Page 8 - HME Business, March/April 2021

Business Solutions
THE WOUND CARE ON-RAMP
Wound care expert Heather Trumm, BSN, RN, CWON, discusses how HME providers can find a path into a service category that covers nearly all the patient groups they serve. — By David Kopf
Wound care offers a lot of opportunities for HME provid- ers to offer new products and care services, while expanding rev- enues. Better yet, it appeals to almost all the patient groups they already serve. But entering wound care also might feel a little like a new driver trying to merge onto a fast-paced interstate. How can providers enter wound care?
In terms of market opportunity, the global wound care market will expand at a compound annual growth rate of 4.3 percent from $33.9 billion in 2017 to $45.5 billion by 2024, according to research from data and analytics firm GlobalData. And new data from market researchers Future Market Insights projects that the North American market for negative pressure wound therapy (NPWT), which is dominated by the United States, will grow to $3.2 billion by 2029, largely due to the growth of single-use dis- posable devices.
Suffice it to say, wound care has a lot to offer. So how do HME providers approach this important opportunity? Heather Trumm BSN, RN, CWON, the Director of Wound Care for industry mem- ber group VGM & Associates (vgm.com), sat down with HME Business to offer some useful insights and tips.
HMEB: Why is wound care an important category for HME providers?
Trumm: Because every patient they touch has skin. Skin health affects each and every one of us. The skin is our largest organ and not only protects us against the ever-changing environ- ment, but it maintains our integrity. Without proper treatment for lacerations, surgical incisions, burns and injuries, a wound could lead to life-threatening consequences.
of their co-morbidities and advanced age. As we age, our skin los- es moisture daily and it also loses elasticity because of decreased collagen production. Aging skin also becomes thinner, more fragile and loses fat content, hence why aging skin is more prone to skin tears.
It’s so important to moisturize at least twice a day for all of us, but especially the older adult. Moisturizing helps hold in the natural moisture of our body as well as supports the skin barrier. We provide a white paper that addresses this issue.
HMEB: How do you reckon the HME industry is doing when it comes to wound care?
Trumm: I think they are doing great, but there is always more they could do if they want. The reason why I say this is what I referenced before: their patients have health issues that put them at further risk for skin breakdown. Patients that have respiratory issues, car- diovascular problems, diabetics, para and quadriplegics — these are just some of the patients for whom providers are caring.
HMEB: Are providers offering enough wound care products and services or is the segment underserved?
Trumm: It is a very underserved category because it’s human na- ture to shy away from wounds and wound care. It’s kind of a scary subject when you don’t know about it.
I feel like providers can always offer more, but they need to ask their patients questions: Who is currently providing you with dressings? Lotion? Compression? Diabetic supplies? The HME provider will soon find out that they could be providing those supplies and equipment to the patients and taking care of all their healthcare needs at home. They already have the patient, so why not take care of their other needs?
HME Providers see patients that are prone to skin issues because
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