Kevin Price, Host of the Price of Business on Business Talk 1110 AM KTEK (on Bloomberg’s home in Houston) recently interviewed Kathy Feldman.
About the interviewee
Kathy Feldman is the President of Medical Discount Scrubs. A graduate of Long Island University, she worked in graphic design at Youthline USA, producing their printed marketing materials. Kathy then founded a web and graphic design company known as DotCom Creatives. She currently serves as president of Medical Discount Scrubs, an online retailer of medical scrubs.
Tell me about your firm (number of employees, location, type of companies you work with, etc.).
Medical Discount Scrubs is located in Howell, NJ, and employs seven. An online retailer of medical uniforms, we focus on discounted pricing on brand name scrubs, with frequent sales and promotions. We cater to all medical professionals, and we offer in-house embroidery that helps cut costs. We also work to accommodate various facilities’ color-coding restrictions.
Tell us about what you see as the challenge in reaching potential clients today.
In an effort to move past our regular e-commerce site, we have been working on reaching out to large heath care facilities and hospitals with low pricing on scrubs.
The difficulty has been getting through to the purchasing managers and obtaining contracts with these large companies, because in sizable health care facilities there is a complicated hierarchy and a lot of red tape before the person of authority is reached.
What mistake do businesses make when it comes to client development?
Tell me how your approach is different.
In the medical industry many retailers cater mainly to nurses because they are a large group. Rather than targeting a specific type of medical professional we work on building customer loyalty within offices, clinics, and healthcare facilities.
We offer group accounts an additional discount, and we will even create subdomains of our site exclusively for these accounts, where members log in and see the adjusted prices and availabilities, based on their company’s requirements.
We are devoting more time to sales than in the past, and we have hired an
outside consultant who has many ties in the medical field, in the hope that
he will assist us in reaching the right parties at large healthcare