Today we’d like to introduce you to Mark Hastings.
Hi Mark, we’re thrilled to have a chance to learn your story today. So, before we get into specifics, maybe you can briefly walk us through how you got to where you are today?
We started Impact Medical in the most unglamorous way possible: in my garage.
At the time, I was working closely with long term care operators and kept seeing the same thing: residents clearly needed wound, ostomy, trach, catheter, or enteral supplies but the process to get them was a mess. Multiple vendors, faxed forms, LCD confusion, denials, delays… and nurses stuck in the middle just trying to take care of their residents.
Impact Medical began as a simple idea:
be the partner that makes this easy, compliant, and reliable.
In the early days it was literally just, a laptop, and a small table calling on facilities, listening to DONs and wound nurses, fixing problems one order at a time. We built the company around a few core principles:
Do what’s right for the resident first
Make life easier for the facility
Be obsessive about documentation and compliance
We started with a small group of facilities who gave us a chance, then grew the old-fashioned way: by showing up, solving problems, and being reachable when things went sideways. From there we invested in smarter technology, eligibility “scrubbers,” and better workflows so facilities could stay compliant and capture appropriate reimbursement without extra work.
Today, Impact Medical services over 2,000 long term care facilities nationwide. We’ve grown far beyond the garage, but the mindset is the same: be an extension of the care team, and make it simpler for facilities to do the right thing for their residents.
Alright, so let’s dig a little deeper into the story – has it been an easy path overall and if not, what were the challenges you’ve had to overcome?
In long term care, everything touches documentation, timing, and process and all three were working against us when we started.
Early on, we were fighting:
Paper and fax culture –Orders coming in half-complete, handwritten, or buried in a fax pile. We’d spend hours chasing signatures, notes, and qualifying language just to make one order compliant.
Timing gaps – Nurses needed supplies now, but eligibility and LCD rules live on a different clock. Lining up documentation, MD signatures, and shipment windows without delaying care was a constant balancing act.
A lot of facilities were used to old-school vendors and manual workflows. Asking people to trust a more structured, tech-enabled process wasn’t easy at first.
We learned quickly that we couldn’t just “take orders.” We had to build a system around them.
So we started:
Embedding documentation checklists and smart prompts into our intake process so the right language and forms were captured up front.
Tightening timelines and tracking so we knew exactly where every order, note, and signature sat—no more guessing.
Developing scrubber-style logic to help facilities align chart notes and orders with LCD criteria before anything shipped, reducing denials and rework.
Training teams, one building at a time, on why this level of detail mattered—for both residents and reimbursement.
There were plenty of long nights fixing issues the hard way so we could redesign the process the smart way. But those struggles are exactly what pushed us to move beyond the “old fashioned” way of doing DME and become a true documentation-and-compliance partner, not just a box shippe
Alright, so let’s switch gears a bit and talk business. What should we know?
Impact Medical is a specialty DME partner focused almost entirely on long term care specifically wound care, ostomy, trach, catheter, and enteral feeding supplies for skilled nursing and similar settings. We now support over 2,000 long term care facilities nationwide.
At a simple level, we ship products.
At a real level, we help facilities save in cost avoidance of purchasing these supplies:
Get the right supplies to the right resident at the right time
Stay inside LCD and documentation rules
Capture appropriate reimbursement without adding more work to the nurse’s plate
What we actually do day to day;
Work with nursing and therapy teams to identify residents who qualify for wound, ostomy, trach, catheter, and enteral supplies
Help facilities align orders, chart notes, and LCD criteria so claims are defensible
Provide ongoing support when there’s an audit, denial, or documentation question
Build tools and “scrubber-style” logic that flag eligibility opportunities and documentation gaps upfront
What we’re known for / what sets us apart
Documentation and Compliance First
Most vendors start with “what can we ship?”
We start with “what can we prove?”
We are obsessed with LCDs, chart language, and timing. Our process is designed to reduce denials, keep facilities audit-ready, and protect both residents and operators.
Built Specifically for Long Term Care
We’re not trying to be everything to everyone. We live in the SNF and long term care world we understand surveyors, MDS, therapy, PDPM, and the realities of staffing and shift work. Our model is built around that environment.
Partnership, not just product
We sit in the space between clinical, financial, and compliance. That means:
Helping identify missed supply opportunities for residents who truly qualify
Supporting operators on the revenue side without crossing any lines
Showing up when things get tough – audits, appeals, and payer questions
Technology that supports the bedside, not replaces it
We’ve invested heavily in scrubbers, rules engines, and smarter workflows that run in the background so nurses don’t have to become LCD experts to get their residents what they need.
What we’re most proud of, brand-wise
Impact Medical has become known as a “quiet backbone” partner the group behind the scenes making sure:
Residents get high quality supplies,
Facilities are properly supported and protected,
And operators have someone in their corner who understands both care and compliance.
If there’s one thing we want readers to know, it’s this:
Impact Medical exists to make life easier for long term care teams while doing right by residents and staying firmly inside the rules.
We’re not just shipping boxes we’re helping stabilize one of the most overlooked but critical parts of post-acute care.
Do you have any advice for those just starting out?
Start smaller than you think but go deeper than everyone else.
You don’t have to build a whole universe on day one. Pick one problem, one customer type, one workflow and become unreasonably good at that. Our business really took off when we stopped trying to be “DME for everyone” and focused on long term care and specific supply lines.
Contact Info:
- Website: https://Www.impactmedicalkc.com
- Facebook: https://www.facebook.com/Impactmedicalkc
- LinkedIn: https://www.linkedin.com/company/impact-medical/?viewAsMember=true
