Diversify Your NEMT Business and Grow Profits by Selling Mobility Aids

Non-emergency medical transportation business is highly marginal, requiring owners to run a tight ship. There is no room for inefficiencies, accounting blunders, or non-compliance. Therefore, to ensure financial stability and long-term success, NEMT providers should constantly explore opportunities for revenue diversification. Previously, we covered how to expand your NEMT business with SPED student transportation. One more promising avenue is the sale of mobility aids and non-motorized or powered personal vehicles that help individuals with limited mobility navigate their daily lives.

The demand for such devices is driven by two factors. The population of socially active seniors is constantly growing, plus people with disabilities are taking advantage of technological progress to achieve greater independence. For NEMT businesses, this presents a unique opportunity to serve the community while boosting the bottom line. In this article, we’ll explore the most popular mobility solutions and personal transportation devices and will discuss how selling them can enhance your business.

Contents:

• Understanding the Market of Mobility Aids
• Types of Mobility Devices to Offer
• How to Start Selling Mobility Devices
• Conclusion

Understanding the Market of Mobility Aids

The market for mobility aids is expanding rapidly. According to the WHO and UNICEF Global Report on assistive technology, over 2.5 billion people require assistive products, and their numbers are on the rise. The technological advancements of the last decade increased the arsenal of products that greatly benefit aging societies and individuals with decreased mobility. Today, senior populations can stay relatively mobile deeper into their retirement years. With the help of the right tools, the number of fall accidents can be decreased. Additionally, by utilizing aids, persons with limited mobility can live more comfortably even in communities that do not offer high levels of inclusivity.

NEMT businesses have access to a customer base with limited mobility; therefore, they are uniquely positioned to capitalize on this trend. Their existing expertise in transportation and client care aligns seamlessly with the needs of this demographic. Transportation providers can educate their customer base about the existing advanced mobility aids and electric personal transporters (EPTs) and simultaneously become a single point of contact to purchase such a device. This can positively influence the lives of current clients while attracting new customers who seek both non-emergency medical transport services and mobility solutions. 

Types of Mobility Devices to Offer

The range of mobility devices and personal transporters available today is diverse, catering to various conditions, needs, and preferences. Some of them belong to the family of durable medical equipment  (DME). The most obvious options are rather traditional and have existed practically forever. Here are some of these traditional solutions:

Canes:

• Standard Canes: The most obvious type of cane with a single point of contact with the surface for mild support. It may be used by a senior person requiring additional support or by someone recovering from an injury.
• Quad Canes: Four-point base for greater stability. This type of cane is less compact but can offer a greater feeling of balance and safety to its users.
• Folding Canes: Compact and portable options for people who travel a lot or require a compact cane that can be used when feeling fatigued.

Crutches:

• Axillary Crutches: Provide support under the arms and are used temporarily for leg injuries.
• Elbow and Forearm Crutches: Unlike the axillary option, these crutches offer a more secure fit and are typically used long-term for wrist and arm support.

Walkers:

• Standard Walkers: Four legs with rubber tips, requiring lifting for movement. This type provides maximum stability but requires significant puppet body strength. 
• Rolling Walkers: The addition of two or four wheels to a standard walker translates to easier mobility, but users should be aware of the increased danger of falling.
• Knee Walkers/Scooters: These contraptions are designed for those with lower leg injuries.

The abovementioned mobility solutions are rather basic yet still play a vital role in ensuring that people of all ages and conditions remain active. Their major benefit is affordability and broad accessibility, but the downside is the need to possess relative strength to use them.

On the other hand, the more sophisticated mobility devices cost more but take advantage of the technological progress and clever engineering ideas. They ensure that people with even more mobility-debilitating conditions can continue to get around their dwellings and neighborhoods, lead active social lives, and travel. Here are the most popular examples of advanced mobility aids.

Wheelchairs:

This mobilized form of a chair has been with us for fifteen hundred years and evolved into an extremely practical and effective personal transportation solution. Today, wheelchairs come in different variants to satisfy the needs of a particular individual. Here are a couple of major examples:

• Manual Wheelchairs: these are conventional self-propelled or attendant-propelled models that can be folding or rigid. There are existing solutions to equip these wheelchairs with power-assist devices. These add-ons propel the wheels, thus eliminating the physical effort from the rider and allowing them to maneuver on diverse terrains.
• Powered Wheelchairs: High-tech solutions designed for individuals who need advanced support for mobility. The latest electric motor and battery innovations have allowed to increase the riding range and power of these motorized chairs, enabling wheelchair-bound individuals to explore new frontiers. Powered wheelchairs can be seated, reclining, tilting, standing, and all-terrain. A perfect example of a fun-to-ride power-driven wheelchair with offroading capability is marketed by Not A Wheelchair.

Mobility Scooters:

These reliable and versatile vehicles provide excellent independence for short-distance travel. Three- and four-wheel designs provide unmatched stability; the latest models have decent range and power and come in various designs to satisfy riders with all sorts of lifestyles.

Electric Walkers or Rollators with Seating:

Dual-purpose devices that offer stability and powered assistance for walking and a convenient seat when resting are needed.

Adaptive Tricycles and E-Trikes:

These vehicles are perfect for those individuals who seek exercise or a more dynamic ride without losing additional support. Reach out to reputable suppliers or distributors who offer high-quality devices. Establishing partnerships with trusted manufacturers ensures that you provide reliable and effective solutions.

How to Start Selling Mobility Devices

Breaking into the last-mile mobility market requires careful planning. Start by conducting market research to understand the demand in your service area and identify which products align with your clients' needs. There are several business models that would fit this type of operation.

Direct-to-consumer (DTC) sales are possible if you are ready to purchase products directly from manufacturers and maintain a relevant stock. In this scenario, you can expect larger profits, but additional expenses on pre-purchasing and storing a certain number of products to ensure rapid delivery can be a burden. Drop-shipping is an alternative for resellers who prefer to earn a commission from each sale but at the same time want to avoid the hassles of retail like storing, shipping, and returns.

Business-to-Business (B2B) is also a viable marketing model since NEMT providers often work directly with hospitals, emergency rooms, retirement communities, and nursing homes. These facilities operate lots of mobility aids and provide them to their customers, which opens up an opportunity to become their supplier. Moreover, you can sell these products to other NEMT providers, who might be using them in day-to-day operations.

Rental or subscription-based model can be perfect if you want to ensure constant revenue streams. Your clients can be encouraged to rent the products from you for a fee, but you will have to maintain and repair the products throughout the time of operation.

After figuring out which model suits you best, create a sales strategy. This might include setting up an online store, showcasing products in your office, or partnering with healthcare providers to recommend devices. Offering additional support services such as training, maintenance, and repair will further enhance your value proposition.

To market your products, consider approaching customers directly, using word of mouth, especially if you operate NEMT in a small town or rural area, and implementing online and local advertising strategies. Retail sales can be an art, and you can become the best artist on the block.

Conclusion

Diversifying your NEMT business by selling mobility aids and electric personal transporters is a win-win opportunity. It not only generates additional revenue but also reinforces your commitment to improving mobility and independence for your clients. By tapping into this growing market, you position your business as an essential resource in your community.

Make sure to supercharge your NEMT business with the latest routing and scheduling software like RouteGenie and as a second step, consider expanding into retail. This move can potentially provide unlimited growth to your operation. The future of mobility is here, and your business can lead the way in making it accessible for all.