Page 31 - HME Business, April 2018

have tried before, but that would work well for home access. Examples would include Angie’s List and Home Advisors. Any local home improve- ment web site could really help drive new leads.
“Call them up, and introduce yourself,” he suggest. “Let them know, ‘I’m here. I sell decks and ramps. I sell power mobility and stair lifts.’ That kind of thing makes a lot of sense to me. My impression is that most people these days start on the internet somewhere. And, whether they end up in the Yellow Pages or Yelp or something like that, that’s where they start.”
In fact, Heffernan generally advises that providers focus much of their local marketing on the web, as local television advertising’s value has been diminished by the proliferation of cable channel.
And of course social media plays a big role in online marketing as well, Heffernan notes. Some simple posts of jobs can go a long way for anyone looking to spread the word about their home access business.
“One friend of mine says he’s doing very well with Facebook,” Heffernan says. “He refreshes it pretty regularly and posts pictures on of jobs: ‘We did this project,’ or ‘we did that project,’ or ‘Mrs. So-and-so was happy with her ease of getting out of her driveway from her car.’ That kind of thing.”
Getting Educated on Access
While partnering up with an expert is advised, providers must still competently understand patient needs, the products that address those needs and the various complexities, business relationships and legal requirements that become involved in more in-depth home access jobs. In that regard, some education might help.
Fortunately there is an HME-oriented home access education option available. The VGM Group’s VGM Live At Home (previously known as Accessible Home Improvement of America, or AHIA) is a special network of providers and contractors that offer home access services and prod- ucts, has outlined various levels of home access service capability
for holders of its Certi ed Environmental Access Consultant (CEAC) credential.
The credential is available to independent living specialists, occupa- tional therapists, physical therapists, remodeling contractors and builders, interior designers, engineers, rehabilitation specialists, case managers, public health nurses, assistive technology specialists, life care planners and other professionals creating accessibility or working in the environ- mental access eld. Moreover, it is is recognized by payers and funding sources, such as claims adjusters, grant administrators, case managers, risk managers, healthcare professionals, federal and state social service directors, and professional organizations.
In terms of a learning curve, CEAC providers can work up from one level to the next while ensuring they cover the minimum standards for safety, compe- tence and capability. Moreover, other home access businesses that might want to work with them will be able to get a clear picture as to the extent of the provider’s home access skill and knowledge. Those levels include:
Level 1 — The provider understands and can competently offer threshold and suitcase ramps, basic assistive transfer devices, bath safety, and multiple aids to daily living.
Level 2 — The provider can offer products requiring simple installation, such as portable ramps with handrails, standing poles, bedrails, portable patient lifts, trapezes, and bath and tub lifts. This also covers all products that require operational training and simple technical instructions.
Level 3 — The provider understands light remodeling and has the necessarily knowledge to comply with applicable local building codes and license requirements. These providers can assess needs and provi- sion of products and equipment, accordingly. They are manufacturer trained for more complicated modular ramps, grab bars, and bridge lifts. Also included are modular ramps with platforms and turns, grab bars and handrails.
Level 4 — This designates CEAC (and CAPS; see Level 5) certi cations to comply with all applicable local building codes and license require- ments. Providers will give clients an assessment and have obtained manu- facturer training. These providers can sell and install stair lifts, vertical platform lifts, and ceiling lifts. They can also sell and install roll-in showers, walk-in tubs, vertical and incline platform lifts, and wall- and ceiling- mounted track lifts.
Level 5 — This is a CEAC designation for Certi ed Aging in Place Specialists (a National Association of Home Builders credential), certi ed or licensed healthcare professionals, licensed contractors, and remod- elers. Projects at this level are considerably involved and typically require a team approach. They include projects such as renovations, widening doors, additions, elevator installations and other advanced projects. These providers comply with any applicable building codes and license requirements along with involving the licensed trades, such as plumbers and electricians.
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