An Uphill Climb

As with many sectors in HME, manufacturers say the market for manual wheelchairs continues to grow right along with the aging population that needs them.

“Even in an environment of reimbursement challenges, unit volume is going up,” points out Steve Cole, president of Dedicated Distribution. “More folks are entering the part of life in which chairs are more commonly required. The baby boomers just began turning 60 [this] year; we're only at the front of the usage curve.”

“The need for independent mobility has and will continue to grow,” states Invacare's John Vadeboncoeur, group product manager of IVC products. “While Medicare utilization appears to be slowing on certain HCPCS codes, additional volume is now being driven by other market channels, such as retail and Internet providers.”

Indeed, a recent report from Research and Markets lists among market drivers increased demand from consumers who may see mobility products in retail settings such as Wal-Mart. As the baby boomers age and need wheelchairs, “they will be willing to pay directly for mobility and comfort as they do for homes and cars now. This trend will assure market growth worldwide,” according to the report, which adds that, as a result, there is also strong potential in the companion vehicle lifts market.

“Because of the nature of the population, I think there will be a better opportunity for retail,” says Dave Jacobs, president of Medline's DME division. “Baby boomers are affluent and used to a certain lifestyle, and they will do as much to maintain that as they can.

“People will be very interested in those [items that make their lives easier], and they will be willing to pay for them. I think there will continue to be more of a growing market on the cash side [for mobility products] that give people more flexibility and independence.”

Along with the strong demographics for manual chairs, the Research and Markets report points to concerted initiatives by major manufacturers that have resulted in help for providers who are dealing with cost-control struggles and increasing demands from customers. Drop-ship programs that offer delivery to end-users' homes are evolving, giving providers no products to stock, no minimum order requirements and delivery within one or two days. The supply chain also is focused on maintaining low-cost and high-quality products to meet market needs, the report says.