Page 21 - HME Business, November/December 2021

Retail Sales
size helps customers find the size they need more easily. Having staff on hand to guide customers through their purchases will ensure that they are fitted properly.
Video is also a good selling and educational tool. Pharma- cies that sell orthotics should ask their suppliers if they provide any sort of video to accompany their products.
But all that must supplement knowledgeable staff. Whether pharmacies sell braces, supports or footwear, having staff that is knowledgeable in the products and in sizing is key. Fitting customers with the product the product that suits them not only cuts down on returns but also creates loyal customers who will see the benefit of coming into the store for their products rather than purchasing online.
WALKING AIDS
For many seniors and people with limited mobility, walking aids are a daily need that DME pharmacies are well-positioned to meet. People who require walking aids use different kinds of devices depending on their needs, typically ranging from canes to walkers to rollators. Also, a customer might not want to wait or can’t wait to have their product ordered, delivered and some- times assembled; providing these products in-store opens a range of options for customers.
Ideally, a DME pharmacy should stock its walking aids in a way that clients can view and try them out all the options. Being able to see how one rollator or another works, for example, helps the customer make an informed decision. That kind
of display helps demonstrate how the items work, and the
customer can really get a sense overview of the options and be able to make an informed purchase. Basically, if a DME phar- macy stocks a product, at least one should be on the floor for customers to see and try.
That said, large and extensive product displays might not be not possible in smaller pharmacies. But those pharma- cies can find ways to work with the space that they do have. If display space is limited, be sure that walkers and rollators are not strapped down or elevated on a shelf. Even with smaller display space, a customer should still be able to touch and try the product.
Smaller pharmacies could also consider a video supplement when having the product open and available is not an option. That way if customers do miss seeing the product, they can least see it in use on the video monitor. n
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Display walking aids in a way that clients can view and try them out all the options. Being able to see how one rollator or another works, for example, helps the customer make an informed decision.
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