Towards the end of 2011, Jill Gocal, Nurture Independent Representative, and Mike Becker, Nurture dealer representative at Marathon Building Environments, had an opportunity.  University of Missouri Health Care in Columbia, MO, was renovating the 6th and 7th floors of their existing hospital and at the same time building a new patient tower. Since the renovation project would be completed first, the recliner chosen for this initial renovation would become the new standard moving forward, including the new patient tower. Marathon has worked with U of Missouri for over 20 years, and Mike has been on their account for 10 years.
 
At the beginning of the process Jill and Mike had some initial challenges.  First, the client requested central locking to be a feature on the recliner, and second, the demo needed to be in town for trial on December 21, 2011. Since they were not able to meet either of those requirements, they were informed that a decision to move forward with another manufacturer would take place. Jill and Mike knew the end user was not 100% happy with the new standard they would be moving forward with - they still had a chance if they could just get a bit more time. Jill knew the Empath models were available soon and did not want to risk the possibility of losing this large potential recliner win, so, risking annoying the client with their persistence, they eventually convinced the hospital to take a look at the Empath sales PowerPoint presentation distributed to Nurture sales representatives at the sales meeting in Nashville last November. 
 
During this meeting, the PowerPoint and product details Jill was able to provide gave the client a wealth of well-received information. Their persistence paid off and the client agreed to delay their purchasing decisions until they were able to test an Empath in person, to see if a demo model met the expectations created from the presentation. 
 
Nurture delivered the prototype Empath model the 2nd week of January. Jill and Mike had the opportunity to not only present to the client's design and construction team but also all the caregivers, department heads and administration that would be utilizing Empath in the renovation and new tower project. 
 
During the presentation, Jill suggested placing Empath and the competition recliner, Carolina Orchestra, next to one another in the room. The comparison worked perfectly. Each feature the hospital did not like about the competition, Empath was able to fulfill in a more suitable, intuitive and comfortable way. The Orchestra had trouble fitting through the door, something Empath had no problem with, thanks to its smartly designed recessed central lock pedals. Even the physical therapy manager was impressed with everything being thought out perfectly, particularly the sloped footrest designed to not put pressure on a patient's heels. To say all parties were pleased with all the features and benefits that Empath provides is an understatement. 
 
Having the clinician's support clinched the win for Jill, Mike and Nurture, resulting in an order of 62 Empath recliners and 10 Mineral recliners for the renovation. The new patient tower will be an additional 126 Empath recliners, making this a great early victory for Empath. Jill was thrilled with the result, saying, "Empath is the icon piece in Nurture's portfolio, the truly best-in-class product that all of our competitors will envy."
 
Regardless of the situation, Empath is proving itself to be a winner. Do whatever you can to present Empath to your clients, because it is sure to impress! 

More than 1,000 individuals in the healthcare and design industry have become EDAC certified since the program's launch in 2009.  What is EDAC certification?  What can it do for me?  Both are excellent questions! 

The Center for Health Design (CHD) created an Evidence-based Design Accreditation & Certification program - or EDAC. Established as a way to standardize the practice and process of evidence based design (EBD), the EDAC program is made up of two components:

- Educational materials 
- Examination and certification of individuals 

CHD formed an educational partnership with Nurture to promote the EDAC program and grow the number of certified individuals.  Today, EDAC has grown to be an internationally recognized program that awards credentials to individuals who demonstrate a thorough understanding of the EBD process.

The American Hospital Association lists utilizing evidence-based practices to improve quality and patient safety as one of the top four "must-do" strategies in 2012, making understanding all aspects of evidence-based design crucial for those who work with healthcare organizations.

More and more healthcare architects and designers, as well as facility managers and product manufacturers are becoming EDAC certified each year. You may already be noticing that many of your clients have heard about EDAC or are EDAC certified. 

You, too, may want to obtain EDAC certification and be able to:
* Share a common language with your clients
* Provide your customers with information about EBD
* Understand client goals and provide relevant suggestions
* Add your name to the roster of accredited EBD professionals
* Have access to ongoing professional learning and advancement

Test preparation includes reading the EDAC Study Guides, attending study sessions, and taking a sample exam. The first study guide is available for free download. Also, enter the code SGNUR to receive a 25 percent discount on study guides 2 and 3. Nurture conducts many EDAC study sessions around the country -contact Bill Coble to arrange or learn about study sessions near you.

Becoming EDAC certified is an easy way to increase credibility with customers. Make it one of your "must do" strategies and get started today.  For more information, click here or call Catherine Ancheta at 925-521-9404.