TURNKEY SALES & MARKETING SOLUTIONS FOR COMPLEX REHAB SUPPLIERS

We want to share with you Review of state of the complex rehab industry

Business challenges of small CRT suppliers

- Time challenges

- Sales and marketing challenges

- Shrinking Margins

medMark Consultant’s solutions to these challenges

Issues for complex rehab suppliers

CRT companies have significant operating costs and minimal profit margins

There are only a limited number of qualified suppliers and professionals that provide these specialized products and services meaning more tasks to complete in the equipment acquisition process

Suppliers are looking at additional programs such as home modifications, overhead lifts installations, retail upsells and other programs to offset changes in funding across the country

Following up on in-services and sales calls has become more difficult because of limited time availability and resources

Industry is going through consolidation seeing smaller companies acquired by national companies with large manufacturer discounts, customer service call centers and larger marketing budgets

It is becoming extremely difficult to bring in new clients and referral sources because of these issues

Where do you spend your time? Ordering equipment

New equipment training

Following up on manufacture question on custom products

Missed accessories on orders

Customer Service

Continuing Education

Staying on top of funding changes

Equipment set up and delivery

Submitting for funding

Waiting for LMNs and follow up

Fighting denials

Billing and collecting

Audits

Unexpected changes in Medicaid funding

Repairs

Covering large geographical areas

Sales and Marketing – What percent of real successful time is really spent here?

Example sales challenge of ATPs and CRT owners faces quite often

Leave several messages for a

sales appointment or

in-service

Set up in-service time

In-service went great. Sales

person didn’t collect contact

information

4 Evals Set up at other locations

afterwards

2 deliveries the next day

Schedule to drop by a week later to follow

up on in-service

Cancel drop by to do a repair

Full schedule of tasks to do for

the next 2 weeks

Call original potential referral to check in 2

months later. Leave message

Finally get a chance to stop by 4 months later. No real

sales or marketing

touch points made over 6

months

6 months

Marketing challenges of complex rehab suppliersMost CRT suppliers are smaller businesses with very limited budget for marketingA marketing employee can cost a supplier as much $65K per year.Technical skills to use social media, email marketing, mobile phone app technology for business is limited or just not enough timeThe skilled workers such as the ATPs and owners are way too busy to promote a solid consistent marketing program on their ownIntention and desire is there (or has even been attempted) but there has been no easy way to implement a marketing programOffice personal lacks the full understanding of the complex rehab industry to manage a marketing program effectivelyMajor change is difficult if it requires too much work or not enough direction

49%

6%

11%

6%

5%

6%

2%

10%

5%

Significant Operational Cost and Minimal Profit Margins for CRT Suppliers

Product Acquisition

intake, qualification, and documentation

evaluation, specification, and fitting

purchasing, receiving, assembly, and delivery

service and repair

Billing and collection

regulatory and compliance

sales, administration, and support

Pre tax profit marginsAnd decrease operating costs?

How do you increase this?

Sales and Marketing Programs Can Do This

Solid sales and marketing programs brings in new referrals, saves significant time and expands supplier reach

Increase in referrals can mean more sales revenue and with the right referral source such as workers comp, vocational rehab, cash sales, etc. can mean higher profit margins

Higher volume allows more opportunity to negotiate with your suppliers for bigger dealer discounts

Follow up sales and marketing programs can lead to more efficiency saving time and missed opportunities to make that extra touch point to consistently reach out to your referrals and clients

Gain more sales, referrals and evaluations by making more contact with your contacts at a more cost effective rate.

Ability to launch and have successful retail based programs that are a big focus in our industry

Allows referrals such as therapists or other clinicians to tap into your resources to share information about your products, services and your company

Your contacts and referrals are your main assets! You have to protect your referrals and grow your assets.

As the Complex Rehab industry has changed significantly in the last 5-10 years…

so has the opportunity to extend your sales and marketing reach by utilizing new and emerging media and technology platforms

Expansion in media platforms in the last 10 years brings opportunitiesSocial media is a powerful tool but difficult to rap your hands around this evolving media

Every person in the sales process from referral to end customer use mobile devices almost every waking hour

Technology has been introduced to reach many more people in each target market at a way less price only if it is done correctly

Technology pipelines can be created now from the manufacturers and distributors of equipment all the way to end consumer allowing you to tap into the big company marketing budgets

Lets face it. Most people don’t visit a supplier’s website. People are connected via direct engagement through mobile phone, email and social media

There is a way to tap into the mediaTake advantage of the social media and technology pipeline that are there but are untapped

Utilize the unique network of individuals in our industry that are already in place to expand marketing programs faster but just need that direction

Work hand in hand with manufacturers and distributors to develop a robust plan that is turnkey

Allow big company marketing programs and very cost effective rates to smaller suppliers

Remind your contacts your are local. This is your strength. Your national competitor can’t do this

Marketing programs and technology can be used by sales to generate marketing, follow up messages, contact collection and a presentable sales tool

We bring these platforms together for CRT suppliers

medMark Consultants Turnkey MarketingWe have created a unique platform that sets up a very inexpensive turnkey marketing and sales programs and tools for suppliers

Developed a consistent relevant social media marketing platform that promotes the complex rehab supplier or ATP and engages their referrals and customers consistently

Email marketing program that allows the supplier to easily log in and establish a solid email marketing program which utilizes pre built templates by us ready to send out right away

Mobile application development program to promote the supplier, their services and specialties and provide tools for ATPs, sales or referrals to use out in the field.

