A good wheelchair and scooter lift business requires knowledge above all. At our 6,700-square-foot shop in Franklin, Ind, we take the time to attend all the man-ufacturer’s educational sessions. Classes cover lift installations and choosing the right lift for the right vehicle.

Most manufacturers make time to educate providers, and you should take advantage of these sessions. Don’t just go to one and hope you know everything. After all, they call it continuing education for a reason; things change and you must be able to adapt. Our knowledge has enabled us to establish a successful service center for several vendors and participate in Medicare, Medicaid, and other insurances.

Some providers think you should just sell whatever product makes the most money, but this is not our philosophy. We make sure the make and model of the vehicle match the lift, and we make sure the needs of the client are met. Before you do any installation, you must determine the client’s abilities, what scooter or power chair they are lifting, and their preference of installation (outside or inside).

We see clients face to face, observe their ability to push or pull, and find out whether anyone else will be helping with the loading process. We examine the vehicle, show pictures of the lifts, demonstrate an actual lift that will work for them (whether inside or outside the vehicle), and then discuss the cost.

Sometimes a client with a small car wants a lift, but the trunk is too small and the rear suspension will not hold the weight. Minivans are best for lifts that require a winch picking up the scooter/power chair. However, the client needs to be able to push it in. In these cases, we need to know the client’s present and future diagnosis to make a proper long-term assessment.

One option is a fully automated lift that not only goes up and down but also in and out. Another option is a lift equipped with a special platform that comes out of the back of a van, lowers to the ground, loads the scooter/power chair, picks it back up, and retracts into the van.

A lift that mounts in a receiver hitch can also be installed on a vehicle that carries the scooter/power chair on an outside platform. With the new vehicles of today, providers must always stay on top of the changes in vehicles, such as the fold-in-floor seats.

How Will You Pay for This?
We do not have a payment plan, but we accept credit cards. Every major auto manufacturer has a $1,000 rebate for new car owners who have a lift installed. Unfortunately, some providers do not know how it works. They should meet with area car dealers and educate them. We also work with a local bank that offers a credit line or signature loan to some of our customers.

Whether it is financing, repair, or installation, knowledge is the key. When you come upon a situation that involves a bariatric patient, your knowledge will come in handy. Today’s market certainly has bariatric scooters and power chairs, so you must be ready to deal with this. Basically, you have two options—a full-size van with a platform lift, or an outside lift that mounts into the receiver hitch. There are only a few vehicles that can support this kind of weight. When you have an outside lift, it works like a lever. The rear wheels are the fulcrum point, which can raise the front end of the vehicle too high, making it unsafe.

It can be tricky, and you need to be aware that with all your products you are liable for what is installed on the vehicle. However, if the job is done right, your great service will pay huge dividends as word-of-mouth referrals flow to your business. DP

Jim Hall is the owner of Mobiltek Medical, Franklin, Ind. He can be reached via e-mail: jhall@mobiltekmedical.com.