HME News

JUL 2018

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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Business Development 20 / july 2018 / hme news Dalton Medical Corp. S19S Foldable l ightweight Scooter ■ Ultra lightweight—44 pounds w/battery. ■ Supports up to 250 pounds. ■ Automatic folding/ unfolding w/remote control. New Solutions Scooter w heel S ■ Save 40% to 50%. ■ Fits Pride scooters. ■ Fits three and four- wheel scooters. Merits Health Products Pioneer 3 ■ Weight capacity: 400 pounds; flip-up armrests. ■ High-torque drive train. ■ Steel bumper protects and serves as handle. Vintage Vehicles USA t he g at S by ■ Swiss engineering that pays homage to the classic Model T. ■ Top speed of 10 mph and independent 4-wheel spring coil suspension. ■ Unique "under-the-hood" storage compartment with lock and key. Pride Mobility Products Corp. Jazzy z ero t urn ■ Exclusive patent-pending iTurn Technology. ■ Independent CTS suspension, LED marker lights, extended-range batteries, and under- seat storage. ■ Feather-touch disassembly. Scooters Mobility: A market that's evolving rapidly Supracor Stimulite Slimline XS c u S hion ■ Pressure relief plus positioning. ■ Mild contour, low profile, soft top layer. ■ Provides maximum pressure relief, stability and ventilation. ■ Naturally antimicrobial and allergen free. BioDynamics b ioS t & b ioS thd ■ Custom seating and accessory solutions. ■ Standard and heavy duty applications. ■ 72-hour shipping and fully assembled. Invacare Corporation i nvacare m atr X m X2 b ack ■ Specially engineered carbon fiber. ■ Ultra lightweight design with cutouts. ■ Fixed carbon fiber or quick release hardware. GF Health Products, Inc. e vere S t & Jenning S d ura- g el b a S e 3 g w heelchair c u S hion ■ Support layer of non-aqueous Dura-Gel. ■ Accommodates wide range of body shapes, sizes and weights. ■ 300-pound maximum weight capacity. By John Andrews, Contributing e ditor T he mobility category is continu- ing a dramatic self-reshaping in terms of the hme provider's busi- ness model, product manufacturing and technological advancements that benefit patients, market experts say. For hme providers, the evolution is having profound impact on their sales methodology—whether to stick with m edicare and third-party insurance reim- bursement or focus on retail sales. i t is a decision that is becoming more prominent in the competitive bidding era, said C.J. Copley, executive vice president of sales and marketing for o ld Forge, Pa.-based Golden t echnologies. The D ivi D e " i 'm sensing a divide between those committed to reimbursement and those adopting a purely retail model," he said. " t hose looking at retail are evolving and, in turn, we are evolving right along with them because we want to bring them the equipment they need to be successful." For Golden, that means offering more colors, more options, more accessories and a deeper breadth of products, Cop- ley said. " i t's not because we want more inven- tory; it's because we want to present more options so consumers have the choice of good, better, best," he said. "Wider choice is important because it could be that one small detail that helps close the sale." Retail is like "navigating uncharted waters," Copley said, because there are a lot more factors to consider, like hav- ing the right balance of products to show and carry. "Not having stock on the floor directly correlates to how much you'll sell," he said. " y ou need some to show and some to go." o verall, retail presents a "huge oppor- tunity" for hme providers in the mobility field, Copley said, noting that the cash sales business model is attracting entre- preneurs from other industries. t he new- comers are bringing an astute retail acu- men to hme , he said, which in turn ups the ante for manufacturers. "People are coming into the industry with a new frame of mind and we're get- ting a lot of requests from these people for sales materials," Copley said. " t his is causing our role to change – we're learning more about marketing strate- gies, point of sales materials and cre- ating a memorable experience for consumers." Re- T hinking gR oup 2 Another evolutionary path is being forged in the Group 2 consumer classification in order to give relief to patients with non- neurological impairments. John Wright, executive vice president of sales manage- ment and business development for t or- rance, Calif.