Business Development

There's a lot more to the incontinence category than meets the eye. While adult briefs and undergarments carry the image of being a bulk-load commodity that is purchased and distributed on huge pallets, manufacturers say the products have become more sophisticated and individually tailored for specific types of customers.

Obesity has been a health problem in the United States for quite some time and statistics show that it's only getting worse. That has created a growing need for a bariatric-sized medical equipment market--a category that has been gaining weight in the HME industry for a number of years.
Jean Sayre, director of clinical education for Bozeman, Mont.-based The Comfort Company, says obesity, while prevalent, is still not getting the attention it should by the public.

Orthotics and prosthetics, along with soft goods like compression hosiery, post-mastectomy forms and other garments, can be a strong retail product category if presented correctly. An essential element of this business, says HME retail specialist Jack Evans, is creating an atmosphere of tranquility, compassion and wellness.

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