Anshul Khetarpal is the Vice President of Business Development for a leading biotechnical firm in Redding CA. His career achievements include rewriting the rules for running a sales organization and being a sales pioneer in Durable Medical Equipment, or DMEs.
Durable Medical Equipment is medical equipment that can stand up to repeated use. In a discipline in which much equipment is used one time only for reasons of sanitation, DMEs are built to last. Examples of DMEs include wheelchairs, hospital beds, ventilators, monitors, pressure mattresses, iron lungs, traction equipment, pressure mattresses, and bili lights, but there are, of course, many more.
Durable Medical Equipment must be clearly defined, because the users of such equipment may run into issues over whether the DMEs are covered by their insurance policies. For example, for some people an air conditioner might have a legitimate medical use. Lowering a room’s temperature to minimize fluid loss in a patient and to restore a room’s environment to maintain a proper fluid balance is going to be important for a cardiac patient. But the primary use of an air conditioner is a nonmedical one, and so an air conditioner is not considered a DME, and is not likely to be paid for by a medical insurer. Devices such as room heaters, humidifiers and electric air cleaners are also not considered DMEs that would be paid for by insurance.
In some cases, specified items of equipment will be covered, even though they do not meet the strict definition of a DME. This is possible if the item serves a therapeutic purpose in an individual case, such as gel pads and water mattresses that have been prescribed for a bedridden patient.
Anshul Khetarpal has been with his company for six years.