Page 26 - HME Business, March 2017

Getting
a Toehold
Toehold
in Compression
This important category can help providers broaden not only their revenue, but their referral and patient relationships, too.
By David Kopf
As providers work to ramp up alternative revenue streams, compres- sion has become a tantalizing target for many. Providing compres-
sion products an opportunity to reach a variety of existing and new patient groups with a cash sales product. Better yet, the compres-
sion market is poised for significant growth.
Growing populations of diabetic patients and elderly patients with venous
diseases will foster significant growth in the global market for compression therapy, according to findings from research and consulting firm GlobalData. The group’s report, “Compression Therapy Market to 2019,” says the world- wide compression market will swell from $2.4 billion in 2012 to $3.4 billion in 2019, at a compound annual growth rate (CAGR) of 5.1 percent.
Better yet, in 2012, the United States was home to the largest market for compression therapy, with 49 percent of the market revenue. GlobalData’s report forecasts the U.S. compression market will grow from $1 billion in 2012 to $1.6 billion in 2019, at a CAGR of 6 percent. The report expects the European and Asia-Pacific regions to have smaller shares of 35 percent and 13 percent in 2019, respectively.
In addition to the high incidence of venous diseases, such as deep venous thrombosis, among elderly and diabetic populations, the adoption of compres- sion therapy in the treatment of lymphedema and amputations will also help drive market growth, according to the report. Similarly, so will the compression products themselves. As the textile technology used in compression stock- ings and bandages continue to advance and improving patient comfort, those innovations are expected to drive future growth, as well.
And that’s just the healthcare market. As providers look to diversify their revenues, they must also look at related customer markets that could help drive new income, and where compression products are concerned, the sports therapy/rehab market is tough to ignore. Compression plays a big
role in sports therapy/rehab, so providers already supplying those items can leverage their inventory and existing staff expertise to reach a whole new market, provided they employ the right marketing and sales.
Suffice it to say, compression is a tough category to ignore. Here are some guidelines on approaching this important market opportunity.
UNDERSTANDING COMPRESSION BASICS
Let’s start off with some basics: how does compression help patients?
In the most basic of terms the tight fit of compression garments helps provide support and increase circulation for the limbs and areas of the body suffering one condition or another. More serious conditions require heavier compression. For wound care, it can help direct the flow of nutrient-rich blood to an affected area. For patients with diabetes or poor blood flow, it can help overall circulation in an extremity. For patients with lymphedema, compression can help reduce edema and direct lymph fluid away from the affected limb. In short, there are as many compression applications as there are conditions.
Since compression is essentially providing pressure, it is measured in millimeters of mercury and can range from 15-50 mmHg. Lighter compres- sion products start out at 15-20 mmHg, which are for tired, achy legs, mild edema, varicose veins and foot swelling. This level of pressure can also help to prevent vein thrombosis.
Higher levels of pressure such as 20-30 mmHg is for severe varicosities, for open face ulcers, moderate edema and post-surgery. This level of compres- sion also helps to prevent the recurrence of venous ulcers, moderate to severe varicosities during pregnancy and thrombosis. For people who have ulcers, lymphatic edema and varicosities, they typically need 30-40 mmHg. Once you go beyond 40 mmHg, you’re getting into customization.
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