Moving Forward
- By Bill Lozon, Pamela Friedman
- Jan 01, 2001
For many of us, taking a shower, getting dressed, running down the stairs, climbing into the car and running an errand is a simple task. For others, it can be a stressful and trying event. Fortunately, people with disabilities, chronic illness or related conditions, mobility and accessibility products to make their daily activities simpler and to make their lives a little easier.
This year marks the 10th anniversary of the Americans with Disabilities Act (ADA). While this act applies to the public sector of life, it changed how society, businesses and individuals accommodated people with disabilities or debilitating diseases and conditions. Under the ADA guidelines, buildings and facilities must comply with strict regulations regarding new construction, additions, and modifications and alterations to existing buildings.
The legislation made the public aware of the everyday obstacles people with disabilities face that have been overlooked or taken for granted in the past. For example, the ADA introduced the idea of accessible routes such as building entrances including mechanical doors and wider entry ways; space allowance for those with wheelchairs or walkers; reach ranges for those with limited mobility; and ramps, elevators and lifts to make life easier for people who need assistance or face physical challenges.
The growing market of mobility products has provided a greater need for accessibility products such as ramps, stair lifts, elevators and modifications to entryways. |
The ADA also brought about an awareness that accessibility is not only relative to public buildings and facilities, but in the home as well. Manufacturers are answering the needs of individuals who require additional help in maintaining quality of life through the use of home accessibility products. Making Life More Accessible
Mobility and accessibility products go hand-in-hand because people with disabilities often must use both. These products vary for each individual but the applications of both products has driven these markets to great heights.
"We look at what's happening in the industry - what's the most popular piece of equipment - and we tailor our products to that," said Don Everard, CEO and marketing director for Homecare Products Inc., a portable ramp manufacturer based in Kent, Wash.
Products for Convenience
Scooters, power chairs and manual wheelchairs, as well as other ambulatory products such as canes and walkers, are designed to assist those with disabilities. Mobility products come in various shapes and sizes with many different options. They can be customized to meet the needs of different users utilizing flip-away armrests and footrests, custom seating and accessories such as oxygen carriers or baskets for shopping. Mobility products have opened up more opportunities for those who were confined to the home or were forced to rely on others for assistance in everyday activities like grocery shopping.
Bath safety and accessibility products also help patients and customers move about their homes more freely and with less effort. Some equipment such as bath transfer benches offer assistance to patients while allowing them a sense of independence because they do not have to rely on a friend, family member or health care worker for help.
"These products promote independence within the home so individuals don't have to utilize outside medical help as much," Eberle said.
The growing market of mobility products has provided a greater need for accessibility products such as ramps, stair lifts, elevators and modifications to entryways.
There are several different ramps available on the market today. Many patients are interested in portable ramps so they can stay more mobile. These portable ramps can rest on a curb or up against a vehicle for loading and unloading. Others require something more permanent for access to and from entryways of their homes.
"Sometimes people have to redo their homes so they can be more mobile within the home," Eberle said.
Other accessibility products include stair lifts for those who have mobility but difficulty with stairs. "These lifts are convenient because they can be added to existing stairways," said Fred Gordon, marketing specialist, Concord Elevator Inc., Brampton, Ontario, Canada.
Gordon recommends an inclined plane lift (IPL) for those users or patients confined to wheelchairs. The IPL works on the same principles as a stair lift but instead of climbing into a chair, patients roll their chairs onto a platform and push a button to move up or down the stairwell. The platform folds up neatly out of the way after use.
Elevators, if within the budget, can be adapted for use in the home. Problems associated with installing elevators include limited space, especially where houses are close together, making it difficult to build the shaft. However, Gordon suggests installing a home elevator if it is within the user's financial means.
"Elevators are always a good option because they are more aesthetically appealing. People can install 'regular' doors on the front of the elevator," Gordon said.
Van conversions also have become increasingly popular as people who use scooters and other mobility products require certain vehicle modifications to accommodate the size of the products and to facilitate loading and transport -making it a simpler task. Options include having the floor lowered or installing a lift or using a ramp.
Financial Aid
"Removing the floor of the minivan and lowering it eliminates the need for raised roofs which allows for the advantage of clearance and getting into the garage," said Ed Lantz, marketing manager, Mobility Van Conversions, Oviedo, Fla.
