Challenge

One of our GPO partners, Healthtrust, acquired a new Hospital in Memphis, TN. The hospital was already in negotiations with a mattress company who was not on the new GPO’s vendor contract list. The Healthtrust account manager called us and asked if we could hold a product review meeting in Memphis over the next couple days. She wanted us to present a mattress we produce that meets the same standards as other mattresses the hospital was currently evaluating.

Solution

Even with the request coming at a time when much of our team was already traveling, we said absolutely. Within four days, a product review panel convened at the hospital. Two Casco employees drove to Memphis along with our C-Matt™ Prevention Plus Mattress, which was to be reviewed by the panel. The meeting lasted three hours and allowed time for us to provide fabric training to the panel staff. After all was said and done, we were able to provide a superior product and save the hospital $23,000.