Mobility market pulls in two directions

YARMOUTH, Maine – The standard mobility market is being shaped by two competing forces: A growing demand from consumers for lighter, more versatile devices designed for life beyond the home, and a reimbursement system that continues to lag both technology and lived reality.

Consumers want lightweight, portable & stylish

Manufacturers say consumer demand is moving toward lighter, more portable scooters and power chairs, with design choices increasingly shaped by how easily a device can travel and store. Lighter-weight structural materials like carbon fiber, direct-drive motors and lithium-ion batteries have all contributed to reducing the overall product weight to meet demands for portability, they say.

These adaptations also make equipment a better fit in daily life, manufacturers say.

“Manufacturers are designing and bringing to market wheelchairs, including complex power wheelchairs, that offer a narrower footprint to improve accessibility inside the home,” said Rick Glynn, CRT national sales manager for Merits Health Products. “(These allow) consumers more agility to navigate tight environments and more confined spaces that they, otherwise, may not be able to access with a fuller-sized, wider base.”

Consumers also want to express their individual style, says Chris Carroll, director of marketing at Golden Technologies. That demand runs the gamut from portable folding scooters and lightweight carbon fiber power wheelchairs to larger all-terrain models.

“Many customers are also looking for travel bags, additional batteries, baskets, optional color shrouds, cell phone holders, scooter covers, drink holders, extra chargers and more,” said Carroll. “All make for quick retail cash sales and help customers be even more comfortable having the convenience of storing items they need while on the go.”

Where coverage falls short

Most funding, however, still operates under the “in-the-home” restriction rules. That gap between how people live and how products are funded remains one of the clearest fault lines in the market.

“As we all know, though, these consumers want to – and should – participate in community activities, attend family events, get to doctor appointments, go to church, visit friends and so on,” said John Domanick, vice president of sales and marketing at Merits Health Products.

Tying coverage to narrower definitions of medical necessity will, ultimately, stifle innovation, said Glynn.

“If there’s no return on investment to bring to market new technologies that improve people’s lives and give them greater independence, manufacturers will naturally shy away from implementing them at scale,” he said.

Not only that, but current conflicts in the Middle East have greatly reduced the transport of oil and gas from that region, which has impacted energy costs globally, says Domanick.

“We are seeing a surge in transportation costs across nearly every segment of our business, from raw materials, parts and other inputs to the shipment of finished goods,” he said.

Life beyond Medicare

While Golden offers models that qualify for Medicare reimbursement, the company is primarily focused on retail mobility solutions. To help close the gap, Golden has partnered with CareCredit as a funding source existing outside of Medicare for some of the bigger-ticket items.

“Our retailers who are enrolled in CareCredit and really take the time to promote the option are proving to make up losses while helping customers get what they need when they need it most,” said Carroll. “We also offer our retailers co-branded merchandising materials to raise awareness of the program in the showroom.”