Mal Mixon: To succeed, providers must be efficient, innovative, agile

Thursday, August 31, 2006

ELYRIA, Ohio - Despite all the challenges the HME industry faces, Invacare CEO Mal Mixon still "gets up excited every morning" to go to work he told a gathering of trade journalists here last month. "But with the industry mired in uncertainty on almost every front--from oxygen to rehab--it's difficult, he acknowledged, for providers to decide where to invest. To become more efficient and competitive in today's new business environment, according to Mixon, providers should: invest in technology that reduces home deliveries; consolidate their purchases with fewer vendors; drop ship more products; maintain a solid credit rating and operate a financially sound company; boost cash sales; and hire topnotch billing staff and pay them well.