Michelle Harvey enjoys moving at the speed of business.
Posted on May 4, 2023
Written by: Doug Hensley
In Michelle Harvey’s world, no two days are the same, and she wouldn’t have it any other way.
Harvey serves as vice president of sales and product for HME Home Health, which is based in and has offices throughout the Canadian province of British Columbia.
“For me, the part of what I do that is super exciting is this industry is very different from any other industry,” she said. “I have an entrepreneurial spirit, so I enjoy that side of it. It allows you to support your family and help people as well as help your community.”
HME Home Health supports the British Columbia care providers association, which supports long-term care communities in British Columbia.
Michelle Harvey is vice president of sales and product for HME Home Health, which has six offices and 115 staff members in British Columbia.
HME has grown steadily through the years, offering its clients products, services and solutions while never losing its focus on local people and the local market. The priorities of the business are enhancing mobility and accessibility for clients.
“All of the owners of this company are from British Columbia,” Harvey said, “and it has grown within British Columbia. Being out in the community and seeing clients in our chairs, the community I live in, means we’re helping families right here. These are people I know when I’m out shopping or going to dinner, and I find that part of it really cool.”
Harvey is originally from Ireland and started out as an occupational therapist there before moving to Canada 11 years ago. Her first job here was in a vendor’s pediatric division.
“I’ve always enjoyed the equipment side,” she said. “So, it was natural to me to move from the product side to something new.”
After four years in that role, Harvey accepted a position with HME and has played a key part in the company’s growth as she worked her way from sales representative to senior sales rep to sales manager and finally into her current position, where she has been the past year and a half.
“One of the things I’ve always enjoyed in this world is the opportunity to present at conferences and joining organizations and progressing in the occupational therapy field,” she said. “I’ve also enjoyed research, looking at new products and case studies, so moving to the management side has been rewarding in many ways.”
Harvey has seen a lot throughout her career, but the varied experiences have prepared her for almost anything she might face.
“In this job there’s a nice balance of sales and new products,” she said. “Things are constantly changing, but you see that what you do really makes a difference for people. I’ve been in the pediatrics space a lot and seeing a kid get a walker and the difference that makes is cool. Now I see clients that I started with when they were 2 or 3 or 4 years old who are now teenagers and maybe on their third or fourth chair and in high school.”
She also worked through the COVID-19 pandemic, which brought its own challenges to the industry through its impact on the supply chain.
Michelle Harvey (second from right) is shown at one of the local charity events, Kids with Cancer, that HME Home Health supports.
“We really had struggles with getting products into Canada during COVID,” she said. “The thing that did, though, was it forced us to take the tact of designing our own products. With my occupational therapist background, getting to work on projects like designing mattresses so they’d be readily available for our market was cool. It gave me the chance to take the experience of being a sales rep while also knowing what works for clients and using that knowledge in real-life examples.”
Because Harvey has a deep background of experience, she brings unique insights to her role in sales. She can combine product knowledge with specific cases to educate and inform clients.
“I think there is something unique about being able to be there with the product they need,” she said. “You may not necessarily want to be a consultant, but you can still tell the client about the options, the pros and cons, share your recommendation for their unique situation and tailor your service to them. Ultimately, you must realize you are entering their life in a tough situation in terms of a diagnosis or disability, but you can provide comfort.”
Harvey also explained how people in sales can also bring stability to the client.
Michelle Harvey was a 2021 finalist for the Women in Sales Awards for North America.
“ONE OF THE BEST PIECES OF ADVICE I RECEIVED CAME FROM MY FIRST SALES MANAGER WHO SAID TO KNOW YOUR MARKET, KNOW YOUR CLIENTS AND KNOW YOUR FUNDING.“
“Health care is constantly changing, and usually everything needed to be done two months ago,” she said. “So, when the client comes to see you, everything is needed quickly, and you have to realize choosing a product is a little of your recommendation combined with a prescription from the therapist combined with the limitations of the product combined with what works for the client.”
To thrive in a rapidly changing environment requires product knowledge, market knowledge and people knowledge – not necessarily in that order.
“One of the best pieces of advice I received came from my first sales manager who said to know your market, know your clients and know your funding,” Harvey said. “I thought that was interesting. Knowing the client is key because one person with cerebral palsy is totally different from another with cerebral palsy. You must know what’s available so you can help the client. You need good relationships with funders and being able to push them to invest in therapies.”
Harvey is a successful woman in an industry largely dominated by men, but she sees paths of opportunity for those willing to step in, balance their priorities and put in the effort.
Michelle Harvey and her husband of 6 years. They met at college when she was studying occupational therapy.
“It’s hard for women because a lot of physical equipment is involved,” Harvey said. “It’s hard to balance life and family with a super fast-paced sales industry. I don’t think of myself as a role model, but 50% of our sales force is women. That’s unique to us. Half of our management team is women. I like to grow the number of women within the organization. They bring unique qualities to the industry that make it a little more client-centered and familycentered, and those are positive things.”
Michelle Harvey, BSC HONS OT, RRTS®, is vice president of sales and product for HME Home Health. Harvey is a NRRTS Canadian Review Chair, serves on the Canadian Advisory Committee and became a NRRTS Registrant in July 2021.Next Post Previous Post
