Lemons to Lemonade

What happens when your business model is based on in-person training and demonstrations, weekly flights (domestically and internationally), and large industry conventions ... and a pandemic strikes?

What happens when your business model is based on in-person training and demonstrations, weekly flights (domestically and internationally), and large industry conventions ... and a pandemic strikes?


Your model becomes the Model T...out of date.


Russ Campbell is a co-founder of one of our clients, Ampcare, which produces FDA-cleared medical equipment utilizing a patented process for the treatment of dysphagia.


"I would call COVID-19 stepping over stones versus stumbling blocks," Russ said.


With that attitude, passion and persistence, Russ, Rick McAdoo and Ronda Polansky, co-founders, went back to the whiteboard. Because an end-user must be Ampcare-certified on its product before purchase, there is a constant need for Ampcare to offer continuing education opportunities.


More than 60 percent of that had been live before March 24. Zero percent starting March 25.

  Here's what they did to step over those stones:  


  • Rescheduled live trainings. They were able to refer the majority of already-scheduled attendees to online/on-demand training. Still, about 1/3 still wanted something more interactive. The solution was to provide a hybrid: an online/webinar course (2 hours of online/on-demand training) followed by two 3-hour, live interactive webinars. 

  • Offered one-hour Q&A webinar sessions to provide users with live interaction with the co-founders on any questions/recommendations to assist with customer support. They soon realized that although they were only inviting trained users that eventually this could be beneficial for anyone interested in their products and services and plan to open the Q&A to all potential end-users.

  • Created new advanced training classes. Out of Q&A webinars also came another idea: They were asked to provide longer, more advanced training for certified users and have begun to develop an advanced class for a nominal fee.

Finally, because the device helps rehabilitate people with swallowing disorders that occur after removing a ventilation tube/extubation, Ampcare is submitting an Emergency Use Authorization (EUA) to the FDA for an additional indication for use for treatment of patients with swallowing disorders post-COVID. 


TechFW couldn't be prouder of the Ampcare team for its won't-be-defeated demeanor and its diligence in understanding the importance its products are for practitioners and their patients.


Well done, Ampcare!

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