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Nurture Solutions Workshop SAL408
IMPORTANT DATE CHANGE: The next Nurture Solutions Workshop (SAL408) will not be held Oct 17-19 in Grand Rapids, but will be offered Oct 23-25 instead.
This workshop is designed for healthcare-focused account executives to sell clinical products to healthcare. This comprehensive course emphasizes the decision makers, issues, trends in healthcare today, and how Nurture solves client issues using our insights and portfolio.
The course is FREE except for T&E. Note: It will end at 3 pm Thursday Oct 25th so please plan your travel arrangements accordingly.
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Empath Now on GSA Contract!
Steelcase has received modification #107, which adds the Empath recliner to GSA Contract #GS-27F-0014V.
The discount and commission for the Empath Recliner is the same as the Nurture Seating Lines Mitra and Mineral.
The GSA fiscal year ends September 30th, so NOW is the time for them to see and purchase Empath!
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How an Empath is Made
In June, the first Empath rolled off the line at our plant in AMEX. This video showcases the first Empath order being built and then installed at the University of Missouri.
 | | Empath: Completing the first order |
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This Empath win, from Nurture Area Healthcare Manager Ester Bailey and her dealer partner Shelly Rossiter of OEC in Boise, Idaho, is a classic case of 'It never hurts to ask!'
Shelly was Empath's best advocate for this opportunity. The client, St. Alphonsus Hospital in Boise, initially was evaluating "patient seating" without adjustments; Shelly worked with them to broaden the options by introducing recliners as a more effective support of patient needs. Before Empath was available as a pre-production sample, the client did not choose Nurture in the original recliner evaluation. Shortly thereafter, Empath became available and Shelly asked them to consider evaluating an additional recliner. The Nurture team was great in getting a sample Empath out to Boise in time for the client's standards evaluation.
A major factor in the success of this project resulted from Shelly having a seat at the table with the client in the development of the evaluation criteria. She was able to assist them in figuring out what exactly they were looking for, and helped to create a document for them to use in the evaluation of the recliners they were considering. This document was crucial in maintaining an ongoing dialogue with the client, and also being able to manage any questions and potentially negative feedback that may have arisen in the evaluation process. The key to success lies in being easy to do business with - giving the client all the information, research, photos, etc. they need to make the right decision for them - which more and more these days is Empath!
Phase 1 of the order consists of Steelcase Seating and Tables, Coalesse Seating, Nurture Overbed and Bedside tables, Verge Stools, Sieste Sleepers, Mitra Sleepers, and some Aspekt, adding up to $232,000. Phase 2 of the order includes 68 Empath recliners, all with two folding arms, an absolute must for this customer, and also Trendelenburg, equaling nearly $223,000. Phase 3 consists of all of the Waiting Room seating throughout the hospital, for which they have selected Mitra as their standard.
The heart of this story is with the dealer driving the winning strategy and client relationship. The ability of the Nurture Grand Rapids team to get the product out to Boise in time was crucial, as was the training provided by Ester to Shelly, to ensure she was prepared and confident going in to present this brand-new, uniquely insight-led product. It speaks volumes to the dedication of the sales person and to the relationship that Ester has been able to develop with her and the dealership's healthcare team. Great job!
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Folio Wall Hung Now Available Through Design Options
We are pleased to announce that Wall Hung Folio is now orderable through Design Options. This addition marks our most robust Design Options introduction to date; with the statement of line for this subset of products comprising of 80+ style numbers.
Folio base cabinets, sink cabinets, wardrobes and worksurfaces are now available in 14" and 18" depths. Each unit is also designed to be mounted 12" above the floor - for an overall height of 36" (base, sink cabinets) and 84" (wardrobes). All standard Folio finishes and options are also available for the wall hung cabinets.
The introduction of Wall Hung Folio is in response to relevant issues and trends surrounding infection control, maximizing space in a small footprint and designing for future changes. Folio Wall Hung solves for these issues by:
* Allowing access below the cabinets for easy cleaning
* Utilizing shallower depths to maximize a small space, and increase the overall square footage of usable space
* Providing a modular solution that addresses efficient space planning at install, and reuse over time as changes occur
Wall Hung Folio offers a strategic competitive response to Herman Miller's Compass system - providing reduced complexity in installation, specification and inventory management.
Detailed product and pricing information for Wall Hung Folio can be found in the August 2012 Design Options Spec Guide on Nurture IN2. Product renderings and a guide to competing against Compass will also be available on IN2 beginning on September 1st.
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