Compass Health gets aggressive

MIDDLEBURG HEIGHTS, Ohio - With four acquisitions under its belt, Compass Health Brands is now in full-on sales mode.

The company, a merger of Carex Health Brands and Roscoe Medical, has hired four new people to lead its sales efforts: Greg Zenko as senior vice president of the HME division; Todd Blockinger as vice president of strategic accounts; Michael Scarsella as national sales director; and Peter Kaplan as vice president of product management.

“Compass Health's go-to market strategy has been traditionally executed mainly with our inside sales team,” said Stuart Straus, president and CEO. “Due to our recent acquisitions and aggressive growth, we decided to make a strategic investment in a field sales force.”

In a little more than a year, Compass Health has acquired Meridian Medical, Richmar, ProBasics by PMI, and the Strengthtape brand of kinesiology tape from Endevr.

With Zenko as lead, Compass Health has reorganized the company into four business units: Carex for retail/cash products; Roscoe for respiratory products; Meridian for therapeutic support surfaces; and ProBasics for DME.

“We consider Compass Health to be a house of brands that now offers the marketplace with a one-stop shop for their DME product needs,” Straus said.

The increased sales presence means each of Compass Health's provider customers will have a dedicated sales rep and a customer sales and service rep to provide what it calls “concierge-level” account management.

“We plan to continue our geographic expansion of our field sales team throughout 2018 so that we can reach all of our customers in a more personal fashion to make sure they feel part of the Compass Health family,” Straus said.

Compass Health hasn't ruled out additional acquisitions, either.

“We are always looking for ways to add additional brands, products and services to our offering whether that be through acquisitions or partnerships,” Straus said.