Advertise on podcast: HME News in 10

Gabrielle Murphy, national accounts manager for Sunset Healthcare Solutions, says the strongest provider-vendor partnerships are built on resilience – not transactions. In this special episode of HME News in 10, sponsored by Sunset Healthcare Solutions, she shares lessons from years of supply chain disruptions, recalls, backorders and pricing pressures: • Why proactive, transparent communication matters more than ever • How to balance vendor consolidation with supply chain resilience • What separates a strategic partner from a vendor that's simply filling orders • Why the lowest price doesn't always translate into the lowest cost Murphy offers strategies to help providers protect their business and better serve patients amid reimbursement pressure, competitive bidding concerns and ongoing market uncertainty. Guest: Gabrielle Murphy Host: Liz Beaulieu

Today's oxygen patients are being diagnosed earlier, staying active longer and demanding greater mobility than ever before. At the same time, advances in portable oxygen technology are helping expand the range of patients who may benefit from the therapy, says Dan Dunmire, director of respiratory clinical solutions for Rhythm Healthcare. In this special sponsored episode of HME News in 10, Dunmire: • Explains how the oxygen patient population has evolved and what that means for providers • Challenges long-held assumptions about which patients are good candidates for portable oxygen therapy • Shares practical guidance on matching patients with the right portable oxygen solution • Looks ahead to the next generation of portable oxygen technology "I think the companies that are going to be most successful in the portable oxygen space are the companies that are going to keep the needs and the activity and the mobility of the patients at the forefront," he said. Listen now to learn how advances in POC technology are helping providers support patient mobility, compliance and quality of life. Host: Liz Beaulieu Guest: Dan Dunmire

HME providers are looking for more opportunities. Steve Cela, CEO of Strategic Office Support (SOS), says the bigger question is: Do you have the capacity to take advantage of them? In this special episode of HME News in 10 sponsored by SOS, Cela shares why capacity, not demand, is often the true limiter of growth. Hear his insights on: How to build capacity How to know when you max your capacity How capacity can change the trajectory of your business Why capacity is worth the investment "The companies that win aren't the ones that find the most opportunity," he says. "They're the ones prepared when opportunity arises."  Host: Liz Beaulieu Guest: Steve Cela

Welcome to a special episode of HME News in 10, sponsored by Brightree.  Operational metrics like touch rates, completion rates and staff efficiency remain important in resupply, but are they the right measures of success?  In this episode, Sanam Mehta, director of product management for SNAP Resupply at Brightree, discusses why providers should focus less on activity and more on outcomes—specifically, helping patients stay on therapy. From creating seamless patient experiences to using AI to identify when intervention is needed, Mehta shares her vision for a resupply model centered on therapy management rather than transaction management.  "Ultimately, resupply isn't about replenishing supplies," she says. "It's about protecting therapy."  Hosts:  Liz Beaulieu Tracy Orzel Guest:  Sanam Mehta

Welcome to a special episode of HME News in 10, sponsored by Parachute Health. In this episode, Rob Boeye, executive vice president of HME for Parachute Health, breaks down how embracing technology in the ordering process can help you capture and win business with not only clinicians, but also payers and health systems.   Boeye emphasizes that in the current environment of shifting referral source, payer and health system expectations, providers that are winning look at digital ordering as part of what he calls their “relationship infrastructure.”  “The ERPs made chaos manageable, and I think what digital ordering is doing is making growth possible,” he said.   Hosts:  Liz Beaulieu  Theresa Flaherty   Guest:  Rob Boeye

Welcome to a special episode of HME News in 10, sponsored by Rhythm Healthcare.  In this episode, Mitch Yoel, chief operating officer at Rhythm Healthcare, shares what it really takes for durable medical equipment (DME) providers to rise to the top of a hospital’s referral list.  His starting point is simple but critical:  Does your messaging sound transactional, or does it sound clinical and compelling?  “I believe the future winners – especially in oxygen therapy – won’t just be equipment distributors,” he said. “They’ll be clinically fluent partners, helping hospitals improve outcomes after discharge.”  Yoel breaks down what it takes to become that partner, from leveraging evidence-based decisions to eliminating disconnects around equipment selection.  Hosts:  Liz Beaulieu  Theresa Flaherty   Guest:  Mitch Yoel

Welcome to a special episode of HME News in 10, sponsored by Tactical Back Office.   Today’s guest is Lauren Barranti, payor relations with Tactical Back Office. Long-term price compression, closed payer networks and third-party administrator models create burdens for smaller HME providers, who may not have the resources to juggle everything from credentialing and contracting to managed care strategy in a competitive market, Barranti says. That can be costly. “Payers and customers will get mixed signals,” she said. “It will be obvious that things are not organized and flow will be affected. Ultimately, what happens is trust erodes. And that's probably the worst thing that can happen.” What's the path forward for these providers? Ensuring that back-office people, processes and technology are intentionally integrated, Barranti says. Hosts:   Liz Beaulieu Theresa Flaherty   Guest:  Lauren Barranti

Welcome to a special episode of HME News in 10, sponsored by Prochant.     Today’s guest is Ronda Buhrmester, vice president of client experience, for Prochant.  As a 30-year veteran of the HME industry, she knows intake has always been a headache, but today it’s a full-blown pressure point that’s on a collision course with surging referrals, increasingly complex payer rules and ongoing staffing shortages.   In this episode, Buhrmester breaks down what’s really driving denials and delays, and more importantly, what providers can do about it.   Her top takeaway? The providers who win are the ones who get proactive, dig deep and fix intake at the root.  Hosts:   Liz Beaulieu Theresa Flaherty   Guest:  Ronda Buhrmester

