In this episode of "Beyond the Drip," we dive into the dynamic world of home infusion with Rowena Birnel of Infusion Solutions. Discover the challenges faced by the industry, from navigating complex payer contracts to the evolving landscape of technology and patient care. Rowena shares her inspiring journey of resilience and innovation, highlighting the opportunities for growth and the importance of putting patients first. Join us as we explore how home infusion is transforming healthcare, one patient at a time.

Welcome to Beyond the Drip, where we dive into the fascinating world of Infusion Pharmacy, from Home Infusion to Ambulatory Infusion Centers. Expect topical conversations on the latest happenings in Infusion from industry leaders who will bring you the latest news, trends and innovations in the infusion industry, as well as expert insights and stories to keep you informed and inspired.        
In this episode, the hosts explore a topic that’s becoming impossible to ignore across the infusion therapy landscape: the escalating talent crisis. Host Jon Love noticed that, while many anticipated themes emerged at NHIA, one issue seemed to rise above the rest - finding and keeping skilled professionals in infusion pharmacy. 
This episode dives deep into the roots of the problem, examining the shrinking pipeline of pharmacy professionals, increasing burnout and the complexity of the infusion model that demands both clinical and technical excellence. From the unique challenges of revenue cycle management to the alarming decline in pharmacy school enrollment, the conversation is a wake-up call for infusion providers and a call to action. 
The discussion also highlights how organizations must balance human expertise with smart technology. While automation and AI can alleviate some of the burden, certain roles, especially clinical ones, simply cannot be replaced. The key, according to the hosts, lies in building intentional systems, investing in talent and preparing for a future where skilled infusion professionals are in short supply. 
Key Takeaways: 

• Infusion pharmacy roles require both clinical knowledge and operational expertise, highlighting the need for cross-trained professionals in a highly specialized field. 

• Limited exposure to infusion in pharmacy education, coupled with declining pharmacy school enrollment, is shrinking the pipeline of qualified professionals. 

• High burnout rates and increasing turnover among experienced staff are intensifying staffing challenges and compromising care delivery. 

• Understanding the unique revenue cycle demands of infusion—such as payer rules and drug billing—is essential for financial sustainability and growth. 

• Strategic use of automation can relieve staffing pressure, but success depends on integrating technology with expert oversight and structured workflows. 

The talent crisis isn’t going away anytime soon, but this episode of Beyond the Drip offers a roadmap for navigating it. Whether you’re a pharmacy leader, clinician or revenue cycle manager, the insights shared here can help you reframe the problem, refocus your strategy and reinvest in the people who power your infusion business. 


Hear the full conversation on Beyond the Drip to explore how leaders are tackling the infusion talent crisis and what steps you can take to build a stronger, more resilient team. Listen now and subscribe to stay informed on the innovations transforming infusion care. 

Beyond the Drip Co-hosts:

Paula Roth, VP of Pharmacy Services at Prochant
As Vice President of Pharmacy Operations at Prochant, Paula leads an expert team focused on enhancing the home-based care industry through innovative technology and streamlined processes. With more than 20 years of experience in revenue cycle management for alternate sites of care, Paula leverages technology and teams to ensure clients achieve or exceed their financial targets.

Jon Love, President & Chief Growth Officer at MedEdge Solutions  
Jon Love joins MedEdge with leadership experience in the infusion and specialty pharmacy industries. He has previously served in sales at WellSky, chief operating officer at Rock-Pond Solutions and senior VP of pharmacy services at Prochant.

Pamela McIntyre, founder and owner of Expert Infusion Nurse Consulting 
With 40 years of experience in infusion nursing, Pam founded Expert Infusion Nurse Consulting to advance excellence in infusion and mentor other infusion professionals. Her certifications include CRNI, IgCN, OCN and VA-BC, and she has an immersive background in home infusion and ambulatory infusion in the fields of acute and chronic care, including oncology nursing. 

Brandon Carpenter, President of MedEdge Solutions 
Brandon Carpenter is the owner and founder of MedEdge Solutions. With more than 12 years of experience in pharmacy solutions, process improvement and data analytics, Brandon takes an active role in each of our projects. Prior to forming MedEdge, Brandon was the Director of Products and Professional Services at Rock-Pond Solutions where he worked with over 250 pharmacies nationwide to solve problems ranging from system integrations, financial reporting, 340B, Limited Drug Distribution, software management and more. He is a graduate of the University of Central Arkansas where he received his bachelor’s in business & information systems, as well as his Master of Business Administration.  

