About 5 years ago, Electric Mobility, Sewell, NJ, began a dealer support program for its Rascal Scooter line. Dealer/Provider spoke with Bill Kempf, dealer division sales manager for Electric Mobility, about the program.

Q What motivated you to start the dealer support program?
A There were two compelling reasons. The first was that HME dealers had long wanted access to our products. They saw this as an opportunity to provide a product requested by first-time consumers and to position themselves for the second and third sales. The second reason was a result of what was driving the scooter market at the time. Medicare changes over the years made selling scooters mainly a retail business for most dealers.

Q How do you measure the success of the dealer support program?
A Sales numbers. The goal is to stimulate more business for the dealer with our product line. If we are able to do that, the results will show up in increased purchases with our product line with that particular dealer. Another way is measuring the number of dealers in the program. We want to be smart about what we are doing here. We do not want to dilute the effectiveness of the program by having too many dealers in one marketplace. We do not have a dealer base that is as big as our competition, but that is by design, so we can have more effect within our marketing effort in a localized area.

Q How can HME providers take advantage of the dealer support program?
A You have to qualify as a dealer by committing and placing an opening order, and at that point you are entitled to our marketing services.

Q What sort of future goals do you have for the program?
A Our ultimate goal is to sell more scooters through our dealer division, and to create a program that helps our dealers grow with the strength that we have through our advertising and marketing programs, and through brand awareness. We think we can capture a greater market share through our dealers. We believe that we must go beyond what most manufacturers will offer to make a difference in where and with whom the customer decides to make his or her investment. Instead of the old approach of buy my product, and once you do, it is your problem, we believe the new approach should be: “Invest in my product, Mr Dealer, and I’ll invest in you by helping you find more customers.” This seems to be the partnership attitude that our customers what us to have, and we want to have with them. www.electricmobility.com; (856) 468-1000.

Marty McClantoc, who joined Respiratory Distributors Inc (RDI), Foley, Ala, in 1998, replaced Richard Powell as president and CEO. Kevin J. Leeser, the company’s accountant since 1994, was appointed CFO. (800) 872-8672; www.rdiworld.com.