Merits Health turns inward

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Monday, August 3, 2020

FORT MEYERS, Fla. – Merits Health plans to add five inside sales reps in 2020 to increase exposure to its product line, particularly its consumer power wheelchairs.

“That was the plan before the COVID-19 pandemic, and our fingers are crossed that we’ll be able to do that sooner rather than later,” said Dave Jones, executive sales director.

Merits Health currently has 10 inside sales reps in the field, including regional sales managers, to sell across its product lines: Merits Health, Avid Rehab, Precision Comfort and Pilot.

The company has been slowly building its inside sales force for the past few years.

“We’ve been in the U.S. market for close to 30 years, but the focus has always been on OEM and ODM, with a limited focus on our U.S. sales force,” Jones said. “That philosophy has changed over the last three to four years.”

Merits Health still uses independent sales reps—Jones estimates 80% of its initial group of 20 reps are still selling the company’s products.

“But where it makes sense, we’re hiring direct reps,” he said. “It’s exciting to see that talent we’re attracting.”