Selling lifts and ramps can be a profitable undertaking. Dealer/Provider spoke with Chad Williams, president of Harmar Mobility, Sarasota, Fla, about how providers can boost cash sales with lifts and ramps.

DP: How can providers best generate cash sales of ramps and lifts?
Williams: Lifts and ramps really are the ultimate cash sale. They are very profitable and most complementary to the products that dealers are already selling. To generate more cash sales, dealers need to be educated by manufacturers on what products, features, and benefits are available. Dealers must also be willing to do a little sales and marketing. Statistically, if dealers are maximizing their sales efforts, they should be selling a lift and ramp for every second or third scooter or chair sold. That is all cash and it is a lucrative undertaking.

DP: How can providers assure that patients will be satisfied with their lift or ramp?
Williams: Training and education are keys. The person at the dealership that is selling and specifying the product needs to know what he is talking about, what products are available, and what those products can do. At Harmar, we have a dealer certification program where we train dealers on how to sell, install, and maintain our products. It also comes down to customer service at the dealership level—and being able to specify and provide a quality product that providers are comfortable standing behind and a product that is not going to come back. And if there is an issue with a product, there has to be a first-class manufacturer’s warranty. At Harmar, we have a 3-year transferable warranty, and we stand behind our products better than anyone else. Dealers also need to specify the right product for the customer’s vehicle. Working with a good customer service group like Harmar’s assures that the right product gets specified for the right vehicle.

DP: How are bariatric patients changing the lift and ramp industry?
Williams: The biggest change is that when the patient grows, the equipment grows also. The chairs are getting bigger and with that comes weight. Our products are increasing in weight capacities, and we are building heavy-duty units to accommodate bigger chairs. For instance, Harmar offers the highest weight capabilities in both the lift and ramp markets in order to handle larger patients.

We recently came out with an oversized outside lift called the 501XL that was totally based on feedback from dealers who said the market was getting bigger and we needed a solution that fit a bigger chair.