Give ongoing monthly direction to the supplier to help integrate the complete marketing program into their business to help maximize the success of the program

Social Media Management OfferingWe manage Facebook, LinkedIn and Twitter accounts by hosting relevant posts and product updates on your behalf.

We will generate 7-12 post per day on the supplier’s behalf with the messages that we pre-determine for the supplier.

Allows us to promote not only the supplier but your products, services and your social media posts

We work hand in hand with the manufacturers, distributors and other organizations to build relevant marketing materials and social media networking

Engage your referral sources to show support and interaction with their network

Design and implement social media profiles

Social Media Examples

Email Marketing OfferingProvide complex rehab providers or ATPs with a complete turnkey email marketing platform which gives them the ability to quickly access predetermined templates to send out to their referral sources and customers

You can manage the program or can choose to have us manage the program on their behalf

Promote events, send out company newsletters, promote social media sites, customer surveys, and other programs are available via the email marketing platform.

Suppliers can organize contacts and do target marketing aimed at referrals and consumers

Email Marketing Examples

Mobile Phone App DevelopmentCreate and manage mobile apps for suppliers for the iPhone and Android platforms

Branded for the supplier and full of product information such as loaded YouTube videos, links to companies, galleries of custom work, promoting events and just about any other functionality that you choose

Integrates directly with all of their social media sites

Essentially sets up a mobile catalog for the supplier allowing for a very professional sales tool

Push notifications included to send custom messages to the phone that has the app downloaded

Mobile App Examples

Mobile App Examples continued…

Affordable Pricing Programs Choose individual services such as mobile app development, email marketing or social media management

Bundle all services and save significantly

You can choose for us to set up the technology and train you on how to manage your own program or we have the option to manage your entire sales and marketing program for you meaning a consistent and relevant program where we manage content and program

Managed services are the best value programs because in guarantees that your sales and marketing tools will not be neglected or put on the back burner with all of the other issues going on within your business.

Services ranging from only $49 - $450/month

Pricing Mobile Apps - $89 month/$199 set up fee. We manage app for the supplier and update it with relevant information about their company, team, industry news, events and other information to keep your referrals and consumers engaged

Social Media Management• Social Media Managed - $200/month. We manage social media for the supplier!

• 1-3 Facebook Page post per day. Custom Facebook Page design included• 7-12 LinkedIn Company Page and Twitter updates per day on their behalf. Twitter design included.• We update the sites with product information, industry news, content specifically for their company, engage

and show support to their referral base and end customers and interact with other social media avenues to grow the suppliers reach.

• Consulting included to educate suppliers and their employees on how to grow social media following

Pricing - continued Email Marketing Programs

•Email Marketing Plus – $49/month - 500 contacts/5,000 emails per month. Send more emails to more contacts. More business templates loaded such as social media promotion, event promotion, newsletter templates, survey tools, etc.

•Email Marketing Managed - $200/month. We manage the entire email marketing program for the supplier. Custom designed email templates, content creation, event promotion, etc. We work with their team to develop a very robust email marketing program. Monthly consulting with the supplier to come up with relevant email marketing campaigns.

Bundled Package – Best Value! $450/month with all set up fees waived

Mobile App design, implementation, and management

Social Media Management Package

Email Marketing Managed Package

Ties all services together to draw upon one another to grow each marketing channel

Supplier gets a full turnkey marketing program managed by a company that is experienced in the complex rehab industry and works with dozens of complex rehab manufacturers and distributors

ROI = adding at least one complex rehab product sale per month

Managed Services IncludeDirect implementation consulting

Content writing for your particular business on a monthly basis

Monthly consulting which includes employee education, implementation, checklist of objectives for the supplier and developing strategies to grow their business from the marketing standpoint

Direct engagement of contacts via social media that is interactive with manufacturers, distributors, referrals and consumers.

Complete analytics reporting every month

Get started today and bring in more sales!

Quick turn around for set up, integration and implementation within your business

We become your sales and marketing partner Return on investment is easily realized for the sales and marketing programs. Bring in 1 extra manual chair, power chair or other complex rehab product a month due to this sales and marketing expansion and this investment will more than pays for itself!

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