When HomeCare asked a dozen of the industry's largest manufacturers about their best-selling products, it became clear that both patient and provider needs are critical factors in what makes a product popular in home health care.
In today's competitive environment, providers are looking for quality products with excellent performance, durability, low maintenance — and pricing that makes economic sense.
Educated consumers demand the same things plus comfort, style and convenience these manufacturers say. They point out end-users and their caregivers also want products that are simple to use and make their lives easier.
Satisfying all of these needs can be a tricky business, not to mention working with payer requirements.
But the home medical equipment industry is driven by a relentless dedication to creating products that enhance the lives of those it serves, as well as giving providers the opportunity to streamline operations and increase profits. With toughening conditions ahead, it is also clear that you must focus on such products, those that you can count on as sales winners.
Read on for a sample of what, in their manufacturers' own descriptions, makes these products some of HME's best-sellers.
www.americanbantex.com
APM-8000-G 8" Bantex Alternating Pressure System
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For use in the prevention and treatment of pressure ulcers
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Mattress has 20 air bladders, nine with laser-cut, low-air-loss function to increase patient comfort; helps keep the patient cool and speeds recovery
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Eight-inch cells are constructed with nylon/50 percent TPU; the nylon/TPU cover material is heavy weight, water-resistant, vapor-permeable, has a fiber-quilted bottom and is machine washable to provide protection and comfort
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CPR valves provide fast (20-second) release of air from the mattress
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Easy to replace individual bladders
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The quiet, high-volume pump produces 8 liters per minute of pressure
“Because it is one of the most convenient systems for the treatment and prevention of pressure ulcers,” according to American Bantex, “this therapy low-pressure system offers straightforward installation, simplified operation and pressure relief performance” — everything that end-users and providers are looking for — at a low cost.
www.drivemedical.com
Sentra EC Wheelchair
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Eight-inch front casters
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Adjustable in three positions
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The standard dual axle provides easy transition of seat to hemi-level
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Limited three-year warranty
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Plastic footplates
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Carry pocket is available
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Urethane tires mounted on the composite wheels provide durability and low maintenance
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The double-embossed vinyl upholstery is durable, lightweight, attractive and easy to clean
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Push-to-lock wheel locks
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Plastic hand rims
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The carbon steel frame has triple coated chrome for an attractive, chip-proof and maintainable finish
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Sealed precision bearings
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Padded armrests
This wheelchair “has a 300-pound weight capacity, and it is available at a value price,” states Drive. In this product category, the company notes, providers and consumers are looking for inexpensive yet durable products.
www.grahamfield.com
WhisperLite II Homecare Bed Line
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The semi-electric bed model offers quiet, smooth operation; both head and foot sections can be raised or lowered simultaneously or independently with one hand control, and both head and foot sections can be lowered during a power failure with a single standard 9-volt battery
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The full-electric bed model offers the additional feature of electric height adjustment, which adds a new level of convenience for caregivers
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The low bed height of only 9-1/2 inches means that injuries from falling out of bed will no longer be as great a concern. With its high position of 20 inches, this bed has more than 10 inches total of height adjustment. The casters engage at the lowest position to enable bed movement but disengage when the bed is elevated to prevent unsafe movement.
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All WhisperLite II beds ship in three cartons and assemble quickly and easily
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All carry a limited lifetime warranty on welds, and two years on all other components
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All feature maximum weight capacity of 450 pounds
In the home care bed category, Graham-Field points out that along with a good price, providers want light weight to make delivery easier. The WhisperLite II line offers features that both caregivers and providers can relate to.
“Patients and caregivers want a bed that is “quiet, light and offers great quality,” the company says, along with reliability and safety.
And not just in this category but in every category, the company says, “Providers want a product that sells itself by having great features and price.”
www.invacare.com
Invacare HomeFill II Home Oxygen Filling System
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Allows patients to refill their oxygen cylinders safely and easily within their own homes
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Connections and controls are simple and easy to use
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HomeFill oxygen cylinders are available in weights of 3.6, 4.2 and 5.9 pounds and offer oxygen-users up to 10 hours of oxygen (depending on the size of the cylinder). This encourages patients to get out and enjoy life, which studies have shown can extend a patient's life while increasing their quality of life.
For providers, the HomeFill system “virtually eliminates the high cost of frequent cylinder or liquid oxygen delivery. For oxygen patients, the HomeFill II allows them to refill their own oxygen cylinders easily and safely at home. It allows patients to go where they want, when they want without worrying about oxygen deliveries or running out of oxygen,” according to Invacare.
“Previously,” the manufacturer continues, “providers needed to spend substantial capital on an oxygen filling system and a large inventory of cylinders, as well as trucks, drivers and fuel costs to deliver the portable oxygen every day. With HomeFill, the home care provider can avoid this sizable and ongoing investment and operate profitably in the oxygen market.
“They are dealing with oxygen reimbursement changes and increased costs associated with oxygen delivery … so they need product solutions that will make their business profitable while benefiting their oxygen patients.”
