Laura Mitchell, GrandCare\'s VP Marketing, at CEDIA 2011 We all know the statistics and can agree that technology and aging is the future, so now what? This course takes you on a journey from choosing your home health technologies to promoting and educating to sales and support. Prepare to see real-life case studies on how actual home automation installers started their business, promoted, sold and supported this new caregiving network clientele. Discuss why it\'s not your ordinary sale and how you can be prepared for this brand new $20 billion dollar market! If you think home health technology might be your next market, you cannot afford to miss this rare opportunity.

1. Home Health Tech: A How
To Discussion
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2. Home Health
Technology Case
Study: A How-To
Discussion
ESCR047 Home Health Technology Case Study: A
How-To Discussion
Catalog #: ESCR047-7
Thursday: 11:00 a.m. - 12:00 p.m.
{
CEU Value: 0.50
Instructor: Laura Mitchell, GrandCare Systems
We all know the statistics and can agree that technology
and aging is the future, so now what? This course takes
you on a journey from choosing your home health
technologies to promoting and educating to sales and
support. Prepare to see real-life case studies on how actual
home automation installers started their business,
promoted, sold and supported this new caregiving network
clientele. Discuss why it's not your ordinary sale and how
you can be prepared for this brand new $20 billion dollar
market! If you think home health technology might be your
next market, you cannot afford to miss this rare opportunity!

3. Laura Mitchell
VP Marketing
GrandCare Systems
laura@grandcare.com
262-338-6147
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Industry Aging/Tech Webinar:
GrandCare hosts an industry-wide Aging/Technology Webinar (the 1st and 3rd Thursday of each month) at 2pm
Eastern Time (http://grandcaresystems.webex.com) for aging/technology industry participants, GrandCare
Distributors, GC-Partners and other interested individuals. It’s a free webinar and GrandCare staff is always
available to field questions, take suggestions, offer answers, etc. This webinar has been available since 2008 and is
thought of as a key aging/technology resource.

4. Agenda
 Introduction of Scenarios (real life stories of home health technology)
 Identifying the Customer & Customer Needs
 Who?
 Where?
 How to reach potential customer
 Marketing Tips
 Outreach
 Education
 Credibility
 The Sales Process
 Closing the Sale
 How?
 When?
 Overcoming Obstacles
 The Price is Right
 Choosing the Model/Sensor Package
 The Installation
 Assessment
 Pre-installation procedures
 Follow-up
 Customer Feedback
 Checking in
 Support
 Question/Answer Session

5. Scenario One

6. Scenario Two

7. Scenario Three

8. Identifying your customer
Who? Loved One Caregiver
Professional
Caregiver
Medical
Professional
Facility

9. Identifying your customer
Independent/Assisted
At Home
Living
Where?
Hospital/Rehab/Hospice Group Home

10. Marketing Outreach
How to reach potential customer
•Marketing Tips
•Outreach
•Education
•Credibility
•The Sales Process

11. The Sale
Closing the Sale
•How?
•When?
•Overcoming Obstacles
•The Price is Right
•Customizing the Package

12. The Installation: Jim Gleason
The Installation
• Assessment
The • Pre-installation procedures
Installation
• Customer Feedback
• Checking in
Follow-up • Support

13. From Consultation to Installation
Family Discuss Needs
Discuss Potential Solutions
Client Interview (likes,
hobbies, interests – to help
Go through full explanation
– ensure Primary
to Assist Caregiver/Responder &
Consultation with Communications)
communicators
Determine Appt to Survey the Home
• Verify Internet Connection
Have client sign end user • Ensure there will be no signal /sensor
Model & Price & Payment Schedule
(renting/buying?)
licensing agreement/hipaa
agreement
placement troubles
• Verify exact sensors/placement
• Assess if router will be needed
Set Installation Date
Sensors
Prep work Family Orientation
• How to add more caregivers/users
• add communications before
for installation
• initial rules- train family on rules
Preset Sensors/Network (if
possible)
Set up family Online with
user names/passwords
installation
Perform Better to not SECURE
anything to walls until you
Rodeo Clown Theory (hit
the explanation sweet spot –
Set 2 week check-up with
KNOW it’s a good place for Family
Installation the sensor
not over, not under)
2 Week Assess information
Are they getting what they
Set Appropriate Rules Adjust sensors if needed
want?
Check-up

14. Laura Mitchell
Questions??
VP Marketing
GrandCare Systems
dealers@grandcare.com
262-338-6147
Thank You!

15. Home Health Tech: A How
To Discussion
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