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September Shift: From Busy to Better—Owning the Home in Home Medical Equipment

Published in Member Communities on September 03, 2025

Lindy TentingerBy Lindy Tentinger, President, VGM & Associates

Hi VGM members, 

September is here, and with it comes a sense of urgency and opportunity. Summer is behind us, and the final stretch of the year is in front of us. For HME providers, this is the season where strategy meets execution. Referral patterns stabilize, payer conversations heat up, and the decisions you make now will shape your Q4 and beyond. 

Here’s the truth: September isn’t about doing more. It’s about doing what matters most. I recently came up with seven things I want to do every day, no matter what else pops up (and we all know that happens to us on the daily). I listed these seven things on a sticky note on my desk with one question: Today, did you? I then force myself to check them off in my notepad. A couple of them are for my own personal well-being, and the rest are big rocks at work that, if I do every day, will have a big impact. 

What We’re Seeing Across HME Right Now 

1. Sleep and Respiratory: The Differentiator Is Experience 

Demand remains strong, but the winners aren’t just delivering equipment; they’re delivering outcomes that improve sleep and quality of life. Providers who automate resupply reminders, offer education and self-service options, and proactively manage adherence are creating stickier patient relationships and stronger revenue streams. 

2. Diabetes Care Is Expanding at Home—But Competitive Bidding Could Change the Game 

Continuous glucose monitors (CGMs) and insulin pumps have been growth drivers for HME, pulling more referrals into the home setting. But CMS’s proposed rule signals a major shift: these products could be included in the next round of the Competitive Bidding Program (CBP), reimbursed on a bundled monthly rental basis, and potentially subject to Remote Item Delivery (RID) models for mail-order distribution. 

What does this mean for you? 

  • Margins will tighten if CBP rates set the benchmark for both competitive and non-competitive areas. 
  • Operational readiness matters—airtight intake, documentation, and workflows that prevent delays will be critical to stay competitive. 
  • Advocacy and telling patient stories are essential—your voice matters in shaping how these policies impact patient access and provider sustainability. 

Any extra steps shaved off your order-to-delivery cycle are still a competitive advantage—but in this new environment, efficiency isn’t just about speed; it’s about survival. 

3. Payer Complexity Is the New Normal 

With Medicare Advantage enrollment climbing and competitive bidding changes looming, operational agility is everything. Your team needs to pivot quickly between payer requirements (e.g., prior auth, proof of delivery, refill timing) without missing a beat. 

4. Staffing and Training Are Strategic Advantages 

Hiring is hard, but upskilling is powerful. Cross-train your team on one adjacent competency. Build a 15-minute weekly huddle to tackle one payer nuance or one denial trend. Small, consistent steps compound into big wins. 

Tools That Help Without Adding Noise 

  • AI for drafting, you for deciding. Use Microsoft Copilot to draft patient notices, referral follow-ups, and job aids—then review with your clinical and billing leads. Start with one use case (like resupply reminders) and scale what works. 
  • Dashboards that earn their keep. Track three things: intake completeness, first-pass claim rate, and average days to schedule delivery. If a metric doesn’t drive a decision, it’s decoration. 
  • Quarterly “friction audit.” Identify where patients get stuck (phone trees, paperwork, unclear instructions) and remove one friction point per quarter. HME is healthcare at home; clarity is care. 

New Podcast: IM: Unfiltered (Episode 1 Is Live!) 

We created a new series for exactly this moment—real talk for real operators. IM: Unfiltered brings candid conversations on leadership, business, industry dynamics, and the day‑to‑day realities of life. 

Make September less busy and start building better: better processes, better patient experiences, better margins. If you’re unsure where to start, reach out to your VGM account manager. Tell us your biggest friction point; we’ll bring you a practical playbook and the right experts. 

All my best, 

Lindy Tentinger 
President, VGM & Associates 

TAGS

  1. hme
  2. leadership
  3. vgm

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