Henry Schein ‘follows patient home’

MELVILLE, N.Y. – Henry Schein’s recent acquisition of Shield Healthcare, combined with a previous acquisition in 2021, gives it the national platform it needs to grow the home care segment of its business, say company execs. 

Henry Schein, a provider of health care solutions to office-based dental and medical professionals, first entered the market when it acquired Prism Medical, a provider of wound care supplies, primarily in the Eastern U.S. Shield Healthcare offers a portfolio of incontinence, urological, ostomy, nutrition and diabetes supplies, and a large West Coast presence. 

“Our strategy has always been to follow the patient, and so moving into the home and home care supply business has been a huge priority for us,” said Dirk Benson, chief commercial officer. “This gives us a great combination of geographic coverage, product portfolio and payer diversity.” 

With its “pick-and-pack” distribution model, Henry Schein expects its further expansion into home medical supplies to help it be a better partner to payers and existing referral sources, says Adam Bries, vice president and general manager, homecare medical products. 

“Health care continues to shift to home-based care and patients have a strong preference being in the comfort of their homes,” he said. “As the market continues to shift and evolve, patients, payers and providers are looking for suppliers that can do more than just provide great products and great service, but who can really be a partner and provide solutions.” 

One area where Henry Schein may be ahead of the home care curve: home dialysis, where it is already a very large distributor. 

“I think we’re going to see more and more of these more intensive clinical procedures done in the home setting,” said Benson. “I think that’s a good thing for overall health care in the U.S.” 

Shield Healthcare, which will operate as part of Henry Schein Medical, also offers name recognition and a good “cultural fit,” says Bries. 

“We care about the patient, doing the right thing, and with a compliance focus,” he said. “Shield shares the same values and has been a leader in home medical supplies for many years and are highly recognized across the industry.”