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Home Health Tech: A How     To Discussion  {
Home Health       Technology Case       Study: A How-To          Discussion    ESCR047 Home Health Technology Case Study: ...
Laura Mitchell                          VP Marketing                          GrandCare Systems                          l...
Agenda   Introduction of Scenarios (real life stories of home health technology)   Identifying the Customer & Customer N...
Scenario One
Scenario Two
Scenario Three
Identifying your customerWho?   Loved One   Caregiver                               Professional                          ...
Identifying your customer                         Independent/Assisted      At Home                                Living ...
Marketing OutreachHow to reach potential customer•Marketing Tips•Outreach•Education•Credibility•The Sales Process
The SaleClosing the Sale•How?•When?•Overcoming Obstacles•The Price is Right•Customizing the Package
The Installation: Jim Gleason                                           The Installation               • Assessment    The...
From Consultation to Installation  Family                 Discuss Needs                                                   ...
Laura Mitchell                        Questions??VP MarketingGrandCare Systemsdealers@grandcare.com262-338-6147           ...
Home Health Tech: A How     To Discussion  {
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Cedia A How To Discussion Scenarios 2011

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Laura Mitchell, GrandCare\'s VP Marketing, at CEDIA 2011
We all know the statistics and can agree that technology and aging is the future, so now what? This course takes you on a journey from choosing your home health technologies to promoting and educating to sales and support. Prepare to see real-life case studies on how actual home automation installers started their business, promoted, sold and supported this new caregiving network clientele. Discuss why it\'s not your ordinary sale and how you can be prepared for this brand new $20 billion dollar market! If you think home health technology might be your next market, you cannot afford to miss this rare opportunity.

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Transcript of "Cedia A How To Discussion Scenarios 2011"

  1. 1. Home Health Tech: A How To Discussion {
  2. 2. Home Health Technology Case Study: A How-To Discussion ESCR047 Home Health Technology Case Study: A How-To Discussion Catalog #: ESCR047-7 Thursday: 11:00 a.m. - 12:00 p.m.{ CEU Value: 0.50 Instructor: Laura Mitchell, GrandCare Systems We all know the statistics and can agree that technology and aging is the future, so now what? This course takes you on a journey from choosing your home health technologies to promoting and educating to sales and support. Prepare to see real-life case studies on how actual home automation installers started their business, promoted, sold and supported this new caregiving network clientele. Discuss why its not your ordinary sale and how you can be prepared for this brand new $20 billion dollar market! If you think home health technology might be your next market, you cannot afford to miss this rare opportunity!
  3. 3. Laura Mitchell VP Marketing GrandCare Systems laura@grandcare.com 262-338-6147 Join our Online Communities! GC Website: www.grandcare.com GC Forums: http://dealerweb.grandcare.com GC Blog: http://grandcare.wordpress.com/ LinkedIn: www.linkedin.com/groups?about=&gid=2043956&trk=anet_ug_grppro Twitter: @grandcare Boomer Authority: GrandCare : Facebook: http://www.facebook.com/pages/GrandCare-Systems-Corporate-HQ/163121913734858 Squidoo: http://www.squidoo.com/grandcare-systems YouTube: http://www.youtube.com/gcsys Blog: http://grandcare.wordpress.com Convore: https://convore.com/grandcare-home-health-tech/ Digg: http://digg.com/grandcareIndustry Aging/Tech Webinar:GrandCare hosts an industry-wide Aging/Technology Webinar (the 1st and 3rd Thursday of each month) at 2pmEastern Time (http://grandcaresystems.webex.com) for aging/technology industry participants, GrandCareDistributors, GC-Partners and other interested individuals. It’s a free webinar and GrandCare staff is alwaysavailable to field questions, take suggestions, offer answers, etc. This webinar has been available since 2008 and isthought of as a key aging/technology resource.
  4. 4. Agenda Introduction of Scenarios (real life stories of home health technology) Identifying the Customer & Customer Needs  Who?  Where? How to reach potential customer  Marketing Tips  Outreach  Education  Credibility  The Sales Process Closing the Sale  How?  When?  Overcoming Obstacles  The Price is Right  Choosing the Model/Sensor Package The Installation  Assessment  Pre-installation procedures Follow-up  Customer Feedback  Checking in  Support Question/Answer Session
  5. 5. Scenario One
  6. 6. Scenario Two
  7. 7. Scenario Three
  8. 8. Identifying your customerWho? Loved One Caregiver Professional Caregiver Medical Professional Facility
  9. 9. Identifying your customer Independent/Assisted At Home Living Where?Hospital/Rehab/Hospice Group Home
  10. 10. Marketing OutreachHow to reach potential customer•Marketing Tips•Outreach•Education•Credibility•The Sales Process
  11. 11. The SaleClosing the Sale•How?•When?•Overcoming Obstacles•The Price is Right•Customizing the Package
  12. 12. The Installation: Jim Gleason The Installation • Assessment The • Pre-installation proceduresInstallation • Customer Feedback • Checking inFollow-up • Support
  13. 13. From Consultation to Installation Family Discuss Needs Discuss Potential Solutions Client Interview (likes, hobbies, interests – to help Go through full explanation – ensure Primary to Assist Caregiver/Responder &Consultation with Communications) communicators Determine Appt to Survey the Home • Verify Internet Connection Have client sign end user • Ensure there will be no signal /sensor Model & Price & Payment Schedule (renting/buying?) licensing agreement/hipaa agreement placement troubles • Verify exact sensors/placement • Assess if router will be needed Set Installation Date Sensors Prep work Family Orientation • How to add more caregivers/users • add communications before for installation • initial rules- train family on rules Preset Sensors/Network (if possible) Set up family Online with user names/passwordsinstallation Perform Better to not SECURE anything to walls until you Rodeo Clown Theory (hit the explanation sweet spot – Set 2 week check-up with KNOW it’s a good place for FamilyInstallation the sensor not over, not under) 2 Week Assess information Are they getting what they Set Appropriate Rules Adjust sensors if needed want? Check-up
  14. 14. Laura Mitchell Questions??VP MarketingGrandCare Systemsdealers@grandcare.com262-338-6147 Thank You!
  15. 15. Home Health Tech: A How To Discussion {
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