With the changing landscape of Medicare funding, many providers
are no longer considering it a singular source of revenue. While
Medicare will —and should — continue to be providers’ primary funding
source, it cannot be their only funding source. This is why retail has
HME staff are learning to interact with their patients and learn more
about their conditions so that they can offer a variety of funded and
retail options, such as bath safety items, auto access gear, compression
garments or aids to daily living.
In additional to a trained, knowledgeable staff, solid marketing is
another way for providers to cash in on cash sales. Traditional methods,
such as TV, radio and print work well, but non-traditional methods
can help a provider stand out. Hosting local seminars for patients at
community centers, assisted living centers and other venues allow
providers to present and discuss homecare solutions, as well as answer
Savvy merchandising techniques can come into play, as well.
Engaging showrooms with attractive signage, displays, shelving
fixtures and product packaging can attract patients to investigate
what products are available. Cross-selling, or pairing products for
display (including funded, reimbursable products next to complementary
cash-sale items) in the showroom (and catalog or other sales
materials), is another strategy that can yield dividends.
Moreover, cash sales products cover a broad range of DME and
related items that appeal to an equally broad range of patients. They
include bath safety items, aids to daily living, home access, auto access,
and lift chairs to name a few. Here are some of the latest retail offerings
on the market:
AL435 Interior Lift
- Designed to transport power chairs or
- The power lift, rotation and extension can
easily handle up to 400 lbs. at a push of
- Power extension allows for loading, and
then retracts to center the mobility device
inside the vehicle for more stability;
docking device is included.
Sunset Healthcare Solutions
24-piece Cleaning Product Display
- Features 100 percent natural cleaning
products that are gentle enough for daily
leaning of all types of CPAP and oxygen
masks, tubes and filters.
- The cleaners remove dirt and oils while
cleaning, deodorizing and refreshing
without leaving an unpleasant after-odor.
- Kit includes display box with sign, six
dispensers of all-natural mask cleaning
wipes, four boxes of individually wrapped
mask cleaning wipes, two 32oz. bottles of
concentrated cleanser, four 8oz. bottles
of mask cleaning spray and eight 1.5 oz.
travel-sized bottles of cleaning spray.
Bruno Independent Living Aids, Inc.
- A patent pending lift on wheels that
allows a small or mid-size car to transport
a scooter or power chair up to 350 lbs.
- Positioned behind a car equipped with
a Class I or Class II receiver hitch, the lift
uses two swivel wheels that allow it to
follow precisely behind the car and eliminates
the possibility of a jackknife.
- Standard features include self-tensioning
retractable securement belts, with true
one-hand operation; one-button operation;
a drive on/off platform from either
side; and an easy fold platform.
Pride Mobility Products
LC-525 Lift Chair
Lift chair offers ‘zero gravity’ position, infinite-position hand controls
The new LC-525 Lift Chair series features comfort,
performance and style, along with new “zero gravity”
position, back style, infinite-position hand control and
soft fabrics. The infinite-position hand control offers
one-touch rise and recline. Cloud 9 Fabric Collection
is available in five colors: Black Cherry, Pacific, Spruce,
Stone, and Walnut. The “zero gravity” position offers
an active seat box for maximum comfort, and a new
back style for exceptional support.
Med-Lift and Mobility Inc.
No More Worries About Spills, Stains, Odors and Bacteria
Med-Lift and Mobility’s lift chairs now feature Crypton fabrics, which encapsulte every fiber with stain, odor and bacteria resistance. The breathable, moisture barrier is permanently integrated into the fabric. Crypton is guaranteed to be highly stain resistant and easy to clean. An EPA-approved disinfectant also is available for disinfecting Crypton on the lift chairs.
AL560 Automatic Universal Power Chair Lift
- Carries many popular power chairs and
offers a capacity of 350 lbs. with no chair
- Features a 28.5x38.5-inch adjustable
platform, manual crank backup and
license plate mount. Swing-away option
- Class III Hitch Adapter is standard and
Class II upgrades are available.
Troy Technologies, Inc.
The Economy Travel Wheelchair
- Available in 16- and 18-inch seat widths.
- Features ultra light weight of 18 lbs., a
travel pouch and three-stage handle
- Can be customized with seat and
back fabrics offered in a wide range of
colored and patterned fabrics, including
NBA and NFL teams.
Briggs Medical Service Company
Blood pressure monitor features female-friendly color
Blood Pressure Monitor
Briggs’ women’s automatic digital blood pressure monitor, available as an arm or wrist monitor, is designed in a feminine pink color with a soft shape to appeal to women shoppers. The monitor features three user memory bank, 120 total readings for the arm model and 60-reading memory storage for the wrist, an average of last three readings and a date and time stamp.
Sky MedSupply International Corp.
New cane handle gives seniors a lift
Sky Med’s Lifting Handle is an accessory for walking canes. Easily installed or removed, the handle is suitable for use with most standard 7/8-inch diameter canes. No tools are needed for installation, and the height adjustable handle acts as an aid for those who may have difficultly rising from a seated position. The handle allows a person to use their own weight against the cane to rise with less effort and increased stability, lessening the chance of falls and injury and increasing confidence.
Knee walker provides alternative to crutches
The newly designed Invacare Knee Walker, model #65960, is an alternative for those who are weary of discomfort related to crutches. The new design enhances stability, tracking control and patient comfort. The walker features easy-to-operate ergonomic hand brakes, a comfortable knee pad, and easy folding for storage or transport. It offers easy maneuverability with the 6-inch front swivel wheels and height adjustability for a custom fit. A basket is also standard for this model.