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The Daily Grind features blogs that concentrate on issues affecting offices across the country. The goal is to enlighten, amuse, and interact with our followers.
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Thursday, August 28, 2014

How to be the “Zig Ziglar” of Sales

Like other small businesses, Remi relies on the various levels of sales professionals at the company to fill the sales pipeline. Remi is a niche business and as a result, the learning curve when training new sales reps can be longer than usual. On a similar note, the sales process can be just a few short weeks, to months, to even years depending on the client and their particular situation. As a result, it’s important to hire the right sales people to fit our unique working environment. So, I thought I’d share some tips on how to be the “Zig Ziglar” of sales.

Below are the top 10 traits of successful sales reps:

1. Be a good listener!
Being a good listener means you are fully present at that moment and are comfortable with silence. In general, periods of silence makes people uncomfortable so they keep talking to fill the void. As a good listener, you are gathering valuable information about the client’s needs and are then able to ask great follow-up questions.
2. Like the Boy Scouts, always be prepared!
If meeting a client for the first time, do your due diligence on the company and people attending the meeting. Using LinkedIn is a great way to gather the information you need to make a great impression. It’s also wise to practice answering complicated questions so the answers come naturally when in the hot seat, especially working in a niche business like Remi. According to Zig, being prepared also includes showing up on time and being properly dressed.
3. Patience is a virtue!
Don’t rush the sale process; people need to be assured they are making the right decision and/or get through red tape. To save yourself some time, be sure you are meeting with the correct decision makers. Sales experts contend that clients won’t purchase your service/product until they've been engaged 7 times. <Tweet This
4. Create a dynamic routine!
Are you a morning, mid-day, or evening person? Create your routine around when you work best. If you’re a morning person, start the day off with a workout, healthy breakfast, answer some emails and then head to the office. If you’re a mid-day person, switch the workout to your lunch hour or if you’re an evening person, schedule working dinners.
5. Build a thick skin!
No matter how successful you are, rejection, failure and disappointment are a part of life. Your resiliency and ability to learn from them is what determines how successful you will be in sales. It’s important to remember that most of the time IT’S NOT PERSONAL!
6. Shoot for the stars!
Set your own goals, aside from the goals set for you at the office. Work hard to meet or exceed those goals, then repeat, repeat, repeat. Zig encourages all sales people to visualize your success and to never stop learning or training.
7. Exude self-confidence!
Believe in yourself and the service/product you’re selling. Your passion for the company will show clients that you care. Remi sales reps are trained in every department (pricing, account services, service center, and reimbursement dept.) to ensure they have the knowledge and confidence to answer any question during the sales process. Don’t be afraid to talk about money or ask for the sale either.
8. Be persistent, but not annoying!
Merriam-Webster defines persistence as the quality that allows someone to continue doing something or trying to do something even though it is difficult or opposed by other people. Enough said!
9. Master of Communication 101!
Face-to-face conversations are the best so you can read body language and phone calls are a close second. Remember to avoid jargon, be clear and concise, and Zig says it’s essential to be honest and fair. Once the sale is final, communication with the clients doesn't end there. Good customer service includes follow-up and staying in touch
10. Have a genuine personality!
Leave the car salesman act at home. People want to feel like you have their best interest in mind and that they aren't being duped into purchasing a service/product that will waste their time or money.

There are thousands of other qualities that successful sales professionals possess. However, this top 10 list is a great place to start. If you display these qualities, you have a sturdy foundation to be a great sales person. "You don't have to be great to start, but you have to start to be great" Zig Ziglar.

Please share this blog or feel free to leave a comment with some other traits you feel are also important to being successful! You can also check out photos from Remi's Sales Meeting in Myrtle Beach at http://www.theremigroup.com/Events.
  

Wednesday, July 9, 2014

Buying Healthcare Equipment? Read These 5 Tips First

If you are familiar with Remi’s white papers and blogs, you know that choosing the right service vendor to maintain your electronic equipment is just as important as choosing the actual equipment. In a blog from April 2012, I list 7 tips to consider before buying new office equipment. Today, I am going to talk about the top 5 tips you need to know before buying new or used healthcare equipment no matter what sector of the healthcare industry you might work. Whether it is diagnostic imaging equipment in a hospital, an X-ray machine in a dental office, a laser in an eye care practice or virtually everything in between, the premise is the same – do your due diligence up front to avoid expensive and time consuming hassles down the road.

