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Wireless Hearing Instruments, Time For A New Commercial Strategy?

Wireless and made for iPhone, time to consider your strategy?

By Geoffrey Cooling

Resound made for iPhoneWith the advent of wireless technology in hearing instruments in recent times a new line of ancillary products have opened up. There are now several connective assistive devices available from each manufacturer. As we all know we are fast heading towards the made for iPhone hearing aids.

The advent of these devices will open up a whole new set of connective devices. These devices may also open up completely new horizons for hearing aid users. When assistive devices were first introduced, I think initially there were seen as a nuisance by most Practices.

Many I have dealt with were relatively negative about some of the devices. “My Patients don’t use mobile phones” being a regular statement. But these devices are here to stay, consumers, your Patients like them. Not only do they like them but they are using them in record numbers.

Many of these devices fit in with a Patients needs and aspirations. Mostly they want to live a full and normal life in every situation. These devices assist them to do that in the situations they are designed for. A common argument I hear against the devices is that most Patients hate change.

They are about to wear an audio prosthesis, how much change is that? In most cases we need to take a deeper and more honest look at who exactly is afraid of change! These devices can and will assist a hearing impaired person to hear better in a multitude of situations.

They are also an ancillary form of revenue for a Practice. The revenue to be made on these devices is usually negligible, but, if you bundle these devices with hearing instruments it opens opportunities. Bundling of the devices aligned with a cheaper bundle price than when sold separately can also negate discount conversations.

The offer of these products also assists you in lifestyle assessments. You should consider how to fit them into your consultation process. Are they in fact something you should use as part of your demonstration process?

These devices are going to become a bigger and bigger part of our Practice. Our Patients are just getting younger and more demanding, they are better educated and better connected than any demographic before. This is just going to become more evident as we meet the baby boomers.

These devices open up new opportunities for our Practices, they will change the thought processes around hearing instruments. they will figure into your commercial strategy, they will figure into your marketing strategy. Isn’t it time you considered your strategy for wireless accessories and made for iPhone hearing aids?

Regards

Geoff

About Geoffrey Cooling

Geoffrey Cooling: I have a great interest in business development strategies as they apply to the Healthcare environment. Particularly the Hearing Healthcare profession. I am fascinated by social media and its impact on society in general. My work background is quite varied but for the last several years I have worked within the hearing profession. Initially I worked as a dispenser but in the last few years I have worked as a sales manager for a leading manufacturer.
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