Archive - August 2017 | Mike Mallaro

Let the Decision-Maker Drive Your Approach to the Market

Posted On: August 25, 2017 by Mike Mallaro in: Healthcare, Work Culture

Most post-acute healthcare business, including home medical equipment, grew up as a physician-centric business model. The physician, or another party who is essentially an extension of the doc, is at the center, the decision maker. The doc, or designee(s), chooses the therapy, the supplier, and, often the specific item. That model still controls over half the market and that market segment will experience strong unit growth over the next two decades, in virtually every category. This model requires...