Why Every Independent Pharmacy Should Offer DME (Durable Medical Equipment)
- RxConnexion
- Aug 14
- 3 min read
Updated: 6 days ago
Adding DME can unlock new cash and Part B revenue, improve patient outcomes, and turn your store into a one-stop care destination. Demographics and coverage trends make this a timely, high-ROI move.
Why DME, Why Now
Aging boom: Adults 65+ reached 61.2 million in 2024 and are growing fast—demand for home-based care and mobility aids is rising. Census.gov
Daily need states: 28.7% of U.S. adults report a disability; 12.2% have mobility limitations—core DME categories you can serve. CDC+1
Real dollars in play: Retail DME spend was $67.1B in 2022 (2% of U.S. health spend), with continued growth. CMS
Cash opportunity: Out-of-pocket health spending hit $505.7B in 2023—prime for cash-pay DME (braces, bathroom safety, rentals). CMS
Coverage tailwinds: Medicare now broadly covers CGMs under Part B (DME benefit) with expanded eligibility—recurring supply revenue. CMSMedicare
Business Impact for Your Pharmacy
New Revenue Streams
Cash sales: Compression, ortho supports, bathroom safety, wound care.
Rentals: Wheelchairs, hospital beds, knee scooters—high margin, repeatable.
Part B billing: Nebulizers, walkers, CGMs, diabetic supplies.
Higher Basket & Retention
Bundle DME with chronic care (e.g., COPD + nebulizer), weight loss (home scales), or diabetes (CGM + strips) to lift average order value and refill stickiness.
Clinical Differentiation
Fitting, training, and outcomes coaching add value online retailers can’t match—especially for seniors and caregivers.
Fast Math: A Simple ROI Snapshot
Assume: 15 cash DME sales/week @ $85 avg margin + 10 rental weeks @ $25 margin + 20 Part B supply claims @ $18 margin
Monthly gross margin: ≈ $5,000–$7,000
Upside: Add CGM programs, orthopedic bracing clinics, and discharge bundles to scale further.(Illustrative only; tune with your pricing, payer mix, and volume.)
What to Stock First (Low Lift, High Turn)
Core mobility & safety: Canes, walkers, shower chairs, grab bars.
Ortho & pain: Wrist/ankle/knee braces, TENS.
Cardio/respiratory: Nebulizers, BP monitors, pulse oximeters.
Diabetes: CGMs (Dexcom/Libre) + monthly supplies; meters/strips.
Women’s & men’s health add-ons: Pelvic support belts, ED devices (as appropriate).
Operations Playbook (30/60/90 Days)
Days 0–30: Launch Lite
Designate 6–10 SKUs and a few rental items; train staff on fitting & documentation.
Add DME to your website and POS; create counter cards and pickup bag stuffers.
Start discharge partnerships with local clinics/urgent care.
Days 31–60: Bill & Scale
Days 61–90: Promote & Optimize
Run provider outreach (fax/e-fax, detailers) for post-discharge bundles.
Launch patient campaigns (email/SMS) for diabetes, mobility, and fall-prevention.
Track KPIs: DME margin %, rental utilization, CGM persistency, referral sources.
Compliance Essentials (At-a-Glance)
How RxConnexion Helps You Win
Telemedicine (XPedicareRx-24): Create demand (e.g., diabetes, respiratory) → convert to DME sales and supplies.
Central Fill: Keep front-end lean while expanding clinical offerings.
Marketing Engine: Provider fax/e-fax, compliant SMS/email, website DME pages, and in-store assets to drive referrals and repeat purchases.
Ready to add DME the smart way? Schedule a quick strategy call and we’ll map a 90-day rollout tailored to your patient mix and payers.