Welcome to a special episode of HME News in 10, sponsored by Brightree.  Today’s guest is Justin Lewis, senior director of Brightree’s ReSupply LiveCall Service. He offers a reality check on AI and how to use it in a way that actually improves patient experience.  “We put a lot of thought into how a call should actually feel from the patient’s perspective – where it should start, how we should ask questions, what decisions need to happen in the background, and what a smooth handoff looks like when a human is needed,” he said.  When providers move past common misconceptions about AI, Lewis says they can use it to:  • Handle routine requests, like order status, more efficiently  • Free up agents to focus on complex conversations  • Better manage call volume spikes  • Extend service capabilities  Ultimately, Lewis says AI is at its best when it delivers real, measurable value – not hype. Hosts:  Liz Beaulieu  Theresa Flaherty  Guest:  Justin Lewis

Welcome to a special episode of HME News in 10, sponsored by DDP Medical Supply.  Today’s guest, Brian O’Neill, president of DDP Medical Supply, says providers of continuous glucose monitors (CGMs) are at a fork in the road.  With the Centers for Medicare & Medicaid Services (CMS) adding CGMs to the next round of the Medicare competitive bidding program, providers must choose:  • Step away before bidding begins; or  • Scale up to compete for one of the limited contracts  O’Neill shares why DDP is focused on partnering with those aiming to win – and how its expanded distribution network and other upcoming initiatives are designed to help providers deliver nationwide efficiently and economically.  Hosts:  Liz Beaulieu  Theresa Flaherty  Guest:  Brian O’Neill

Welcome to a special episode of HME News in 10, sponsored by Rhythm Healthcare. Today’s guest, Mitch Yoel, COO of Rhythm Healthcare, pulls back the curtain on what he calls the “hidden economy” of portable oxygen concentrators (POCs). Beyond the purchase price, providers often absorb the cost-of-service calls, tech labor, RMAs, loaners and downtime – expenses that can crush margins. Yoel’s advice: Measure service costs like you measure reimbursement Partner with manufacturers who share downstream risk Implement SLAs with exchange-for-new warranty programs “I think providers who reframe oxygen as an uptime program – not just a product purchase – are going to own disproportionate referral share,” Yoel says. “They’ll enjoy better financials and deliver better outcomes for patients.” Hosts:  Liz Beaulieu  Theresa Flaherty    Guest: Mitch Yoel

Welcome to a special episode of HME News in 10 sponsored and developed by Strategic Office Support (SOS).  Today’s guest is Steve Cela, CEO of SOS. He joins HME News in 10 to expose the invisible workflow leaks quietly draining revenue from even the best HME providers. His message is clear: It’s not staffing or reimbursement holding you back - it’s the leaks you can’t see. In this episode, Cela encourages providers to embrace:  Visibility;  Automation; and Operational discipline. As Cela puts it, “Change is a heavy lift, but the market is moving fast. The next five years will separate the winners from the watchers.” Hosts:  Liz Beaulieu  Theresa Flaherty    Guest: Steve Cela

Welcome to a special episode of HME News in 10 sponsored and developed by Direct Supply.   In this episode of HME News in 10, Nick Bush, vice president of sales, Smart Products & Special Markets, at Direct Supply, explores how the growing trend of consumerism in health care is strengthening—not weakening—the role of HME providers.  “I think a big portion of it goes to the service side of it,” he says. “Medical equipment is really a local game (because) there is so much emotion tied to health care product decisions. It’s a decision people want to make where they trust who they’re deciding to work with. Price becomes less relevant in those situations.” Bush also shares insights on:  • How distributors and providers can collaborate to leverage their unique strengths  • Why speed has become the new currency in HME  • What it means to approach the future with “eyes wide open” and a readiness to embrace new care models  Hosts:  Liz Beaulieu  Theresa Flaherty    Guest:  Nick Bush

Welcome to a special episode of HME News in 10 sponsored and developed by Rhythm Healthcare.   In this episode of HME News in 10, Doug Francis, CEO of Rhythm Healthcare, talks about the HME “trailblazers” who are embracing portable oxygen concentrators.   “This is a provider who has invested, not only in the efficiencies that can be derived from POCs, but also turning that into clinical messaging to tell referral sources, ‘We’re a technology-forward company,’” he said. “When they take the time to educate on the benefits to the patient, and when they tell that story, they are seeing a 30%-plus increase in respiratory referrals.”   For Francis, the industry is at a tipping point where both the clinical community and the consumer are going to start demanding POCs – a great time to make the switch. Hosts:  Liz Beaulieu  Theresa Flaherty    Guest:  Doug Francis

Welcome to a special episode of HME News in 10 sponsored and developed by ACU-Serve. In this episode of HME News in 10 Jim Dragatsis, president of resupply at ACU-Serve, drills into the art of patient engagement and its impact on the success of an HME provider’s resupply program.  What makes a resupply program thrive? Dragatsis shares how providers must tailor their communication strategies to patient demographics and preferences, continuously monitor attrition rates, and refine their approach to keep patients engaged.  The payoff? Enhanced CPAP therapy adherence and consistent monthly revenue.  Tune in for practical insights and a candid look at what it takes to make resupply work.  Hosts:  Liz Beaulieu  Theresa Flaherty    Guest:  Jim Dragatsis