Item Brochure

QX | Dealer Customer Service Program MODULE 2
9
DidYouKnow?
75 percent of the customers who depend upon you for product information
will also buy related product when the need arises.
2
Adding to the Sale
Take the opportunity to provide better service and generate more revenue by listening to your customer and
thinking about other products you carry. For example, if the customer is interested in peri-wash, you can
recommend gloves and dry wipes as well.
Recommend additional products
This is an art. You don’t want to force products on your customers. When a customer
has placed an order for incontinence products, choose words carefully such as:
• “Are there other items I can offer to make things easier for you?”
Suggest convenience products such as gloves, pre-moistened wipes and skin cream.
• “Are you concerned about your (father/mother) waking up during the night and
possibly falling?”
Medline can help health care facilities improve fall management by providing a
number of useful products to be used in conjunction with a comprehensive fall management program.
We recommend overnight briefs or protective underwear, which offer higher capacity and keep people
dry and comfortable all night long. We also carry slip-resistant slippers and bath aids as well.
If there is nothing more the customer needs, remind them that their products are shipped discreetly to their door.
(Medline incontinence products come in discreet packaging.) Then explain when the customer can expect to
receive their order. (With Medline’s dropship program, customers often receive their delivery in 24 to 48 hours.)
2. Evans J. A Retail Home Health Care Primer. Global Media Marketing website. Available at: http://www.retailhomecare.com/hp_hhcprimer.
asp. Accessed on August 31, 2011.