Below are 5 tips for choosing reliable, cost-effective healthcare equipment:

Online Equipment Rating

Today, you can find a rating for just about anything online and there’s no shortage of equipment ratings. One popular site for healthcare/medical equipment is MedWrench, The Medical Product Support Network. On the site’s homepage, you can search for a piece of equipment and in return, you are provided the item’s description, features, photos, available documents, questions and answers, and reviews.

Remember, it’s important to keep product reviews in perspective. One bad review shouldn’t take the piece of equipment out of the running. Any good review will include details, not just general statements like great price or sales rep was rude. It’s also a good idea to consult similar healthcare professionals to see what medical equipment makes and models they are using.

Cost of Maintenance 

Before purchasing new or used healthcare equipment, it’s important to consider the cost of maintenance during the equipment’s lifecycle. An inexpensive purchase price doesn’t always mean little to no maintenance costs and vice versa. If buying new, ask the Original Equipment Manufacturer (OEM) about scheduled maintenance and the availability of new and used parts.

Vendor Options

Just like the online equipment ratings, there are sites to review service providers as well. Start with the Better Business Bureau, then consult your healthcare industry colleagues again. When choosing a particular piece of healthcare equipment, you should have your choice of vendors and not just be limited to the OEM, which can often be a slippery slope. Once you've found some possible vendors,create a checklist and interview them as if they were applying for a job. This last step ensures everyone is on the same page and will help avoid any fall-outs down the road.

Price 

Decide if you want to buy or lease your medical equipment. There are pros and cons to both and each need to be considered for your particular working environment. If you choose to buy, you will be responsible for the repair and maintenance of the equipment but it’s now an asset. If you choose to lease, the equipment maintenance is likely covered in the lease agreement but the equipment will never be yours.

New vs. Used 

Last but not least, you need to decide if you are going to buy new or used. Again, there are pros and cons to each here as well. If you purchase new healthcare equipment, it typically comes with a manufacturer warranty for the first year or two. If you buy used, there’s no warranty, but the purchase price is much lower.

In the words of the famous award-winning NBC public service announcement, The More You Know – the more you know, the better. Do research online, talk to your colleagues, and interview vendors before making any decisions regarding the purchase of healthcare equipment.


Did you recently purchase new or used healthcare/medical equipment? Share you tips with us!

Tuesday, May 20, 2014

Happy National Employee Health & Fitness Day

National Employee Health & Fitness Day falls on the third Wednesday in May every year and is May 21st this year. The holiday was created to promote the benefits of physical activity for employees at work. Everyone knows the physical and mental benefits of staying active and healthy, but how does it affect the workplace? Easy – increased employee engagement and productivity and decreased sick days! It’s also worth mentioning that a healthier workforce can improve healthcare costs. It’s not a black and white issue, but it can certainly help.

There are countless ways to celebrate National Employee Health & Fitness Day that are free or cost very little money. Companies can provide a healthy breakfast, lunch or snack, encourage employees to take a walk after lunch, hand deliver messages to coworkers instead of calling or emailing them, provide some sort of health screening or blood drive, or host a yoga or Pilates class outside. Choose the best option for your employees based on the type of workplace, location, and environment.

The ultimate goal is to turn one health and fitness day into a lifestyle change where health and fitness occur every day, not just at work but at home as well. Using the suggestions above, start bringing a healthy snack to work every day, start a walking group and take a walk after lunch every day, hand deliver messages to coworkers every day, or buy a yoga DVD to do at home…every day! It all starts by taking that first step and who better to help than employers, especially given employees spend over 30% of our lives working.

Eating Healthy at Work

In a previous blog, I mentioned how eating healthier can be a difficult goal to attain when the work-life balance is thrown into disarray. A hectic, unbalanced life often increases stress; and stress is known to affect your mood, energy levels, and eating habits. During the long, busy workday packed with meetings and conference calls, it’s often easier to grab a blueberry muffin from the break room than it is to mix up a cup of yogurt with a handful of fruit and granola. Now is the time to break those bad habits. Click the title above to read the whole blog for more information.

In another blog, I give some great tips on how to beat the “Monday blues” and stay productive at work. For example, create a foolproof routine in the morning, drink lots of water, avoid the office drama, and leave the office for lunch. For more details, check out the entire blog and neat infographic.

So, how will you celebrate National Employee Health & Fitness Day at work? Leave us a comment!


Remi will leave a delicious piece of fruit on employees’ desks and encourage employees to hand deliver messages to coworkers all day in an effort to stay healthy. Get your pedometers on everyone and let’s see how much ground we can cover in one day at the office!

