Moving the HME Industry Forward

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Medtrade Show Edition of HME Voice Features Practical Advice

November 4, 2013

ORLANDO, FL – Powered by Medtrade Radio and sponsored by Emerge Sales, the latest episode of HME Voice (Season 2, Episode 6) aired shortly after Medtrade and is currently available for replay by clicking here.  

Taped during the recent Medtrade show in the Sunshine state, the newest episode crackles with the immediacy of the nation’s premier HME trade show.

Hosted by Mike Sperduti, founder of Emerge Sales and president of Renewal Technologies, and Kevin Gaffney, group show director, Medtrade, the latest show features:
Brad Hunter, director of Business Development for iWALK-FREE, makers of the iWalk2.0 Hands Free Crutch.

“This is a revolutionary product,” said Sperduti of the iWalk 2.0 hands-free crutch, which won an inaugural Innovative HME Retail Product Award and an Innovation Award. “And it is so simple.”

“It’s basically a 21st century pirate leg,” said Hunter during the broadcast. “It works on the same concept as a knee scooter, except instead of having wheels and a handlebar, you just recruit your leg. There is a strut that goes down from your shin to the ground, and you walk on it…Why would you use an arm crutch when a leg crutch could work much better?”

The next guest, master retailer Jim Greatorex, owner of Black Bear Medical, offers his considerable optimism for DME providers who are willing to change.

“The model has to change dramatically,” said Greatorex. “And the payor source must change dramatically. We certainly don’t have a good partner with the federal government. People will pay for products that will make their lives more functional…and we see it every day in our business.”

Greatorex reveals the new products that he will be marketing in his own store for 2013 and beyond. Click here for more of Greatorex’s invaluable advice, including his four keys for succeeding in retail.

Additional smart take-aways can be found in an illuminating interview with Doug Francis, co-founder and executive vice president of Drive Medical. “People are looking to us for solutions,” says Francis. “We are involved in deeper conversations about how we can work together, rather than just what is your price on that walker.”

CLICK HERE to listen to all three interviews.