Ear Technology Corp, Johnson City, Tenn, has been in business since 1997. The company is known for the Dry & Store conditioning system, invented by company president Dan Schumaier, PhD, and now produces two Dry & Store models—the Professional and the Global, a range of accessory products, and replacement Dry-Briks®—a specially-formulated, patented desiccant/odor absorber. HR recently interviewed Ear Technology’s GM, Rick Gilbert.

What role does technology play in your company?
Dry & Store brings a combination of technologies to bear on common hearing instrument problems—many which the industry thought were unavoidable. Because of our appliance’s basis in technology, problems such as moisture-related repairs, earwax buildup, and itchy ears can now be mitigated and sometimes eliminated. Moisture and wax have always been the biggest natural enemies of hearing aids, and we all know that they create costly problems for the industry. Because of Dry & Store, those hidden costs can really be reduced.

How is your company responding to hearing industry trends?
Hearing instruments are getting more sophisticated every day and can do remarkable things compared to just 6 years ago. But microphones and receivers are still analog, and battery and switch contacts can still corrode. That means most instruments are as vulnerable to the effects of mother nature as always. The difference is that users expect more out of them, they are more expensive to repair, and many have multiple microphones, making preventive care even more important than in the past. Another important trend is the explosive growth of cochlear implants, which contributed to the development of our global model. In addition to its portability and use for travel, this new model was designed to accommodate body-worn and ear-level speech processors and microphone assemblies, as well as hearing aids, of course. I’m happy to report that Cochlear Americas is partnering with us at the strategic level; starting in July they will include a Dry & Store Global unit with every implant system in this hemisphere. We think these types of strategic partnerships are the coming trend, especially when manufacturers accept that they are not alone in battling moisture and cerumen, which are industry-wide problems. Cochlear Americas has taken the first step, and we are talking to others who we feel will follow their lead.

What do you see as the pros and cons, if any, of being in this industry?
The biggest pro, in my opinion, is that most people in this industry are genuinely interested in the people they serve and want to deliver on the promise of better hearing. A few years ago, we did a nationwide survey of our dispensing customers to find out why they became Dry & Store retailers. Ninety-nine percent said their primary reason was “taking care of patients,” and less than 14% ranked “making higher profits” as their motivator. This speaks volumes about the patient-focus of practitioners in this industry. Now for the cons. I find it interesting that although computers are now required to fit the vast majority of products, and there is a growing population of hard of hearing people flocking to email, a large number of dispensing practices are still not “connected.” Email is an absolute necessity for us to stay in contact with our international distributors, but I’m constantly amazed at how few dispensing professionals here in the USA see email and the Internet as business tools to be used regularly.

What are the biggest challenges facing hearing professionals today?
Consumers are more educated and informed than ever, and they demand more from us. As the market changes, so must our methods. In this respect, Dr. Schumaier and I agree that the biggest challenge for the industry as a whole is managing change. We now dispense $3,000 hearing aids, yet many practitioners provide nothing for daily care of these expensive devices —or provide a can or vinyl bag. I realize this might sound self-serving, but with all due respect to jars and cans, they are not exactly high-tech. They don’t add value to the hearing aids either. On the other hand, Dry & Store not only protects the purchaser’s investment, but we feel it adds value to the sale, saves the dispenser time, and saves the manufacturer money. So we can now meet the consumer’s demand for products that work properly when they take them home—and keep working after sitting on or in the ear all day. That’s a very positive change.

What do you think will happen in the future, in terms of technology and trends?
Hearing instruments will get more sophisticated, to the extent that they can even “talk” to each other. Bluetooth® technology will be integrated into some products, and in many ways, today’s digital hearing aids will seem like antiques in just a few years. As the instruments get more sophisticated, there will be an even higher need for regular daily care. We think preventive care should—and will be—integrated with hearing products at the point of sale, just as Cochlear Americas will be doing starting in July. At Ear Technology, we consider it our job to be prepared for those advances—today and tomorrow—and we’re going to continue to develop new products and methods for the industry.