Computer Applications Unlimited, Inc.

We’ve discussed retail sales as an additional revenue stream over the last two posts. Now, let’s talk about another potential opportunity for you to increase revenue: commercial sales.

Consider nearby physicians’ offices, skilled facilities such as nursing homes and rehabilitation centers, home health agencies, or even pure retail stores. Many of these businesses don’t have a relationship with the manufacturers or distributors that you may have; therefore, it may be more convenient for them to purchase products like walkers, crutches, and medical supplies from you.

The key to successful commercial orders is to enter them in your HME software just as you would third-party orders or retail sales. That way, you’re working in one inventory, one database of customers, and one reporting system to track your revenue and manage your business.

Commercial orders aren’t nearly as complex as third-party orders, yet aren’t as simple as retail sales. You should be able to add a commercial order using only the criteria you need. Process the order, ship or deliver it, and get the invoice to your commercial customer as quickly as possible!

Distribution software will easily handle commercial orders for you, but good luck trying to manage Medicare capped rentals and CMNs with any distribution software solution. You need your HME software to add a simple order for “Springfield Nursing Home.”

Once you’ve added the order and printed whatever shipping/delivery documents you need, why would you want to print and mail an invoice? You should be able to Email the invoice as an attachment directly from your HME software.

Just as you can in QuickBooks®, add your own memo lines, cc your Email address as proof of receipt, and get paid faster without ever printing an invoice, stuffing an envelope, or paying postage. (Since there’s no patient protected health information or PHI on a commercial order, there’s no HIPAA-based restriction for Emailing the contents of your commercial invoice.)

Again, your goal of increasing revenue shouldn’t be hampered by separate software products. Your HME software reports your total revenue including commercial orders, your salespersons’ performance and commission, and inventory costing. You can manage it all in one system.

Could opportunity be knocking?