Moving the HME Industry Forward


Medtrade Session Spotlight – Transitioning to Caretail

By Greg Thompson • September 25, 2017

ATLANTA – Medtrade attendees asked for more retail/caretail-themed educational sessions, and organizers responded. One session in particular will address the crucial transition from a reimbursement model to retail and/or partial retail. The first step is often the most difficult, but Medtrade presenters Rob Baumhover and Maria Claire Markusen are experts in helping HME providers to take the leap.

2016 PWP Studio

Whether your best-selling products are CPAP machines, hospital beds, power mobility, or any other reimbursable products, Markusen and Baumhover maintain that additional products can be successfully added to those mainstays. Ultimately, if you’re not selling add-on products for cash, you’re missing out on hundreds of thousands of dollars every year in additional revenue. 

“Product is often the biggest obstacle during the retail transition,” says Maria Claire Markusen, director of Operations & Development, VGM Retail Services. “Finding the right product, adding the exact right amount of product to reach profitably, creating the right product mix to meet customer demand, and keeping abreast of the latest and greatest products to keep customers returning to the store are all crucial.”

And what of start-up costs? Markusen believes they need not be a barrier. “Often the focus is on creating a big new beautiful store with huge capital costs,” she says. “There are ways to transition over time so that capital and space are not a constraint.”

Providers will hear these ways and much more in a 60-minute session on day two of Medtrade.
SESSION: Incremental Product: Transitioning Your Product Assortment to Retail
WHEN: Tuesday, October 24, 2017: 2:45 p.m. – 3:45 p.m. 
WHERE: Medtrade – Room: C212 at the Georgia World Congress Center in Atlanta
SPEAKERS: Rob Baumhover, director of Retail, The VGM Group; Maria Claire Markusen, director of Operations & Development, VGM Retail Services

Medtrade is Oct 23-25, 2017 at the Georgia World Congress Center in Atlanta

Click the link below to register for Medtrade 2017 code=MTMON