The holidays often bring an influx of visitors to nursing homes, which is good news for the residents. At the same time, however, it puts them at greater risk of exposure for influenza. Sales reps can provide a value-added service by reminding their customers that severe cases of flu can kill patients. As such, it’s essential for administrators and their staff to take necessary precautions.

 

Sense of urgency

The time to address influenza is before an outbreak occurs, advises the CDC. That means all residents and healthcare workers at nursing homes and long-term care facilities should receive routine vaccinations.

 

Products

Distributor sales reps should approach their long-term-care customers with a flu plan in hand, including a range of staples, such as:

  • Rapid flu tests.
  • Needles and syringes.
  • Gloves.
  • Gowns, face masks and paper.
  • Hand sanitizers.
  • Surface disinfectants.

Probing questions

Some probing questions designed to start a discussion with customers around flu include:

  • “What are you doing in the way of starting a preventive program?” (This can lead to an opportunity to ensure customers are well-stocked with the proper products and solutions to address flu season.)
  • “Have you educated your residents and staff on the importance of being vaccinated for flu?”
  • “How do you educate your visitors about preventing the spread of influenza?”
  • “How do you make hand sanitizers and informative literature available to visitors?”
  • “Are you frequently changing your signs with hand washing instructions to catch the attention of visitors and staff?”

 

 

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