Page 17 - HME Business, November 2017

“Customers need to know that compression socks don’t have to
be boring. When the compression garments are fashionable, you likely see higher patient compliance.”
— Kelly Krumplitsch,
ATN Compression Socks
Understanding Graduated Compression and Proper Fitting
Heather Trumm BSN, RN, CWON, director of wound care for VGM Group Inc., said that some of the top customer categories for compression are seniors, diabetic patients, wound care patients and lymphedema patients. So it’s important to understand what each patient category may need and how compression levels vary.
“There are varying levels of graduated compres-
sion,” she explains. “Compression comes in many different shapes and sizes. The measurement the compression is measured in is millimeters
of mercury per square inch (mmHg). The greater the mmHg, the higher the compression. One very important factor to consider when choosing the correct compression for the individual is to first measure the ankle brachial index (ABI). It’s done by a health care professional and it measur- ers the pressure in each limb. If the measurement is greater than 0.8, then compression is contraindicated. If the ABI is greater than 0.8, it generally means that there is an arterial component in the patient’s disease state. The lighter compression worn by the general public tends to be around 10- 15mmHg, 15-20mmHg and 20-30mmHg. You always want to consult with your physician to make sure you are in the correct mmHg compression.”
Along with using the right amount of compression, proper fitting is also very important. Kam Howard, executive vice president of Knit-Rite, says a proper fit is crucial for ensuring that the patient is receiving the therapeutic benefits of the prescribed compression. Therefore, make sure that:
• The manufacturer provides detailed instruction and tips on how to get
the best measurements for their products. (Article participants Knit-Rite,
SIGVARIS and ATN Compression offer such instruction.)
• Attend a fitter’s course or other related training (Knit-Rite and SIGVARIS
offer educational courses and/or training). SIGVARIS offers both a basic fitter seminar and an advanced certified compression specialist training course for using their products. Both courses certify fitters in measuring, fitting and selecting the appropriate compression garment for common disease indications. The advanced seminar goes into treatment and long- term management.
Finally, Nikki Jensen, vice president of women’s health provider organiza- tion Essentially Women, created this compression therapy table to help in treating common medical conditions with compression:
MEDICAL CONDITION
TYPE OF COMPRESSION THERAPY
Lymphedema
Depends on affected limb. May be arm, hand, leg, foot, trunk
Pregnancy
Hosiery
Varicose veins
Stockings or socks
Diabetes
Stockings or socks
Venous Diseases
Stockings or socks
Deep Vein Thrombosis (DVT)
Stockings or socks
toward the disease,” he says. “There’s a common misconception that only specific patient types need compression. However, with the wide range
of therapy options that treat and prevent a wide range of symptoms, just about every adult can benefit from a simple change of socks.”
Matt Howard recommended that from a product standpoint, the minimum must-stock compression items for pharmacies are knee-high garments in 15mmHg to 20mmHg and 20mmHg to 30mmHg.
“These products would address the most common needs in chronic venous insufficiency,” he says. “The biggest challenges would be lack of in-stock product and an awareness of disease states, so it’s important
for pharmacies to partner with compression manufacturers that provide marketing materials for patient education aiding in product pull through.”
As stated previously, Krumplitsch recommends carrying the 20mmHg to 30mmHg compression socks. And while they offer thigh-highs and full pantyhose, the knee-highs are what seem to be most comfortable for customers.
“Carry knee-high compression socks and carry at least one solid print, say black,” she says. “And then also carry anywhere from three to four different patterns. If it’s a smaller pharmacy, maybe two patterns. But, generally, three to four patterns in fun prints and different colors, and then also carry the range of sizes, which is small to triple XL because
it’s so critical that compression socks fit properly. They are not worn
by shoe size — they are fitted by a quick 10-second measurement: measurement of the ankle, circumference at the smallest point and the calf circumference at the widest point.”
Krumplitsch says that whenever a new pharmacy carries her products, ATN sends educational information, measuring tapes, and leg mannequins. ATN also customizes orders for whatever the pharmacy needs are.
“Sometimes a pharmacy located next to a hospital, may say, ‘All of the staff at this hospital wear navy blue,’ so they want some different patterns that are going to match the hospital workers’ scrubs,” she explains. “We work with each pharmacy that’s interested and each medical office to pick the patterns that they think their customers might like best.”
When it comes to cross-selling compression in the pharmacy, Matt Howard said travel and pregnancy offer excellent opportunities.
“If customers are coming in for travel vaccinations, medications for motion sickness, or even general travel sundries, compression socks are always a good recommendation,” he says. “People are at higher risk for lower extremity blood clots during long periods of travel, so this is a great customer to talk to about compression. Women are at a much higher risk of developing CVI symptoms during pregnancy, so if a customer is in for prenatal items, it’s a great time to educate them on compression products, too.” n
Joseph Duffy is a freelance writer and marketing consultant, and a regular contributor to HME Business and DME Pharmacy. He can be reached via e-mail at joe@prooferati.com.
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