How To Keep Customers And Grow Your Business With UroMed’s Owner Bert Burns

Editor’s Note: Before you start a business, you need to do an assessment of what you know, and what advantages you have because of your disability that you can use to help sell your product. Part 2 of a 5 part series.

Bert's advantage was knowing about the supplies that customers would use.

Bert's advantage was knowing about the supplies that customers would use.

Since I was in a wheelchair, I knew where people went to get information about the medical supplies they needed. Rehab centers were the first places that people went to after they got out of the hospital to learn how to get on with the rest of their lives after an injury. Another place they learned about the supplies they needed and where to get them was at urological clinics. I learned this not only from my own experiences, but also from when I worked for the medical supply company before I started UroMed. Many of the customers I had worked with before were happy to work with me when I started my own business. People buy from people; they don’t buy from companies.

To be a successful salesman, you must be able to work well with people!

To be a successful salesman, you must be able to work well with people!

To be a good salesman, you have to be able to work with people, know how to help your customers get what they want when they want it, be able to answer all their questions and help them solve all their problems. The customers I’d worked with in the past and that I’d known personally were willing to work with me, buy the urological supplies from me and recommend me and UroMed to their patients. Also, when I went in to introduce UroMed and the supplies we had for sale, the customers could see I was in a wheelchair. For that reason, they knew I had personal knowledge about the products I was recommending to them.

Think about it for a minute. If a able bodied salesman calls on a customer, and that salesman who comes in who has absolutely no reason to use any urological supplies, then how can he truly endorse a product he’s never used? When I arrive in my wheelchair, there’s no doubt in the customer’s mind that I know what quality urological supplies are, because I use them. Therefore, my disabilty becomes my advantage.

However, that’s not the only reason UroMed has been successful; UroMed offers an online support system for its customers to answer any questions and help them in any way we can. We also believe so much in helping our customers that we’ve created Life After Spinal Cord Injury (LASCI), something that provides information and help for our customers on, but also anyone else who has a spinal cord injury. Everyone in the wheelchair community can come to this website, share their problems and get answers from many different people about any questions they may have.

Join LASCI and be a part of a wonderful community!

Join LASCI and be a part of a wonderful community!

To have a better urological supply company, we’ve realized we have to do more than sell urological supplies. We need to embrace and help anyone in a wheelchair in any way we can. By giving more help and more information than another company does, we have no problem asking potential customers to become a part of the UroMed family, including all the services and the benefits that we offer.

Let’s recap!

1) You can help others because you’re in a wheelchair.  There’s a large group of people out there who are just like us. Once you know what products and services they need, then you’ll have an idea for your own business.

2) Decide what you can do to provide better service to your customers. We try and help everyone in the wheelchair community, not only with urological products, but with any problems they may have. We view our customers as people – individuals with specific needs and particular problems that we try and help solve. If you want your business to grow, you’ve got to give more than other businesses that are similar to yours.

For more information about job postings for people with disabilities, visit: ; ; and , a foundation that trains, mentors and places people with spinal cord injuries and others with impaired mobility, including American military veterans, in successful careers in the financial services industry. A free 14 week training program begins in March at the fully wheelchair accessible campus of the Rutgers Business School in Newark, New Jersey.

Next: Starting A Business Involves Taking Risks With UroMed’s Owner Bert Burns

About the Author: For the last 12 years, John E. Phillips of Vestavia, Alabama, has been a professional blogger for major companies, corporations and tourism associations throughout the nation. During his 24 years as Outdoor Editor for “The Birmingham Post-Herald” newspaper, he published more than 7,000 newspaper columns and sold more than 100,000 of his photos to newspapers, magazines and internet sites. He also hosted a radio show that was syndicated at 27 radio stations; created, wrote and sold a syndicated newspaper column that ran in 38 newspapers for more than a decade; and wrote and sold more than 30 books. Learn more at

About UroMed Catheters
Headquartered in Suwanee, GA [a suburb of Atlanta], UroMed is one of the nation’s leading providers of single-use catheters, urological and disposable medical supplies, including intermittent catheters, closed system catheters, condom catheters, pediatric catheters and continence care products. UroMed is nationally accredited for Medicare reimbursement and most state Medicaid plans, and partners with private health insurance providers and health plans to provide patients with single-use catheters, catheter kits and incontinence products. UroMed also has seven staffed regional offices located in Boston, MA; Columbia, SC; Jacksonville, FL; Dallas, TX; Carlsbad, CA; Knoxville, TN; Richmond, VA; and Baton Rouge, LA; enabling next-day delivery after a customer’s initial medical supply order. For more information, please visit or call 1-800-841-1233.

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