As the Medicare reimbursement structure continues to change, the need for alternative revenue sources has become a necessity for HME providers. Two such sources for cash sales are power portable mobility products and manual travel wheelchairs.
Many aging customers who may not qualify for a Medicare-reimbursed portable mobility aid find themselves changing their day-to-day activities because of mobility issues. Providers have many choices when it comes to helping these customers stay active. Manual travel wheelchairs are one option. The attributes that should be considered when purchasing manual travel wheelchairs include the variety of sizes, styles and colors available; warranty; ease of portability; access to replacement parts; and technical service.
One new product on the market is the Rebel wheelchair by Drive Medical. It features removable rear wheels so the chair can easily be placed in the trunk of a car, making it ideal for travel. The small, retail-packaged carton is 33 percent smaller than a traditional carton, making stocking the chair much more economical. Drive also offers drop shipping direct to the HME provider’s customer so that stocking the chair in not necessary. The Rebel (above right) is an example of matching products to changing demographics.
For users who do not have the strength or ability to operate a manual wheelchair, a travel power wheelchair is an excellent option for maintaining an active lifestyle. These chairs are smaller and more lightweight than standard-sized power chairs, making them great for use in the tight spaces of smaller homes.
The main feature of the travel power chair is its superior portability. These chairs are designed to disassemble quickly and easily into lightweight components that allow the chair to be loaded into almost any car, truck or van without the need for an expensive vehicle lift. For example, the Drive Medical Cobalt power wheelchair (above left) disassembles with the simple pull of a handle, breaking down into three easy-to-handle pieces.
Smaller size and portability also make travel power chairs great supplemental chairs. Users may have a larger standard chair for regular full-time use, and a smaller travel chair for taking out and about. Travel chairs are not generally the best option for outdoor use, and they do require a certain amount of strength and dexterity to handle assembly and disassembly of the unit.
Some travel power chairs are Medicare reimbursable with an HCPCS code of K0821. However, these chairs are considerably less expensive than standard power chairs, making them an option for cash sales as well.
The 76 million members of the Baby Boomer Generation have extensive buying power and a strong desire to remain active. As they age and find themselves in need of a wheelchair, the price and portability of a travel power wheelchair will make these products a very attractive option.
