In this era of healthcare reform and value-based purchasing, selling capital equipment can be challenging. Providers are overwhelmed with incentive and reimbursement programs, while trying to provide quality patient care and operate efficiently. Patient safety, infection prevention and EMR compliance are also major initiatives for healthcare facilities. These challenges present a great opportunity for sales representatives to offer their customers equipment that can help them meet requirements, increase workflow efficiency and improve patient outcomes.
Though thousands of patients worldwide are weighed every day, scales are often overlooked as a vital piece of equipment that contributes to a facility’s daily operations. Health o meter® Professional Scales, the #1 Medical Scale brand in the USA*, designs scales to provide multiple benefits beyond accurate weight measurements. As the only full-line scale company focused 100 percent on the healthcare industry, Health o meter® Professional Scales offers scales that meet the needs of both patients and staff.
Health o meter® Professional Scales’ low-profile platforms and live handrails offer patients a more secure and stable weighing experience. Utilizing equipment that is comfortable and safe for the patients can help improve workflow and yield positive reviews on patient care surveys, which can improve performance scores for providers participating in the Medicare shared savings program. Preventing falls not only protects patients against injury, but also protects the provider’s bottom line. The Centers for Medicare and Medicaid Services identifies falls as a healthcare acquired condition (HCAC) and limits reimbursements for costs associated with those fall injuries.
Health o meter® Professional Scales also helps improve workflow efficiency with timesaving features, such as digital height rods and automatic Body Mass Index (BMI) calculations. As the industry-leading brand, the company offers the market’s largest offering of wireless and EMR-capable scales. Providing multiple ways for a facility to connect their scale to an EMR system can help providers meet the meaningful use criteria of electronic recording of height, weight and BMI.
Working with your customers
When talking to your customers about scales you could ask:
- “How old is your current scale?”
- “Could a scale with better functionality improve your workflow?”
- “What efforts are you taking in your practice to improve patient safety and quality of care?”
Some facilities may be hesitant to introduce new equipment because their staff is comfortable with their current product. To help alleviate their fears, Health o meter® Professional Scales offers a free 14-day trial, permitting customers to try a Health o meter® Professional product at their facility at no charge, including FREE freight to and from the customer. To learn more about Health o meter® Professional Scales, visit www.homscales.com, or to set up a free trial for your customer, call 1-800-815-6615.
*Based on sales data from Global Healthcare Exchange LLC, (GHX).
Editor’s note: Sponsored by Health o meter® Professional Scales.