Business Development

The pediatric market has several facets to distinguish it from other HME categories, but none more than the need for equipment patients can continue to use as they grow. Having a product that “grows” along with them – especially from an early age – enables pediatric patients to retain familiarity and comfort instead of constantly adjusting to new technology, market specialists say.  “The products that are most desired early in a child’s life are those that...

Women’s health comprises many sectors, but the major ones are maternity and postpartum, as well as post-mastectomy and menopause products. And although those sectors have very different characteristics, they actually represent an opportunity for HME providers to care for female patients over the course of their lives, specialists in the field say.  The advantage for astute providers is to establish relationships with clients while they are young by furnishing maternity items and offering...

Editor’s note: It’s been a busy year in the sleep market, as manufacturers rebound from supply chain issues that have plagued them since 2020 and new technologies have launched to increase patient compliance. Boone Lockard, director of VGM Respiratory, recently weighed in on what he’s currently seeing in this dynamic space.  On the challenges and opportunities in the sleep market  Opportunities:  The sleep market presents several significant opportunities...

Automation technology has made great strides within the HME industry, organizing and streamlining operational office functions that go beyond billing. That progress has changed the dynamic of a provider’s financial processes and business workflow.  “Basically, there are many areas in the HME provider’s business, including revenue cycle management, where advanced technology and automation – including artificial intelligence – can be used to improve process throughput,...

Between a proposed Medicare expansion of power seat elevation, potential advancements in technology and impending financial challenges, the complex rehab category has cast a sharp eye on the future.  To be sure, questions abound on how these upcoming developments will impact the industry, though expectations at this point are generally optimistic.  Seth Johnson, senior vice president of government affairs for Duryea, Pa.-based Pride Mobility Products, is encouraged that expanded coverage...

Diabetes patients want to be empowered to gain more control over the management of their disease and that should be the top consideration for HME providers in charge of their care, specialists in the field say.  Elaine Anderson, head of the Eversense CGM Business Unit at Parsippany, N.J.-based Ascensia Diabetes Care, contends that patient choice is a significant driver in diabetes and other products in the medical supplies category.  “As we learn more about certain conditions...

America is not getting any thinner. As a result, demand for bariatric-grade home medical equipment products continue to soar, manufacturers in the field say.  A September 2022 report by Trust for America’s Health shows four in 10 Americans are clinically obese and obesity rates are climbing nationwide and within population groups. The report finds that persistent increases in obesity rates across population groups underscores that obesity is caused by a number of factors and authors...

 The respiratory market has undergone a series of shifts over the past two-and-a-half years, due to the pandemic and other issues, like supply chain disruptions. But now it appears that external forces have waned, creating a more stable environment for providers, respiratory manufacturers say.  Jim Worrell, chief commercial officer for Pinellas Park, Fla.-based Quality Biomedical, called the past couple of years “a roller coaster ride” as the industry continues to emerge...

Facing regulatory challenges and guided by optimistic market forecasts, orthotics and prosthetics providers are forging ahead to overcome obstacles and strengthen the category.  Between prior authorization requirements from CMS’ Final Rule CMS-1713 and moving beyond Operation Brace Yourself, O&P providers face higher standards while focusing on rebuilding trust with clients. Adam Miller, president of Waterloo, Iowa-based VGM’s Orthotic and Prosthetic Group of America, says other...

“Aging in place” is really what the home medical equipment field is all about. Enabling seniors to live in their own homes safely and comfortably can alleviate the need for them to move into assisted living or skilled nursing facilities, leading to happier, more satisfying lives.  One major obstacle to creating a manageable living space is the inaccessibility of many homes – especially older homes. Some projects may require major modifications to both exterior and interior,...