Service-Driven Growth with Home Accessibility Solutions

Published in Member Communities on July 01, 2026

It often begins with something small, like a single step at the front door that suddenly feels impossible.

An aging parent who wants to remain at home. A patient returning after surgery, unsure how they’ll safely navigate their bathroom. A caregiver trying to balance independence and safety.

For years, the industry has worked to solve these challenges without consistent standards, shared training, or a clear path forward for providing safe living spaces and accessibility upgrades.

That’s changing.

Today, home access is at a turning point; evolving from a fragmented, overlooked niche into a professional, scalable, service-driven growth opportunity for durable medical equipment (DME) providers.

Overcoming Fragmentation in Home Access

Home modification sits at the intersection of better outcomes and new revenue streams for DME providers. As healthcare shifts beyond the facility, providers are no longer just supporting recovery; they’re supporting life at home. This creates a clear opportunity to meet patients where they are.

As highlighted in a recent Medtrade article, “Home Modification – Wisdom, Ramps, and Revenue,” the demand for accessible design is growing. The mindset just needs to catch up.

“Accessible design is still too often viewed as a specialized need rather than a mainstream design standard,” said Cindi Petito, Director of VGM Live at Home, to Medtrade. “Many builders are focused on short-term cost, speed, and what they assume buyers want today—instead of designing for long-term livability, changing family needs, and aging in place.”

Home Accessibility Solutions: Not Just a Product Line

Success in home access requires more than adding products—it requires a service-driven approach.

“Start with education and training,” states Petito. “Build relationships with qualified contractors and clinicians, understand funding pathways, and focus on solving functional problems for the client—not just selling equipment.”

When approached strategically, home access becomes a high-value, service-driven revenue channel:

Retail and cash-pay diversification beyond traditional reimbursement models
Stronger patient relationships and lifetime value
Natural upsell pathways:
- Ramps → stair lifts
- Stair lifts → bathroom safety modifications
- Bathroom safety → full home accessibility solutions

While often seen as a low-margin category, home accessibility solutions can drive long-term relationships and repeat business, opening the door to broader home modification services and equipment needs.

Click here to view the original Medtrade article.

The Shift: Standardization Is Reshaping the Industry

At the same time, the industry is evolving beyond its fragmented reputation toward greater professionalism and consistency with VGM Live at Home leading that shift.

A recent HME News article, “Live at Home Takes Another Step Toward Home Access Certification,” introduces the upcoming Institute of Home Access Professionals (IHAP) certification program designed to establish clear best practices, standardized education, and ongoing accountability across both healthcare and home accessibility.

“What we aim to do is not just build a foundation of best practices but also bring together the two siloed industries, so they understand each other’s professional roles, responsibilities, and expertise in the provision of providing home access products and services,” said Petito.

This alignment will enable providers to deliver more informed recommendations, stronger solutions, and better outcomes.

“There will be accountability,” Petito said. “Home accessibility has long operated like the Wild West, and with the rapid growth of aging in place, we believe professional education is essential, so companies are properly trained to evaluate needs and recommend the right solutions, ultimately delivering better outcomes for consumers.”

Click here to view the original HME News article.

Take the Next Step with VGM Live at Home

The shift toward standardization and service-driven delivery signals a turning point for home access.

With the right training, partnerships, and approach, providers can move beyond product-based transactions to a service-driven model that builds lasting relationships and delivers meaningful impact.

VGM Live at Home is here to help you navigate and lead this transformation.

Whether you’re: