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i ,. . A GUARDIAN® Q and A Who is the target market for the bariatric wheelchair? Providing equipment for Bariatric end-users is a niche business that is growing. Products that accommodate weights in the 650 - 700 lb. range allow us to meet the needs of 98% of the Bariatric population. We will let the true niche competitors (WOK) service the other 2%. Dealers that service the needs of patients that weigh between 400 and 700 lbs. are the target customer. Dealers that rent HME equipment to facilities to accommodate large patients on a short term basis is another business opportunity. How is the Guardian Plus Easy Care Bariatric Wheelchair positioned for the marketplace? Bariatric HME products have also become commodity items. Our bariatric wheelchairs will be competitive in features and price to others in this class. Should you have an opportunity where more aggressive pricing is required, please use the deal sheet to present this opportunity. Is the Bariatric Wheelchair Medicare reimbursable? Our wheelchair will meet the requirements for HCPCS K0007 plus E2201 for models with swingaway footrests. This is a product where the use of an ABN may be appropriate. Are accessories available for the Bariatric Wheelchair? The only existing Easy Care accessory that will fit on the Bariatric Wheelchair is the Wheel Lock Extension Handles (P/N GEY-EXT). Other accessories are being evaluated. Are parts available for the Bariatric Wheelchair? The Bariatric Wheelchair uses unique components. A parts offering is being developed and will be available shortly. Are samples available? Because this product falls into a standard product offering and your dealer should be familiar with the features of chairs in this class, samples will not be provided. We will announce a demo purchase program that you can offer as an alternative to a sample. What literature is available to promote the Bariatric Wheelchairs? These models have been added to the Easy Care Wheelchair family brochure. You can also makes copies of the one-page overview in this document. SUNRISE MEDICAL A inn I, "4 i ,. A GUARDIAN® Competitive Comparison Matrix Specification Guardian Plus Easy Care 2000 HD Drive Medical Sentra Bariatric Extra Wide Medline Bariatric Shuttle Wheelchair Invacare IVC 9000 Topaz Wheelchair Seat Width 26", 28", 30" 26", 28", 30" 26", 28", 30" 26", 28", 30" Seat Depth 20" 18" 18" 18", 20" Construction Reinforced Crossframe Powder coated silver vein frame Stainless Steel Frame & Crossbar triple chrome-plated, carbon steel frame Weight Cap. 700 lbs 700 lbs. 700 lbs. 700 lbs Arms Detachable Padded Desk Arm, Reversible Removeable contoured plastic desk or full Removeable Padded Full Length Padded removable Desk and full length adjustable height option Seat Height 19.5" and 17.5" 19.5" and 17.5" 19.5" and 17.5" 19.5" and 17.5" Legs Swingaway Footrests Padded Elevating Legrests Large aluminum foot plates Swingaway F...

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