In addition, the company says, long-term oxygen therapy patients are looking for products that will give them their freedom back.
“The HomeFill does just that. Being able to refill their own oxygen cylinders … at home eliminates the need for patients to worry about running out of oxygen or being home to receive their deliveries.”
www.medline.com
Excel 3000 Wheelchair
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Weight capacity of 300 pounds
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With three axle positions, it is adjustable for standard, hemi or transport
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Offers an optional quick-release transport wheel accessory
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The quick release axle offers a push button design for tool-free removal of wheels
“While the chair serves as a standard wheelchair, it has a third axle position so it can be easily converted into a transport chair with its quick release wheels. People love it because it is reasonably priced, offers great mobility and is easily transported,” according to Medline.
“The benefit for providers is that they can carry fewer transport chairs, and it also provides a cash income opportunity. While the chair is reimbursable, the transport wheels are a cash sale item. The end-user doesn't mind the out-of-pocket expense because it is less expensive to purchase the quick-release wheels than another chair.
“The Excel 3000 gives the end-user just what they are looking for: an affordable chair that offers great mobility and easy transport.”
www.meritshealth.com
MP1I Power Wheelchair
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Programmable controller to meet different patients' needs
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Foldable for easy handling, storage and transportation
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Auxiliary brake n Flip-back height-adjustable arms
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Detachable swing-away footrest with the option of elevating legrest
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Optional oxygen tank holder
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Limited lifetime frame warranty
“End-users want a power wheelchair that fits their individual needs, including a programmable controller, being foldable for travel and a wide variety of seat widths, seat depths and weight capacities,” Merits says, and those needs are addressed in this power chair.
“This power wheelchair comes in seat widths of 16 inches to 28 inches wide to accommodate a variety of users. This model also comes with weight capacities ranging from 250 pounds to 800 pounds.”
The company notes that providers are looking for “a very reliable power wheelchair” and says this popular product has been on the market for more than 10 years with a long warranty that also is popular.
www.novaorthomed.com
Cruiser Deluxe Rolling Walker
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Features Nova's patented braking system
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Removable seat pad
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Removable contoured back
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Lock-n'-load clip that keeps the walker in a locked, folded position
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Removable basket
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Eight-inch tires
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Weight capacity of 275 pounds
- Available in six colors: black, blue, green, purple, red and silver
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Add-on accessories include a travel bag, cup holder, tray, basket liner, pouch and flashlight clip
According to the company, “Providers are looking for products that have great selling features, accessories, size options for all users, marketing and training support, and most important, a great warranty and service support.
“End-users are looking for the same thing the providers are looking for — features, options, choices, quality and service.
“This is a great product for providers to sell and up sell a great line of accessories. It impacts the end-user greatly by providing them with a functional mobility device.”
The Cruiser Deluxe also is backed by “Nova's exceptional warranty, parts and service program,” the company says.
www.permobilusa.com
C500 Corpus Power Wheelchair
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The Corpus seating system's modular design enhances functionality through changes in sizing and power functions
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Designed by one of the leading ergonomic experts in the world to match the natural contours of the body
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The customization of the Corpus seating system is limitless
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Depth, width, height and angle of multiple seat components can be adjusted or customized
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Ergonomically pleasing with power tilt and recline
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Superior quality, sophisticated technology and the greatest forms of functionality
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Down to the smallest details, this base is exhaustingly refined and redesigned
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An enhanced suspension system provides a smooth and comfortable ride
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Effortless performance tackles obstacles with unmatched power and increased maneuverability
According to Permobil, power wheelchair users are looking for comfort, dependability, style and service — and power wheelchair providers are looking for quality, durability and service as well as a good value.
The C500 Corpus is popular “because of its modular design and ergonomically advanced seating system,” the company says.
“It benefits the end-user by giving them the proper fit and performance they have come to expect from Permobil. It benefits providers by being able to provide the appropriate seating system based on need.”
www.pridemobility.com
Go-Go Elite Traveler Travel Scooter
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Offers an advanced yet easy-to-use lock up system for fast, one-hand disassembly/reassembly in less than a minute
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Three interchangeable shrouds: red, blue and silver
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Accommodates individuals up to 260 pounds
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Style, performance and luxury all at an affordable price
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Flat-free tires provide durability during outdoor use and provide a smooth, quiet ride indoors
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Can be ordered with 17 AH batteries for greater range allowing the user to ride all day
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A 36.5-inch length combined with a 19.25-inch width offer tight space maneuverability of 32.5 inches
Not only is the Go-Go Elite Traveler Travel Scooter “one of the most technologically advanced scooters in the industry today,” says Pride, but “providers are looking for brands that are recognized, that sell and that are in demand.
“They also want assistance from manufacturers in developing advertising campaign and merchandising programs that increase inventory turns. Additionally, providers are looking for a manufacturer that has a responsive technical service department and parts availability. Finally, providers are looking for a manufacturer that will assist with educational programs for their staff.”
