MALIBU, Calif. — Veteran HME consultant Jack Evans has launched the Alliance for Retail Homecare. "It's a networking forum for retailers, a stage where they can meet each other," said Evans, who has long advised providers on how to build the HME retail component of their businesses. "People are always dealing with issues that others are dealing with, too."
President of Malibu, Calif.-based Global Media Marketing, Evans said the alliance is the result of his clients' requests. "People have been asking me for years why don't you do it," he said about establishing the group.
It finally seemed the right time. "Everyone is finally talking about retail. I have only been talking about it for 20-some years," Evans said, "but I'm not going to be doing it forever and I wanted to create a platform where people in the retail business can depend on each other and they don't have to depend on a retail consultant like myself.
"Retail is finally becoming credible [in the HME industry]," he continued, "and it is becoming a large component of this business." But HME retailers need resources, Evans said, "and we don't have any resources."
The group's monthly webinars will include a variety of industry experts and issues centered around running retail operations in HME companies, pharmacies, drug chains, health systems, respiratory companies, home health agencies and hospices; the group's 10 charter members represent the range of venues. Alliance members will have the opportunity to ask questions not only of presenters but also their peers on the teleconferences. The initial webinar on Tuesday, Feb. 1, will be an introductory question-and-answer session.
Providers can also take advantage of online forums to ask questions and share information on showrooms, merchandising, product mix, staffing, marketing, advertising and financials, Evans said. As of Friday, members could find posts on new niche markets, ideas for the best automation systems and sales techniques, among other topics.
"Now we have a forum for best business practices where every contribution is equally important and valuable," said Evans.
Throughout the year, informal networking breakfasts will be held at various industry events. "I think it will build a community — and that's what we are trying to do, build a community of HME retailers," Evans said.
Annual cost to belong to the alliance is $299, but "this is not something to make money," Evans said, noting that membership will be limited to one HME retailer per sales territory to ensure the value of the information that is shared. The group's membership will also be capped at 100.
"I believe when I work with somebody I have a personal relationship with them and I work on a strategic level. I don't think it would be fair to turn around and use that same strategy for their competitor," Evans said. By limiting the group's membership, he believes providers will be more comfortable sharing information with others.
"This is education," Evans said. "That is why I am doing this."
For information about the Alliance for Retail Homecare, go to www.retailhomecare.com/networking.asp.
