Embracing New Technologies & A Paradigm Shift

• By Steve Thompson, Rhonda Machin
• Apr 01, 2004

Have you been shopping lately? Looking for a new computer, a digital camera? Or maybe you are just looking to replenish your office supplies. When you walk into the store, you will quickly see that things are not how they used to be. Everywhere you look there are new gadgets, new materials, and even new super sticky post-it-notes. The theme seems to be: there is something we can buy to do just about anything and we can always make something better. Technological advances have driven consumers to expect the new and improved version of everything. It dictates product marketing and development and has allowed companies to demand premium prices for specialized products. So why then, should we act surprised when consumers of mobility equipment desire the same array of cutting-edge, state-of-the-art products? They want the same as everybody else?something that is lighter, stronger, faster, new and improved; something that stands out as being, top of the line. This has not gone unnoticed and many manufacturers are answering the call.

While many product advances are new to the medical equipment industry, many technologies have been borrowed from other industries. Product development is finally catching up with technological advances. While many are pure luxury items that consumers are asking for, many new state-of-the-art products are also clinically relevant and provide the user with many functional benefits. Some of the most obvious advances include:

Recent FDA approval of the I-Bot.

This technology takes powered mobility to a new level. It gives the consumer the ability to venture where access may have been limited. While use is not widespread, it shows that manufacturers recognize the need to develop innovative products without losing site of the goals and functional requirements of the end user.

Specialty power wheelchair controls.

Advances in micro processing and engineering make it possible for a client to drive a power chair with the shrug of a shoulder or the touch of the tongue. This has opened the world of mobility to clients who may have been dependent in the past if they were unable to utilize standard joysticks. Also, electronic innovations mean that power chairs are more efficient, easier to maintain, and can integrate many functions at one time.

Titanium wheelchair frames.

While not new to the industry, titanium frames were once considered a luxury or sports item. Now, this lightweight, high strength material is beginning to have a significant impact on the manual wheelchair market. It is durable, which means it will meet lifetime recommendations of funding sources, and the light weight means that more clients can remain independent longer since the weight of the chair is not impeding transport or self-propulsion.

Use of high-tech materials.

Carbon fiber has been used in various industries, automobile design and bicycle manufacturing for example, for many years. It has been used to optimize performance and strength of vehicles and sporting equipment. A carbon fiber back support provides postural support without sloppy adjustable hardware or unnecessary weight. Weighing, on average, approximately 6 ounces more than standard upholstery, the carbon fiber back support provides stability with out sacrificing the performance of lightweight chairs. It helps to maintain alignment and shoulder position, minimizing the risk for long-term overuse injuries.

PBO spokes.

With a decreased weight compared to traditional spoke wheels and solid wheels, fiber spokes, borrowed from the cycling industry, make it biomechanically easier to initiate propulsion. The high strength and integrity of the wheel also decreases maintenance and adjustments.

Functional manual wheelchair braking systems.

For users with limited hand function, wheelchair braking systems provide a safe way to slow down the chair without assistance. Traditional wheel locks provide a stop-go system which does not allow the user to safely control the speed.

Suspension systems.

From manual to power chairs, a variety of suspension systems are available. They help to absorb the shock of uneven terrain, possibly extending the life of the frame and limiting maintenance of loose parts. It also may contribute to decreased incidence of injury and low back pain.

Luxury items are in demand, because we all want the best and want to look good.

Specialty paint and anodizing

Colored and patterned upholstery and cushion covers

Neon lighting

Cup holders and other carrying devices

Tire selection to meet the users needs in a variety of situations

Safety lighting systems

High-speed motors

Of course, this is just a brief glimpse of new technologies and premium upgrades available. Every manufacturer is constantly upgrading their product line and developing the next generation of products for the educated consumer.

The problem? While consumers are demanding that technology keep pace, government agencies and funding sources are scrutinizing medical equipment coverage, and freezes or cuts in reimbursement make it difficult for suppliers to provide the bare necessities in some cases. When manufacturers introduce state-of-the-art products, inevitably the first question from the supplier is: "How much does it cost?" It is not unusual to see jaws drop and eyes roll when you mention the prices of a lightweight titanium wheelchair, the newest electronics or the carbon fiber back support.

The medical equipment industry is reliant on an ever-changing reimbursement scheme and produces many specialized products that don't appeal to the mass market..

Manufacturers are developing products the educated consumer demands, but traditional funding sources are unwilling, or unable, to keep up. With this in mind, we need to look at a paradigm shift. A shift from only providing what funding sources will pay for, to offering clients realistic upgrade options and giving them the responsibility and choices to assume additional costs where appropriate. Medicare has even recognized this with the introduction of the often underutilized Advanced Beneficiary Notice (ABN) that allows a client to pay the difference for a higher priced item that doesn't fall under the approved coding requirements. Suppliers need to ask about out-of-pocket expenditures and alternate funding opportunities the client may have. Many clients or families are willing to pay the difference for performance or, sometimes, just to look good.

It shouldn't come as surprise that the medical equipment industry often lags behind other industries such as automobiles, sporting equipment, and electronics when it comes to new product development. The medical equipment industry is reliant on an ever changing reimbursement scheme and produces many specialized products that don't appeal to the mass market. However, change and technological advance in the medical equipment industry should not be a surprise to clinicians or suppliers. It has been happening for years, only now the pace has quickened. Consider the transition and growth of the manual wheelchair. The old steel frame chairs were slowly replaced by lightweight aluminum chairs and new technologies such as titanium are now taking the market by storm. While funding and pricing may not always mesh, we can't overlook either the demands of the consumer or the positive functional outcomes that often result from using cutting edge technologies. Although it is good to look back and fondly reminisce about our first car or that old rotary phone, most of us would not go back to that technology, given the choice.

This article originally appeared in the April 2004 issue of HME Business.