Brian O’Sullivan, President of The O’Sullivan Group 
Brian O’Sullivan formed The O’Sullivan Group, Inc. in February 1999 to serve health care providers with managed care and provider business development services.  Over the years, The O’Sullivan Group has also been sought out by Medicare Advantage and Managed Medicaid plans to assist with network development needs. His vision for The O’Sullivan Group, Inc. was to bring real world know-how by offering the same level of service and expertise for both large and small companies that are enjoyed by major Fortune 1000 organizations.

Welcome to Beyond the Drip, where we dive into the fascinating world of Infusion Pharmacy, from Home Infusion to Ambulatory Infusion Centers. Expect topical conversations on the latest happenings in Infusion from industry leaders who will bring you the latest news, trends and innovations in the infusion industry, as well as expert insights and stories to keep you informed and inspired.        

As we step into 2025, the latest episode of Beyond the Drip sets the stage for a year filled with both opportunities and challenges in the infusion and pharmacy space. The hosts reflect on the key events of 2024 that shaped the industry, including major disruptions like the Change Healthcare cyberattack, supply chain issues and regulatory shifts. They also explore the pressing topics that will define 2025, such as drug pricing, revenue cycle management (RCM) hurdles and the expanding role of artificial intelligence (AI) in healthcare. 

Key Takeaways: 

Looking Back at 2024 

• The Change Healthcare cyberattack disrupted revenue cycles and patient care, with some providers still recovering. 

• Supply chain disparities, highlighted by issues in North Carolina’s manufacturing plants, revealed inequities in home-based care access. 

• Healthcare consolidation and private equity influence remain hot topics, with concerns about fair treatment in regulatory decisions. 

• The industry showcased resilience despite these setbacks, adapting to rapid changes. 

What’s Ahead in 2025? 

• Biologic products are growing rapidly, creating challenges in training staff and ensuring proper reimbursement. 

• Providers struggle with securing payment for high-cost drugs due to unclear payor guidelines. 

• The new administration’s approach to healthcare policy remains unpredictable. 

• While AI has immense potential in RCM, patient safety risks must be considered, particularly with AI-driven data repositories becoming prime hacking targets. 

• The hosts emphasize the importance of consistently tracking industry news to stay ahead of evolving regulations and trends. 

The Beyond the Drip team encourages providers to proactively address these issues by diversifying vendors, investing in proper training and carefully evaluating AI applications. With so much in flux, adaptability and informed decision-making will be key drivers of success in 2025. Stay tuned for more episodes as we continue to explore the shifting landscape of infusion and specialty pharmacy.  

Beyond the Drip Co-hosts:P

aula Roth, VP of Pharmacy Services at ProchantAs Vice President of Pharmacy Operations at Prochant, Paula leads an expert team focused on enhancing the home-based care industry through innovative technology and streamlined processes. With more than 20 years of experience in revenue cycle management for alternate sites of care, Paula leverages technology and teams to ensure clients achieve or exceed their financial targets.

Jon Love, President & Chief Growth Officer at MedEdge Solutions  
Jon Love joins MedEdge with leadership experience in the infusion and specialty pharmacy industries. He has previously served in sales at WellSky, chief operating officer at Rock-Pond Solutions and senior VP of pharmacy services at Prochant.

Pamela McIntyre, founder and owner of Expert Infusion Nurse Consulting
With 40 years of experience in infusion nursing, Pam founded Expert Infusion Nurse Consulting to advance excellence in infusion and mentor other infusion professionals. Her certifications include CRNI, IgCN, OCN and VA-BC, and she has an immersive background in home infusion and ambulatory infusion in the fields of acute and chronic care, including oncology nursing. 

Brandon Carpenter, President of MedEdge Solutions
Brandon Carpenter is the owner and founder of MedEdge Solutions. With more than 12 years of experience in pharmacy solutions, process improvement and data analytics, Brandon takes an active role in each of our projects. Prior to forming MedEdge, Brandon was the Director of Products and Professional Services at Rock-Pond Solutions where he worked with over 250 pharmacies nationwide to solve problems ranging from system integrations, financial reporting, 340B, Limited Drug Distribution, software management and more. He is a graduate of the University of Central Arkansas where he received his bachelor’s in business & information systems, as well as his Master of Business Administration.  

