Auto Access Aftermarket -- HME Business

Auto Access Aftermarket

Jul 01, 2006

One of the biggest mistakes consumers make with adapted vehicle is purchasing a full-size van or minivan before understanding how the market works and before assessing their specific needs. Oftentimes, consumers may purchase a vehicle only to find out that it's going to be a costly mistake to undo. Although many adaptive automotive equipment dealers advise clients to consult with them before buying a vehicle, clients who aren't aware of this advice simply think that purchasing a vehicle — to modify later — is step one.

Confusion from consumers is understandable given that the auto access industry is a complex series of relationships. The industry is a convergence of auto makers, manufacturers and dealers of adaptive equipment, and associations such as the Association of Driver Rehabilitation Specialists (ADED) and the National Mobility Equipment Dealers Association (NMEDA). And that's just the picture from 30,000 feet. While seasoned adaptive automotive dealers have to keep up to speed on the changing technologies of products such as vans, lifts, ramps, securement devices and hand controls, manufacturers of adaptive equipment have to keep up to speed on how the wheelchair and scooter market is changing. The research and development of auto access aftermarket products has to move in step with any changes in the development of wheelchairs and scooters.

This is a very involved process which requires a great deal of cooperation with the wheelchair manufacturers and a great deal of testing on our end. —Brad Hamilton, EZ Lock.

"This is a very involved process which requires a great deal of cooperation with the wheelchair manufacturers and a great deal of testing on our end. When a new wheelchair hits the market, we want to make sure the end-user has the option to use an EZ Lock docking system immediately and not be forced to wait," said Brad Hamilton, manager of EZ Lock. "To make this happen, EZ Lock will get a number of chairs while they are still in the research and development phase and begin evaluating them. We will check things such as ground clearance and the frame structure; from there we will design an EZ Lock interface bracket and then run it down our fully instrumented crash sled. It is important that each bracket design is tested to provide the end-user the greatest degree of safety possible," Hamilton said.

This specialized industry requires intricate choreography of the manufacturer, dealer and consumer. In fact, Vantage Mobility International, Phoenix, a manufacturer of wheelchair accessible vans and scooter lifts, requires its dealers to attend VMI University for training prior to selling or servicing any of its products.

For example, VNU offers a one-day class in order to sell the Honda conversion and a two- to three-day program in order to sell the entire line of VMI products.

In order to respond to the complex nature of the auto access business and to adhere to high standards of quality and service, NMEDA created a quality assurance program (QAP), a nationally recognized accreditation program for the adaptive mobility equipment industry based on the guiding principle that quality is the ultimate key to operating a successful business. The program assists consumers in the process of selecting dealers and third-party payers in the choice of quality vendors.

According to NMEDA, "the QAP designation enhances vehicle modification and adaptive equipment installation in a manner consistent with the highest standards available in the industry. It binds dealers to guidelines rooted in national safety standards, an in-house crash-testing program and proven shop practices that assure the highest level of performance and safety. That kind of work, that kind of care, that kind of integrity are what establish customer trust, and customer trust is a key to business success."

All members of NMEDA are required to meet NMEDA's guidelines as well as follow the standards outlined by the National Highway and Traffic Safety Administration (NHTSA). QAP outlines specific guidelines for dealers in the auto access market including mobility equipment installers, structural vehicle modifiers and high-tech driving systems installers.

Some of the standards dealers have to adhere to include:

Maintain four types of insurance for liability purposes
Have certified welders if completing any type of structural modifications to a vehicle
Have technicians certified in the equipment they sell, install and service
Keep records of all modifications performed
Undergo an annual or semi-annual audit by an independent engineering firm to ensure compliance to NMEDA guidelines

So, what are some of the well-known QAP dealers in different parts of the United States touting as the best tools of the trade?

Wright Way
Tom Wright
Garland, Texas

Be a NMEDA QAP dealer
Treat customers with respect
Work closely with the Association of Driver Rehabilitation Specialists (ADED)
Install quality products
Offer customer education; include this education on a business Web site
Offer 24-hour emergency service
Ensure training of all technicians
Offer clients possible sources of funding
Never sell or install a wheelchair lift in a van without making sure it fits the needs of the person using it.

Nor-Cal Mobility
Ken Karasinski
Chico, Calif.

Be a NMEDA QAP dealer
Consider an extensive inventory: Nor-Cal offers the Toyota Sienna and a large offering of full-size vans
Competitive pricing for shop rate labor
Train technicians
Become licensed to install complicated driving systems
Offer 24-hour technical assistance line
Conduct in-home demonstrations of vehicles.

