At the HME Business FUTURE Conference in Dallas this September, industry executives and investors delivered a clear message: The home medical equipment market is changing fast, and success will depend on discipline, innovation and data-driven decision-making.
From artificial intelligence and payer realignment to cost control and patient engagement, industry leaders offered frank assessments of the challenges ahead, with optimism about the sector’s ability to adapt as well.
The following six quotes capture key themes from FUTURE, highlighting how leaders across the HME landscape are rethinking operations, technology and strategy to meet the demands of a shifting health care economy.
HME Business will be sharing more from FUTURE in an upcoming report.
“There has to be a way we can do better than we’re doing right now. … For sure, there are ways where we can be more disciplined and modernize what we have already, and use the data that we have, and organize the data in a proper way.” – Philip Parks, Chief Innovation & Strategy Officer, AdaptHealth
The HMEB breakdown: In this quote from FUTURE, AdaptHealth executive Philip Parks urges the audience to rethink traditional workflows while taking a data-centric approach to operations and patient care.
Doing so will help the industry demonstrate its value and overcome emerging headwinds, he explained.
“I envision an individual’s home not just being their primary residence, right, but truly a smart, connected care hub, where those who are involved in a patient’s care journey – like HME providers, health care professionals – can partner together, leveraging innovative technology to … prevent an illness from becoming exacerbated, to prevent hospitalizations, to truly drive health and wellness for patients through those proactive interventions.” – Yelena Brusilovsky, National VP, Commercial Sales, Cardinal Health
The HMEB breakdown: Cardinal Health’s Yelena Brusilovsky outlines a vision for the home as a fully connected extension of the health care ecosystem. By using data, smart devices and proactive collaboration between providers, she argues that HME companies can shift from reactive service models to preventive, patient-centered care that keeps people healthier and out of the hospital.
“Virtually anybody with commercial insurers, anybody on Capitol Hill, and anybody with CMS [Centers for Medicare & Medicaid Services] really has no idea what we do. Unless you’ve been taking care of your 75-year-old great-aunt Martha, you’ve never set foot in a DME store.” – Jeffrey Baird, Attorney, Brown & Fortunato
The HMEB breakdown: In this moment of candor from FUTURE, attorney Jeffrey Baird highlights one of the industry’s biggest challenges in visibility. Despite HME’s vital role in caring for aging and chronically ill patients, he notes that policymakers and payers often lack firsthand understanding of what providers actually do, making it harder for the industry to advocate for fair reimbursement and recognition.
“Our system is just too expensive. We have to look at where we’re spending money and say, ‘Where can we find more money for patient care and take money out of commodities or back-office infrastructure?’” – Todd Squilanti, Chief Development Officer, Performance Home Medical
The HMEB breakdown: Performance Home Medical’s Todd Squilanti underscores the financial reality facing HME providers: the need to deliver exceptional service while controlling costs. His call to redirect spending from administrative overhead toward direct patient care captures a growing push across the industry to balance compassion with cost discipline.
“I think everyone in this room appreciates that this is a tough business, right? I mean, we look at a lot of different types of businesses and business models. This is not an easy business, and it’s an execution business.” – Tim Wheeler, Partner, BPOC
The HMEB breakdown: Investor Tim Wheeler is bullish on the HME space and its long-term appeal. At the same time, Wheeler at FUTURE explained how HME is nuanced and how business success requires constantly doing the little things right.
“That’s where HMEs really have the opportunity to lean in and support that patient in adoption of the device, to maintain adherence to that device. Because the most expensive drug or device is the one that is not used.” – Coni Dennis, DNP, RN, NE-BC; SVP, Chief Clinical Officer, CCS
The HMEB breakdown: CCS leader Coni Dennis spoke on a panel related to at-home diabetes care and management trends. Among the topics was how critical HME providers are to ensuring patient adherence to their care plans, including the use of continuous glucose monitors (CGMs).
“AI … and how that is going to be introduced more and more into the HME space, I think, is critical for our industry going forward.” – Jay Wendt; CEO, Stance Health Solutions
The HMEB breakdown: Stance Health Solutions CEO Jay Wendt sees artificial intelligence as a turning point for the HME industry. As providers face mounting pressures to streamline operations and improve patient experience, he argues that thoughtfully integrating AI into areas like billing, logistics and customer communication will be essential to staying competitive in the years ahead.
