Homing in on a New Idea

Accessible Home Improvement of America has an idea on how home medical equipment providers can open the door to new business: Enter the accessible home arena.

AHIA, a division of Waterloo, Iowa-based VGM Group, isn’t just talking about providing the equipment for a handicapped-accessible home, either; it’s encouraging members to consider the accessible home building business.

At a time when the HME world is upside down and providers are desperately seeking ways to stay in business, helping their customers build accessible homes could be a way of growing their companies, says Jerry Keiderling, president of AHIA.

“It’s a changing world — reduced reimbursement, overbearing mandates and regulations. People need to look at their businesses and stay in business. They love what they do, but they can’t do it the way [the Centers for Medicare and Medicaid Services] is forcing them to do it,” Keiderling says.

Recognizing that, AHIA, a nationwide network of independent Certified Environmental Access Consultants (CEAC) and contractors focused on accessible home modifications, sought a way to help its members.

While home modifications can be viable, Keiderling says, “some people may not be able to remodel their homes or add enough equipment. So the options are to buy another home and remodel it or build a new home. We decided we needed to look elsewhere, form networks, get contracts, so these people can have solutions.”

Now, through a new partnership with Elkhart, Ind.-based All American Homes, a nationwide builder specializing in modular homes with a variety of green and energy efficient options, it is providing a bridge for members to offer new, accessible homes to their customers.

To participate, providers must be members of AHIA. As such, they go through special training to be certified, “which means they are capable of evaluating the needs of patients to live in their homes and determine what they need to do to make their independent living possible,” says Keiderling.

Once the customer’s needs are identified, the provider contacts AHIA and, through a Web portal, registers the client, spelling out what is needed. That information is passed along and a team is formed that includes the provider, AHIA, All American and perhaps other specialists, such as a physical therapist or an occupational therapist.

“They formulate a design that works the best and as the home is being built, accessible equipment is installed,” Keiderling explains. “Our provider stays involved all the way through and afterward, they still have that relationship with the client.”

The homes are built in a factory, which allows for just about every aspect to be customized, he says. Since crews aren’t dealing with the vagaries of the weather, the homes are built much more quickly and “far exceed HUD and FEMA regulations,” according to Keiderling.

The idea is beginning to catch on with providers, he says. VGM featured a customized, accessible home at its Heartland Conference in 2010; so did Medtrade. Both garnered a lot of attention, and that is beginning to pay off for AHIA.

“We’re seeing a real surge in applications and certifications. It’s going along very well,” Keiderling says. He thinks the time is right, and not only because the implementation of competitive bidding is knocking thousands of providers out of the Medicare business.

“There are 78 million boomers,” he points out. “CMS won’t be able to support them, to take care of them. And 91.8 percent of all seniors want to stay in their own homes. I think 45 percent of the wealth is expected to be on those who are 65 or older. Just because they are on Medicare doesn’t mean they don’t have wealth. The opportunity is there.

“Then there are those who have children with illness,” he continues. “Many of those parents want to take care of their children in their own home.”

Whatever happens with Medicare, “home care will never go away,” Keiderling says. “But it may morph. Let’s try and make the change for good.”

• Read the main story, “All About Solutions,” to learn more about how the largely untapped accessible living market presents help for consumers and hope for providers looking for new revenues.