This month’s Mobility Insider is Invacare’s Mark Sullivan, Category Vice President, Rehab Products, HME Group. Sullivan joined Invacare in 1984 as a territory business manager and has held positions in sales, marketing, and product management.

What areas of the mobility market are growing right now?
The mobility market is growing in several areas, including custom manual, custom power, and seating and positioning. Despite the fact that the mobility market is being hampered by new reimbursements cuts and changes in coding policies, these areas are continuing to show growth.

What is the greatest challenge facing dealers/providers who sell wheelchairs and mobility equipment?
Dealers/providers are challenged continuously by changes in reimbursements, coding policy, coverage guidelines, HIPAA regulations, and state fiscal crises. To overcome these issues, providers need to stay on top of the changes. Getting involved and actively participating in industry organizations, such as the National Coalition for Assistive and Rehab Technology (NCART), will help providers stay aware of current legislation and issues. NCART promotes the interests of the rehabilitation and assistive technology industry, ensuring adequate consumer access to appropriate technology and services while creating a stable business environment for providers and manufacturers of this technology. Rehab providers should also consider getting involved with NRRTS (National Registry of Rehabilitation Technology Suppliers). All members of NRRTS meet specific professional membership requirements and agree to adhere to the organization’s code of ethics and standards of practice.

At the recent Medtrade show in Orlando, which mobility product line generated the most excitement?
Invacare introduced more than 40 new and enhanced products and programs at Medtrade this year. We had several innovative products that were launched in our custom power, consumer power, custom manual, and seating and positioning product lines. In our consumer power line, we launched the At’m, our newest power chair, which is lightweight and compact enough to fit in the trunk of a car and simple enough to assemble in just 60 seconds. We also introduced the Zoom 220 HMV, the latest in our Zoom line of HMVs. The Zoom 220 features precision controls and quick performance adjustments that ensure a smooth ride. Its easy portability and center wheel drive make the traditional scooter obsolete. In seating and positioning, we introduced the new InTouch™ Wheelchair Seat cushion with Blend2 Technology. Also at Medtrade, we introduced a new line of custom manual wheelchairs, including the Invacare Solara®, Spree GT, and ProSPIN™ X4. These products incorporate totally new approaches to design, comfort, and flexibility.