-based Shoprider, says by mod- ifying its Group 2 product line, the com- pany is focused on a new breed of chair that provides the same level of physical benefit for patients who have ambulatory chal- lenges that would qualify them for Group 3 complex rehab classification, but don't meet the neurological requirement. " t wo years ago, we looked at it and started to roll them out last November," he said, "Group 2 single power complex rehab is a category that is misunderstood. i t is a chair that is specific to the needs of patients who have arthritis, decubitus ulcers, muscle deformations and intermit- tent catheterization, but not a neurologi- cal issue." Since the rollout, Wright has been pro- moting the chair as a solution for non- neurological patients because it comes close to meeting Group 3 specifications. " i t's not a new category, per se—there have been others in the past," he said. "We want this classification to be an option for mobility patients who don't qualify for Group 3, but need more than the tradi- tional Group 2 provides." e lec TR onic evolu T ion A third leg of the mobility evolution con- cerns technological innovations in elec- tronics, controls and performance of chairs and seating systems. t hese advancements have improved patients' experience in var- ious ways, said Julie Jackson, marketing director of e lyria, o hio-based i nvacare's Power m obility Category. "We are seeing the most innovative designs in the Group 3 segment," she said. Currently, Jackson lists the most signif- icant design innovations as: electronics (new platforms utilizing b luetooth tech- nology and new avenues to improve con- nectivity); remote diagnostics (improves serviceability and maximizes chair per- formance in the field); new power posi- tioning (enhances clients' access to their environment. i nvacare's R em 400 touch- screen joystick is an example of a design innovation based on consumer feedback, Jackson said. " t he m y l iNX remote diagnostics tool allows providers to streamline service of their clients and the m y l iNX user app allows consumers the ability to best moni- tor the charging and battery usage of their chairs," she said. "Some consumers are willing to pay for items they wish to have as upgrades on their chair." hme c ategory Mobility changing model ? ■ Chasing retail: A division has appeared in the mobility category, as providers decide whether reimbursement or retail is the best business model. Entrepreneurs from other industries are starting HME retail operations with the intent of changing how mobility products are sold. rede F ining rehab ■ Group 2 fix: To accommodate Group 2 patients with severe limitations due to arthritis, decubitus ulcers and intermittent catheterization, a new line of products has been developed that offers the benefits of Group 3 equipment to that population. S ci -F i reality ■ Set the controls: New electronics, remote diagnostics and power positioning systems are giving patients more freedom, accessibility and connectivity than ever before. Cushions PWC Ramps Dalton Medical Corp. Prime Power chair with batterie S ■ Weight capacity: 300 pounds. ■ Dimension(LxWxH): 48" x 26" x 21" ■ HCPCS: K0823; $745. Merits Health Products v i S ion Su P er (P327) ■ Weight capacity P327: 450 pounds; P3274 with lift: 400 pounds. ■ Optional 10-inch seat lift available. ■ Dual in-line motors. Invacare Corp. i nvacare td X SP2 Power w heelchair ■ Insight inspired control system provides superb driving experience and allows professionals to configure and tailor. ■ G-Trac Technology for precise tracking in imprecise environments. ■ Motion Concepts Ultra Low Maxx Power Positioning System. EZ-Access P athway 3 g m odular a cce SS Sy S tem ■ Aluminum construction provides a virtually maintenance-free solution that will not rust. ■ Three surface options and four handrail styles available to choose from to create the ramp system that best suits the user's needs. ■ Ramp lengths from 2 feet to 8 feet and platform sizes up to 8 feet x 5 feet offered with a weight capacity of 1,000 pounds. Batteries MK Battery g el b atterie S ■ Manufactured in the USA to the highest quality standards. ■ Longer life means lower cost per cycle. ■ Best overall value. Harmar al 100 u niver S al Scooter l i F t ■ Automatic hold- down foot. ■ 27.5 inches x 39 inches Stars -N- Stripes platform. ■ 350-pound capacity; 83-pound install weight. Lifts

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