Tuesday, May 13, 2014

What is it? …Ophthalmic Laser

What’s an Ophthalmic Laser? It sounds like something Dr. Evil from the Austin Powers movies would use to take over the world, but it’s not. An Ophthalmic Laser is most commonly used in LASIK, otherwise known as laser eye surgery, by an Ophthalmologist. An Ophthalmologist is a physician who specializes in medical and surgical eye problems versus an Optometrist, a healthcare professional who provides primary vision care.

The word “laser” is an acronym for light amplification by stimulated emission of radiation. It’s used in the laser eye surgeries to correct myopia (nearsightedness, can’t see far), hypermetropia (farsightedness, can’t see near), and astigmatism (cloudy vision) by reshaping the eye’s cornea in an effort to improve the patient’s clearness of vision.  

According to Orbis International’s “Guide to Ophthalmic Equipment,” the main components of a laser system are the laser tube, the pump, the power supply, and the cooling unit. Different types of lasers emit specific wavelengths of light and are used to treat specific eye problems, such as myopia, hypermetropia, astigmatism, and glaucoma. Lasers are usually named after the active material used, e.g. an argon laser uses argon gas as its active material.

Laser technology has progressed to the point where LASIK in particular is done as an outpatient procedure with little to no pain. Patients’ vision is corrected almost immediately with a 96-99% success rate of 20/20 or better vision. The state-of-the-art lasers used today have outstanding precision, speed, and placidity.

If you own an Ophthalmic Laser, give us your thoughts. Did you buy the laser new or refurbished and what manufacturer did you choose? Did you choose the OEM service contract, T&M, an equipment maintenance management program, or something else?

Have you had LASIK? We’d love to hear from you as well! What is a good experience and would you recommend the surgery to others?

If you’d like more information on Remi and their Equipment Maintenance & Asset Management Programs for healthcare equipment, please visit www.theremigroup.com/Healthcare/ProgramDetails.


Wednesday, April 2, 2014

What Does Shredding Have in Common with the House Cat and Easter?

If you haven’t hopped on the environmentally friendly bandwagon yet, now’s the time! Going green is a trend that’s in it for the long haul – from community farming and bike sharing to solar panels and recycling! The goal is to live a healthy lifestyle, personally and professionally, without leaving a large and often unnecessary carbon footprint. The idea is to reduce, recycle, and reuse; each concept can be applied to your personal and professional life in different ways. For the purpose of this blog, we will focus on the professional aspects; more specifically, life in the office.

First, try to reduce your overall consumption of office supplies, especially paper. According to conservatree.org, did you know that one tree makes 16.67 reams of copy paper? Now think about your office and how many reams of paper are consumed in a week, month, and year. Next time you are about to hit the print button, ask yourself if the presentation, email, article, etc. can be saved electronically instead. If yes, save yourself the paper, as well as the printer ink and wear and tear on the printer.

Second, non-sensitive documents that don’t need to be shredded can be recycled. Place a special bin just for paper in the office mail/copy room, then contact a local company to pick the bins up or schedule drop-offs once a month. Recycled paper can then be used to make new products, such as paper, paper towels, coffee filters, hospital gowns, and egg cartons just to name a few.

Lastly, non-sensitive documents that don’t need to be shredded can also be reused as note paper or wrapping paper for valuables being moved or going in storage. For the documents that do need to be shredded, there are some common and not-so-common ways to reuse the shreds.   

Check out these fun and interesting ways to reuse shredded paper, either at the office or take it home.


  • Easter grass – mix food coloring with some water, spray the paper, let it dry and you’ve got some colorful Easter grass
  • Kitty litter – save money and use the shreds as litter or use the paper to line the litter box before using traditional kitty litter
  • Packing material – bag the shredded paper up and use it in place of bubble wrap or Styrofoam popcorn when packing breakables
  • Pet crate liner – use the paper for your own animal crate or donate the shreds to a local animal shelter or vet
  • Potting soil – mix the shreds in with some potting soil to help hold in moisture
  • Compost – add the shredded paper to your garden compost, especially if the heaps contains a disproportionate amount of green material
  • Paper Mache – great for art projects; just make the paste and you’re ready to go
  • Fill a scarecrow – shredded paper works just as well as straw to stuff that scarecrow
  • Garbage bag liner – line the bottom of a garbage bag or recycling bin with shreds to absorb excess liquid

As much fun as shredding can be, always remember to follow the shredder’s directions carefully. It’s also important to perform regular equipment maintenance on the shredder; refer to the owner’s manual for specific instructions.

What does your office do to reduce their carbon footprint and reduce, reuse, and recycle? For example, Remi gives all new employees a ceramic coffee mug and eliminated the use of Styrofoam cups.