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Incontinence supplies: More than a commodity


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.

Bariatrics shows no signs of slowing down


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.

Sidebar: Orthotics and prosthetics, soft goods


* Coming on strong: Fueled by an aging baby boomer population, high obesity rates, rising diabetes cases, and returning war veterans, market analysts believe the O&P and soft goods business have strong retail sales potential. While reimbursable items are declining, the need for these products continues to be high and astute merchants can position themselves as a complete "go-to" source for O&P patients.

Create an atmosphere for O&P, soft goods


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.

Outlook 'very good' for scooter sales


As the Medicare climate continues to become more inhospitable for the home medical equipment industry, mobility providers are increasingly finding refuge in scooter cash sales, manufacturers say.

Manual mobility providers face critical decisions


Manual wheelchairs continue to be the standard bearer of the mobility industry despite the ongoing scrutiny and fee manipulation by Medicare. And even though questions persist about how the second round of competitive bidding will impact future reimbursement and supply channel stability in the future, mobility specialists expect product demand to remain strong.