Business Development

Interoperability – the cyber pipeline for data sharing among various providers on the health care continuum – has been evolving over the past two decades since its launch during President George W. Bush’s administration in 2004. It was adopted primarily by large acute care organizations during its formative period, but it appears providers in the post-acute sector, including HME companies, are finally jumping on board.  “Health care interoperability is essential for...

As the diabetes market observes the 100th anniversary of insulin therapy, manufacturers are optimistic about the growth of medical technology in the category. Specifically, the evolution of continuous glucose meters has charted a path forward for the industry to follow, they say.  Elaine Anderson, head of the Eversense CGM business unit at Parsippany, N.J.-based Ascensia Diabetes Care, calls CGM the “first step change” in diabetes treatment since the “transformative discovery”...

A technology stalwart in the home medical equipment industry, complex rehab equipment hasn’t let the two-year pandemic slow down advancements in the field. If anything, the industry has gained momentum and manufacturers are working harder than ever to add more high-tech features to their products.  “The past two years have really pushed everyone to determine alternative solutions to provide clients equipment,” said Jay Brislin, vice president of Exeter, Pa.-based Quantum...

The need for bariatric products only continues to grow as obesity levels rise in the U.S., driven of late by the stubborn COVID-19 virus, according to a new report.  Trust for America’s Health, a Washington-based non-profit, non-partisan organization that promotes health and wellness, found that the pandemic “has exacerbated the nation’s obesity rate,” as it “changed eating habits, worsened levels of food insecurity, created obstacles to physical activity and...

Between the continuing threat of COVID-19 and lingering supply chain disruption, 2021 was a challenging year in the respiratory market for manufacturers, providers and patients alike. The pandemic has had a profound impact on the way the HME industry operates, while product distribution snarls have been a source of frustration.  These developments illuminated the HME industry’s profile within the overall healthcare spectrum, inspired a greater embrace of medical and information technology...

The state of retail sales in the HME industry can perhaps be best described this way: While retail is not new to the HME industry, retail-focused HME is something new and different.  That observation belongs to Fernando Elguea, business development manager for St. Petersburg, Fla.-based Rhythm Healthcare/Lifestyle Mobility Aids. As someone who has spent most of his career helping providers capitalize on the retail opportunities most companies miss, he is now helping the Rhythm commercial...

Orthotics and prosthetics are somewhat out of the mainstream when it comes to home medical equipment and specialists in the field say it has its challenges regarding reimbursement and logistics. Yet the product types within the category dovetail nicely with the major HME markets, such as mobility, rehab and respiratory because those clients often need them.  As a category, O&P encompasses a wide range of products serving a diverse patient population. Because many HME patients have chronic...

COVID-19 kept everyone home during the pandemic’s ascension, triggering a strong interest in home modifications and jumpstarting demand for home accessibility products and services. A year later, that demand hasn’t waned, specialists in the field say; if anything, they say, it continues to escalate.  “Demand for home accessibility is not slowing down but growing,” said Jim Greatorex, vice president of Waterloo, Iowa-based VGM Live at Home. “Things were a little...

Products developed for expectant mothers, new mothers and their babies are gaining traction, but are HME providers taking notice? If they are, they could be tapping into a lucrative emerging pediatric subcategory, suppliers in the field say.  “Maternal and infant care is an up-and-coming category, and we are all in on it,” says Brandon Fonville, director of Raleigh, N.C.-based Motif Medical. “After the Affordable Care Act was passed and breast pumps became a covered benefit,...

The excitement about the future of CBD products in the HME retail sector is palpable from advocates in the field. CBD – or cannabidiol – has become a common homeopathic treatment for a variety of ailments and is ubiquitous at retailers across the country.  The burgeoning popularity of CBD – which is a derivative of hemp and not marijuana – poses a huge over-the-counter retail opportunity for HME providers, proponents say.  “The growth potential for CBD...