David Lippes, CEO

TiLite Inc, Kennewick, Wash, has been manufacturing customized titanium wheelchairs since 1998. Rehab Management asked TiLite's CEO David Lippes about the company's position in the marketplace and TiLite's plans.

Q. TiLite continues to achieve impressive sales growth in a fluctuating market. To what do you attribute this success?

A.TiLite sales have grown continuously, domestically and abroad, ever since we launched TiLite in 1998. The main benefits of TiLite product are that it (1) is custom-built, which makes it more compact for ease of movement in tight spaces, (2) is light weight, which eases pushing resistance as well as loading into and out of automobiles, (3) absorbs vibration, which creates a buttery-smooth ride and reduces fatigue, and (4) is extremely durable, which means less downtime. Our success is attributable to the fact that an ever-growing number of wheelchair users, and their trusted therapists and salespeople, recognize these attributes and have come to rely on the greater independence that well-designed, well-built, and well-fit product can offer.

Q. What are the greatest challenges in the wheelchair industry and how does TiLite meet them?

A.The greatest challenges within our industry are reimbursement-related. Far too many people who would gain greater levels of mobility and independence from the use of technologically advanced equipment simply aren't being given the opportunity to purchase this equipment. We launched a "funding" page at www.tilite.com with information that users, therapists, and providers can use to help educate the reimbursement source about their TiLite. We will even stand behind a user and their provider until a reimbursement is agreed upon before billing the customer.

Q. What has been the impact of regulatory changes and reimbursement cuts on the industry? Your company?

A.Fortunately, in 2006 TiLite sales soared to their highest level ever. So I think the impact of regulatory changes and reimbursement cuts on TiLite is really unknown, as our increased market penetration has masked this effect. However, if our industry suffers as a result of regulatory changes and reimbursement cuts, the people who use wheelchairs will suffer even more. The research and development budgets of wheelchair manufacturers, which today focus on product improvement, will be redirected to focus on reducing product cost. We cannot let this happen.

Q. What is TiLite doing to ensure its continued success and client satisfaction in view of these changes?

A. In mid-2006, we launched the first of five models that will make up the TiLite Aero line. Chairs in the Aero line will have the same design elegance, customization, and durability as chairs in our titanium line with one major difference—they are made from aluminum. The switch from titanium to aluminum alone will allow us to shave $400 to $600 from the retail pricing of these products. This change will allow an ever-larger audience to experience TiLite. While people riding in our Aero chairs will not experience the quiet, smooth ride that only titanium offers, they WILL benefit from the rest of the advanced technology that makes a TiLite a TiLite.

—Rogena Schuyler Silverman