VGM's Mike Mallaro on How to Get to the Other Side

Published in Member Communities on July 13, 2020

HME News published an article that recaps VGM CEO Mike Mallaro's closing session of VGM’s Heartland at Home Conference. The COVID-19 pandemic has broken the mold for how the HME industry has always done business, but that can create opportunity—if providers are open to it, says Mallaro.

“The way we do business, the speed at which we do things, the way patients experience us—all these things have been disrupted in one way or another,” said Mallaro. “Step back, look beyond current reality, reflect on what’s changed and then translate it back down to your world.”

To be sure, there’s a long road ahead, says Mallaro, who estimates it could be a year or more before we get to “the other side” of the pandemic.

Above all else, navigating successfully to that other side requires strong leadership.

“Crises magnify the importance of leadership,” he said. “Steady, calm and confident are required of leaders. Be flexible and adaptive, but be willing to make the tough decisions.”

Leaders should also make sure they communicate—“overcommunicate”—with employees, especially those who may be working from home and dealing with complicated personal situations, such as lack of child care, says Mallaro, who also advises checking yourself on social media.

“A lot of posts are divisive,” he said. “Avoid being an agent of division.”

Many trends that have emerged during the pandemic are likely to stick around, says Mallaro, including the shift to digital.

“E-commerce is growing wildly, and it’s a vastly different operation and approach,” he said. “Don’t treat it as a hobby or a sideline. Go in and go in serious. Invest in search marketing and operations. Treat it as a business, not just a web page.”

To be sure, there are still plenty of headwinds ahead, especially from insurers, says Mallaro.

“We’ll all be challenged to provide a more pronounced value that must be documented and quantified,” he said. “Most providers are experiencing rising costs and the acceleration of narrowing insurance networks.”

Click here to read the original article from HME News.


TAGS

  1. conference
  2. education
  3. vgm

From Our Experts

Tenacity, Trailblazing, & Tech: Robin Menchen's Vision for Future of HME thumbnail Tenacity, Trailblazing, & Tech: Robin Menchen's Vision for Future of HME Robin Menchen, the 2025 HME Woman of the Year, shares her advice to other aspiring leaders in the HME industry: Adopt a can-do attitude. 2025 Growth Strategies in the Complex Rehab Technology Industry thumbnail 2025 Growth Strategies in the Complex Rehab Technology Industry Forward-thinking businesses are adopting strategic approaches to fuel growth and expand impact. Here are some key strategies CRT dealers are leveraging in 2025. Trends in Wages and Costs Across Healthcare: Overview and Future Trends thumbnail Trends in Wages and Costs Across Healthcare: Overview and Future Trends In the ever-evolving landscape of healthcare, understanding the trends in wages and costs is crucial for both professionals and organizations. Unlocking a New Revenue Stream: Understanding Lymphedema Compression thumbnail Unlocking a New Revenue Stream: Understanding Lymphedema Compression Ronda Buhrmester, Senior Director of Payer Relations and Reimbursement at VGM & Associates, and Noel Neil, Chief Compliance Officer at ACU-Serve, unpack the nuances of lymphedema compression therapy. ATP Gateway Allows Repair Techs to Explore New Career thumbnail ATP Gateway Allows Repair Techs to Explore New Career U.S. Rehab added a new ATP Gateway program to the back end of its recent live tech training events in an effort to increase the funnel of ATPs entering the market by leveraging the repair tech workforce. Heartland Conference 2025 Recap: Where Innovation Meets Intention thumbnail Heartland Conference 2025 Recap: Where Innovation Meets Intention Heartland 2025 brought together a vibrant community of professionals who are not only navigating change but actively shaping the future of care. Heartland Conference 2025 Recap: Where Innovation Meets Intention thumbnail Heartland Conference 2025 Recap: Where Innovation Meets Intention Heartland 2025 brought together a vibrant community of professionals who are not only navigating change but actively shaping the future of care. The Cost of Doing Business in the Sleep Apnea Space: A Respiratory Therapist's Perspective on HME Challenges thumbnail The Cost of Doing Business in the Sleep Apnea Space: A Respiratory Therapist's Perspective on HME Challenges Discover what it costs to support a patient in the sleep apnea space and how finding a partner with a comprehensive program can help mitigate these challenges.