Style and Design
While style and design can be fairly standard in dealing with accessibility products, the individual seems to be the greatest concern for manufacturers.
Our goal is to educate the dealers and show them how the products fit the end users so they can make a good choice for their customers. |
According to Michele Eberle, marketing director for Wheelchairs of Kansas, Ellis Kan., every consideration must be made when designing both mobility and accessibility products.
"Wheelchairs have to fit through doorways so we have designed a line of folding chairs that allow for more mobility and access through small spaces," Eberle said.
For ramps, Everard said it is important to take into consideration both the patient or user as well as what the product will be used for. For example, if the user is elderly, a lighter ramp might be necessary so he or she can easily move it. Considerations such as weight of the user; weight of the scooter, power chair or wheelchair; as well as the incline of the ramp, should be taken into account.
"We try to design a product that is compact, lightweight and really easy to use and set up," Everard said.
"We specialize in bariatric products so we always think of the individual first," Eberle said.
Answering the needs of the individual has changed the van conversion market as well. In the past, modifications were pretty standard, consisting primarily of the size modifcations previsously discussed. In today's market, however, post-production options such as a transfer seat, hand controls and easy-lock security systems have made driving and traveling easier for many people with disabilities.
"Some of the electronic mobility controls allow individuals to use their hands to control acceleration and braking and steer the vehicle," Lantz said.
While the individual is always the main concern for manufacturers and distributors, for accessibility equipment like stair lifts and platforms, other factors are taken into consideration.
"If it's a winding staircase, then there is a lot of measuring involved in dealing with the curve and incline of the stairwell," Gordon said.
The accessibility market is growing rapidly and manufacturers and dealers must regard other markets, like mobility, and pay attention to what changes or improvements are being made. However, it is obvious that answering the personal needs of the individual is what will drive accessibility products to greater heights.
Working With Dealers
Users, manufacturers and distributors alike should be aware of the many components that make up the design and functionality of an accessibility product. Manufacturers can help drive accessibility products by working with dealers and distributors and marketing to the consumer.
"We support our dealers through a variety of printed material, brochures and in-store posters," Gordon said.
Dealers also can assist customers by using photo CD libraries or manufacturers' Web sites.
"Our goal is to educate the dealers and show them how the products fit the end users so they can make a good choice for their customers," Everard said.
It also is important to be able to offer the end user several options and have a largely stocked inventory as well. Customers want to be able to start using the product as soon as possible because it will make their lives easier.
According to Everard, while a custom ramp can take between two to four weeks for delivery, a product ordered from stock should be provided with quicker turn-around.
"We like to provide the dealer with a product they can order. We carry a tremendous amount of stock so we can ship same day and provide quick service and quick delivery," Everard said.
Dealers and distributors also should be well educated regarding the uses and applications of the various accessibility products they sell.
Dealers and distributors also should be well educated regarding the uses and applications of the various accessibility products they sell. |
Manufacturers can help by offering education, literature as well as excellent customer service to help dealers problem solve and troubleshoot for customers who have questions that need immediate answers or problems that need immediate attention.
"We rely heavily on good communication so our product managers are accessible for dealers who are having difficulty assessing the criteria to determine what is best suited for the user," Gordon said.
Manufacturers, like Concord Elevator Inc., also offer training courses for both technical education and sales. "We offer a 'school' that shows them how to measure for our products," Gordon said.
A lot of times, the dealer or distributor is the direct link to a customer. Manufacturers must maintain good communication and contact with dealers because they are ultimately representing the product.
"Communication with dealers is important...it helps us maintain information on chairs and measurements and customization," Eberle said.
Manufacturers can only benefit by providing good customer service not only for the end user, but for distributors as well so they are able to stay informed of any changes or ask questions about problems or concerns.
Funding and Reimbursement
Modifying a vehicle or a home to make it more accessible can be very expensive. Custom and permanent ramps can sometimes start at $2,000 and move up to $5,000 depending upon the specifications. Sometimes, much of this cost is out-of-pocket for the user.
"Typically, third-party insurance will cover it, but Medicare and Medicaid do not cover ramps. They don't consider temporary or portable access as an item they would consider a requirement," Everard said.
