Find the Right Footwear for Your Business

Dr. Comfort

Rob Heglin, Product Manager www.drcomfort.com

Tell us about your company.

HEGLIN: Dr. Comfort is a manufacturer of diabetic footwear. Our product offering has expanded to include prescription and non-prescription inserts, diabetic socks, slippers, sandals and compression.

What trends are on the horizon?

HEGLIN: Smart, wearable technology is continuing to evolve into ways that can help physicians and patients detect foot complications at a much earlier stage.

Do you face the same challenges that other medical manufacturers face?

HEGLIN: Shoes are not affected by competitive bidding, and reimbursement rates have held fairly steady. One challenge is the nuances of documentation requirements.

What is one way your company is staying profitable?

HEGLIN: We are constantly staying on top of fashion trends, as well as developments in new materials.

Hands-Free, LLC

Steve Kaufman, CEO www.quikiks.com

What makes your company unique to the footwear market?

Kaufman: We actually created a whole new category of footwear with our line of Quikiks Hands-Free Shoes. They allow people with various physical and cognitive challenges to easily step into the shoes and have them securely fasten without the need to bend over or use their hands.

What kind of styles and materials can customers expect in the footwear market right now?

Kaufman: I see several trends, such as the use of EVA-bottom soles, and minimizing the use of heavier materials in the upper with the expanded use of lightweight synthetics.

How does your company stay competitive in an environment with so many players?

Kaufman: I originally developed this product to address the need of my son, who was unable to bend over and put on his shoes. I quickly realized how hands-free footwear could meet the need of others with limited ability to bend over or use their hands.

In your opinion, where do customer service and product knowledge fit in?

Kaufman: Customer service and education is of the utmost importance. Seek out new solutions and educate your staff about them so they can impart that knowledge to the customer and give them appropriate options.

Stride Lite by Medical Resources Ltd.

Michael J. Houska, President www.stridelite.net

Tell us about your company.

HOUSKA: We are a diversified manufacturer of diabetic shoes, inserts, custom foot orthotics and ankle foot orthosis (AFOs).

Are there any new technologies on the horizon this year?

HOUSKA: We have a new tablet 3-D Scanner to provide custom inserts and orthotics.

Do you face any manufacturing challenges?

HOUSKA: Yes, manufacturing costs continue to rise each year. It is a constant challenge to create new styles of shoes that compliment a modern design at a competitive price without compromising quality.

In your opinion, what is the single most important thing that providers can do to increase revenue in 2016?

HOUSKA: Take advantage of medical products that are outside of the competitive bid market, but still Medicare reimbursed, such as diabetic footwear and inserts.

Vionic Group

Brandon Noble, Director of Medical Sales, The Americas www.vionicshoes.com

What does your company bring to the footwear market?

NOBLE: Our company specializes in footwear that relieves common foot-related aches and pains. We also focus on fashion and function—we believe that our footwear can look good and be good for you, as well.

What are the most in-demand products?

NOBLE: In general, we see more demand in the slipper and sandal market. We offer fashionable products like these in order to meet this demand, as it will be a big focus in sales in the coming year.

Where are the challenges in your particular product arena?

NOBLE: One challenge that we face is being able to control online sales of our products. Unauthorized online retailers can diminish the value of a brand.

How does your company stay competitive?

NOBLE: We set ourselves apart by incorporating our own clinical data into our products, so you know you’re getting a great product that will work as advertised.

How can HME providers be more successful in 2016?

NOBLE: It’s no secret that retail is the future of HME sales; thus, it’s important to offer a large range of products, and to be diversified enough to capture anyone who walks in the door.