Business Development

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...

With the COVID-19 pandemic on the wane in many parts of the country, mobility manufacturers are rolling ahead with expectations of a brighter outlook for sales and distribution.  Scooter and wheelchair specialists say demand for products stayed strong during the pandemic, but that complications from lockdowns, restrictions and a stressed healthcare system took a toll on orders and logistics. Now that restrictions are easing and society is opening up, the mobility industry is breathing...

As the country prepares to transition away from COVID-related restrictions, the sleep therapy industry is looking at how to proceed with patient care, CPAP provision and sleep testing going forward. One of the main issues is whether continuing with virtual technology applications used during the height of the pandemic is beneficial or necessary. According to some sleep specialists, the trend will continue. Katherine Royster, vice president for sales and marketing at Winter Haven, Fla.-based 3B...

Between Zoom meetings, working remotely and virtual schooling, COVID-19 dramatically altered the way we connect with each other over the past year and in some respects, it forced people to utilize and better understand communications technology. It is emblematic of the adage “necessity is the mother of invention” – especially for HME providers toward business automation and interoperability. Information technology specialists are encouraged by signs of burgeoning connectivity...

Diabetes care is surpassing other HME segments like complex rehab and respiratory in technology deployment. With developments like digital glucose monitoring and other tools, the market has made great strides in automating and reshaping disease management for diabetes patients, specialists in the field say. “The technology available to support people living with Type 1 diabetes has changed dramatically – specifically, automated technology helps reduce some of the decision-making patients...

Complex rehabilitation has a reputation for being a tech-savvy market, with advancements improving power chair stability, durability, performance and appearance over the decades.  To be sure, technological growth has expanded beyond device components to include “smart” systems designed to help users achieve fuller, more independent lives, said Jay Brislin, vice president of Exeter, Pa.-based Quantum Rehab. “There have been several component innovations within the industry...

Despite some disruptions caused by the COVID-19 pandemic, sales of bariatric products have remained steady during the past year, manufacturers say.  Navigating disruptions  The pandemic has impacted the supply chain for bariatric products in various ways, including limiting access to health care and long-term care facilities, restricting access to products and clinicians.  “COVID-19 has had an impact on all segments of the mobility...