Question
Topic: Advertising/PR
Help Selling Dme Device To Healthcare Mkt & Drs
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In order to ask my questions I feel a little background information is required
Background: Over the past 3 years we have developed, brought to production and recently began marketing our Somnimax Blanket Lifter™ a very innovative product to lift the blankets and sheets off the feet of people who suffer from a myriad of diseases and discomforts. The market that is served by this device ranges from formation of leg and foot pressure ulcers that can be deadly to providing relief to those who just do not like the pressure of the blankets on their feet. Note: This latter category is not included in the ranks of suffers identified below.
Based on our research there are between 45 and 70 million Americans (depending on data source) who suffer pain and discomfort made worse by blanket pressure as they try to sleep. This pain either directly or indirectly has a deleterious effect on their overall health and quality of life. To drive the point last year 2.5 million Americans developed bed sores or ulcers while under the care of a medical facility. Of those 60,000 died, nearly twice the deaths caused by car crashes. The annual medical cost to treat ulcers was in excess of $10 billion paid mainly by Medicare and Medicaid. In 2012 Medicare and Medicaid no longer reimburse facilities for treatment of ulcers contracted under facility care. The decision not to reimburse medical facilities should be an engine to drive our sales but to date we have not seen that reaction. While our product does not cure the ulcer problem it is a critical piece of the protocol since the bedcovers are one of the most controllable sources of weight and friction to feet and legs a prime cause of ulcers. Removing the blanket weight and friction greatly reduces the probability of ulcer formation.
Our product is unique in that we have invented not only the best device to life bedcovers off the lower legs and feet of users, but also we have made a major breakthrough with the development of our patent pending insulating Bi-material™ cover that fits over the lifting frame. The insulating cover blocks and seals the opening created at the end of the bed when the bedcovers are lifted off the user’s feet. Our insulating cover utilizes the user’s body temperature control dynamics to keep the user’s feet and lower legs warm and comfortable. To see all the features of our product you can visit our site at www.SomniMax.com.
With all this going for our product we are getting nowhere marketing this device to the medical community and care facilities. The medical staff we show our product to raves that it is much needed and why was it not invented years ago. However, when it comes to making the purchase or writing the script for the patient to go purchase it just does not happen. The older bed cradle, blanket lifter or blanket booster products perform so poorly that the medical community has long stopped using them because by not having the insulating cover they create “cold feet” or “short sheet” problems that are nearly as severe to user comfort as the problems caused by the weight of the bedcovers. This older product grouping "taint" is a major deterrent to decision to purchase or recommend.
Finally the questions:
• What suggestions would this community make that could provide us the most likely path to sales. We have tried trade shows; email blasts, local direct sales efforts, and printed media all with disappointing results.
• Can anyone enlighten us as to how the traditional DME OEM market and sell their products?
• How do independent medical representatives market themselves to DME OEM to bring on new product lines?
• How does a company locate those independent medical representatives?
• Are there marketing & sales organizations that resell or represent the OEM?
• Are there small to medium sized firms that have access to the medical markets that are willing to work with a new OEM?
• What is the best way to access the Doctors office?
All answers or suggestions will be truly appreciated.