In a previous post, we discussed the value of reselling healthcare labels as a smart move in an uncertain economic climate. No matter what is happening in the economy, people still need healthcare. This translates into a steady, predictable need for healthcare labels.
The opportunities in this market are vast. Among the many uses of healthcare labels are patient identification, medication safety, specimen integrity, device compliance, inventory and sterilization workflows, and more. Sold into hospitals, clinics, pharmacies, labs and device manufacturers, healthcare labels are mission-critical applications that tend to be reordered time and time again. As a result, they produce recurring revenues and long-term accounts.
One of the things that makes these applications so sticky is the extreme conditions under the labels must adhere. Healthcare labels may need to adhere under sub-zero temperatures, for example, or to low-surface-energy plastics. They may need to prevent or detect tampering. Regardless of the challenge, the wide variety of performance requirements favors knowledgeable resellers who understand this market and can be true problem-solvers.
Solving Challenges in the Healthcare Labels Market
Let’s look at just some of the challenges resellers may be called to solve:
- Cryogenic environments: -80°C freezers need cryo adhesives that can be applied to pre-frozen vials and resist frost/freeze-thaw.
- Sterilization: Steam autoclave applications need face stocks/adhesives rated for extreme heat and moisture.
- Chemical resistance: IPA, bleach, quats, and xylene (histology). These labels’ ribbon/face stock must resist the harshest solvent.
- Low-surface-energy plastics (PP/PE) need LSE adhesives: Resellers’ bag of tricks should include removable adhesives for reusable assets and permanent adhesives for disposables and chain-of-custody demands.
- Tamper-evident: Void polyester, destructible vinyl, cap/neck-band seals for pharmacies.
- Human contact: Wristbands and skin-contact labels should be latex-free and use skin-safe materials.
- Antimicrobial coatings: Useful for inhibiting microbial growth on the label surface.
As you can see, there is a lot to learn about the healthcare labels market, but that’s one of the reasons this business is so sticky. Once you win a client, you are highly unlikely to lose them easily.
Getting Started Selling Healthcare Labels
How do you get started selling healthcare labels?
1. Learn the lingo: Start by familiarizing yourself with the basics of healthcare labeling requirements. Understand terms like GHS compliance, FDA regulations and HIPAA considerations for labels containing patient information. (See previous post.)
2. Partner with the right vendor: Choose a label manufacturer partner who specializes in healthcare labels and understands adhesive chemistry, material durability, and regulatory requirements.
3. Target the right prospects, both large and small. Think hospital systems, urgent care centers, local pharmacies, dental offices, and medical device manufacturers. Smaller healthcare businesses are often underserved and more accessible than larger ones.
4. Lead with solutions, not products: Don’t just sell labels—solve problems. Can you help a pharmacy reduce medication errors? Assist a clinic with patient tracking? Help a laboratory maintain specimen integrity?
5. Offer samples and testing: Healthcare clients need to verify that labels work in their specific environments. Be prepared to provide samples and support testing protocols.
In a business environment characterized by uncertainty, reselling healthcare labels offers a rare opportunity for sales predictability. So check it out. Healthcare labels require a bit of a learning curve, but the right vendor can shorten that curve and help you establish recurring revenue and long-term relationships that are medicine for your bottom line.
Will Prettyman is General Manager of Wise’s Labels Plant in Anderson, SC. Wise manufacturers industrial/prime labels and tags, traditional forms, and digitally printed products and services for resale only. For more information, visit www.wbf.com or email Will at [email protected].
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