Incontinence

TMZO USA, Inc.

Mihaela Grigore, Chief Operating Officer tzmo-global.com

What incontinence products does your company offer?

GRIGORE: Seni is a line of premium incontinence products covering needs from very light to severe incontinence.

What changes do you see on the horizon in the incontinence market?

GRIGORE: Customers will be looking for better quality products that will help them reduce the cost associated with incontinence and offer them freedom. Manufacturers will need to look for new ways to satisfy demanding consumers.

What is one way your company plans to stay competitive?

GRIGORE: We recently introduced on the American market the Seni Super Quatro, a product for severe incontinence. Thanks to the double absorbent core and extra-dry system, moisture will be evenly distributed and locked in the core.

How do your products help HMEs and other health care providers?

GRIGORE: A premium line of incontinence products is an opportunity for HME providers to attract customers to their locations. We support the sales of the Seni brand by offering our partners free samples for their customers, educational materials, training about incontinence and products.

What is the one important thing HME and other health care providers can do to remain relevant in 2016?

GRIGORE: Find the best selection of quality products and combine it with educational activities and best service.

Unique Wellness

Steve Goelman, CEO wellnessbriefs.com

Tell us about your company’s incontinence products.

GOELMAN: Our products are inspired by NASA technology. What’s against the skin is dry for eight hours or more. Because you only need three scheduled, dry changes a day, customers save up to 70 percent on product restocking.

What trends do you see in the incontinence market?

GOELMAN: Baby boomers have a completely different mindset than their parents; they want to live a younger lifestyle. They are demanding products to let them live that way, and that is where our products come in.

How does your company plan to stay competitive?

GOELMAN: We plan to focus on our users, not our competitors. We’re not looking for the high-end user—we’re looking for the educated user, specifically for someone who’s looking for education about how a product works and how it can benefit them over another product.

What challenges are HMEs facing in the incontinence market?

GOELMAN: Reimbursement. People are being forced to pay cash rather than products being covered. If a customer can understand that a product can save them 70 percent and give them a higher quality of life, that definitely helps HMEs meet the reimbursement challenge.

How can HMEs and other health care providers increase revenue?

GOELMAN: Quality HME providers are remaining competitive because they have specialty products and know how to get cash customers into the store. With a specialty product such as ours, customers will return to the store to stock up.

Domtar Personal Care

Chris Lee, Brand Manager—Attends domtarpersonalcare.com

How does your company provide products to the market?

LEE: To meet the needs of a variety of customers, we have segmented our brands. The flagship Attends brand is positioned to meet the needs of outcomes-focused customers looking for innovative products that meet the needs of the quickly evolving health care market.

What are some trends you see in the incontinence market?

LEE: We are starting to see a rise in the younger population seeking information about incontinence specifically related to overnight “bed-wetting.” This is evident at the retail level as brands are releasing extended wear or overnight products. We are also starting to see that incontinence is becoming less taboo. Finally, all sufferers are looking for thinner, more discreet options.

Do you expect to see any major changes to the incontinence market in the rest of 2016?

LEE: The incontinence category is very confusing to shop. As more brands and items are launched, we anticipate this trend will continue. We are working to simplify the shopping experience for consumers by offering a one-stop shop with our new Attends Discreet line, and a new and simpler way to communicate absorbency with our recently introduced numbering system.

How does your company plan to stay successful this year and beyond?

LEE: We are launching our new Attends Discreet product line that was developed for the retail market. In addition, Domtar has recently purchased Butterfly Health, a manufacturer that produces body liners for accidental bowel leakage (ABL). Butterfly body liners offer discreet, secure protection to a problem that exists for roughly 1 out of every 10 people in the U.S. market.

How are your incontinence products helping HME providers meet market challenges?

LEE: Reimbursement rates are falling. Incontinence products are a driver to shop for many consumers. Our price points and counts are lower, making it easier for customers to pay cash. In addition, our products help to reduce the amount of products needed per patient.

Community Medical Products, LLC

Jim McHargue, Senior Partner commedpro.com

Tell us about the products your company offers to this market.

MCHARGUE: Our primary focus is on male dripping and leaking related to disease or prostate surgery.

Do you see any trends in the incontinence market?

MCHARGUE: While many benefit from the great variety of incontinence apparel on the market today, some—in particular active males—are seeking other, more discreet or more effective solutions.

What challenges do you see in the incontinence market?

MCHARGUE: Cost of incontinence products is often a factor for those living with incontinence. They are generally seeking the lowest cost product that will be effective for their situations. We need to give the market the best solutions and work hard to bring end-user cost down.

What is one way your company plans to stay competitive in 2016 and beyond?

MCHARGUE: We’ve just completed acquisition of and are now relaunching the ActiCuf Compression Incontinence Pouch for men. The product presents a discreet and unique solution to the challenge of intermittent dripping and leaking. ActiCuf is well suited to distribution by HME dealers to their retail and professional customers.

What challenges are HME providers facing, and how are your incontinence products helping them meet those challenges?

MCHARGUE: Making a shift to a more retail product mix is challenging in many ways for HME dealers. Unique products, such as ActiCuf, can help set them apart from national retailers and help to provide their clients much needed solutions.