Need a Lift?

People who choose to "age in place" at home are more likely to need patient lifts. "More people want to live on their own at home rather than seek out a care facility," says Jerry Keiderling, president, Accessible Home Improvement of America, the newest division of VGM Group. He notes that "boomers have the financial capability to do what needs to be done," which suggests a lucrative opportunity for expanded sales of lift products among HME providers.

"Caregivers for disabled persons are also becoming more aware of products to help them," Keiderling adds. "They're learning on the Internet about what's available."

Keiderling suggests the best strategy to sell more lifts and other accessibility products is to take the broadest possible view when assessing customers' needs. "Take the blinders off when you are with a client evaluating their situation," he suggests. "What else could they need or use? People are surprised at what can transpire when you have conversations like that."

Make Sure Customers Know What's Available

Technology developments related to patient lifts center on electronic components and aesthetics, says Keiderling. "Today's stairlifts, porchlifts and elevators have a much more pleasing look. They don't look like the service hoist at the local garage. Longevity is also a key component. Some of these systems are used quite often, and they need to last."

A relative newcomer to the U.S. market, Ergolet offers patient lifts reflecting a Scandinavian design that combines functionality with a clean, sleek, less institutional appearance. After introducing its products domestically over the last several years, the Danish manufacturer was recently acquired by Liberty Diversified International.

Ergolet's signature product is the E-Track, which mounts on the wall instead of from the ceiling. The company also provides a line of mobile lifts and hygienic products for the home and institutional care markets. "We pride ourselves on the safety of our products," says Sam Rosen, the company's director of sales and marketing in the Americas. "We have a patent on the hook that locks with an audible click."

Despite the Internet, many potential buyers simply don't know what equipment is out there, so it is critical to get the message out both on the clinical side and through home care providers, says Rosen. Justifying the cost of lift products is easy if you compare the expense of institutional care or even having a health care worker come into the home, he says.