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August 2004

Scott Higley

Rehab Management spoke with Scott Higley, vice president of sales at Quantum Rehab, Exeter, Pa, a separate division of Pride Mobility Products Corp, Exeter, about Quantum's focus and latest product developments.

Q: What's new at Quantum Rehab?
A: We are always looking at developing new products and providing therapists with a broader range of tools to give them the ability to do their best to meet the clients' needs. We're looking at different areas such as the manual wheelchair line in which we currently have two models that are available, but we will be increasing this line to include more advanced ultralight wheelchairs. We'll also be introducing new back seating systems to interface with all of our power bases and manual wheelchairs. These are being designed to work with our current Synergy seating line. We recently introduced a prototype of a new power chair that utilizes front swiveling casters on the ground, instead of tips, and we're employing different technology, such as swiveling casters and a suspension system.

Providers can continue to look to us to come out with products that have been specifically designed for the rehab market with the seating system in mind. These products will include more powerful, higher torque motors, enhanced electronics, and more advanced suspension systems.

Q: What are some trends you are noticing in the industry?
A: One of the trends I notice in the industry is that there has been a lot of focus on price, and not cost, but as a manufacturer, we have the responsibility to look at what the overall cost is to the provider, not just the price. I think the market will see a turn toward focusing on costs. As a manufacturer, we have to realize that rehab providers are working on very tight margins; however, there are misconceptions that they are making thousands of dollars on selling chairs, but people don't take into account the amount of service that is provided to a client when purchasing a new chair. For example, the average client is seen three to four times before the chair is even delivered, and then again for final fittings and any adjustments. As a manufacturer, we have to consider those services and help reduce those costs by producing reliable, high-quality chairs.

Q: What sets Quantum apart from its competition?
A: Focus, creativity, and customization are what set us apart. We try to focus on the concept of "what more can we do?" We are a company that never says "no," but "let's find a way to make this chair work for you." What sets us apart is our people, who are focused on working with providers and therapists, who we feel are part of our team. Our sales force is mostly clinically based, or they were rehabilitation technology suppliers, so they are very client-focused. Many of our other team members came from occupational therapy or physical therapy schools, or within the medical field, so they have experiences with different diagnoses.

Overall, as a company, we are committed to constantly expanding our product line, while improving overall product quality.

-By Arati Murti

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