Boomers Want Scooters

After an unseasonably cold winter and fall throughout much of the country, a bit of solar salvation may finally be on the horizon. Call it the market driver of epic proportions, but scooter providers and manufacturers across the board agree that more sun equals a better bottom line.

Those who want to up their home run totals must commit to the category, says Corgan, who serves as national sales director, retail mobility, for Pride Mobility Products. Commitment involves offering a wide selection, engaging in intelligent cross-selling and buying more advertising.

"Sometimes providers get focused on the referral source portion of their business," says Corgan. "They have to remember the demographic. That baby boom demographic is out there, and they have changed the course of history with tremendous spending power. Providers must reach out and educate boomers that these products are available for them to stay mobile."

Market, Market, Market

As HME companies begin to stock their floors and take advantage of spring promotions, more foot traffic is coming, and with it comes the time to strike. "People are coming in looking for product," says Corgan. "So again, this is the time of year when they need to advertise through consumer awareness, consumer education — and educating referral sources that they have the selection when an individual needs a scooter."

Corgan points out that print media such as newspapers or bill stuffers work well, but he emphasizes that a company's existing customer base should never be neglected. Using many avenues at once can drive awareness and cover all the bases, but ultimately the size of the community often dictates the most effective outreach, he says.

Golden Technologies' Patricia O'Brien, director of marketing, agrees that the weather plays an undeniable role in scooter sales, but she hopes to help providers get the ball rolling with top-notch consumer education. In the normal course of business, marketing efforts are primarily geared toward helping home care providers get customers in the door. From there, consumers get the appropriate education about specific products with literature and other marketing materials.

"The fall and winter is not prime season," O'Brien says of scooters, "but we did well in large part due to the materials that supported our dealers." She believes that having the right marketing tools in the showroom at all times is one thing that can help HME businesses maintain their numbers.