In addition, the company says, service after the sale is also important for consumers, who want “selection, high quality, style, performance and luxury all at an affordable price. They want to be able to shop in a consumer-friendly, retail-oriented environment and be able to work with a well-trained staff that will recommend the product that best fits their needs.”
What's more, according to Pride, consumers want mobility products that offer maneuverability and portability, so they are also looking for light weight and increased durability. “They also want service after the sale.”
www.respironics.com
REMstar CPAP with C-Flex technology (M Series Platform shown)
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C-Flex tracks individual breathing flow patterns and provides personalized pressure relief at the beginning of exhalation
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The pressure is returned to the therapeutic CPAP level prior to the end of exhalation to ensure airway stability is not compromised
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Every breath is personalized to the patient's expiratory effort and flow
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The design improves comfort for the patient and minimizes the potential for mask and mouth leaks and the discomfort they can cause, leading to better patient acceptance and adherence to therapy
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Easy to use
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Small and less medical looking
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The standard platform reduces required inventory from a provider perspective and allows a cross-product utilization of accessories. If an end-user requires a product change within the same platform (auto or BiPAP), it would be easily accepted with minimal in-service required
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The modularization of the platform allows flexibility for the provider to add components to the device as needed (i.e., the Encore Pro SmartCard for downloadable compliance reporting)
In the sleep therapy market, it's all about patient compliance, according to Respironics, which says its C-Flex technology is “clinically proven to significantly improve patient adherence to positive airway pressure therapy versus CPAP alone. Patients can feel the difference in their therapy and prefer C-Flex over standard CPAP.”
The company says a study published in the June 2005 edition of Chest showed that patients using a REMstar Pro with C-Flex used their therapy an average of 1.7 hours (1 hour, 42 minutes) longer per night than patients on CPAP over a three-month period, and the difference in adherence widened over time.
“The pressure relief at the beginning of exhalation improves patient comfort and gives them a greater chance to achieve positive results from their therapy.
“End-users want positive results from their therapy that leads to an improved quality of life,” the manufacturer continues, adding that consumers also want sleep products that fit into their lifestyles, that are small, compact and that don't “look medical” as well as being easy to use and comfortable to wear.
The company says providers are looking for reduced set-up times, follow-up phone calls and inventory requirements. “They also want product platform flexibility to meet multiple customer needs as well as downloadable compliance reports.
“For providers, the C-Flex offers improved acceptance and adherence, which may lead to [fewer] mask refits, [fewer] phone calls and patient visits and potentially reduce operational costs and increase the patient lifetime value.
“A patient who utilizes and receives positive results from their therapy will require ongoing revenue-generating accessories such as masks, headgear, tubing and filters. They also may increase referrals to the provider by spreading the word of their successful outcomes to their physician and other potential patients.”
www.therohogroup.com
SelectAir Max Low Air Loss System
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The control unit has a single hose connection to the mattress and offers easy access to the filter for maintenance
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The mattress has side bolsters to center the patient and an internal manifold system design with no external tubes or connectors
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It is quiet, portable, lightweight and reliable
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The firm mattress mode helps facilitate nursing care during dressing changes, patient repositioning and transfers
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The upright patient mode gives added support when the head of the bed is elevated
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The foot pillow prevents unnecessary skin breakdown due to patient migration
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The system lock prevents accidental adjustments and automatically resets the system in case of power failure
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The auto comfort mode takes the guesswork out of programming; during set-up, the mattress sets optimal pressure according to patient's weight distribution
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Pulsation (alternating pressure) provides three cycle settings that continually readjust the system to ensure patient comfort
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Easy to clean and maintain
“The SelectAir Max is a proven product in the market and has a reputation for being a high-quality, cost-effective, easy-to-use low air loss system,” says Roho.
“For the provider, the system is quick and easy to set up. It requires very low maintenance and is easy to clean, which can save time and money.
“The end-user benefits because this system is comfortable, easy to use and easy to transfer on and off with the use of the unit's firm mode.”
www.sunrisemedical.com
Quickie Rhythm Power Wheelchair
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The Rhythm's 6-Form Suspension enables it to traverse rough terrain smoothly using independent wheel suspension, climb up to 3-inch curbs and maintain a balanced profile when turning at high speeds
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Delphi motor controllers are programmed to keep the motors running any time thermal rollback (or overheating) occurs
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Leveler technology helps ensure that the drive wheels maintains steady contact with the ground
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Perfect Fit seating system
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Power module options
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Power options include tilt, elevating lift and recline with shear reduction
“This wheelchair is popular because it provides unsurpassed drivability, outstanding terrain handling and new standards in quality. The performance factors of the chair provide a positive impact to the consumer, while the quality and serviceability positively impact both consumers and providers,” according to Sunrise.
“Consumers want an attractive product that allows them to go where they want to go and do what they want to do without having to make compromises. And providers are looking for a product that can cover all of a consumer's needs.”
With the adjustability of the Perfect Fit seating system, the performance of the Rhythm base and the flexibility and reliability of its Delphi electronics, the company says, “we are well positioned to meet consumer expectations.” And, says Sunrise, “the provider can be confident that we have all the bases covered.”
