A Photo Essay

Now that you have the products to show off, what exactly is the best way to do it? Consultant Jack Evans, president of Global Media Marketing, Malibu, Calif, has been asked that question a lot. Instead of writing a traditional article, this time he sent photos. If a picture is worth a thousand words, this could be our longest article. Peruse these photos and visualize a future where customers can easily see and try out the products you carry.

Windows That Sell Accredited shows off an adjustable electric bed, colorful rollator and lift chair, plus mannequins displaying orthopedic supports and scrubs. Retail windows sell on a daily basis, but only if you change them frequently so passersby will look and see what is new.

Walk This Way Different flooring for aisles invites customers to walk throughout the store. Products are displayed on carpeted areas to help make them more attractive and accessible. Bright red category signs enable customers to easily find products. Rollators are displayed along the aisle for customers to touch, try, and buy.

Sit Right Here Lift chairs are a focal point. Between eight and 12 are used to create an island in the middle of the store. Each has a large red price tag displaying the manufacturers' suggested retail price, as well as the store's discounted pricing. Signs on the lift chairs direct customers to "Sit Here!" And ALL chairs are plugged in for customers to sit down and try. You cannot sell lift chairs if a customer cannot try them out.

No One Needs a Naked Hospital Bed In your patient room display, add on everything someone might need at home; sheets, chucks, memory foam overlay, wedges, cervical pillows, reachers, bedpan, urinal, skin care, bed rails, and bedside commode.

Incontinence = Annuity for Bed and Bath Incontinence customers are the same as your patient room and bath safety customers. Place your incontinence section adjacent to these room displays, and you will see cross-sales back and forth from all three departments. Offer at least two brands—an inexpensive private label and a name-brand quality product—hopefully, both of which are not available at your local chains and mass market outlets. Add a sign on the shelf, "Ask Us About Our FREE Delivery Service," to build up your case-pack incontinence service.

No One Needs Only One Grab Bar By displaying all of the bath safety products on the floor, and both a tub and commode with all of the related bath safety equipment, you can educate customers.

Scrubs and Professional Supplies These have always been a good draw for referral sources. Offer bright, cheery scrubs and diagnostic tools such as sphygmomanometers, blood pressure monitors, stethoscopes, nurse kits, otoscopes, and lab coats.