Invacare Provides Sneak Peak at New Products, Programs
At Medtrade 2003, Invacare Corp will introduce new, redesigned, and “disruptive” products, meaning that the improvements to existing products are intended to be so groundbreaking that they will make “obsolete” even Invacare’s old products, says Louis Slangen, senior vice president, sales and marketing.

Louis Slangen, Invacare senior vice president, sales and marketing, speaks at an August 18 press conference held in Elyria, Ohio, to introduce new products.

The announcement came at a press conference Invacare held at its corporate headquarters in Elyria, Ohio, on August 18. According to Chairman of the Board and CEO A. Malachi Mixon III, the company’s goal is to only introduce products at Medtrade that the company can ship within 60 days of the show, held at the Georgia World Congress Center in Atlanta from October 9 to 11.

The new offerings include a line of sleep products; a home care bed product line; a home oxygen system; a lightweight, folding, tilt wheelchair for pediatrics; a pediatric center-wheel-drive power chair; a power wheelchair for bariatric use; a super lightweight, titanium rigid wheelchair; a super-low tilt power chair; and a self-propelling, tilt-in-space wheelchair for adults.

The press conference also outlined Invacare’s growth strategy of achieving $2 billion in sales by 2006 with a 5% to 7% increase annually. Part of how the company intends to reach these goals is spending $75 million to $100 million per year on purchases of new companies.

Company Awards Hawaiian Vacations
In August, Medical Industries America Inc shipped its one millionth SportNeb™ nebulizer compressor manufactured in its facility in Adel, Iowa. In honor of this milestone, the company is giving away four round-trip vacations for two to Hawaii.

Each winning home care dealer and a guest receive airfare, accommodations, and a rental car. CareMed Industries in Florida was awarded the first vacation. A second will be presented at Medtrade 2003 in Atlanta. The final two will be given away before the end of the year.

To win, dealers should search their shipments for one of the three remaining gold SportNebs that will be packaged in the eight-count cases shipped out from now until the end of the year. Those who find the gold SportNebs should call Medical Industries America to confirm their prize.

Altimate Presents School Sales Strategies
Rehab technology suppliers can benefit from tapping into the school market, according to Morton, Minn-based Altimate Medical Inc, manufacturer of the EasyStand and Ovation standing products.

To show suppliers how to sell assistive technology to schools, the company is offering step-by-step marketing presentations every half hour in booth No. 963 during Medtrade at the World Congress Center in Atlanta from October 9 to 11. Altimate Medical also will provide each participant with a free school resource booklet.

“Many suppliers don’t realize that schools can generate future sales through referrals,” says speaker Peter Wankelman, educational specialist at Altimate Medical. “During this presentation, [rehab technology suppliers] will receive the tools and knowledge needed to enter the school market successfully,”

Harmar Offers Certification, Charge Card
Harmar Mobility, a lift and ramp company based in Sarasota, Fla, has begun offering its dealers a free certification program and Harmar Mobility MasterCards.

Dealers who would like to be certified on Harmar equipment study a training manual and take a written test, which the company sends to them. The test soon will be available on the Internet.

“Our dealer certification program is designed to be highly dealer-friendly,” Harmar President Chad Williams says. “It’s intended to prepare our dealers to sell, specify, install, maintain, and troubleshoot all Harmar products. Best of all, our program is easy to complete, with no mandatory factory visit.”

The Harmar MasterCard, issued by the Amalgamated Bank of Chicago, enables customers to charge mobility products and benefit from a low variable annual percentage rate, according to the company.

ISG Unveils New Product Line
Dealers can now purchase high-profile consumable products comparable in quality to national brands at prices designed to save as much as 20%, according to Invacare Supply Group (ISG). The product line, called Invacare Quality Alternatives, launched in late July.

The 11 items in the first product segment, specialty wound care, were met with great enthusiasm by customers, according to the company. This month, ISG unveils additional segments: incontinence, diabetic meters and test strips, lancets, digital blood pressure, and digital thermometers.

To see the most current lineup of Invacare Quality Alternatives, Medtrade 2003 attendees can stop by the ISG booth, No. 1137, at the World Congress Center in Atlanta from October 9 to 11.

ResMed, Respironics Settle Patent Disputes
Two respiratory companies ResMed Inc, San Diego, and Respironics Inc, Murrysville, Pa, recently settled all patent infringement lawsuits pending between them. According to a joint statement, this settlement resolves all matters relating to the 1995 action by ResMed and the corresponding claims and counterclaims by Respironics, pending in the Western District of Pennsylvania. It also resolves all matters relating to the 2002 action by ResMed and the corresponding claims and counterclaims by Respironics, pending in the Southern District of California. Neither company is changing its financial guidance or outlook for fiscal year 2004 based on this settlement.

In Brief
•  The MED Group’s National Rehab Network, Lubbock, Tex, has signed an exclusive consulting agreement with industry veteran Adrienne F. Bergen, PT, ATP, ATS, and launched a Web site, www.medgroup.com/rehab. • Shareholders of CHAD Therapeutics Inc, Chatsworth, Calif, elected Philip Wolfstein, James M. Brophy, and Kathleen M. Fischer to 2-year terms on Chad’s seven-member board of directors at the annual meeting held in September. • Because of his multiple sclerosis, David T. Williams, who has served as director of government relations for Invacare Corp, Elyria, Ohio, for the past 11 years, announced last month that it was necessary for him to scale back his responsibilities. Stepping in to reduce Williams’ workload is Cara C. Bachenheimer, JD, who is joining Invacare Corp as vice president of government relations. • Altimate Medical, Morton, Minn, has released version 5.1 of its free interactive CD-ROM, which is an all-in-one resource that includes the company’s product catalog, price lists, owner’s manuals, videos, and a funding guide to standing technology.