LONG ISLAND CITY, N.Y. – Tunstall has ramped up its presence in the U.S. with the recent introduction of the Vi+ and belle PERS devices.
Tunstall has had a presence in other markets like the U.K., Europe, Scotland and Australia for many years, but it didn’t enter the U.S. market until 2012 when it acquired American Medical Alert Corp.
“We saw significant opportunities in the U.S. market,” said Kevin Doyle, Tunstall’s products/solutions manager. “By not having a presence here, we felt we were missing those opportunities.”
Up next: Tunstall is working on introducing new activity monitoring products, as well as additions to its medication management systems.
While the U.S. market is a crowded one, Tunstall has a different philosophy toward the market, Doyle said.
“Medical alert products are usually purchased as a reaction to some type of incident,” he said. “We see it more proactively—we want the end user to want our products by their side to remain healthy. We’re trying to change that mindset.”
Setting itself apart hasn’t been the only challenge in the U.S. market. In other markets, socialized medicine is the norm; in the U.S., navigating Medicare, Medicaid and private payers can be daunting, said Allison Frazer, Tunstall’s director of marketing.
“Many health behaviors are accepted and reimbursed easier in other markets,” she said.
Tunstall’s approach to that challenge: emphasizing the long-term savings that its products can create, Doyle said.
“We’re looking at the total care of the patient,” he said. “We want to get our products into the home to allow a person to either return or remain safely at home. By preventing emergency situations, healthcare costs can be reduced across the board.”