Business Development

The home accessibility market is still relatively young, but it has come a long way in that short time. Most importantly, the HME industry is increasingly taking ownership of it, says Jim Greatorex, vice president of Waterloo, Iowa-based VGM’s Live at Home division.  “Over the past seven years, 75% of DMEs now have a stand-alone home accessibility business,” Greatorex said. “They have created a home access industry, with in-house contractors and subcontractors, including...

Tyler Mahncke estimates the demand for mobility equipment is growing at a 5%-9% annual rate, with approximately 60% paid for by public and private insurance.  “There is still a strong retail component to the market, specifically for scooters and wheelchairs,” said Mahncke, president of U.S. Rehab at Waterloo, Iowa-based VGM. “People want a backup and travel device.”  Functional Mobility Assessment data reveals that more than 15,000 clients use a mobility vehicle,...

A core aim of pediatrics has always been to provide equipment that “grows” along with patients, and that mission has become more important than ever due to the reimbursement climate, experts say.  Ian Hendry, Leckey sales director at Fresno, Calif.-based Sunrise Medical, explains that pediatric equipment has always been required to grow with the child for funding and insurance purposes. Due to the relatively small nature of the pediatric market, R&D investments often follow well-established...

The future of HME billing systems looks bright, market specialists say, with advances in patient portal technology and artificial intelligence expected to play a leading role.  “We're beginning to witness transformative trends that are not only enhancing operational efficiency but also significantly improving patient engagement and satisfaction,” said Joey Graham, chief revenue officer for Charlotte, N.C.-based Prochant.  Patient portal technology, in particular, shows...

In the four years since the COVID-19 pandemic began, the respiratory market has been “on a rollercoaster” with supply chain challenges. Now, with the virus less of a threat, the situation has stabilized, manufacturers say.  “We are seeing the supply chain environment return to (previous) levels and have maintained a 98% on-time delivery status in 2023,” said Kevin Smith, CEO of Goleta, Calif.-based Inogen. “Our manufacturing facility in Plano, Texas, has undergone...

For sheer volume, the medical supplies category tops the HME industry in terms of breadth and depth of product options. It encompasses several categories, including urology, ostomy, wound care, enteral nutrition, incontinence, breast pumps, CPAP and diabetes management supplies, including continuous glucose monitors.  While this may seem unwieldy, it represents a smorgasbord of business options and opportunities for HME providers, manufacturers in the field say.  “The medical...

In an industry with a history of hardscrabble policy battles, this year’s allowance of power seat elevation systems represents “the greatest victory for power chair users in recent memory.”  John Wright, executive vice president of sales management and business development for Los Angeles-based Shoprider, said the industry has been asking for coverage for power seat elevation systems for many years “as they recognized the need to improve power chair user independence,...

Bariatrics has been a consistently strong market for home medical equipment over the past couple decades, with few external disruptions to impede its progress. So, the seemingly overnight arrival of weight-loss drugs Ozempic, Wegovy and Mounjaro raise questions for the market, from how they will impact bariatric surgery to heavy-duty medical equipment.   Yet, industry analysts and manufacturers don’t think it’s a major issue right now, as it is not realistic for many people...

The concept of retail is not new for the HME industry. Its past stretches back decades, though it has had trouble gaining traction among providers. That may finally be changing, however, as attitudes become more receptive and opportunities continue to grow.  Tim VanAntwerp, director of retail services for Waterloo, Iowa-based VGM, says overall numbers may not indicate robust retail growth across the industry, but those individual companies adopting a retail component appear to be on the upswing,...

The orthotics and prosthetics market received a positive boost from the passage of the Lymphedema Treatment Act (LTA) earlier this year and field specialists are optimistic it will benefit providers and patients.  Set to go into effect Jan. 1, 2024, the LTA allows for consistent Medicare coverage and reimbursement for compression garments and supplies for patients living with lymphedema. This new law could be a game changer for the industry, said Matthew Gruskin, COO for Owings Mills, Md.-based...