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Winning with Retail Seize The HME Opportunity!  

Presented by: Sue Chen August 9, 2018

Copyright 2018 by NOVA Medical Products and Sue Chen. All Rights Reserved

Copyright 2018 by NOVA Medical Products and Sue Chen. All Rights Reserved

Curated Selection that fits my needs

Community Local person I know, part of neighborhood

Customization Education and Recommendations

Connected We stay in touch

Fastest Growing Retail Concepts

Copyright 2018 by NOVA Medical Products and Sue Chen. All Rights Reserved

1 - Your Website that is WORKING for you

2 - A Showroom STRATEGY that drives Traffic - Everyone Products Education - Big Ticket, $ROC Experience - Loyalty, Marketing, Connection

3 - Staff who are POWERFUL & driving the Retail Culture

1 - 2 - 3

Copyright 2018 by NOVA Medical Products and Sue Chen. All Rights Reserved

Website, ROBO & Digital Marketing

Copyright 2018 by NOVA Medical Products and Sue Chen. All Rights Reserved

SEO: Search Engine Optimization

Your Website Your Google Address

CGC: Consumer Generated Content Facebook, Digital Marketing

How do people feel when they see your website? Does your website accurately express what you have and what you do? How do you LOOK and NAV on a mobile device? How do you rank? What are people saying about you? Are you easy to reach and how quickly do you respond?

ROBO: Research Online - Buy Offline

NEW & not NICHE’ Opportunities &

Revenues

Copyright 2018 by NOVA Medical Products and Sue Chen. All Rights Reserved

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% Margin vs.

$ Dollars

Copyright 2018 by NOVA Medical Products and Sue Chen. All Rights Reserved

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Make MAP work for you

Copyright 2018 by NOVA Medical Products and Sue Chen. All Rights Reserved

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OUR Golden Rules of Retail every customer

deserves …

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Copyright 2018 by NOVA Medical Products and Sue Chen. All Rights Reserved

Creating Your Retail Culture & Mission

Driving People to Purpose, Performance & Sales

Copyright 2018 by NOVA Medical Products and Sue Chen. All Rights Reserved

Culture is the WHAT and the WHY … and everyone is invested in it … individually and collaboratively.

Culture is a shared purpose and passion for the company’s vision and values.

1. Ensure that your mission, vision and values are concrete2. Culture is fluid … what got you here, may not get you there.3. Culture must be brought to life by your team.4. Hire people who embody the things your company stands for.

Patience, joy, compassionate, educator

Copyright 2018 by NOVA Medical Products and Sue Chen. All Rights Reserved

Retail vs.Medicare

& Insurance

Copyright 2018 by NOVA Medical Products and Sue Chen. All Rights Reserved

For an organization to grow and benefit from training, they need to create a culture of CONTINUOUS employee development.

Cultivate a Growth Mindset in the Company Culture

Employee Development

Engagement and Motivation

Sustained “BA” Employment

Copyright 2018 by NOVA Medical Products and Sue Chen. All Rights Reserved

A Culture of Employee Development is CONTINUAL = NOT A ONE TIME THING Combine Traditional and Alternative (coaching, mentoring, group discussions)

Employee Development

•Shift from normal & traditional •Explore novel approaches

Starts from the top Dedicated resources - time and money

Align Employee Development with your Culture

Copyright 2018 by NOVA Medical Products and Sue Chen. All Rights Reserved

The Container Store on Training: first year, full-time employees receive 263 hours of formal training compared to industry average of 8 hours

Fun Fact: The company boasts an annual employee turnover rate of around 10%, compared to an industry average of 100%

1 Great Person = 3 Good PeopleCommunication IS LeadershipIntuition does not come to an unprepared mind. You need to train before it happens.

Kip Tindell

Copyright 2018 by NOVA Medical Products and Sue Chen. All Rights Reserved

1. Hire the right peopleHire for passion and commitment 1, experience 2, and credentials 3. Asking the right questions is key. You want to get a sense of what the potential employee believes.What do you love about your chosen career? What inspires you?

2. CommunicateThe art of communication tends to put the stress on talking, but listening is equally important. Great cultures grow around people who listen, not just to each other or to their clients and stakeholders.

3. Be ambitiousAmbition is sometimes seen as a negative these days, but without it we would stagnate. You need a culture that supports big steps and powerful beliefs.

Hire - Reward - RetainThe Best People for HME Retail

Create a Culture of Recognition Making a difference on the Front Lines of Retail

Regardless of how recognition is given, there are 3 parts to an effective recognition message. 1. Describe the behavior, effort, or result of the individual(s) or team.

2. Align it to a company goal or value and explain how they contributed to it. 3. Express your appreciation and reinforce their value to you, the team, and/or the company.

Employee Recognition Amazing and Memorable Customer Experiences

Feel Connected

& Valued

Reward Recognition

Herb Kelleher,

“We’ll miss you!”

Fun-LUVing Attitude. • Have FUN

• Don’t take yourself too seriously• Maintain perspective• Celebrate successes• Enjoy your work• Be a passionate Teamplayer

3. Culture must be brought to life by your team. Retain

What’s your Culture Attitude?

Loyalty & Rewards Programs

$25/month per

location

Shoppers are not moving online as much as they are gravitating to retailers that provide unique products and exceptional shopping experiences.

Copyright 2018 by NOVA Medical Products and Sue Chen. All Rights Reserved