Business Development

America is not getting any thinner. As a result, demand for bariatric-grade home medical equipment products continue to soar, manufacturers in the field say.  A September 2022 report by Trust for America’s Health shows four in 10 Americans are clinically obese and obesity rates are climbing nationwide and within population groups. The report finds that persistent increases in obesity rates across population groups underscores that obesity is caused by a number of factors and authors...

 The respiratory market has undergone a series of shifts over the past two-and-a-half years, due to the pandemic and other issues, like supply chain disruptions. But now it appears that external forces have waned, creating a more stable environment for providers, respiratory manufacturers say.  Jim Worrell, chief commercial officer for Pinellas Park, Fla.-based Quality Biomedical, called the past couple of years “a roller coaster ride” as the industry continues to emerge...

Facing regulatory challenges and guided by optimistic market forecasts, orthotics and prosthetics providers are forging ahead to overcome obstacles and strengthen the category.  Between prior authorization requirements from CMS’ Final Rule CMS-1713 and moving beyond Operation Brace Yourself, O&P providers face higher standards while focusing on rebuilding trust with clients. Adam Miller, president of Waterloo, Iowa-based VGM’s Orthotic and Prosthetic Group of America, says other...

“Aging in place” is really what the home medical equipment field is all about. Enabling seniors to live in their own homes safely and comfortably can alleviate the need for them to move into assisted living or skilled nursing facilities, leading to happier, more satisfying lives.  One major obstacle to creating a manageable living space is the inaccessibility of many homes – especially older homes. Some projects may require major modifications to both exterior and interior,...

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”...