When’s the last time you saw a patient who was overweight or had varicose veins? How about tired, achy or swollen feet, legs or ankles? How about a patient with a more serious venous disorder or diabetes?
If you’re like most HME providers, your answer is likely, “About 10 minutes ago.” Many of these patients could benefit from wearing compression hosiery. In fact, many of them already do. Do not miss out on this great opportunity to better serve your customers and increase cash sales.
Why the Prescription Pad?
The biggest misconception about compression hosiery is that it requires a prescription. This is simply untrue. While the FDA strictly regulates and monitors the manufacture of compression wear, it does not require a prescription for purchase. In fact, anyone can walk into an HME compression wear provider and purchase any compression level they want. As evidence, simply look at the single fastest-growing outlet for compression wear: the Internet.
Because compression hosiery is virtually a 100 percent nonreimbursable cash product, no prescription is required, unless prescription pads are used as a source for referrals.
Compression Wear Works
Graduated compression wear is designed to compress the veins in the feet, ankles and legs to help weakened veins pump blood back to the heart more efficiently. Most research recommends that compression hosiery be included as part of an overall treatment plan to help manage many venous disorders, including deep venous thrombosis (DVT), and to prevent thromboembolism.
However, patients do not have to suffer from a serious venous disorder to benefit from compression wear. The simple effect of compression hosiery has intrinsic benefits that are evident to anyone who dons a pair. Consider how this might help many of the patients you see who suffer from disorders, such as obesity; varicose veins; or swollen feet, legs or ankles. Gentle-to-moderate compression can help their bodies fight the natural forces of age and gravity, enhance blood flow back to their hearts, and energize their tired legs and feet. They’ll simply help patients’ feet and legs feel better throughout the day.
Talking to Your Patients About Compression Wear
Patients who might benefit from compression wear will typically fall into one of three categories:
1. Those already wearing compression
2. Those who have tried compression in the past but do not or will not wear it
3. Those who are unfamiliar with compression wear
With patients who already wear compression hosiery, help them compare product costs since high-quality options are available at affordable prices. This may be one of the most important ways to help patients.
With those who have tried compression wear in the past but do not wear it, it is usually either because of cost or because they have difficulty putting on the garments. The latter category of patients may be elderly, have other problems, such as arthritis, or may simply have difficulty bending over to put on the hosiery.
Knowing the proper way to don compression wear is a good place to start. Dr. Comfort, for example, provides a simple training video to help with donning (available by calling 800-556-5572). The company also offers accessories that can help patients, such as a donning stand and donning gloves.
Some patients may have conditions—such as varicose veins; tired, achy, swollen feet, legs or ankles; leg fatigue; obesity; or diabetes—and could benefit from compression hosiery. However, they have never heard of it. This is a great opportunity for HME providers to introduce them to compression wear’s benefits. Consider starting these patients at the lowest compression level.
Providing patients with compression wear makes sense, for the patient and the HME provider. Compression wear is a cash item that is not only affordable but helps patients feel better with every step they take.
Senior Care Products, Spring 2012
