On your calls, try promoting the environmental impact of your products
It’s true that cost, effectiveness and patient outcomes are top of mind among your customers. But all things being equal, many healthcare professionals are opting for the more ecologically friendly option, according to those with whom Repertoire spoke.
By practicing environmentally friendly habits, including environmentally preferable purchasing, physician practices can save money and build a sense of mission and teamwork among the staff, says gastroenterologist Todd Sack, editor of My Green Doctor, a healthcare practice management service and newsletter with more than 60,000 U.S. physician readers.
Launched in 2008 by the Florida Medical Association, My Green Doctor is used by 550 offices and is adding a few each week, says Sack. Twelve professional societies offer My Green Doctor to their members as a money-saving benefit. The program adds just five minutes to each office management meeting, he says. Gradually, the staff makes ecologically friendly changes and encourages their patients to do the same. “Each staff meeting is scripted, so there is nothing for the office manager to study or prepare,” he adds.
“Environmental health has always been part of the agenda for health professionals. What’s different here is that we have taken the next step, actually helping physician practices implement these practices.”
There are tremendous economic benefits for physician practices and the community, he says.
“Physicians can save a lot of money by adopting environmental sustainability, for example, using energy wisely, choosing efficient equipment or setting thermostats appropriately. And you can calculate further savings in water, telephone and other resources. Plus, there are benefits in terms of decreased air pollution, better water quality, etc.”
Practice perspective
Physician practices are interested in products that can help them reduce their expenses, even if those products come with an upfront cost, says Andrew Hajde, assistant director, association content, Medical Group Management Association (MGMA). That includes replacing light bulbs with LED lighting and choosing energy-efficient equipment.
“Physicians and medical providers in general prefer using sustainable products, just as other folks do,” he says. “If they can choose products that are sustainable – for example, that were created from recycled content or can be recycled – and the cost is comparable, they’ll pick them.” Obviously, that’s not possible with many medical supplies, especially sterile ones, he adds. “Still, practices appreciate knowing that those products were produced in manufacturing facilities that use sustainable practices, and are made from sustainable sources, if possible.”
Cristy Good, MGMA’s senior industry advisor, adds that practices prefer suppliers who economize on packaging materials, as that leads to lower waste disposal costs.
Selling sustainability
Distributor reps would be well-advised to identify the environmentally friendly features of their products and services, and to emphasize them to their physician practice customers, says Sack. “Offices might even be impressed to learn about My Green Doctor from their reps,” he adds.
“Sure, their products are primarily serving another function – patient care. But reps can look for that environmental angle – maybe it’s energy-savings or pounds of carbon dioxide averted – and highlight it as one more reason why the practice should buy their product.”
If the rep can make the case that manufacturers incorporate energy-savings and environmental stewardship into the development, assembly and ultimate disposal of their products, so much the better, he says.
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Ten reasons for physician practices to ‘go green’
- Leads to wiser and more responsible use of resources.
- “Going Green” saves money by lowering office expenses.
- Creates a healthier work environment.
- Green Teams encourage teamwork and finding better ways to do things.
- Green Teams generate ideas from every member of the office or clinic.
- Improves job satisfaction.
- Enhances the office’s public image and the trust of patients.
- Decreases air pollution, water consumption and waste.
- Builds a healthier community.
- Helps to make environmental sustainability part of everyone’s life!
Source: My Green Doctor, www.mygreendoctor.org