HME News

FEB 2019

HME News is the monthly business newspaper for home medical equipment providers. This controlled circulation publication reaches 17,100 home medical equipment services providers, including traditional HME dealers & suppliers, hospital- and pharmacy-o

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Page 18 of 24

Business Development 18 / fe B ruary 2019 / hme n ews Bariatrics market requires 'all-in' approach Wheelchairs Category Bariatrics ro BUS t o U t L oo K ■ Perpetual need: Obesity data suggests that oversized adults of both genders will continue to need and use bariatric-grade beds and wheelchairs, among other products. Although manufacturers continue to create and modify new products, the general consensus is that even more are needed. D ee P er DIV e ■ Beyond stock: HME providers serious about the bariatric market need to understand the complexities of patient conditions and dimensions to furnish the appropriate product for every individual. IMP re SSIN g re F erra LS ■ Generating excitement: Promoting new products that help patients gain independence gets the attention of critical referral sources, such as physicians, nurses and therapists. An established reputation as a complete bariatric provider also helps spread the word among medical professionals. B a r i at r i c s s E E n E x t PA g E Dalton Medical Corp. K409 ■ Only $149. ■ Dual purpose wheelchair, 16 inches or 18 inches. ■ Can be used as standard or transport wheelchair. Quantum Rehab Q6 eD ge HD Power C H a I r ■ 450-pound weight capacity with ATX Suspension for enhanced performance. ■ Compatible with TRU- Balance 3 HD Power Positioning Systems. ■ 10-inch seat elevation at 3.5 mph with optional iLevel (400-pound weight capacity). GF Health Products, Inc. eV ere S t & Je NNIN g S Para M o UN t XD Fo LDIN g Bar I atr IC wH ee LCH a I r ■ Available in 26-inch and 30-inch seat widths with 19.5- inch seat depth. ■ Maximum weight capacity 650 pounds—evenly distributed. ■ Meets Medicare code K0007. Merits Health Products Ve C tor HD ■ Adjustable seat width (20 to 24 inches) and depth (16 to 22 inches) adjustments can be made in 1-inch increments. ■ Inline four-pole motors for enhanced efficiency, torque and range. ■ Center of gravity tilt 5 degrees to 55 degrees posterior. Dalton Medical Corp. B e D2100PK g ■ Only $369. ■ Includes semi bed, half rail and mattress. ■ Weight capacity: 400 pounds. Transfer Master Products Inc. Va LI a N t HD & SHD ■ Head, foot, and hi-low adjustable; height adjustable from around 13.5 inches to 23.5 inches. ■ Trendelenburg, reverse Trendelenburg and cardiac chair positions. ■ Heavy duty (600 pounds) and super heavy duty (750 pounds) weight capacity. ■ Handcrafted with care in the USA for exceptional durability and stability. Burke Inc. t r I -F L e X II ■ 1,000-pound bed capacity that folds for transport. ■ Low bed height (14 inches) and three- position pull out side rails. ■ Foam and air mattresses width adjustable; integrated scale and impulse drive available. Drive DeVilbiss Healthcare Pr IM e Care Be D ■ 600-pound weight capacity, height range 7 to 30 inches. ■ Auto-contour and cardiac chair, synchronized hi-lo control system keeps bed level. ■ Bed adjusts 36, 39, 42 inches in width, height up to 88 inches. Gendron Inc. g e ND ro N Ma XI r e S t Bar I atr IC Be D ■ Adjustable width 39-42-48 inches. ■ Patient weight capacity 800 pounds. ■ Fully electric bed articulation. Beds Dalton Medical Corp. PL4200 e -S ■ Only costs $795. ■ Electric patient lifter. ■ Weight capacity of 400 pounds. Drive DeVilbiss Healthcare g ra VIS Bar I atr IC F L oor L IF t ■ Manual or powered base can support up to 600 pounds; premium electronics. ■ Audible alarms indicate battery life, object obstruction, weight overload, maintenance needed. ■ Features extended 5.0 V battery and six- point cradle with spring clips. Gendron Inc. Ma XI Care Bar I atr IC L IF t ■ 700- or 1,000-pound patient weight capacity. ■ Available with or without scale. ■ Fully electric operation to prevent caregiver injury. Lifts Pride Mobility Products LC-358 XL a ND XXL L IF t C H a I r S ■ 500-pound weight capacity on XL; 600- pound weight capacity on XXL. ■ Heavy-duty lift actuator and scissor mechanism ■ Wooden frame composed of engineered furniture grade laminate/ hardwood for added durability Lift chairs By John Andrews, Contributing e ditor E xperts in the bariatrics field contend that the category is