Bello builds Web home for HME sales reps

FORT WAYNE, Ind. - When industry consultant Ty Bello recently studied the online resources available to HME providers, he noticed something missing from the landscape--a place that sales reps could call their own.

So in early December, the president of Fort Wayne, Ind.-based Team@Work launched HME Sales Community, a subscription-based Web site designed exclusively for sales reps.

"There are so many different resources out there for providers on accreditation and management, but there wasn't anything out there for the sales rep," Bello said. "I came into this industry as a sales rep and that's where my heartstrings are. I wanted to develop a place where sales reps could go to help them become the sales pros they want to be."

For a $169 annual fee, subscribers get access to information presented by Bello and a panel of HME sales experts covering all markets, including durable medical equipment, respiratory, complex rehab, wound care, infusion, orthopedics and ostomy. Besides posting articles that focus on helping sales reps improve their skills, the site also provides one-on-one coaching, sales advice from vendors and a chat room for sales reps to exchange ideas.

A sample of the site's content is a Bello-penned piece called "HMEs Aren't Caterers," which makes the case against bringing food and other gifts to sales calls."Sales reps need to trade 'content for calories,'" Bello says in the essay.

"Instead, they should focus on services, product information and customer care. Once you break free of the gift-giving mindset, you can engage the referral source on a higher, more professional level. A true business relationship will develop and the referral source will see you and your company as a valuable resource."

Since going live Dec. 1, the site at www.hmesalescommunity.com has attracted more than 40 subscribers, Bello said.