Go behind the scenes with the leaders shaping the DME industry.
Claim to Fame is where the DME community comes to talk shop. Hosted by NikoHealth, we spotlight the builders, leaders, and operators driving the future of this rapidly evolving industry. Hear the inside stories, lessons, and wins from the people leading the future of DME.
Jeff Baird on DME Industry Evolution, Compliance Landmines, and Competitive Bidding Risks
On the Claim to Fame DME podcast, hosts Alex and Wayne interview healthcare attorney Jeff Baird of Brown & Fortunato, who describes his firm’s nationwide work with DME suppliers and other providers across regulatory counseling, litigation defense, employment, and M&A. Baird traces the DME industry’s growth from Medicare’s creation in 1965 through a largely unregulated period to increased fraud scrutiny, post-payment audits, competitive bidding since 2009, expanding managed care (with 54% of Medicare beneficiaries in Medicare Advantage), and heightened PTAN revocations for technicalities. He warns that upcoming competitive bidding for “soft goods” (urological supplies, braces, ostomy, CGMs) will likely leave only 6–8 Medicare contracts per category, forcing many small suppliers to recalibrate. He discusses private equity pressures creating compliance risk (including the Medicare CPAP payment prohibition), diversification via Medicare Advantage and retail cash models, the need for state licensure and sales tax awareness when shipping, and emphasizes retaining experienced DME counsel, focusing on niches, and engaging in industry advocacy.
24 Sept 2026
Rehab Medical President Kevin Gearheart on CRT Complexity, Patient Outcomes, and Technology
On the Claim to Fame DME podcast, Kevin Gearheart, president and partner of Rehab Medical, explains how complex rehab technology (CRT) differs from other DME because it is highly specialized, involves many stakeholders (patients, physicians, caregivers, therapists, ATPs, and insurers), and requires a longer, carefully managed process focused on speed and communication. He shares why he’s committed to the mission—helping patients regain mobility and supporting employee growth—and describes Rehab Medical’s transition from standard DME and respiratory to CRT, including a key shift from a sales-driven approach to clinical service excellence. Gearheart discusses barriers such as documentation delays, payer prior authorizations, fraud-and-abuse scrutiny, reimbursement pressures, and narrow networks that restrict access, especially in rural areas, and highlights advocacy efforts. He also outlines technology and AI priorities to automate repeatable tasks, improve document review and communication, and find data trends while keeping care personal, plus equipment innovations and a focus on streamlining access over the next 5–10 years.
17 Sept 2026
QP3’s BJ Anderson on Winning Referrals: Ask for the Business, Sell Outcomes, and Build Clean, Billable Processes
On the Claim to Fame DME podcast, Alex and Wayne interview BJ Anderson, president of QP3 Training Systems, a second-generation family business specializing in growing organic DME and CRT revenue through referral sales training. Anderson says many teams fail to grow referrals because reps don’t explicitly ask for the business, don’t define differentiators, and get commoditized by selling products instead of outcomes. He argues most teams lack process and confidence, not knowledge, and emphasizes questioning referral sources to solve their problems, keeping patients out of the hospital, and engaging all stakeholder roles (gatekeepers to physicians). Anderson defines predictable “clean, billable” referrals as driven by reps who know good vs. bad orders, train sources to submit complete documentation, and align sales and operations to avoid backlog, delays, and lost trust.
Reach and audience
Public platform figures. Ratings count people who left a rating, not total listeners.
Apple Podcasts (US)
5.0 / 5
2 ratings
Spotify
5.0 / 5
4 ratings
Podcast Authority Score: 31 / 100
A composite of feed quality, social presence, YouTube performance and engagement. Read the methodology.
Quality
50
Social presence
0
YouTube
0
Engagement
32
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