As consumers seek more active lifestyles, scooters can help contribute to the HME provider's retail sales bottom line. Customers are looking for higher-end options with more features and benefits, and products at these price points translate to better margins for the dealer. A vibrant, growing retail market is right there waiting for astute providers to get moving.
FreeRider
Stella Delgadillo, Marketing Manager www.freeriderusa.com
The Luggie comes with a wide range of accessory options.
HC: What trends do you see on the horizon in the scooter market this year? SD: More travel scooters and less insurance purchases. Some of these travel scooters close with the ease of a button; because this technology is so new, we don't know what issues may occur. Because of the current state of insurance, consumers seem to be making out-of-pocket mobility purchases. They are more involved with decision-making, and often research products thoroughly online before purchasing. HC: What challenges do you anticipate? SD: Competitive bidding limits communication between supplier and customer and forces suppliers to cut costs. Overall, the payoff is low. Many products today are considered specialty items, which insurance does not cover. Lower reimbursements means the consumer is more involved; this causes problems, as they are often living on fixed incomes. HC: How is your company staying competitive? SD: One project has been rebranding "FreeRider USA." We have high-quality products that need to be promoted effectively. As of 2015, we also began selling a lead-acid, cost-efficient model of the Luggie and larger heavy-duty mobility scooters for those consumers for whom the Luggie isn't suitable. This larger variety attracts different demographics.
Golden Technologies
Jason Davis, Vice President of Sales www.goldentech.com
The LiteRider's wireless disassembly makes transporting this scooter.
HC: What trends do you see on the horizon in the scooter market this year? JD: We definitely see a continued focus in the retail area, including dealers selling higher end scooters, which in turn yields higher profits for them. Consumers are also looking for more stylish, modern designs, as well as accessories that can help them personalize their scooters: colored shroud kits, special decal packages, cup holders, oxygen holders. HC: What challenges do you anticipate? JD: Overall, consumers are getting tired of the hoops they have to jump through for Medicare reimbursements, so competitive bidding will drive more consumers to explore retail cash options. Overall, consumers are much more willing to pay for the product out of pocket to get what they want, rather than what Medicare tells them they can have. HC: How is your company staying competitive? JD: By constantly educating our dealers on our products' features and benefits, and we educate them on how to sell a scooter in a retail cash environment. We also teach them about what products to have on their floors to form a "good, better, best" selection, and how to properly present the units to the customer using targeted questions. Most importantly, we show them how to close the sale.
Heartway USA
Alec Lin, General Manager www.heartwayusa.com
The Vita Mini mid-size power scooter fits on city buses.
HC: What trends do you see on the horizon in the scooter market this year? AL: Overall, we see demands changing, particularly regarding size (larger), speed (faster). We also see shifts from the dismantle style to a preference for folding style in portable lines, from lightweight to ultra-lightweight and from manual folding to remote power folding. Foldable lightweight portable scooters, as well as luxury large and fast scooters, are our best-selling lines because of the high quality and service we provide. Overall, infrastructure and service quality from providers seem to be more important than fancy new technologies. HC: What challenges do you anticipate? AL: Pricing competition over retail market, the presence of online e-commerce retailers, product duplications and private label overlap. Prices will only be going lower, which is good for consumers but difficult for providers and manufacturers to continue providing quality services and stay up-to-date on training. Regarding competitive bidding and lower reimbursements, consideration of government-reimbursement coding guidelines might not be as popular among scooter manufacturers anymore. Retail is the trend. HC: How is your company staying competitive? AL: Heartway is dedicated to improving product design and implementing new technologies while continuing to offer good-quality manufacturing. Recently we added some new products, putting the Passport series into three categories: folding scooter (S19), folding power chair (P19) and folding attendant power chair (S19T). For people in need of outdoor usage, our upgraded folding Passport XL (S20) offers bigger wheels, a more powerful system and a bigger Lithium battery. We are also implementing a new service: a white glove delivery and financing program to help customer needs.
Solax Mobility
Manny Huguez, Vice President of Sales & Marketing James Liu, Vice President of Operations www.solaxmobility.com
The Mobie can be folded or unfolded in less than one minute.
HC: What trends do you see on the horizon in the scooter market this year? MH & JL: The market continues to offer more lifestyle mobility solutions. There is a focus on either portable, sporty or larger luxury-class designs. We are also seeing more nontraditional color options. Newer and lighter battery technologies will continue to facilitate innovation, so that manufacturers will offer even lighter solutions. HC: What challenges do you anticipate? MH & JL: One challenge we see on the horizon relates to lithium batteries. As these lighter and better-performing batteries continue to make their way into mobility scooters, manufacturers, providers and customers will be faced with stringent compliance, shipping and handling requirements designed to ensure safety, as they are designated as Class 9 hazardous materials. The DOT and the FAA are already working to bring awareness to the market. In addition, cash sales are resulting in newer designs, as customers now have higher expectations and are doing a better job at comparable shopping. HC: How is your company staying competitive? MH & JL: In July, we are introducing a new and improved Mobie that will feature some new design updates. We also have a new automatic model that folds and unfolds at the touch of a button. This product is designed to provide the customer with an even easier user experience by automating the folding and unfolding processes. We anticipate a formal product release sometime this year.
