1. HMEDA Trial Deposit Guideline for Private-Pay Clients MARCH 2015

2. HMEDA - Agenda  HMEDA – Past System  HMEDA – Issues with Past System  HMEDA – New System  HMEDA – Results of New System  HMEDA – Therapist Q & A Session

3. HMEDA – Historical Trial System  Trials are used to assist clients with the process of selecting specialized equipment such as manual wheelchairs, tilt wheelchairs, power wheelchairs, scooters, postural seating, tilt commodes and walkers.  Trained sales consultants employed by dealers oversee the ‘In Home/Facility Trials’, requiring one day to several months to complete depending on client need.  Historically, this service has been provided with no deposit or fee, presuming customers will complete a purchase with the dealer who provided the service.

4. HMEDA – Issues with Historical System  With the evolution of on-line business and other recently available options, a growing number of clients abuse the in-home/facility trial service by taking the trial results and sourcing the equipment elsewhere  Some clients switch dealers frequently to prolong the provision of free equipment and delay a purchase decision. This is not only costly to the dealers but also to the public health system through unnecessary use of therapist time  Dealer members are reporting they cannot continue the process of providing trials when the clients are not purchasing the items  HMEDA realizes the importance of trials, and wants to ensure the trial system continues in BC

5. HMEDA – New Trial Deposit System  Since January of 2015, HMEDA has been recommending that HMEDA member dealers collect a trial deposit for ‘In Home/Facility Trial’ covering labour, travel time and travel fees (mileage) associated with each trial for Private Pay customers  Private-pay customers are defined as those paying for equipment themselves or through a private insurance plan. This explicitly excludes Ministry/ICBC/Worksafe clients due to existing contractual arrangements.  Trial deposit amount is collected in advance of commencing an in- home/facility trial,  Trial deposit is non-refundable (with exceptions) and,  trial deposit will be applied to the purchase cost of equipment obtained from the member dealer. As such, there is no increase in costs when equipment is purchased.

6. HMEDA –New Trial Deposit System Medical EquipmentAmount of Visits IncludedTrial Deposit Manual Wheelchair and Non-Mobility Equipment (lifts, surfaces etc.) Maximum two visits$400 Manual Tilt Wheelchair Maximum three visits$600 Scooter Maximum two visits$600 Basic Powerchair (no tilt) Maximum two visits$700 Advanced Powerchair (tilt or alternate drive) Maximum two visits$900

7. HMEDA –New Trial Deposit System (continued)  In cases where additional visits are required (i.e.: due to complex seating requirements) increase deposit by $200 for each additional trip.  In the event a client, after making a deposit, decides within one week of the beginning of a trial not to purchase a piece of equipment, 50% of their deposit will be refunded. If the client keeps the equipment longer than one week and does not make a purchase, the deposit is non-refundable.  Should a client, after making a deposit, be unable to participate further in the in-home/facility trial process due to death or medical emergency within one week after a trial begins, 50% of the deposit will be refunded.

8. HMEDA –Results of New System since January 2015  Many HMEDA dealers in BC have implemented this system across BC  Members report that the system is working very well and are reporting shorter trial times, and more completed sales  Members have found the system to be flexible, and are finding different ways to implement the trial deposit system  Many members are doing rentals during the “trial” whereby swaps of equipment are allowed, and then the rent is refunded into the purchase price

9. HMEDA –Results of New System since January 2015 (continued)  Members are reporting that the trial deposit system is allowing them to invest in more demo equipment and may lead to greater product offerings by dealers  Clients are happy that discussions about pricing and funding with clients are taking place up front and reducing surprises at end of trial process  Trial deposits are allowing the current in home Trial process to continue and ensuring that all parties to the Trial process are engaged and participating actively  Reduces the instances of unnecessary therapist visits and should enable therapists (and health authorities) to complete their case loads faster

10. HMEDA – Therapist Q & A  HMEDA recognizes this system is not feasible without the valuable support of therapists in BC.  We are open to making the system more refined as time goes on.  We will now open the floor to Questions/Suggestions on system.