However, Medicare and Medicaid do provide reimbursement for custom wheelchairs."There is a custom wheelchair code out there," Eberle said.
Eberle also stated that expense is determined by the specifications. "Price varies depending on what options the user has," she said.
According to Lantz, reimbursement is a major obstacle in the accessibility market. "They will provide for scooters but don't provide for the access or transport of those products," he said.
There also is no funding or reimbursement for in-home modifications for lifts or elevators, according to Gordon.
However, there are several agencies willing to donate or contribute to the cost of accessibility products and modifications. Some major automobile manufacturers are now offering reimbursement programs for vehicle modification costs.
"A lot of our business has been through the veteran's administration or developmental services. These agencies provide a lot funding," Lantz said.
While there are private agencies and associations that can and will help with the cost of mobility and accessibility products, Lantz said there is not a lot of information about it. "It would be great to know what agencies are willing to help and what they are willing to help with," he said.
Moving Forward
Mobility and accessibility are two markets that will continue to grow and expand - provided that manufacturers continue to answer the needs of the individual. Dealers and distributors can help by educating themselves about the various products available to their customers. They also should offer any feedback from customers to the manufacturers so changes can be made and equipment can be modified to answer the needs of people with disabilities.
A major obstacle for these two markets is government and private funding and reimbursement, which often prevents or impedes a patient from buying a piece of equipment. "Sometimes people have to go without," Lantz said.
"The ADA was a really good first step but there is more work to be done and the government needs to go further," Gordon said.
Those who work in these industries, as well as the individuals who use the products, should continue to move forward and hope that the widespread applications of the products will drive the industry to greater heights forcing the government to pay attention to the needs of individuals with disabilities.
"This is one of the key growth areas within the home health industry," Everard said.
The ADA was a really good first step but there is more work to be done and (the government) needs to go further. |
The mobility and accessibility markets will continue to forge new ties as the widespread application and utilization of both types of products continues to increase. Both markets continue to help people with disabilities lead more active and convenient lifestyles while providing them with the independence they fight for on a daily basis.
"The products that you manufacturer really affect the lives of the people who are purchasing them," Gordon said.
Financial Aid
The following automobile manufacturers offer reimbursement programs for vehicle modification costs. For more information you can call their toll-free numbers or visit their Web sites.
Automobile Program
(800) 255-9877
www.chryslercorp.com
MMP Headquarters
(800) 952-2248
www.ford.com
Mobility Program for Persons with Disabilities
(800) 323-9935
www.gm.com
A Program for Persons with Disabilities
(800) 553-6000
www.saturncars.com
Making Life More Accessible
In 1989, Lee Meagher and David Vincent bought their father a scooter after he had a stroke that left him paralyzed on the right side of his body. Their father continued to be active and when the family traveled, they would bring the scooter along with them. However, it soon became difficult as the scooter had to be disassembled before placing it on an airplane, and then reassembled once they arrived at their destination.
On one of the family's travels, the scooter broke down so they took it to a local mobility company who fixed the scooter, offering the family a rental while it was being repaired.
"At that time, we didn't even know renting a scooter was possible," Vincent said.
In the mid-90s, the family traveled to Hawaii and called several local distributors about the possibility of renting a scooter. However, the family was unable to attain a scooter because the distributors either did not rent them or they were out of them.
"We got to thinking that this should have been something we should have been able to arrange beforehand," Vincent said.
Meagher and Vincent decided to start assembling information about the distributors and dealers in various cities that rented scooters. They began forging relationships with these businesses and ultimately launched a toll-free number for scooter rentals and created the company Scootaround.
Currently, Scootaround can rent scooters in over 160 locations in the United States as well as in Canada and Europe. "We believe there is a whole rental market for travelers but they are unaware," Vincent said.
According to Vincent, there is a growing need out there for scooter rentals. Disney World has 85 scooters they rent at the front gate and other amusement and theme parks are beginning to see the need and the advantages of renting scooters to park attendees.
"We have a long-term relationship with most of our people....but we are always looking for new locations to service," said Vincent.
*If you would like to contact Scootaround for more information, you may call the toll-free number, (888) 441-7575, or visit the Web site, <I>www.scootaround.com<I>.
This article originally appeared in the January 2001 issue of HME Business.