Business Development

Nikki Jensen of Essentially Women uses the pandemic as an example of how the maternal and infant care category presents a prime business opportunity for the HME industry.  “Social distancing prevented face-to-face health care services like post-mastectomy care, offering the chance to diversify, because throughout the pandemic, babies were still being born,” said Jensen, vice president of Essentially Women, a membership services organizations for women’s health providers...

Pediatrics can be viewed as a complex puzzle consisting of disparate pieces that must fit together to furnish the comprehensive care each patient needs. HME providers serving this market are tasked with finding the funding, care coordination, clinical resources and medical equipment designed for growing bodies.  It’s a major challenge that brings major rewards, says Amy Morgan, principal product manager at Lebanon, Tenn.-based Permobil.  “The reality of serving as a CRT...

The COVID-19 pandemic has greatly illuminated the value of homecare, emphasizing the importance of keeping patients out of congregate care settings, along with the enhanced benefits of HME products and services. As a result, demand for home medical equipment – especially mobility products – has risen considerably over the past two years, manufacturers say.  “As more people are choosing to remain at home rather than in a nursing facility, the demand for many products related...

While supply chain delays have been a major choke point for the U.S. economy over the past year, the recall of Philips Respironics’ flow generators and masks has compounded the obstruction in the sleep therapy market. The ensuing vacuum created by the recall caused a ripple effect throughout the marketplace, causing various suppliers to scramble for ways to cover the shortage.  At this point, suppliers are still frustrated by a hardscrabble supply line, but remain hopeful that product...

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...