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>> I WANTED TO START A BUSINESS
THAT WOULD PROVIDE A SERVICE
THAT WOULD GENUINELY MAKE
A DIFFERENCE IN PEOPLES' LIVES.
WE TRY TO HELP INDIVIDUALS WITH
DISABILITIES AS WELL AS SENIORS
WHO HAVE FUNCTIONAL LIMITATIONS,
TO LEARN ABOUT AND TO ACQUIRE
THE ASSISTIVE TECHNOLOGY THEY
NEED TO LEAD MORE INDEPENDENT
LIVES.
WHEN WE BEGAN, WE WERE A
HOME-BASED BUSINESS, WORKING OUT
OF MY HOME AND THAT OF MY
PURCHASING PARTNER HERE.
OVER TIME, IN ABOUT SIX YEARS,
WE MOVED INTO-- I FOUND
A 1,100-SQUARE FOOT SPACE, AND
AFTER THREE YEARS, WE EXPANDED
INTO 2,000 SQUARE FEET.
OVER OUR HISTORY, WE'VE BEEN
ABLE TO SAVE MARYLANDERS OVER
2.6 MILLION DOLLARS ON THEIR
ASSISTIVE TECHNOLOGY PURCHASES.
WE FOCUS ON SEVERAL DIFFERENT
AREAS; ONE IS ADAPTED ACCESS TO
THE COMPUTER.
I'M PLEASED TO SAY THAT IF
A PERSON CAN MOVE JUST ONE TINY
PART OF THEIR BODY, MAYBE AN
EYEBROW, WE CAN STILL GIVE THEM
FULL ACCESS TO A COMPUTER.
IN FACT, ONE OF THE LATEST
DEVELOPMENTS IS BEING ABLE TO
OPERATE A COMPUTER COMPLETELY BY
THE MOVEMENT OF YOUR EYES.
ON THE OTHER HAND, WE OFFER VERY
LOW-TECH DEVICES, THINGS LIKE
VELCRO ADAPTATIONS.
WE ALSO OFFER A LOT OF
COMMUNICATION DEVICES; THIS IS A
BIG AREA OF EMPHASIS FOR US, FOR
THOSE FOLKS WHO ARE UNABLE TO
SPEAK FOR THEMSELVES.
THERE'S OF COURSE BEEN A GREAT
TREND RECENTLY TOWARD PORTABLE
HANDHELD DEVICES, WHAT WE CALL
THE I-DEVICES OR OTHER
HANDHELDS.
AND THERE'S DEFINITELY
A MOVEMENT TOWARD USE OF SOME
MAINSTREAM TYPE DEVICES, SO
RIGHT NOW, WE'RE MAKING KIND OF
A PARADIGM SHIFT FROM SOME OF
THE MORE TRADITIONAL
TECHNOLOGIES TO THESE LIKELY
PORTABLE, REALLY COOL KINDS OF
THINGS THAT MAKE AN INDIVIDUAL
WITH A DISABILITY STAND OUT LESS
BY USING THEM.
OUR PHILOSOPHY HAS ALWAYS BEEN
TO FIND OUT FIRST WHAT OUR
CUSTOMER NEEDS.
WE CONTINUALLY TURN TO THE
SCHOOLS AND ASK THEM WHAT
THEY'RE MOST INTERESTED IN.
AND INCREMENTALLY, WE HAVE ADDED
TO OUR PRODUCT SELECTION TO
A POINT WHERE WE'RE NOW ABOUT
18,500 PRODUCTS.
OH, I THINK THE LESSON I'VE
LEARNED TO PASS ON IS, IF YOU'RE
STARTING A BUSINESS, ONE OF YOUR
MAJOR DECISION-MAKERS SHOULD BE,
AM I TRULY PASSIONATE ABOUT THIS
BUSINESS, BECAUSE IT WILL
INVOLVE A LOT OF SACRIFICE,
A LOT OF LONG DAYS AND NIGHTS
REALLY PUTTING YOUR ALL INTO IT,
TO BE SUCCESSFUL.
IT'S ONE THING TO START
A BUSINESS, BUT TO KEEP IT
GOING, YOU'VE GOT TO HAVE THAT
KIND OF FIRE IN THE BELLY, AND
FEEL LIKE WHAT YOU'RE DOING IS
MAKING A DIFFERENCE.