Over the past 25-plus years, I’ve assisted thousands of individuals and their families with receiving their covered incontinence products through a state Medicaid or Waiver program.
I’ve also helped many of the providers that supply incontinence products – from locally owned “Mom and Pop” DMEs (durable medical equipment suppliers) to larger, regional and national providers who bill state Medicaid programs for a client’s monthly supply.
These providers must navigate unique requirements for each state Medicaid program, such as:
- Confirming age, diagnosis and other eligibility requirements
- Collecting medical documentation
- Learning what the state reimburses the provider per item sold
- … and more
It’s a lot to learn! And it’s why many providers stay out of the Medicaid incontinence supply business.
However, in this article I will share three reasons why selling through Medicaid makes good business sense, plus I’ll share how to learn more about offering premium, high-quality incontinence brands like Tranquility® to make the process easier.
Why sell through Medicaid?
#1: Become a One-Stop-Shop:
I have worked with providers across the country who specialize in power chairs, catheters, glucose meters and a variety of other medical supplies, but do not offer incontinence products. What they might not realize is that many of their clients are already buying incontinence products – from another supplier.
There’s a significant correlation between experiencing incontinence and having a medical condition involving paralysis, urological issues and diabetes. By adding incontinence product options through Medicaid, you can become your client’s convenient, one-stop-shop for all their medical supply needs.
Additionally, with a wide range of distribution partners available, it’s easier than ever to drop-ship incontinence supplies right to your clients’ doorstep – making it a highly convenient option for them, as well.
#2: Soaring Satisfaction:
Offering incontinence care supplies does more than just save time for your Medicaid clients. It also gives you an opportunity to provide a unique solution to their intimate treatment challenges.
When you choose to add premium-performance incontinence brands to your portfolio, you give your customers the tools they need to overcome persistent urine leakage, embarrassing odor and harmful skin issues. They can check these important items off their list and skip ahead to the things that matter most to them – such as spending quality time with their loved ones.
Your clients already trust you. By offering the highest-quality absorbent products, you can raise their customer satisfaction scores to the next level.
#3: They Need a Hero:
Most Medicaid clients – and their caregivers – are managing very complex healthcare issues. Navigating Medicaid paperwork, rules and regulations can add another layer of confusion, and they may not have the resources to figure out what products are covered in their state.
This is where you come in.
You don’t need to become an expert in Medicaid incontinence benefits overnight. Brands like Tranquility are here to help you learn the ropes, so you can better serve your clients.
For details, read my related blog, “How Tranquility Helps Medicaid Dealers Succeed.” You can also check out my article on Youth Incontinence and Medicaid.
Take the Next Step
In addition to our library of online educational content, Tranquility offers free, comprehensive consultation on selling incontinence products through Medicaid.
Contact your Tranquility rep to review your current product offering and receive product recommendations for state Medicaid, Waiver and Managed Care programs.
Don’t have a rep? Feel free to email me at jfirestone@pbenet.com or let’s schedule time to talk. I’m here to help!
Janet Firestone
For over 25 years, Janet has worked with Medicaid recipients and their care coordinators, navigating the Medicaid process to determine their coverage and connecting them with an authorized supplier to help them get the incontinence products they need.
For more information or questions about this article, please call 1-419-352-1551 or email CustomerService@pbenet.com.
