HME Business

Auto access represents a tremendous cash sales opportunity for providers, but it is fraught with complexity. There are a variety of patient needs, a variety of systems -- from chair lifts to articulating chairs to complete vehicle conversions -- and a variety of specialized knowledge and skills related to providing auto access. However, one product that can give providers an easier entry point into auto access is vehicle ramps.

“What [patients] want ultimately is freedom,” says Greg Moll, Global Sales & Export Manager for Roll-A-Ramp, which makes auto access ramps that roll up for storage while traveling. “The vehicle access market is growing, with more and more clients with every form of disability wanting to be more active. And, with the exploding aging demographic added in the trend for more access solutions and providers is only going to get higher. This makes for the real opportunity for the HME provider to get into a market that will be there for a very long time.”

And that’s where providers come in, but it is important to understand that auto access is a multi-tiered business. At the basic end, there are products that give providers an easy entry point into serving auto access needs, and at the complex end, lies complete auto access systems and vehicle conversions. That more complex end of the auto access business might be beyond some providers’ reach, but it still provides an excellent opportunity to develop referral relationships.

For providers just coming into auto access, ramps and similar products that do not require modifying vehicles or complex installs are an excellent entry point, Moll says.

“Getting into it with a product where there are no vehicle modifications or conversions is where they want to be,” he says. “Simpler is better and can get them the profit the quickest. It is not a difficult process for the dealer to enter the market on their own; provided they do so with a product line where the investment for both time and money is relatively low.”