DME, sold to the physicians who write the orders.
DME revenue is a referral problem before it is a fulfillment problem. Solara reps drive prescribing-physician relationships and standing-order patterns; your fulfillment ops handle the rest.
Why DME needs physician-side selling
Most DME suppliers compete on the back end — fulfillment speed, intake operations, billing reliability — and treat the prescribing physician as a passive funnel. The DME suppliers that grow ahead of the market do front-end selling: they build standing-order patterns with prescribing physicians and walk into the next year with a known referral base.
What changes when dme runs on the Solara network.
Prescribing-physician relationships
Reps call on the physicians whose orders drive your top SKUs — pulmonology and sleep for CPAP, primary care for diabetic supplies, oncology for nutrition, palliative care for hospital beds.
Standing-order architecture
The platform helps reps set up practice-level standing-order patterns and refill protocols so referrals compound past the first month.
Documentation literacy
Reps work with practices on documentation requirements (CMNs, face-to-face, medical-necessity letters) so referrals make it through intake without the round-trip that kills conversion.
Specialties served by this category.
- ·Pulmonology and sleep medicine
- ·Primary care
- ·Endocrinology
- ·Oncology
- ·Palliative and hospice
- ·Wound-care specialists
Who Solara distributes for in this category.
- ·Respiratory equipment (CPAP/BiPAP, oxygen, ventilators)
- ·Mobility (wheelchairs, scooters, hospital beds)
- ·Diabetic supplies (CGMs, pumps, testing)
- ·Enteral and parenteral nutrition
- ·Wound and ostomy supplies
- ·Respiratory pharmaceuticals
What manufacturers ask before they pilot.
- Does Solara handle DME intake or fulfillment?
- No. Intake, billing, and fulfillment remain with the DME supplier. Solara handles the front-end: physician-side referral generation, standing-order setup, and documentation literacy.
- Which physician specialties does Solara cover for DME?
- Pulmonology and sleep (CPAP/BiPAP, oxygen), primary care (diabetic supplies, mobility), endocrinology (CGMs, pumps), oncology (nutrition, infusion supplies), palliative and hospice (hospital beds, oxygen), and wound-care specialists (wound and ostomy supplies).
- How does Solara help with documentation and CMN compliance?
- Reps work with practices on CMN, face-to-face, and medical-necessity-letter requirements at the point of order. Practices that get the documentation right at the first encounter convert at meaningfully higher rates than those that round-trip.
- Can Solara support competitive bidding contracts?
- Solara reps support DME suppliers operating under Medicare competitive-bid contracts, Medicare Advantage networks, and commercial preferred-provider arrangements. Contract eligibility and bid strategy stay with the supplier.
Pilot a dme territory in 30 days.
Book a working session — we’ll load your target sub-segment into Solara live, walk through territory coverage, and propose a pilot scope.