Market Q&A: Understanding the Scooter Market

FREERIDER

Luggie Classie 2

Eva Yeh, Operation and Marketing Manager myluggie.com What sets your company apart in the industry? YEH: We’ve focused on designing beautiful and useful folding scooters for the past 25 years. Our alignment of innovation is to afford a convenient life along with more flexibility and mobility for our consumers. What are the current challenges in the scooter market? YEH: Recreational mobility devices are frequently imported. Also, some manufacturers do not follow strict FDA criteria, including testing reports, manufacturer audits and medical device reports. FreeRider’s products come with an FDA K number, which is registered in the FDA’s system. What are the key differences between a cash-and-carry scooter and a medical-coded scooter? YEH: Because medical device reimbursement is lower than product values, some manufacturers remove scooter features that benefit the patient. However, the Luggie Classic II is a folding scooter with a medical code, so consumers have more options when choosing a suitable scooter.

MERITS HEALTH PRODUCTS

Roadster Deluxe

Michael Hughes, National Sales Manager meritsusa.com What are the key differences between a cash-and-carry scooter and a medical-coded scooter? HUGHES: Retail scooters have higher-end features, such as LED headlights, suspension, larger batteries and bigger seats. Medical-coded scooters remove these features for cost-savings purposes. Where are the opportunities for education in the scooter market? HUGHES: 1. Educating practitioners on what abilities a scooter client would need to possess, such as good trunk control, upper arm strength and stability. 2. Functional devices for the cash market. 3. Educating consumers that a scooter will increase their mobility and quality of life.

PRIDE MOBILITY PRODUCTS

Jazzy ZT

Micah Swick, Director of Sales pridemobility.com What sets your company apart in the industry? SWICK: With the help of our U.S.-based research and development team, we have introduced concepts such as “feather touch” disassembly that allows travel scooters to be easily broken down and transported, under-seat storage that keeps personal belongings out of sight and safe, and most recently, “intelligent turn” (aka zero turn) technology that allows a four-wheel scooter to turn in less space than most three-wheel scooters require. What are the key differences between a cash-and-carry scooter and a medical-coded scooter? SWICK: Cash-and-carry scooters typically have more innovative features than medical-coded scooters do. Because the scooter price isn’t capped by a Medicare or insurance allowable, more features and technology can be added to the product. Where are the opportunities for education in the scooter market? SWICK: We see and speak with consumers every day who have purchased scooters that are too small or too large or that failed to meet their lifestyle needs. More conversations need to take place between suppliers and providers to ensure retailers understand each product’s role in their merchandising lineup and the needs that particular product was designed to meet. Consumers need to be better educated about which product is right for their individual situations. How can HME providers realize a profit with scooters? SWICK: Qualify and understand your customer and his or her needs. I often visit HME locations with only one or two of our small, entry-level Go-Go travel scooters on display. Consumers come in different sizes, have varied lifestyles and living situations, and have unique physical challenges. They will spend more if they have more options and understand the differences and how they will benefit from having a better, more expensive product.

SHOPRIDER MOBILITY PRODUCTS, INC.

Echo Folding Scooter

John Wright, Executive VP of Sales Management and Business Development shoprider.com What sets your company apart in the industry? WRIGHT: Pihsiang Machinery Manufacturing Corp. is the parent company of Shoprider Mobility Products, Inc. Pihsiang produces all of our products. The benefits of this are many, including direct communication with the factory, support from engineering and logistics personnel, design input, quality assurance and parts availability. What are the key differences between a cash-and-carry scooter and a medical-coded scooter? WRIGHT: Coded scooters tend to be stripped down and meet only the basic medical requirements in order to achieve mobility for the patient. Cash-and-carry scooters will be equipped with additional features and accessories that patients desire. How can HME providers realize a profit with scooters? WRIGHT: The competitive bid program continues to stifle the focus from providers to consider scooters as an option for their patients requiring a powered mobility device. Providers should take the time to conduct a full assessment of the patient’s environment, how they intend to use the scooter, and any other input that the patient or family may provide. If a patient qualifies for a Medicare-covered scooter but requires additional features the ABN process can be utilized for the upgrade. The patient will be responsible for the additional cost of an upgraded scooter, but will wind up with a unit that meets their needs.

GOLDEN TECHNOLOGIES

BuzzAround EX Model GB148

CJ Copley, Executive VP of Sales and Marketing goldentech.com What sets your company apart in the industry? COPLEY: Our breadth of line diversity is what sets Golden apart from our competitors. From our BuzzAround to our LiteRider, Companion and Patriot, our scooter line truly offers something for everyone. When you compare traditional compact scooters, we have the traditional-style BuzzAround series, as well as a modern tubular design in the LiteRider series. How can HME providers realize a profit with scooters? COPLEY: We built the BuzzAround platform so that the retailer can realize the most sales by offering one complete line. This line is merchandised with six three-wheel scooters and five four-wheel scooters to satisfy the largest customer base: people ranging from 4’8” to 6’6” tall and 250 to 350 pounds. For retailers, the line is the most comprehensive line that is truly customizable, thanks to the weight capacity, range and various colors, seat, suspension and battery options. The BuzzAround has a best-in-class range of up to 18 miles on one charge. It’s classified as a portable and maneuverable scooter, but has the operating range of a typical luxury scooter. All BuzzAround models disassemble easily with one hand in seconds. We have a plethora of inventory available for shipment within 24 hours from all warehouse locations in the U.S.