Dealer/Provider spoke with Hans Stover, CEO of Access Point Medical and Tom O’Donnell and Jerry Jones, Co-Chairmen, about the newest HME manufacturer and their place in the HME industry.

Left to right: Tom O'Donnell, co-chairman; Hans Stover, CEO; Jerry Jones, co-chairman.

Dealer/Provider: Why did you feel there was a need for another HME manufacturer?
Stover: We identified an unmet need in the market for a low-cost supplier of quality HME with high levels of customer service and support. We offer an alternative for providers that are struggling to maintain their bottom lines without affecting the customer satisfaction of their patients and referral sources. Our early sales success is a strong indication that our value proposition is well received in the market.

Dealer/Provider: What’s the strategy that makes Access Point Medical unique?
O’Donnell: Usually, if somebody asks, “If you could start a company from scratch, what would it look like?” it’s just wishful thinking. It’s tough for an established manufacturer with legacy systems and multiple divisions to pare down its operations to cut costs enough to make a significant difference in the price the dealer pays. But building a new manufacturing organization to the specifications of today’s HME business was quite possible. And since we control our manufacturing facilities in China, all costs and quality are totally within our control. That’s quality assurance and a cost savings that we can pass directly to the dealer. That is unique.

Dealer/Provider: How did all of you come together for this business?
Jones: When you look at who’s involved, every member of the executive team and Board brings valuable expertise to the table. We’ve got the operational expertise, representation in each of the product categories, and the concerns of HME providers all at one table. Our Chinese manufacturing operations are controlled by APM, with longtime American HME manufacturing experience. We came together because we know this business and care enough to make it succeed. DP