Boosting Your Sales with Compression Products
A product that traverses a wide gamut of conditions, compression hosiery offers a little something for every client. Those who travel long distances benefit from milder forms of compression, while those with more serious vascular conditions find salvation in higher-grade compression products.
Compression stockings and support stockings can boost an HME provider's sales if they make it part of their core business model. This commitment requires marketing to physicians and consumers regarding the availability and benefits of these products. It also requires having a variety of products to choose from and having them readily available. If consumers have to wait a few days for the arrival of a product, then they might opt to purchase it online instead.
Regardless of the conditions present, virtually everyone is a candidate for therapeutic, graduated compression stockings, either due to age, occupation/lifestyle, pregnancy, general health (or) genetic propensity for circulatory difficulties in the lower extremity.
To target different conditions, support stockings come in a variety of compression grades, measured in millimeters of mercury (mmHg).
Moderate compression choices, rated at 10 and 20 mmHg, are available without a prescription for very mild symptoms. For example, Caprini says a good travel stocking, for long flights or car riding, should be 20 mmHg. Also, surgical hose, used to prevent blood clots for people who are bed bound, come in compression ranges from 8 to 18 mmHg. When a patient begins moving around, moderate surgical hose is no longer effective in helping improve the calf muscle function. Those patients should switch to higher grades when walking.
Prescription-only stockings, rated at 20-30 or 30-40 mmHg, target more pronounced symptoms and conditions. Stockings with 20-30 mmHg offer basic pressure for people with mild varicose veins, while 30-40 mmHg stockings are for those with more severe problems such as significant medical leg swelling or larger varicose veins.
WoodSilk® Sock
Sporting natural wood fibers from sustainable forests, woven WoodSilk® Socks offer seamless transitions between toe, heel and welt to reduce friction and improve comfort. Choose from several compression classes to address a wide range of leg health issues, including varicose veins, preventing DVT and support for swollen ankles.
Activa Healthcare
www.activahealthcare.co.uk
Pattern Support Socks
Medium-weight Pattern Support Socks feature a stylish diamond pattern design and cotton fiber blend, along with 12-16 mmHg compression. The socks, which help maintain proper blood circulation in the legs, come in a knee-high style, black and khaki, and in small to extra-large sizes.
Juzo
(800) 222-4999
www.juzousa.com
Therapeutic Compression Stockings
Some compression stockings have it all: good looks, low cost and effective therapy. Such is the case with Therapeutic Compression Stockings. The ready-to-wear styles look and feel like high-end department store hosiery.
Truform Products, a division of Surgical Appliance Industries
(800) 888-0458
www.surgicalappliance.com
Activa® Men's Microfiber Dress Socks
For men who want the look and feel of ultra-fine fibers, comfortable breathability and a pin stripe pattern, Active® Men's Microfiber Dress Socks relieve leg fatigue, swelling in the ankles and feet, and mild varicosities with firm, 20-30 mmHg compression. A reinforced foot and heel improves durability and makes application easier. Available in black, gray and tan.
FLA Orthopedics Inc.
(800) 327-4110
www.activahosiery.com
Made-to-Measure Elastic Supports & Garments
These prescription-only supports target vascular and lymphatic conditions to suppress and control hypertrophic scarring, burn contracture and keloids. The Made-to-Measure Elastic Supports & Garments serve clients that do not fit into a ready-made product because of specialized requirements.
Gottfried Medical Inc.
(800) 537-1968
www.gottfriedmedical.com
Style H-40 Graduated Compression Support Hosiery
This complete line of quality pantyhose, thigh and knee highs, travel and men's socks offer several different compression levels from mild (10 mmHg) to extra firm (40 mmHg). Though equipped with medically correct graduated compression, the products are stylish and comfortable to wear. Plus, the colorful, retail ready, bilingual (English/Spanish) packaging makes displaying these products a piece of cake.
ITA-MED Co.
(888) 948-2633
www.ITAMED.com
Sigvaris Cotton Series
The SIGVARIS Cotton Series targets users with sensitive skin. Double-covered yarns maximize softness and durability, while the Precise Fit Sizing System ensures a custom-like fit. The Cotton Series is available in different styles and five fashionable colors to meet the needs of men and women regardless of age and lifestyle.
Sigvaris Inc.
(800) 322-7744
www.sigvaris.com
Barefoot Freedom® Sock Collection
The Barefoot Freedom® Sock Collection includes the Edema Sock for painful, swollen feet. The Edema Sock features a super-size, non-binding stretch for enlarged feet and legs and aids in proper circulation with comfort.
Drew Shoe Corp.
(800) 837-3739
www.drewshoe.com
Other Compression Products
Compression isn't just for legs. Check out these products that target other medical conditions:
V2 Supporter
The V2 Supporter supports vulvar varicosities, pubic swelling and the feeling that "everything is going to fall out the bottom."
Prenatal Cradle Inc.
(800) 607-3572
www.prenatalcradle.com
Post-Mastectomy Compression Arm Sleeve (PMS-800)
The Post-Mastectomy Compression Arm Sleeve provides graded compression that is highest at the palm level and decreases toward the shoulder to reduce swelling in the hand and arm, increase blood flow and improve circulation.
ITA-MED Co.
(888) 948-2633
www.ITAMED.com
This article originally appeared in the July 2007 issue of HME Business.