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December 2002

Duralife, Williamsport, Pa, is a company that manufactures all-plastic bathing assistance products for both the pediatric and geriatric markets. Rehab Management recently spoke with Tim Ludgate, VP-sales and marketing, about trends in the industry.

Q: How are things changing in your part of the industry?

A: When we started out 15 years ago, our products were mostly geared toward nursing homes, and that is where the bulk of our business came from. But things now are rapidly becoming home-based. People are having much shorter hospital stays, and as a result we have started marketing our products to the patients who are being cared for in their own homes. Also, as far as people recommending certain products to their patients, it used to be primarily nursing home directors. Now it’s really becoming occupational therapists (OT). They are a huge influence as far as what type of products to recommend.

Q: How does that directly impact your business?

A: It impacts us directly because a lot of our products now were designed with the help of OTs, and the products came about as a direct result of working with them. As an example, we designed a shower commode chair that has a mesh backing. That idea came directly from an OT, in terms of a recommendation and giving us feedback and input that we used in the product development. And that is happening more and more. We are also making continuous modifications to existing products with their input, much more than we ever have.

Q: How has the growing popularity of home health care affected business?

A: In a similar way, it has really been a great benefit to us. Because the trend of patients wanting to stay at home has spawned a whole new part of the business for us. It has made us plan and create products specifically for this market, and we don’t see that changing anytime soon. If anything, it will continue to grow in popularity, especially as our country is aging. One product I can think of is our bath transfer device. That was developed especially with these people in mind, and it’s a good example of how our business is following the changes in the marketplace, for the good of our company.

Q: What do you enjoy about being in the rehabilitation industry?

A: Since we are all aging, it makes me personally more aware of this business. It’s obviously an industry that will affect us all eventually, and that is why it is important. Also, just helping people is a wonderful aspect of the industry. We get to create and provide useful products that really make a difference in people’s lives.

—Ben Van Houten

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