Federal requirements are bringing medical diagnostic equipment into the accessibility conversation. Here’s what healthcare organizations need to know, and how sales reps can help customers prepare.
Accessibility in healthcare is moving beyond ramps, doorways and facility design to the equipment used to diagnose and treat patients. New federal requirements for accessible medical diagnostic equipment are putting greater emphasis on exam chairs, procedure chairs, weight scales and other equipment, giving healthcare organizations another important compliance issue to address.
On a recent episode of the Repertoire Magazine Podcast, August Boehnlein, Marketing Manager for Midmark Medical, explained what the changing rules mean for healthcare organizations, where confusion still exists and what distribution sales reps can do to help their customers navigate compliance. But Boehnlein says the issue ultimately goes beyond regulations.
“The number one reason this is being enforced is because it’s about the patient,” he says, emphasizing the importance of ensuring patients with disabilities receive equitable, dignified care. With compliance deadlines now in effect, he also offers practical advice on assessing accessibility gaps, determining equipment needs and developing a plan to meet the requirements.
Here are four key takeaways from the conversation:
1. Accessibility is shifting from the building to the equipment
For years, much of the conversation around accessibility focused on whether patients with disabilities could enter a healthcare facility and navigate its hallways and treatment areas. That remains important, but Boehnlein says the focus has shifted “to the actual medical equipment being used to diagnose the patient.” That includes exam chairs, procedure chairs, weight scales and other diagnostic equipment.
The change is significant because a facility can be physically accessible while still presenting barriers once a patient reaches the exam room. A fixed-height exam table, for example, may make it difficult or impossible for a patient using a wheelchair to transfer safely. Federal agencies have recognized those barriers and established requirements intended to make medical diagnostic equipment more accessible.
For sales reps, that creates an opportunity to broaden conversations with customers. Accessibility isn’t simply a facilities issue; it can involve supply chain, clinical operations, risk management and equipment purchasing.
2. Compliance involves more than buying a low-height exam chair
One of the biggest points of confusion in the market, according to Boehnlein, is understanding exactly what makes equipment accessible.
Seat height is an important consideration, but it isn’t the only one. Boehnlein points to factors such as base clearance, transfer surfaces and accessories including transfer supports and leg supports.
There are also requirements around the number of accessible pieces of equipment a facility must have. Under the DOJ and HHS requirements, most covered facilities must purchase toward having accessible equipment representing at least 10% of each type of medical diagnostic equipment, with a minimum of one unit. Facilities specializing in conditions that affect mobility generally face a 20% threshold.
That means a customer conversation shouldn’t begin and end with, “Do you have an accessible exam chair?” Reps can help customers think about the larger equipment inventory and where accessible equipment is located throughout the organization.
3. The compliance clock is already ticking
For healthcare organizations covered by HHS requirements, July 8, 2026, marked an important deadline: facilities using exam tables and weight scales were required to have at least one accessible exam table and one accessible weight scale. The DOJ established an Aug. 9, 2026, deadline for covered state and local government entities.
Boehnlein’s advice is straightforward: Don’t wait until a purchase is necessary to figure out where the organization stands.
“Do an inventory analysis, whether it’s by facility or across the entire health system,” he says. “Understand where your gaps are, and then you can put together a plan.”
That inventory can help organizations determine which equipment is compliant, where gaps exist and how many chairs, scales or other pieces of equipment need to be replaced or added.
For sales reps, this is where the conversation can become more consultative. Instead of simply responding to a request for a new chair, reps can ask whether the customer has assessed accessibility across its facilities and whether purchasing decisions are aligned with its compliance strategy.
4. Keep the focus on the patient
Compliance may be what gets healthcare organizations to pay attention, but Boehnlein says that accessibility shouldn’t be viewed simply as another regulatory obligation.
“The number one reason this is being enforced is because it’s about the patient and ensuring that the patient, regardless of mobility limitation, regardless of a disability, that they receive the same equitable, dignified care.”
That perspective is important for sales reps because it changes the nature of the conversation. Rather than presenting accessibility as a box that needs to be checked, reps can help customers consider how equipment affects the patient experience, clinical workflow and the ability of providers to deliver care.
Boehnlein also encourages reps who encounter customers struggling with the requirements to bring in their manufacturer partners. “If you’re in a situation where you need help, reach out to your Midmark sales rep,” he says.