Business Development

The push for better coverage in complex rehab continues to reshape the landscape, with experts highlighting key wins—most notably, securing funding for power seat elevation—and ongoing challenges as 2025 unfolds.  “Funding for power seat elevation definitely has been a huge win for the industry and the clients receiving this function on their power mobility devices,” said Jay Brislin, vice president of Quantum Rehab. “The amount of increased independence, social...

As the HME industry navigates a more and more complex landscape, companies that provide outsourcing services are emerging as sustainable solutions. By transferring logistical tasks to specialized partners, providers can focus on patient care—a model more suited to the industry's future, these companies say.  Staffing headwinds  The industry is under strain from higher salary expectations, rising living costs, and the significant expense of onboarding and training. Add to...

BALTIMORE – From shaping legislation to mentoring future leaders, 2024 O&P Woman of the Year Sheryl Sachs is transforming the field of orthotics and prosthetics. As a certified prosthetist orthotist (CPO) at Maryland-based Dankmeyer, Sachs, MSPO, channels her expertise and fierce dedication into ensuring equal care and innovative solutions for patients. HME News recently spoke with Sachs about her mission to break down barriers, not only for her patients but also for other women.  HME...

Recent years have seen a marked increase in attention to women's health, signaling a transformative shift in the health care landscape that challenges long-standing norms.  A crucial aspect of this shift is the recognition that women are not simply "small men," says Nikki Jensen, vice president of Essentially Women, a division of Waterloo, Iowa-based VGM Group.  Data suggests that the next five to 10 years will bring substantial opportunities for the 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...