DME Provider Doubles Revenue with Insurance-Verified Leads

SunCare Medical Supply had been purchasing leads from three different vendors for their CPAP and mobility equipment lines. The leads were inexpensive — $8–$12 each — but the economics were brutal. Of every 100 leads purchased, only 18 resulted in an order. The other 82 were either uncontactable, uninsured, or had coverage that didn't support the equipment.

The hidden cost was the sales team's time. Each lead required an average of 45 minutes of insurance verification work before the team knew whether it was worth pursuing. With a team of 8 sales representatives, this consumed roughly 3 hours per rep per day — time that could have been spent closing.

WaveTech's DME lead program addressed this directly. Before any lead is delivered, our team verifies Medicare or Medicaid eligibility, confirms coverage for the specific equipment category, and checks that the patient hasn't received the same equipment within the coverage period. For CPAP leads, we also verify sleep study documentation.

The results were immediate. In the first month, SunCare's conversion rate jumped from 18% to 47%. By month three, it had stabilized at 55%. Revenue doubled in 90 days, and the sales team was handling 40% more orders per person — not because they were working harder, but because they were working on leads that actually converted.