Page 18 - HME Business, November/December 2021

gently lower and raise himself or herself while bathing or using the toilet. In terms of the toilet, ideally, the patient would use a raised toilet so that he or she does not have far to travel when rising or low- ering. Commode lifts are another option in this case.
For the bathing area, the ideal situa- tion would be to have a bathing stool or bench that the senior can use in conjunc- tion with a handheld shower to protect against falls. Along with the aforemen- tioned grab bars, the shower floor should be lined with non-slip material or strips. In general, it also is a good idea to avoid having bathmats or other items on the floor that could cause a fall. Also, another bathing option could be a bath lift, which raises and lowers the client into the tub.
Also, ensure that the bathroom is brightly lit and that there is a bright enough night light to help the patient negotiate the bathroom at night when poor vision could otherwise contribute to a fall. If possible, situate a chair or stool in the bathroom that the senior can use while grooming themselves or applying makeup, and ensure there are nearby grab bars, as well. Lights and stools are simple, non-DME products pharmacies can stock that pay major bath safety dividends.
SENIOR HOME ACCESS
For lots of patient groups, home access means being able to access the home, period. But for seniors, home access means maintaining their independence, as well as their safety.
As a rule of thumb, one in three U.S. seniors falls each year, and a fall in the home can have serious medical reper- cussions for an older person. Even slight falls can result in significant injuries, and the likelihood of falls can increase due to environmental factors and issues such as physical instability, and depending on the
situation, mental impairments. Moreover, the kinds of chronic condi-
tions often served by DME pharmacies provide a contributing role in seniors’ risk for falls. Seniors with chronic conditions fall more frequently, including patients with diseases unrelated to mobility, such as COPD or diabetes, according to data from emergency alert company Philips Lifeline.
For any senior that has mobility issues that require assistance entering the home, ramps are a key product consideration. Simply put, ramps make safe home access possible and are a key retail category
for pharmacies serving seniors. In many cases, this could simply involve a basic threshold ramp, but others cases, such as when the door is raised off the ground, could require a ramp installation.
Now, installing ramps can seem
like an intimidating learning curve to a DME pharmacy, and with the codes and contracting knowledge involved, there is good reason for that. However, a good solution is partnering up. If a pharmacy doesn’t want to invest in all the tools and equipment and construction knowledge, it should consider partnering with a local handyman or construction company that is already doing accessibility work. Look for a company with staff assets, tools truck, license and knowledge, and then the pharmacy can play to its strengths in terms of understanding the senior’s ac- cess needs.
COMPRESSION
Many pharmacies are starting to hop
on the compression train. There’s good reason to do it: with most of its revenue derived from retail sales, compression lets pharmacies expand revenues while serving both existing patients, as well as giving them an opportunity to reach out to and new clients and drive new business.
As compression providers know, it is a solid cash sales category serving a num-
ber of patient groups that are regular HME customers. A wide range of com- pression garments and wraps are used to treat conditions including foot swelling, mild edema, varicose veins, thrombosis, varicosities of varying severities, and diabetes. Moreover, there are a number of related products, such as donning and doffing devices to help patients, particu- larly those with reaching and stretching limitations, put on and take off their compression garments.
With the right product and care education, any pharmacy can offer com- pression, but the key lies in maximizing the opportunity. To do that, pharmacies need to understand how large a role factors such as merchandising and mar- keting play in a successful compression business.
The worldwide compression market is projected to swell from $2.4 billion in 2012 to $3.4 billion in 2019, at a com- pound annual growth rate (CAGR) of 5.1 percent, according to “Compression Therapy Market to 2019,” from research and consulting firm GlobalData. 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. Those mar- ket numbers are certainly hard to ignore.
What’s driving that growth? Increas- ing populations of diabetic patients and elderly patients with venous diseases, according to GlobalData’s report. These are patient groups with whom most pharmacies do a considerable amount
of business. With a clear market oppor- tunity and existing patient relationships already in place, many pharmacies likely find themselves in a prime position to tap into compression services.
That said, also think outside the box. There are non-healthcare markets that are also interested in compressional gar- ments. The athletic market is a perfect example: runners, triathletes, older ath- letes and other sporty types can benefit greatly from lighter compression hosiery, sleeves and other garments. While non- traditional for HME, they represent a don’t-miss market opportunity.
While compression garments provide a therapeutic benefit, compression
With most of its revenue derived from retail sales, compression lets pharmacies expand revenues while serving both existing patients, as well as giving them an opportunity to reach out to and new clients and drive new business.
10 DME Pharmacy | December 2021
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