items they want or the items that best individually suit them. Customers also don’t want to wait for reimbursement be- fore they can have access to the products that they need. This means pharmacies are in an ideal position to fill a customer need while increasing cash sales.
Moreover, there are more customers for these goods than might you might initially think. For instance, athletes
are a large consumer base for orthotic products, such as knee braces and wrist splints. Stoking products strategically around those needs can be very ef- fective for the DME pharmacy stoking those items. For instance, it could rotate orthotic displays by the injuries and aches related to specific sports seasons. The pharmacy could, for example, stock braces for treating shin splints for runners and soccer players during peak times of the year when those sports are in season.
These types of products come in dif- ferent sizes, and arranging the display by
hme-business.com