Up, Up and Away

Much like their medical function, lifts, ramps and transfer devices are expected to boost sales in the home medical equipment industry, thanks to an aging population that is seeking continued mobility and independence.

Whether patients want lifts inside the home to get them in and out of bed, or ramps to help load scooters and wheelchairs into vehicles so they can get up and go, sales of all equipment in this category should grow steadily, manufacturers predict.

And as sales in the segment increase, that creates opportunities for providers to reduce their reliance on Medicare reimbursements and seek out cash sales.

Older and Able

Much of the growth in the market can be attributed to the aging population.

“Demographics are clearly in our favor with baby boomers seeking more medical products,” says Mark Blomfield, vice president and general manager for Sterling Stairlifts. “People are a lot more educated and are finding out a lot more about the products available. As more people find out, the more people they tell, and it has a cumulative effect.”

Dan Gilmore, marketing director for Liko, says there actually is a convergence of factors moving revenues up in the mobility-related items category. “The market for lifts is increasing modestly due to the increasing number of elderly and disabled people who are being cared for at home,” he says. “That trend is due to a number of reasons: the aging population, obesity situation and pressure that hospital and health care organizations are creating by discharging as many people to home care as they can.”

Mike Krawczyk, marketing manager for Bruno Independent Living Aids, agrees with those factors. “We see the market as growing exponentially,” he says, adding that Bruno is on track for a 10 percent increase in overall business this year.

“People are getting older. Even if they're not traditionally disabled, for mobility purposes, they may use a scooter, and then they want a lift to allow them to take their power wheelchair or scooter wherever they want. More people want to continue to have a degree of independence, and the only way to do that is [by] taking a mobility device with them.”

Manufacturers say pairing a power operated vehicle with a lift, ramp or transfer device offers the comprehensive mobility solution that people are looking for.

Boosting the Bottom Line

There's more good news. Manufacturers in the category say this equipment is ideal for helping to move HME providers away from a reliance on Medicare reimbursements.