For Retailers Only: Alliance for Retail Homecare

MALIBU, Calif. — Veteran HME consultant Jack Evans has
launched the Alliance for Retail Homecare. “It’s a networking forum
for retailers, a stage where they can meet each other,” said Evans,
who has long advised providers on how to build the HME retail
component of their businesses. “People are always dealing with
issues that others are dealing with, too.”

President of Malibu, Calif.-based Global Media Marketing, Evans
said the alliance is the result of his clients’ requests. “People
have been asking me for years why don’t you do it,” he said about
establishing the group.

It finally seemed the right time. “Everyone is finally talking
about retail. I have only been talking about it for 20-some years,”
Evans said, “but I’m not going to be doing it forever and I wanted
to create a platform where people in the retail business can depend
on each other and they don’t have to depend on a retail consultant
like myself.

“Retail is finally becoming credible [in the HME industry],” he
continued, “and it is becoming a large component of this business.”
But HME retailers need resources, Evans said, “and we don’t have
any resources.”

The group’s monthly webinars will include a variety of industry
experts and issues centered around running retail operations in HME
companies, pharmacies, drug chains, health systems, respiratory
companies, home health agencies and hospices; the group’s 10
charter members represent the range of venues. Alliance members
will have the opportunity to ask questions not only of presenters
but also their peers on the teleconferences. The initial webinar on
Tuesday, Feb. 1, will be an introductory question-and-answer
session.

Providers can also take advantage of online forums to ask
questions and share information on showrooms, merchandising,
product mix, staffing, marketing, advertising and financials, Evans
said. As of Friday, members could find posts on new niche markets,
ideas for the best automation systems and sales techniques, among
other topics.

“Now we have a forum for best business practices where every
contribution is equally important and valuable,” said Evans.

Throughout the year, informal networking breakfasts will be held
at various industry events. “I think it will build a community
— and that’s what we are trying to do, build a community of
HME retailers,” Evans said.

Annual cost to belong to the alliance is $299, but “this is not
something to make money,” Evans said, noting that membership will
be limited to one HME retailer per sales territory to ensure the
value of the information that is shared. The group’s membership
will also be capped at 100.

“I believe when I work with somebody I have a personal
relationship with them and I work on a strategic level. I don’t
think it would be fair to turn around and use that same strategy
for their competitor,” Evans said. By limiting the group’s
membership, he believes providers will be more comfortable sharing
information with others.

“This is education,” Evans said. “That is why I am doing
this.”

For information about the Alliance for Retail Homecare, go to
www.retailhomecare.com/networking.asp.