Opportunity
Selling to the Healthcare market presents the dealer with a variety of opportunities to offer custom or value-added document management solutions.
Who To Call On In Healthcare
- In hospitals - the Health Information Manager, Purchasing Manager and Material Manager.
- In clinics - the Administrator.
- In medical offices - a Doctor or the Office Manager.
- In medical centers with multiple locations and levels of service, make sure you are working with a decision maker.
Departments To Call On
- Outpatient - many filing divisions within the folder
- Surgery - needs to be easily identifiable and different than the main folder
- Medical staff office - pressboard with dividers
- Radiology
- Oncology - durable charts that get continual use with intricate organization on the inside
- Physician offices specializing in allergy, cardiovascular medicine, dermatology, family practice, internal medicine, rehabilitation.
Features That Add Value For Your Customer
Rather that just quoting price based on simple customer request, consider adding quotes for additional features that provide strategic advantages for your customer. Help position your customer away from making decisions based on price to decisions based on product benefits and overall solutions.
Suggested Additional Features
- Heavier materials
- Custom printing
- Colored folders
- More durable spines - mylar or tyvek
- Additional, sturdy folders for volume II charts and remakes
- Computer generated color code label with barcode
- Medi-clip fasteners
- Indexes and/or fileback dividers
- Installed dividers with fasteners and tabs
- Vinyl and/or poly pockets
- Shelf guides or outguides
- Software for computer generated labels, chart tracking, and imaging
- Conversion services
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