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Walk the Walk: Robard’s VP of Sales Gets with the Program



If you're going to talk the talk, you've got to walk the walk. And that’s just what Robard Corporation’s Vice President of Sales, Mario Testa, decided to do on Super Bowl Sunday 2016. As the Denver Broncos defeated the Carolina Panthers, Mario was set to launch his own fight. He weighed 217 pounds, felt sluggish, tired and had very little energy. He had never struggled with weight as a youth, but age, lack of exercise, work, travel and, what he calls “perhaps a bit of laziness,” took their toll.

“I didn’t feel I was heavy until I saw a picture that ‘woke me up,’” recalls Testa. “It was a picture of me at my son’s sports banquet. It actually brought tears to my eyes.”

Mario had calculated that he had gained 85 pounds since he graduated high school — nearly three pounds a year. In addition to the weight, he faced a handful of related medical conditions, including high cholesterol and triglycerides and pre-diabetes. However, after just a week of using New Direction System products mixed with an occasional NutriMed shake, he began to notice a difference.

“I could tell it was working — and I was being disciplined to the program — because my pants felt a bit loose,” he says. “It was a huge motivator because I never ‘dieted’ before.”

Within a few weeks, his energy was improving, and he wasn’t getting out of breath as quickly. “I started exercising and being more active with my kids,” he says. “It also increased my confidence because I didn’t feel self-conscious anymore.”

Along with products, Testa began a simple exercise routine. He would walk around his neighborhood three nights a week and run on a treadmill one night a week without setting a distance or time. “I just do it until I work up a good sweat,” says Mario.

The discipline paid off. Now at 162 pounds, Mario’s showing no signs of slowing down. He’s got his eyes set on a strength conditioning program, and says that the current state of his health is excellent.

“My whole outlook on food has improved," he says. “I’m much more disciplined with what I eat, when I eat, how I eat and no longer have the cravings for the foods that fell into my danger zone. I’ve been able to keep all the weight off after nearly a year on the program.”

Mario never thought he would be so passionate about how losing weight and keeping it off could have such a positive impact on the overall quality his life — physically and emotionally. “I’m a true evangelist for healthy lifestyle and a disciple for our products,” he says. “It hasn’t changed my life. It saved my life.”

To find a New Direction System or NutriMed program near you, please visit our Find a Clinic page. If you’re a healthcare provider interested in Robard’s proven weight management programs, nutrition products and business services, you can learn more by visiting us here.


Blog written by Kevin Boyce/Robard Corporation

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5 Strategies to Increase Retention and Profitability



Regardless of industry, it is well known that acquiring a new customer is more expensive and time consuming than keeping a current customer active. According to Bain and Co., it costs approximately six to seven times more to acquire a new customer; in addition, they state that a five percent increase in customer retention can increase a company’s profitability by 75 percent. While these statistics differ based on your industry, the fact remains — keeping your current dieters on program longer is essential to your business growth.

Begin your retention on day one, sale day. Say thank you. While this concept is basic, its value is underestimated. Thank your dieter for choosing your weight loss program — remember, with an increasing amount of choices, they choose you. Consider a hand written card or personalized email.

Three weeks into the program, find out how they are feeling about the program. Get feedback on what they like and don’t like. More importantly, ask questions that will provide insight to how they are feeling about the program and their journey. While “I like the shakes” is important, knowing that they are anxious on weekends because of the lack of routine is more valuable to retention.

Spread the good news; highlight a success story. It is not new that testimonials are powerful. When choosing your testimonial, however, it is better to highlight a dieter who achieves common results. While it is wonderful when a dieter loses 200 pounds, most will lose less. Choose a testimonial story and person that others can relate to.

Finally, address sabotage when it appears. Some dieters change their mindsets after only one month into their program.  As their weight loss advisor, it’s important to recognize sabotaging thoughts and patterns so the dieter can be redirected.

Let’s look at a few examples of when a dieter may veer off track:

1. When a short term goal is achieved. “Everyone is telling me I look great. I don’t need to be serious anymore!” Solution: Have dieters set both short and long term goals beyond the first month. When short term goals are achieved, celebrate and then set new goals immediately.  

2. When the dieter starts to perceive the diet as punishment, they’re not looking at the big picture. “I’m sick of sticking to a diet.” Solution: Celebrate successes with dieters other than the scale. For example, praise a new activity they can enjoy as a result of their weight loss.

3. When the dieter views the diet as deprivation. “I’m missing out. It’s not fair.” Solution: Remind dieters that they are choosing to be on a diet. They can have anything they want, but would they rather choose to enjoy life at their goal weight, or eat a doughnut now?

How would you know your new strategies are working? Keep Data. Key Operating Statistics (KOS) helps you make informed decisions about all of your business questions and modify the course of business for continued growth and future positioning. Keep data relating to inquiries, conversions, drop offs, weight loss achieved and more, and then, deeply analyze the data. While it is good to know how many dieters drop off, it is better to know the most common week that dieter’s leave, and it’s even better to know the reasons why that drop off week is so common so you can implement a strategy to address the reasons behind the loss. Check out this article for harnessing data in the healthcare field. Robard provides customers with an extensive KOS data collection system, for access, contact Robard.

Want more? Access retention resources on www.Robard.com:

1. Video: Customer Service and Compliance: Better Compliance and Retention from Simple Touch Points and More Focused Visits 
2. Staff Training Kit: One Month in Retention Strategies
3. Staff Training Kit: Keep Retention Strong

Not a customer? Request information here.


Blog written by Lynda Lewis/Robard Corporation

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Robard’s New Jersey Facility Undergoing Significant Expansion



To meet the increasing needs of our customers and their patients, Robard Corporation’s manufacturing facility in Mount Laurel, New Jersey, is in the process of expanding to add an additional 16,000 square feet, with extra warehouse racking that will provide 1,350 new pallet positions. This surge will allow us to stage materials more efficiently for manufacturing and mixing. Further upgrades at our facility include two new state-of-the-art mixing rooms (including a new 100 cubic foot paddle mixer that will increase our capacity up to 2,400 lb. blends and reduce our blend times 60 percent on average), as well as an advanced integrated software system for our scales in a stand-alone weigh-up room. What’s more, we have acquired an additional building with 40,000 square feet of warehouse space, and are enlarging our research and development laboratory. We’re updating our current blending rooms, and have added 70 new staff members within the last year to meet our rising production needs. As a result, we have greatly increased our manufacturing capacity by now operating one shift of offline packing, two shifts of mixing and three shifts of production. All of this enables us to fulfill customer demand, consistently meet shipping deadlines and deliver the high quality products that you and your patients expect from Robard. Stay tuned for future updates during this exciting time of growth for the Robard family and our valued customers!

Blog written by Lynda Lewis/Robard Corpration

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