much more than just heavy-duty equipment for obese patients. i t should be more than just a side- line business for HM e providers, they say, because there are myriad nuances to consider when providing products and services to this clientele. t he market has been one of HM e 's stron- gest performers in recent years and demo- graphic data suggest that demand for bariat- ric-grade products will continue to be in high demand. " r esearch shows that by 2020, 80% of men and almost seven in 10 women will be overweight or obese," said Jim Lein, presi- dent of Dalton Medical in Farmers Branch, t exas. " i t is sad that incidents of stroke and heart disease will dramatically increase and the need for bariatric products, such as extra-wide beds and wheelchairs will increase simultaneously." Consequently, Lein sees more HM e provid- ers jumping into the bariatric product arena and predicts "the competition for referrals will be fierce, as well." t o be sure, the bariatric market will con- tinue to be strong in 2019, and growth projec- tions are positive, said Jay Brislin, vice presi- dent of e xeter, p a.-based Quantum r ehab. " t he number of individuals requiring mobility equipment within this market seg- ment continues to increase and the ongoing need for new, innovative and technologically advanced products in this category is a main focus for us," he said. "We feel that product development needs to be more of a direct focus. We need to further evaluate the mobil- ity needs of this specific populations and cre- ate products that will meet those needs and offer the highest level of independence." t he bariatric market segment is continu- ally evolving and deserves increased attention to its characteristics, dynamics and business potential for HM e providers, Brislin said. "We continue to study this market and feel that we need to introduce more technologi- cally advanced offerings," he said. n uance D market As a long-time veteran of the bariatric market, Burke/Leisure-Lift p resident DuWayne Kram- er says true success in the business requires an "all-in" commitment from HM e providers. While some providers may only procure stock products for patients who need them, Kramer says becoming a go-to source in the bariatric market involves more extensive participation. " t hey need to go beyond ordering heavy- duty products," he said. " t here are so many different issues that bariatric clients have to deal with and some are pretty complex." Leisure-Lift specializes in furnishing prod- ucts with custom features for clients with extra needs, said Jim e rnst, COO. " e ach patient is different, so each solution is unique," he said. "We are among very few companies to have a wood shop, metal shop and upholstery shop under our roof, so we can adapt and customize as needed." t he key for HM e providers who are serious about bariatrics is a deep understanding about what each patient needs based on their physi- cal dimensions, such as weight, shape and size, but also physical anomalies caused by diabetes, phlebitis or abdominal pannus. i t is these clinical assessments by an astute techni- cian that determine the appropriate products, said Jerry t raylor, engineering manager. "Once i understand the patient's condition, i can let them know what they need," he said. "We can explore custom parts on the shelf and put together a package they can view before we build it." Sunrise Medical QUICKI e M6 ■ High strength, modular frame with 650-pound weight capacity. ■ Heavy duty components accommodate changing conditions. ■ Double-locking crossbrace and stabilizer bar minimize frame flex. PaceSaver Bo SS 4.5 ■ 450-pound weight capacity, midi-drive, with one-piece frame. ■ 150-amp controller, dual inline four- pole motors. ■ Multiple options, including custom seating, power seat and power anti-tips. Drive DeVilbiss Healthcare Bar I atr IC Se N tra e C Hea V y-D U ty, eX tra- eX tra wID e wH ee LCH a I r ■ Equipped with extra heavy-duty front forks and reinforced dual crossbars. ■ Extra-large padded armrests and aluminum foot plates (available separately) provide added support. ■ Steel gussets are reinforced at all weight-bearing points to provide additional strength. Gendron Inc. g e ND ro N r ege NC y 525 r e CLIN er wH ee LCH a I r ■ 525-pound weight capacity. ■ Adjustable back upholstery for patient positioning. ■ Seat width and seat-to-floor height options.

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