Making a mistake when buying rehab equipment or therapy products can be costly. Chiropractic Products asked three industry executives how DCs can avoid purchasing errors.

When it comes to rehabilitation equipment and therapy products, the sky’s the limit on variety, options, and prices. Rehabilitation paraphernalia is vast because it crosses all sorts of health care genres, including chiropractic. For these reasons, delving into specifics about types of equipment and products available or costs of each would be a lengthy exercise. Instead, it would be easier for doctors to focus on the basics of purchasing rehabilitation equipment or products for their offices.

Chiropractic Products invited three professionals in the field of rehabilitation equipment and therapy products to discuss what matters most when purchasing, what you can expect from these companies, and what traps to avoid.

John Boren, DC, is president of LordexSpine Institute. His focus is on researching the area of biomechanics and engineering as it relates to the lumbar spine structure and function. As a scientist, inventor, researcher, and practitioner, Boren’s vision and research encompasses mechanical spinal pathology of the low back with a mechanical solution.

Karin Jansson is the executive vice president of Swedish Backcare System Inc. The concept of the company’s products were developed through intensive research and studies in collaboration with chiropractors and physical therapists.

Robin Saunders Ryan is the senior vice president of The Saunders Group Inc. She is also a co-owner of Saunders Therapy Centers, Pa, an independent physical therapy practice. Her clinical specialization is in the fields of industrial rehabilitation and orthopedic evaluation and treatment. She has authored many books on the subject and is a frequently sought speaker on issues relating to quality assurance and industrial rehabilitation and evaluation.

What advice do you have for chiropractors who are looking to purchase rehabilitation equipment and/or therapy products?

Boren: The first question I would ask chiropractors who are looking to purchase rehab equipment is, Rehab what? It is best to focus on what you enjoy (ie, knees, elbows, shoulders, neck, or low back).

Jansson: I would recommend getting a product that doctors would and could use for themselves in addition to their patients.

Ryan: Shop around, and compare features and price. Don’t be hooked by fancy features you don’t need. For example, the ability to print out a patient’s exercise session may cost quite a bit, but may be of little value since you can document the session easily without the printout function.

What customer service features should chiropractors expect from their rehab equipment and/or therapy companies?

Boren: Doctors should always expect thorough training. A 1-hour in-service is okay for a roller table, but not for more sophisticated procedures that require an understanding of anatomy and physiology. When you buy a product, you buy the company, which includes warranty, repair, and training issues.

Jansson: Look at the warranties they offer. Make sure repair issues come under the warranty and that they will be handled with urgency. When it comes to training, the product should come with a manual on how to use it.

Ryan: All good companies have reasonable warranty and repair policies. Look for warranties of at least 1 year on moderately priced equipment. On complicated equipment, training can be very important to achieve good results.

What should chiropractors be wary of when dealing with these companies?

Boren: Be wary of companies that focus on how much money you are going to make.

Jansson: Be sure to check the quality of the product. Do your research on the company and the studies they refer to for their product. Be careful of companies that make big promises about their product, and make sure they follow through on their promises.

Ryan: Be skeptical of companies advertising large insurance reimbursements. The HCPCS or CPT codes they recommend may not be ethical or practical.

What are the common mistakes chiropractors make when shopping for or purchasing equipment and/or products?

Boren: The most common mistakes are trying to treat everything. If you enjoy treating low backs then be the best and purchase the most technologically advanced equipment.

Jansson: Just looking at the price is a mistake—comparing prices instead of quality.

Ryan: Not shopping around and being taken in by fancy gadgets or color printouts that mean little from a practical, quality care standpoint.

What piece of equipment and/or product is the best seller and why?

Jansson: Many patients have been requesting inversion/traction products. In fact, many doctors have been asking for them too, since many of them use rehabilitation products for themselves.

Ryan: Any equipment that is multipurpose or can be used by many or most of your patients is a good value. Exercise equipment is good, because nearly all patients will benefit from rehabilitation. Look for devices that accommodate multiple exercises on one piece of equipment to save space.

What issues should chiropractors be aware of when purchasing used equipment and/or products?

Boren: All capital equipment purchases require recapture of expenditure before a profit is made. Repair and warranty issues should be addressed upfront.

Jansson: Make sure the equipment comes with a warranty, regardless of whom you buy it from. Of course, also check it out and make sure it is in good condition.

Ryan: When purchasing from a private party, ask the question, Why are you getting rid of this? Make sure the technology isn’t obsolete, and the equipment isn’t difficult to use. When purchasing from a medical dealer, make sure there has been a service inspection and that there is at least a short-term warranty.

What are the pros and cons of purchasing new vs used equipment and/or products?

Boren: New or used equipment that is built to last varies only by scientific advancement, not bells and whistles.

Jansson: What’s good about buying used equipment is the price. The flip side is whether or not it comes with a warranty. And even if it does come with a warranty, the equipment may not be in the best shape.

Ryan: Gently used equipment is often purchased at bargain prices, but you won’t get the excellent support that some new equipment companies offer.

Are there any new rehab equipment and/or therapy products in development that chiropractors can anticipate?

Boren: Our company is constantly exploring noninvasive, effective, and affordable treatment of mechanical spine pathology. The cervical spine is currently under research with engineering and design devices to reduce vertical load that will potentially become procedures available to doctors.

Ryan: Lower cost decompression/traction machines have been appearing on the market. Inexpensive exercise equipment targeted for low back pain patients is also something to watch for. CP

Julie Z. Lee is a contributing writer for Chiropractic Products.