While competitive bidding will affect reimbursed products, what role will it play with nonreimbursed products? In an interview with Dealer/Provider, Gray Behrhorst, president, Air Lift Unlimited Inc, Evergreen, Colo, addresses this question.

Dealer/Provider: How will nonreimbursed products be affected by competitive bidding and do you see competitive bidding as an opportunity or disadvantage for sales of nonreimbursed products?

Behrhorst: As reimbursement pressures continue, I believe dealers will increasingly seek nonreimbursed products to compliment their offerings to customers. As well, I suspect in an environment of competitive bidding dealers that differentiate their offerings by providing quality nonreimbursed retail products that improve the level of care they provide their patients, will have a leg up. So from both a customer retention and satisfaction perspective—in addition to the cash revenue potential—nonreimbursed product sales will be a solid opportunity for dealers.

D/P: With reimbursement challenges ahead, what trends are you seeing for accessory products?

Behrhorst: Though all Air Lift oxygen carriers are reimbursed as a component of the initial portable oxygen setup, we are seeing more and more dealers providing Air Lift carriers as retail and cash sale products to patients who are seeking a different type of carrier for a variety of portability needs. For example, a simple shoulder bag supplied with the initial oxygen set up is great for a trip to the post office, but wreaks havoc with a golf swing, unlike a fanny pack or backpack. Increasingly, patients are looking for a choice of carriers for their different activities. Additionally, Air Lift’s new line of carriers and packs for mobility users (wheelchairs, scooters, and walkers) will provide a superb opportunity for DME dealers to supplement their reimbursement revenues with appealing retail products in their showrooms. Market availability for Air Lift’s new line of mobility products is coming July 1.

D/P: How does the range of your company’s portfolio help providers to address the needs of patients and accommodate the various demands in the oxygen marketplace?

Behrhorst: The innovative design of our cylinder and liquid backpacks, shoulder bags, and fanny packs allows users the freedom and mobility to continue to enjoy an active lifestyle. DP