'We need to be the answer,’ says Dan Bunting

WATERLOO, Iowa – Dan Bunting has worked with more than 130 business owners in his career, something that’s “super valuable” as he seeks to help the VGM Group develop long-term strategies to promote and support its customers and the HME industry. 

Bunting, who was recently named strategic advisor at VGM, spent a good chunk of his career working alongside Steve Griggs at Aerocare as it rolled up companies prior to its sale to AdaptHealth. 

“All of those companies would tell you that they were a better company after the acquisition,” he said. “There’s something about being part of putting your heads together, learning and working toward the same thing. I was living in the dirt with these companies, which I think is super valuable going forward to VGM and its members.”  

Here’s what Bunting had to say about the industry’s biggest challenge and opportunity, and VGM’s role in its success. 

HME News: You’ve worked at HME companies that vary in size – from AdaptHealth, where you were a strategic advisor to the CEO, to the company you started early in your career and sold to Rotech. What have you learned about the challenges in the industry from those experiences? 

Dan Bunting: Reimbursement has always been the challenge, but it’s never been to the level that it is today. The focus has always been on patient care and the challenge has always been not getting enough reimbursement to do everything you want to do for a patient. Bigger companies have better access to technology and outsourcing, but reimbursement has been a constant challenge for everyone. Now we have Medicare Advantage, where the rates are even less, and provider panels are smaller. We need to figure out how to overcome that. 

HME: What do you see as your role and VGM’s role in helping with that? 

Bunting: I was talking to Jim Nygren (president of VGM Insurance) and Alan Morris (vice president of strategy for VGM), and we were talking about how to get VGM to be a place where, when people need something in the industry, they come to us. We need to be the answer. If an HME company wants to sell, VGM can help them do that. If they want to start buying companies – they’re interested, but they’re a little afraid – we can help them do that. If they want to raise private equity or want help with their banking relationships, we can help them do that. 

HME: What most excites you about the HME industry and its future? 

Bunting: The beauty of the industry is that I don’t care what message everyone wants to talk about – whether it’s value-based care or hospital at home – the biggest opportunity and the brightest outlook is that the demand for these products and services is forever. Every element of health care is talking about doing more in the home. The building blocks are in place for a successful business, regardless of size. The demand is going to be there. It’s how each company fits into that.