Live at Home Benchmarking Survey Overview
Industry Insights
RESPONDENT PROFILE
• Average respondent has been in the industry 13 years
• 2025 average organization size: 8 employees
• 2024 average organization size: 11 employees
WORKFORCE
Project Management: Most companies had 1 or 2 employees dedicated to project management.
Installation Techs: Most companies had 3 or 4, with the highest being 10.
Administrative Tasks: Most companies have 1 or 2 employees dedicated to administrative tasks.
Sales: Most companies had 1 or 2 employees dedicated to sales, the highest was 5.
Customer Service: Most companies had 2 or 3 employees dedicated to customer service, the highest was 10.
1099 CONTRACTORS
• 43% of respondents use for primary install services.
• 52% of respondents use for specialty services (trades like electrical and plumbing).
• 33% of respondents use these types of contractors for home modifications that require permits and licenses.
1099 CONTRACTOR REVENUE TRENDS
• $800,000 revenue impact by having in-house installation vs. 1099 contractors.
Respondents that utilize 1099 contractors.
71 %
Average Revenue: Survey respondents using 1099 contractors
$ 1.5M
Respondents that do not utilize 1099 contractors.
29 %
Average Revenue: Survey respondents not using 1099 contractors
$ 2.3M
SHOWROOM INSIGHTS
52% of respondents have a showroom.
80% of the organizations that listed not having a showroom would like to add one within the next three years. Common Demonstrations
» 82% display stairlifts and VPLs
» 64% display bath and shower systems
» 64% display mobility products
» 55% display lift chair recliners
» 45% display overhead patient lifts
» 45% display beds
REVENUE INSIGHTS
Industry Insights
AVERAGE REVENUE PER EMPLOYEE BY COMPANY SIZE
1-10 Employees
SHOWROOM INSIGHTS
• Stairlifts decreased from 11% of the respondent project total in 2024 to only 5% in 2025.
• Elevators remain flat and have not been identified as a common project in consecutive survey years.
• Ramps decreased from 14% of the respondent project total in 2024 to only 6% in 2025.
• Bathroom remodels saw a large increase. They were 6% of respondent project total in 2024 and in 2025 now occupy 26%.
• Overhead lifts dropped from 3% to 1%.
• Grab bars steadily increased from 57% to 61% of the project volume that was analyzed amongst respondents.
PAYER MIX
Change from prior survey year data:
• 9% increase in private pay
• 12% decrease in state waiver
• Work comp remained flat year over year
• 5% decrease in VA
• 9% increase in other
MARKETING TRENDS
2024 vs. 2025 Comparisons
• 6% increase in networking to referral source spend
• 3% decrease in trade show spend
• 4% increase in print media spend
• 5% decrease in TV radio spend
• 1% increase in web spend
• 3% decrease in other spend
FUTURE CAPABILITIES (NEXT THREE YEARS)
• 38% of survey respondents would like to add a showroom – no change since prior year.
• 52% would like to add sales rep staff. In 2024, this was at 62%.
• 38% are looking to add customer service staff – no change since prior year.
• 48% are looking to add project management staff. This increase is noteworthy; in 2024, this was only 24%.
• 71% are looking to add in-house installation techs.
• 29% are looking to add independent contractor install techs. In 2024, this was only 18%.
» Larger portion of the industry is looking to add independent contractors.
• 14% are looking to add an analyst, consistent with 11% last year.
PRODUCT CATEGORY GROWTH
In the next three years, which product category do you see growing the most for your company?
• 33% Overhead Lifts
• 29% Bathroom Remodels
• 24% Stairlifts
• 10% Ramps
• 5% VPLs
Project Payer Mix
KEY TAKEAWAYS
1. Leverage annual benchmarking survey data as a resource for comparing business metrics to industry peers.
2. Understand and prioritize future capabilities that are a priority for your organization and outline the action steps necessary to achieve them.
3. Understand shifting industry dynamics like workforce and payer mix to better position your organization for future success.
VGM Industry Insights provides data-driven analysis and trends within the durable medical equipment, prosthetics, orthotics, and supplies (DMEPOS) sector. Our focus areas include market trends, innovation, and strategic decision-making, helping stakeholders stay informed and competitive. We are committed to a forward-thinking approach, continuously monitoring industry developments to drive progress and innovation.
ALAN MORRIS SVP of Strategy
TYLER COULANDER Market Strategy Manager