The Products

Three commonly used words in the automotive aftermarket are "adapted," "accessible" and "converted." But there's a new word on the scene — "friendly." The biggest buzz for auto access aftermarket products is the modifications and upgrades that make them more user-friendly. In such a specialized and integrated market as auto access, not only do lifts, ramps and vans have to constantly evolve with the changing needs of consumers, they also have to accommodate changes in the technology of scooters and power chairs.

"EZ Lock is finalizing plans to release its next generation of docking system, which debuted in February at the NMEDA conference in Long Beach, Calif.," said Brad Hamilton, manager EZ Lock. "The new system will be called the BL-7317 and it will have a dub base that will permanently mount to the vehicle, but the actual locking mechanism can be detached for maintenance/service by our dealers without having to get under the vehicle. It will also have a remote manual release option available, a durable stainless steel tag plate and it will be available in a few different color combinations to better complement the vehicle's interior," said Hamilton.

"Our new BL-7317 will actually make our docking system more user-friendly with the optional remote release cable that will operate independently of all the electronic functions, and the system will even be more installer-friendly as well," Hamilton. "As far as docking systems are concerned, I don't think there is really a trend; it is a constant state of evolving with the wheelchair manufacturers as they develop new wheelchairs, designing interfaces for the wheelchairs, crash-testing the wheelchairs and providing a system that is safe but at the same time flexible and easy to use for a wide spectrum of users," Hamilton said.

Harmar Mobility, Sarasota, Fla., has just released the new AL430 Tri-Powered Lift. "This triple motor inside lift combines powered lifting and rotation with a 12-inch telescoping boom. Due to the complexity of operating three motors, Harmar has engineered an exclusive up and in controller that automatically operates the telescoping boom," said Chad Williams, president of Harmar Mobility.

"Designed to work in side-door applications, and in vehicles with smaller rear openings, this lift is a great solution in a time when more consumers are opting for smaller vehicles," Williams said.

"We have also recently added waterproof, wireless remote controls, compatible with all Harmar inside lifts, allowing users with limited mobility to remain seated longer while they operate their lift," Williams said.

"The EZ-ACCESS Hitchmount Ramp is the newest entry into the automotive access marketplace," said Branch. "This 8-foot ramp attaches to the hitch on any van or SUV and provides easy access to the back of the vehicle. The Hitchmount Ramp provides spring-assisted deployment for ease of use and stores outside the vehicle which preserves cargo storage in the vehicle."

"Secondly is the EZ-ACCESS Advantage Series, a new line of folding ramps that offer new features and benefits. The Advantage Series features lighter weight construction, floating bottom transition plates and is compatible with our new Top Lip Extension, which allows for easy conversion from a standard top transition plate and extension lip without requiring the user to purchase a different ramp for each application," Branch said.

For more information on products, visit AUTO LIFTS.

Funding Sources for Adaptive Vehicles

Down the Road

Some of the trends that will influence the auto access aftermarket down the road include people wanting to maintain their independence as long as possible; the economic status of baby boomers driving the types of products developed; and a greater understanding that lifts, ramps and vans not only provide mobility, but allow users to maintain active, busy lives.

"As choices in automotive access grow, consumers continue to become more selective in their mobility purchases. They are searching for products that will allow them to remain mobile and active, without having to sacrifice style and convenience," Williams said. "Products must integrate more seamlessly into consumers' vehicles and be flexible enough to allow the user to change vehicles and easily transfer their auto lift. We see increases in universally designed products that can grow and evolve with the consumer as their needs change."

Questions Consumers Should Ask Before Purchasing an Adapted Vehicle Resources

Questions Consumers Should Ask Before Purchasing an Adapted Vehicle

Provided by Brunswick Mobility Professionals, North Brunswick, N.J.
www.BrunswickMobility.com

Will you take me from the first fitting and beyond the delivery of my vehicle or will I have to go to another mobility dealer for assistance?
Do you have a loaner vehicle that I can use so that I don't have to wait for my vehicle to be repaired?
If I can't come back to you, will you be able to pick up my vehicle for servicing and bring it back to me?
Will you be able to service and maintain my entire vehicle … not just the adaptive equipment?
Are you an Approved Auto Repair (AAA) center?
Is your business certified by the National Mobility Equipment Dealers' Association to work on my vehicle?
Can you provide me with a copy of your most recent NMEDA Inspection Certificate?
Do you provide financing?
Do you provide an extended warranty program for older vehicles?
Do you stand behind your advertising claims?
Can I depend on you as an information resource for mobility questions?

Resources

National Mobility Equipment Dealers Association (NMEDA)
www.nmeda.org

The Association for Driver Rehabilitation Specialists (ADED)
www.driver-ed.org
The Association for Driver Rehabilitation Specialists is a non-profit organization in the field of driver education, driver training and transportation equipment modifications for persons with disabilities and provides education and information dissemination.