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.
