Market Q&A: Vehicle Lifts

Harmar

David Baxter VP, Marketing www.harmar.com What tools do you provide to help educate dealers and potential product users? BAXTER: Our best tool is our Compatibility Calculator on our website. Any user or dealer can use it to see what lifts work with their vehicle and mobility device. It asks additional questions that result in the “Best Match” based on their usage preferences. Additionally, Harmar provides hands-on training at our facility, for dealers to become more familiar with the lifts and applications. What are the different forms of distribution for vehicle lifts? BAXTER: Most vehicle lifts are sold through a variety of dealer types. These include National Mobility Equipment Dealers Association (NMEDA) dealers who are primarily focused on van conversions; HME dealers who also sell power chairs and scooters; mobility specialists that sell home accessibility products; and internet dealers who sell lifts and provide installation services. How have lift weights and capabilities changed to make products accessible to more people? BAXTER: It seems that scooters and power chairs are getting heavier while automobile tongue weights are getting lower. We have been successful at reducing overall installation weight. Our new lightweight swing-away saves 13 pounds. Additionally, we have new platform designs that have reduced overall weight as well.

Pride MOBILITY PRODUCTS

Micah Swick Director of Sales www.pridemobility.com How have lift weights and capabilities changed to make products accessible to more people? SWICK: The objective is to minimize the installation while maximizing lift capacity. Products such as our compact interior boom lift have a capacity of up to 440 pounds. Ease of installation and overall use keep improving. The docking methods and ease-of-operation overall continue making vehicle lifts easier to use. What tools do you provide to help educate dealers and potential product users? SWICK: Pride has extensive field support and provider training. Consumers and providers especially appreciate our online applications product selection tool, where, by selecting a vehicle make, model and mobility product from drop-down menus, compatible vehicle lifts are presented. Vehicle lifts naturally go with mobility products. Packaging scooters with vehicle lifts is a vital strategy. However, also demonstrating how easy a vehicle lift is to use and install can be a fantastic sales tool. What trends are you seeing in connecting with new product users? SWICK: The range of mobility products used with vehicle lifts has expanded to all categories. Specifically, larger mobility products require higher weight capacities in lifts, and that’s opening up vehicle lifts in the 400-pound and over class. Users of large scooters and power chairs appreciate access to these technologies.