Page 25 - HME Business, September 2017

Standard Power Mobility’s Retail Renaissance
Power mobility products may be a higher end cash purchase, but this isn’t stopping customers from paying out of pocket to get the features they want. How do mobility providers get started?
By Joseph Duffy
As HME providers look to implement more cash sales as part of their product even though they may qualify, he says.
everyday business, and stand power mobility has found its way into
the mix. In fact, customers and caregivers are demanding choices — even for big ticket items — and they aren’t hesitating when it comes to buying power mobility items that elevate their quality of life.
“Power mobility is once again evolving,” says 20-year industry veteran George Turturiello, ATP, CRTS, of Northeast Med-Equip/Northeast Accessibility. “The geriatric portion of our power mobility sector is accepting that Medicare is not going to fulfill their requirements for mobility. The Baby Boomers are looking for more than the basic ‘Scooter Store’ power chair. They want added functions and to enhance their daily endeavors. They want, for a lack of a better word, ‘excitement,’ and the ability to do new things that their condition restricted in the past.”
Many scooters and group 2 power chairs are coded and may be covered if the patient wants to take the time to obtain the necessary documentation and if they meet the coverage criteria, says Greg Packer, president of the U.S. Rehab division of VGM Group Inc. In fact, many patients are waiving their Medicare benefit due to the time it takes to obtain the extensive documentation and they don’t want to wait several weeks to months for the
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“The market is alive and growing,” Packer says. “It’s a transactional process that people are doing more frequently. “Medicare has provided
an environment of difficulty for patients, so those who do not have, will not have and those who have funds, will be able to purchase whatever they need. Medicare has made the selection process and qualification process lengthy and cumbersome. It has taken people who have paid into the system all their lives from actually using the system. They may qualify for the chair, but they are paying for it out of pocket.”
Who is the cash sale power mobility buyer?
According to Micah Swick, director of sales for Pride Mobility Products, Pride has learned not to pigeonhole customers into a single segment or demographic.
“Our customers are older individuals desiring to remain active, their sons and daughters who desire the same for their parents, and grandchildren with increasing amounts of expendable income taking home the gift of mobility,” he says. “They are individuals with health-related challenges and healthy individuals who just love getting out and want to extend their day.
hme-business.com | September 2017 | HMEBusiness 25