Mobility demand continues to grow steadily

Tyler Mahncke estimates the demand for mobility equipment is growing at a 5%-9% annual rate, with approximately 60% paid for by public and private insurance. 

“There is still a strong retail component to the market, specifically for scooters and wheelchairs,” said Mahncke, president of U.S. Rehab at Waterloo, Iowa-based VGM. “People want a backup and travel device.” 

Functional Mobility Assessment data reveals that more than 15,000 clients use a mobility vehicle, from manual to power wheelchairs. The fastest growing conditions requiring mobility equipment are stroke and osteoarthritis, followed by spinal cord injuries, neuromuscular disorders like multiple sclerosis and amputation. 

With mobility clients increasingly part of the baby boom generation, John Wright, vice president of sales management and business development for Torrance, Calif.-based Shoprider, credits them with the rise in demand and retail opportunities. 

“I have seen a shift to retail purchasing versus (third party) reimbursement as these traditional channels have become more difficult to work through,” Wright said. “Just getting the proper documentation needed from physicians is very problematic. Often, out of frustration many users or family members are accessing these mobility products via Amazon and other internet-based sellers.” 

Power mobility and scooters remain in high demand, said Jeff Distasio, vice president of Duryea, Pa.-based Pride Mobility. 

“The makeup of the consumer remains basically unchanged, but their expectations have changed given all the new technology in the market,” Distasio said. “The ability to meet the demands of the consumer in the various environments that they want to explore is key to ensuring the consumer is satisfied.” 

What users want 

Desire equates with demand, so knowing what customers want is paramount in delivering the type of products and technologies that match the most popular preferences, sources say. 

“Every client is different,” Distasio said. “They have different wants, needs and expectations.  Providers can position themselves favorably by taking the time to assess those needs on an individual basis. Asking the right questions and having a variety of options across the power wheelchair and scooter categories for a client to test while they are visiting is a crucial part of ensuring client satisfaction and the referrals that can come along with it.” 

Mahncke says technology is at the heart of what users are asking for – from power chair seat elevation to outdoor vehicles to electronic accessories. 

“Power chair seat elevation is disrupting the industry because it hasn’t happened before, he said. “It offers the ability to transfer appropriately instead of just upper body, and the ability to stand and reach things on the counter.” 

Electronic accessories are in high demand, especially additions that revolve around charging smartphones, tablets and other personal devices, Mahncke said. 

The integration of carbon fiber into mobility products is making them lighter and easier to transport, spurring demand for this equipment, said A.J. Donatoni, Pride marketing and communications coordinator 

“More robust suspension systems and the ability to safely achieve higher speeds allow consumers to traverse a wider variety of terrain,” Donatoni said. “The proprietary EZ Turn technology in the Go Go Elite Traveller scooter gives a consumer the ability to enjoy the turning radius and maneuverability of a three-wheel unit but with the stability and control of a four-wheel unit.” 

A long wait 

Seat elevation’s arrival has been a long time coming because “third-party payers are historically very slow to recognize benefits derived from either technological or materials advances,” Wright said. “The industry has been fighting for seat elevate functions for many years because it would allow users to be far more independent in an indoor setting and yet Medicare will not approve a power chair if necessary for outdoor activities. This indicates that power chair users are then confined to indoor activities only, which is puzzling.” 

Even so, Wright said seat elevation “will vastly increase independence for indoor confined users – it is a huge win for them. But how many years has it taken for CMS to recognize the need?” 

• STEADY GROWTH 
• Rolling forward: Wheelchair and scooter growth is expected to grow at an annual rate of 5%-9%, with approximately 60% paid for by public and private insurance. There is still a strong retail component in the market, specifically for wheelchairs and scooters. 
• TECH WISH LIST 
• Spurring demand: Boomers are at the heart of mobility sales and they want technology to accommodate their preferences. From power chair seat elevation, to outdoor vehicles to electronic accessories, customers want elevation to give them the ability to stand and reach, navigate different terrains as well as accessories that revolve around charging smartphones, tablets and other personal devices. 
• PATIENCE REWARDED 
• Time has come: Seat elevation has finally arrived after a long wait. Third-party payers have been historically slow at recognizing the benefits of the advancement and the independence it grants to power chair users.