Whether a niche or primary part of a provider’s business, supplying diabetic products can contribute to the bottom line. Dealer/Provider spoke with Kevin R. Mernone, CEO of Gluco Perfect, Richmond Hill, NY, about how providers can increase their profits and get a larger share of the diabetic market.

Dealer/Provider: Why after 30 years in the health care field did you decide to focus your newest company on diabetes testing products?

Mernone: I believe that diabetes is an impending health care crisis and is reaching near-epidemic proportions; 13 million Americans have been diagnosed with Type 2 diabetes, and another 5.2 million don’t know they have it.

D/P: How can providers best compete with large chain companies that supply diabetic products?

Mernone: Gluco Perfect manufactures and sells direct to home health providers. Since 1971 when the first blood glucose meter was patented, the pharmaceutical companies made the large profits, leaving very little margin left over for the dealers and providers. Gluco Perfect changed this by manufacturing our own diabetic testing products and charging what we call “Direct To You Pricing.” We will not sell to the large drug chains or big box superstores. We are also very careful about how many dealers or distributors we have in a given area. As a result, our customers know that they have a fast, accurate, and easy-to-use product. Our dealers can make larger profits than they ever could before on diabetic testing products and still sell for less than any of their competition when necessary. They finally have a product that they can promote without worrying that the chain store down the street will undersell them. Gluco Perfect has set the bar on pricing during the last 2 years, and other manufacturers have been either unable or unwilling to match us.

D/P: How do you anticipate the diabetes market changing over the next 5 years?

Mernone: Gluco Perfect will continue to be on the cutting edge. Our 2818 Eject Meter automatically discards the strip once it is soiled. The newest addition to our line is our “SPEAKING METER” with Self Coding Chip. This meter was designed for people who are visually impaired or have arthritis. Arthritis is common in diabetic patients. Our “SPEAKING METER” will “talk” the user through every step of the test. There are interesting possibilities like testing glucose through perspiration and inhaling insulin, but I view these as expensive and not within reach of most diabetics. Gluco Perfect specializes in affordable testing products that allow our dealers to focus on the majority of diabetics and the center of the market.