Here’s another perspective on setting your company above what a competitor can do. What do you offer your DME customers? The same or similar products as your competitor? So, how do you differentiate your company from the competition?
Maybe you’re thinking, “But look at the vast differences between our ‘XL3000′ and their cheap imitation. Potential customers will see right through that ruse.” Maybe so, but probably not.
Remember that you’re much more educated regarding the “XL3000.” Many potential customers may not get excited over those advantages.
Don’t worry. You’re not alone.
We, as an HME software partner, we face the same challenges as you. Some HME providers believe “all the software vendors do the same thing. As long as I can bill and get paid, ….”
And we say, “Wait a minute. The differences among us are like night and day.” So we either need to educate you regarding those differences (until your eyes glaze over) or accept the fact that HME software is now perceived as a commodity, like toothpaste. I know I need toothpaste, but I’ll buy whatever’s on sale when I need it.
The downfall of that analogy is that my tube of toothpaste may last a couple of weeks. If I don’t like what I bought, I’ll grab another brand next time.
HME software, which is critical to the management of your business, isn’t practical to purchase every couple of weeks. One owner once likened switching software to “having a fire.”
Even though we believe we offer the best HME software value, all the other vendors probably believe they do. So, although we’re very different, we face the same challenges as you with your “XL3000.”
We constantly scrutinize how best to “special deliver” our HME software and service to our awesome client base. They all may appreciate different benefits that our HME software provides, but they usually prefer to sing the praises of our people. I can accept that.
