HME Today: Among HME providers, what is the biggest misconception about this equipment?

John Vadeboncoeur, vice president, standard products, Invacare Corp, Elyria, Ohio, responds: Just because there is a bariatric market, and providers have access to these products, this alone may not bring additional business. In reality, it takes investment in both inventory and marketing/sales focus to capitalize on the opportunity. Providers need to make sure they are connected and communicating with local physicians, discharge planners, and facilities so that they have equipment available that is appropriate for bariatric patients. In addition, providers will not see an impact if they just "dip their toe in the water" on bariatric products. Referral sources want to know that you have a full range of products available and in-stock to meet patient needs, not just that you may have a bariatric commode or two up on the shelf. Addressing bath safety, beds, mattresses, support surfaces, and mobility is necessary to become the local "go-to" provider for bariatric equipment.

HME Today: Is America still in the midst of an "obesity epidemic"? If so, what does it mean for HME providers?

Vadeboncoeur: America is definitely still in the midst of an obesity epidemic. Different sources vary on the exact number, but it is estimated that more than 55 million Americans are obese. The growing number of obese Americans, as well as the improving education and awareness about obesity, provide an opportunity for HME providers today. Obviously, with a larger obese population, the need for bariatric home care products should increase at the same scale. As health care professionals work to treat and improve the lives of obese Americans through bariatric surgery, diet, and exercise, the need will continue to grow for home care products that will help patients be more mobile and properly supported.

HME Today: What is the working definition of "bariatric equipment?"

Vadeboncoeur:?It is really twofold. First, they are products that can accommodate the weight and size requirements of a bariatric patient. The second definition, which follows the same thought process behind any good home medical product, involves the ability to improve lifestyle, comfort, and accessibility. You can't have one without the other.

HME Today: How has bariatric equipment evolved over the years, and what do you think the future will bring?

Vadeboncoeur: Originally, bariatric equipment addressed mainly the size and weight of the patient, but has now evolved into how it can enhance the person's life. The longer you have products in the market, the more you learn about that market segment's needs and wants, which you can address through product design and features. This same evolution will continue in the future.

HME Today: Does Invacare plan to increase production of bariatric equipment?

Vadeboncoeur: We will continue to focus on improving our current bariatric product offerings, and filling gaps as the need arises.