A. The two key HME buying triggers are “the reason they need a product or service” and “why they choose your company over your competitor.” The first buying trigger is easy to obtain. The second, on the other hand, is not so simple.
PARKER, Colo. – Before Bill and Doreen Leahy sold their mechanical contracting firm and moved from New York to the Rocky Mountain State two years ago, the entrepreneurial-minded couple searched for a new business they could embrace and nurture.
The issue of whether HME businesses are a good fit with health systems has been debated for decades and a Michigan health system’s decision to sell its HME business to a regional chain has begun the discussion anew.
Historically, items like hospital beds, oxygen tanks and concentrators, wheelchairs, commodes, ambulatory aids, compressors and other items that could be used to support a medical need on an ongoing basis were referred to as DME.