More than 24 million Americans suffer from venous disease. There are various levels of venous and lymphatic diseases that require different treatment options for different age groups. As progressive diseases, these conditions will worsen without proper care.
This represents a huge population that requires unique products and services for treatment. The home medical equipment industry can provide high levels of expertise and services to a sometimes challenging patient population. Because of this, there is a real opportunity to differentiate one’s business within a continuously changing health-care market.
One of the most trusted and economical methods of treatment is the use of compression garments. Once upon a time the term “garment” was referred to only as elastic compression stockings. It now encompasses a whole spectrum of products that can assist with each patient’s specific needs. New studies have recently been completed that are forcing clinicians to reevaluate how they select garments for patients.
There are two new terms HME providers need to know when evaluating compressions garments: static and dynamic compression. Static (elastic) compression products provide a consistent compression level on the limb. If a patient is wearing a 30-40 mmHg compression stocking at the ankle, they should be receiving approximately 35 mmHg of compression and approximately 25 mmHg of compression at the calf. This compression will remain fairly constant whether the patient is ambulating or not. Static compression garments are typically an elastic garment, such as traditional compression stockings. Key benefits of static compression include:
- Precise and accurate compression
- Maximum wearing comfort to enhance compliance
- Fits all lifestyle needs
Dynamic (inelastic) compression products will have dramatic compression changes when a patient is ambulating or moving. These are very robust products that provide significant resistance to the muscles during movement. The resistance of the garment will make compression levels rise and fall, creating large fluctuations. Dynamic garments are typically a breathable neoprene-based product secured by Velcro (hook and loop) closures or with a wrapping technique. Key benefits of dynamic compression include:
- Ability to adjust compression levels
- Maximum containment
- Improved venous hemodynamics
Both static and dynamic garments have their advantages and disadvantages. Individual patients can heal quicker, or reduce symptomatic pain, with one compression category versus the other. Classifying patient conditions will provide increased compliance, leading to overall treatment success.
Intensifying competition is compelling market participants to reduce prices and focus on niche marketing techniques such as providing products with unique features. Offering novel designs and differentiating your products and services will become essential for market success for HME providers.
