Dean Sbragia, president of Med-Fit Systems Inc, Fallbrook, Calif, recently spoke with Physical Therapy Products about the latest trends in exporting, importing, and distributing physical rehabilitation equipment.

What are a few of the new services that Med-Fit provides?

We have recently added two new services to our offerings. One is our affiliation with IDS, Temecula, Calif, a balance diagnostic equipment company providing primarily physician-driven visual and vestibular testing equipment and training. This affiliation allows us to bridge the gap between our rehab professionals’ proprioceptive training and testing with our HUR balance systems, and the VOR and VAT testing required for accurate balance-disorder diagnostics. This approach has been well received by both physicians and the rehabilitation referral source, and is mostly being implemented in senior housing/assisted living facilities in fall-reduction programs. Augmenting the balance program is our strength and cardiovascular training program, featuring HUR compressed-air strength products and Nautilus and Lamar cardiovascular machines.

Another new service we offer has little to do with equipment and patient treatments, and much to do with improving the cash flow and bottom line of our customers. We have added a Business Management section to our home page. This resource provides an overview of and professional contact information on three tax programs that may apply to many practices: One, the Jobs and Growth Tax Reconciliation Act of 2003, allows greater capital equipment expenditures in current fiscal years. Two, the Americans with Disabilities Act tax credit, applies to wheelchair-accessible equipment purchases, given that a few criteria are met. Three, for building owners, the Cost Segregation Engineering Depreciation method could substantially accelerate building depreciation. Samples of all three programs can be viewed on our site. The information is free of charge. We strongly recommend reviewing all programs with an individual’s tax preparer.

Where do you see the industry heading in the next 5 years?

We see the senior care market and PT merging in several areas. Fall-reduction and strengthening regimens are best implemented by PTs, and treatment of aging patients and active Baby Boomers will fuel further growth in the rehab market. Dizziness and ataxia patients being seen by primary care physicians will benefit from rehab professionals trained in the assessment and treatment of these disorders.

What challenges or obstacles has Med-Fit encountered over the years, and what has the company done to overcome them?

I have spent 25 years in the rehab equipment distribution business, and in that time we have overcome changes in reimbursement, the “corporatization” of private practice, hospital group buying contracts, and changing geographical distribution. We have overcome by continuing to provide products and services that our dealers and customers want and need.