Limited by Medicare Laws, AOS Finds Alternative Means for Prospecting

Tight Restrictions
The cataloger only is allowed to send mailings to customers who have been “actively ordering within a 15-month period” from AOS, Juenger says. Medicare restrictions prevent marketers from doing outbound telemarketing to prospects who don’t fall within that ordering cycle.

With its direct marketing abilities limited, AOS has relied on third-party referrals — primarily nurses — to spread the word. Nurses “have been our frontline sales force for many years,” Juenger says. Many of them work in discharge units at hospitals and other medical facilities.