Limited by Medicare Laws, AOS Finds Alternative Means for Prospecting

At these conferences, Boc says, “We explain, ‘Here we are; this is what we do. We have a great catalog and great pricing, even for those not on Medicare. Please pass this on to your patients.’”

After meeting nurses at conferences, AOS follows up with direct mailings. The mailings contain product samples, flyers on monthly specials and extra catalogs. The company also has a Web site and advertises in ostomy magazines.
Educate Everyone
To further build up their lists, AOS staff has been training the sales representatives of its parent firm, MMS, to mention the catalog when they call on hospitals, assisted living facilities, nursing homes and doctors.