Med-South’s Lisa Wells on DME Compliance, Provider Enrollment, Culture, and the Future of Home-Based Care

Daybreak’s Eric Mongeau on the Shift Beyond CPAP: Reducing Abrasion, Scaling DME, and At-Home Oral Appliance Therapy

On this week's episode of the Claim to Fame podcast, Eric Mongeau shares his 16-year sleep industry path from ResMed to scaling Aeroflow and now leading commercial strategy at Daybreak, arguing the industry is entering a major shift with more diagnostic and therapy options. He credits Aeroflow’s growth to reducing “abrasion,” embracing technology and automation, and building a consumer-like patient experience that compressed intake, pricing, paperwork, AI mask fitting, and telehealth scheduling into seconds, while emphasizing people, learning and development, and aligning the “three Ps” (patient, provider, payer). Mongeau discusses healthcare fragmentation, policy misalignment, and the need for payer/provider collaboration, then explains Daybreak’s at-home oral appliance model using telehealth, impressions, teledentistry screening, U.S. manufacturing, and gradual titration, plus how DMEs can convert CPAP drop-offs into oral appliance therapy; he also describes awareness efforts like state Sleep Apnea Awareness Month resolutions.

Med-South’s Lisa Wells on DME Compliance, Provider Enrollment, Culture, and the Future of Home-Based Care

On the Claim to Fame podcast, Alex and Wayne interview Lisa Wells, Senior Vice President at MedSouth Inc., a multi-state home medical equipment provider based in Alabama and licensed in over 40 states, with physical presence in Alabama, Florida, and South Carolina and recent acquisition-driven growth. Wells describes her 24-year path from knowing nothing about DME to leading organization-wide compliance and operations, emphasizing the industry’s constant regulatory change, payer guideline shifts, competitive bidding impacts, and operational challenges like integrating different software and training staff. She highlights common compliance pitfalls around CMS provider enrollment maintenance amid a moratorium and increased scrutiny on fraud, waste, and abuse, urging suppliers to engage with AAHomecare, VGM, and state associations like ADMEA to advocate effectively. Wells stresses culture, trust-based leadership, and servant leadership, and predicts growth in home-based care, rising Medicare beneficiaries, greater disease management focus, and major technology-driven change and efficiency gains.

ACHC on CMS Final Rule: Annual DMEPOS Accreditation, Survey Readiness, and Ownership Changes

This week on the Claim to Fame podcast, Alex and Wayne interview ACHC's Kris Rivotti (clinical compliance educator for DMEPOS) and Deborah Panza (associate program director for DMEPOS, and sleep) about ACHC’s education-focused accreditation approach and recent CMS Final Rule changes. They explain that many suppliers will now be surveyed and reaccredited annually (with prior cycles honored if accredited before January 1), discuss survey readiness through updated policies, routine adherence to standards, mock surveys, and use of accreditor tools, and clarify location and corporate office survey requirements, including sampling rules for large chains (25–100 locations/year). They outline patient record review requirements (minimum five real patient files) and note surveys may be delayed if records aren’t available. They also cover change-of-ownership rules requiring new surveys/accreditation, possible new PTANs within 36 months, removal of temporary accreditation for new branches, common survey failures, and CMS’s fraud, waste, and abuse oversight intent.

Mathew Mammen on Fixing DME Decisioning with Ashvin AI’s Financial Operating System

On this episode Alex and Wayne interview Mathew Mammen of Ashwin AI, who shares his background as a software engineer, longtime DME owner, founder of a sleep diagnostics software platform, and leader at Prochant, and explains how DME “decisioning” from referral to cash is broken by portals, paperwork, faxes, conflicting orders, and repeated human adjudication that create rework and slow payment. He describes Ashwin AI as a decisioning layer aimed at near real-time, absolutely certain intake clearance by combining multiple steps into one and enabling workflow reconfiguration using gen AI, not just speeding up existing tasks. Mommen argues DMEs must modernize to avoid being left behind, advises adopting consumer-grade KPIs while meeting payer requirements, and says winners will stay humble, take risks, and “stay foolish.”

Bradley Smith on DME M&A: When to Sell, How to Grow via Acquisition, and What Drives Valuations

Alex and Wayne interview Brad Smith of Vertes, a healthcare M&A firm focused on DME/HME, to discuss the grow-vs-sell decision and current market dynamics. Brad shares his background building a Texas DME company, expanding from mobility into oxygen via acquisition, completing a private equity recap in 2004, pursuing a continuum-of-care acquisition strategy, and ultimately selling after Medicare competitive bidding in 2008; he then shifted into transaction work and co-founded Vertes. He describes how acquisitions can be faster and less risky than organic growth and stresses transaction nuances and buyer protections. Brad notes 2020–2022 were boom years with higher valuations, 2023–2024 saw declines, and 2025 feels normalized but uneven; smaller DME valuations are lower unless there’s scale or a niche. He advises sellers to avoid single-buyer situations, focus on cash flow and strong teams, and says private equity-backed platforms will keep gaining share.