Brian O’Sullivan, President of The O’Sullivan Group
Brian O’Sullivan formed The O’Sullivan Group, Inc. in February 1999 to serve health care providers with managed care and provider business development services.  Over the years, The O’Sullivan Group has also been sought out by Medicare Advantage and Managed Medicaid plans to assist with network development needs. His vision for The O’Sullivan Group, Inc. was to bring real world know-how by offering the same level of service and expertise for both large and small companies that are enjoyed by major Fortune 1000 organizations.

In this episode, Jon Love and his co-hosts, Pamela McIntrye, Brandan Carpenter, and Brian O'Sullivan, engage with Eric Hill, co-founder of AvevoRx, discussing his journey from founding BioRx to launching AvevoRx. Eric shares insights into the challenges and triumphs of building a successful infusion therapy company, the importance of personal connections in patient care, and the evolving landscape of oncology and specialty infusion. The conversation also touches on the role of technology in healthcare and the operational challenges faced in managing a growing business in a competitive market. In this conversation, Eric Hill discusses the critical evaluation of drug therapies, emphasizing the importance of clinical efficacy and financial viability. He shares insights on navigating the payer landscape, the significance of contractual agreements, and strategies for scaling businesses in the infusion market. Additionally, Eric reflects on his personal adventures in mountain climbing, highlighting the intersection of his professional life and personal passions.

Welcome to “Beyond the Drip,” where we dive into the fascinating world of Infusion Pharmacy, from Home Infusion to Ambulatory Infusion Centers. Expect topical conversations on the latest happenings in Infusion from industry leaders who will bring you the latest news, trends and innovations in the infusion industry, as well as expert insights and stories to keep you informed and inspired.       

In a pivotal episode of Beyond the Drip this Thanksgiving week, the hosts unpack the ripple effects of CVS Health's decision to exit the infusion market, a move that impacts nearly half a million patients and reshapes the industry. This conversation shines a light on the opportunities and challenges for small and mid-cap home infusion providers in a rapidly evolving landscape. With a focus on scaling complexities, the critical role of local dynamics and the importance of patient care, the episode explores how smaller, community-focused providers can step into the gaps left by larger players. The speakers also discuss key industry trends, including supply chain issues, the indispensable role of nursing and the need for advocacy to support small providers. As the healthcare landscape shifts, this episode offers valuable insights for infusion and pharmacy providers looking to navigate change and thrive in a service-oriented industry. Key takeaways include: 

• Success in the infusion market relies on understanding and leveraging local payer dynamics, regulations, and community engagement. 

• Scaling is often challenging in the infusion market due to local variations, requiring tailored approaches rather than one-size-fits-all solutions. 

• Community-focused providers can capitalize on the gaps left by larger players, using local knowledge and relationships to grow and expand. 

• Smaller providers face significant challenges securing necessary goods, highlighting the need for strategic planning. 

• Providers must align high-quality patient care with financial sustainability to succeed. 

• The infusion business thrives on personalized, high-touch service that prioritizes patient outcomes. 

To conclude, the discussion shifts to the future of home infusion care, addressing how local dynamics and personalized service can help smaller providers gain an edge. By focusing on their unique strengths, these organizations can adapt to industry changes and meet evolving patient needs.

Beyond the Drip Co-hosts:

Jon Love, VP of Pharmaceutical Services at Prochant  
Jon Love joined Prochant in 2020 and was previously director of sales for WellSky’s home care division and COO for Rock Pond Solutions, a software provider for home infusion, HME and specialty pharmacies.

Pamela McIntyre, founder and owner of Expert Infusion Nurse Consulting
With 40 years of experience in infusion nursing, Pam founded Expert Infusion Nurse Consulting to advance excellence in infusion and mentor other infusion professionals. Her certifications include CRNI, IgCN, OCN and VA-BC, and she has an immersive background in home infusion and ambulatory infusion in the fields of acute and chronic care, including oncology nursing. 

Brandon Carpenter, President of MedEdge Solutions
Brandon Carpenter is the owner and founder of MedEdge Solutions. With more than 12 years of experience in pharmacy solutions, process improvement and data analytics, Brandon takes an active role in each of our projects. Prior to forming MedEdge, Brandon was the Director of Products and Professional Services at Rock-Pond Solutions where he worked with over 250 pharmacies nationwide to solve problems ranging from system integrations, financial reporting, 340B, Limited Drug Distribution, software management and more. He is a graduate of the University of Central Arkansas where he received his bachelor’s in business & information systems, as well as his Master of Business Administration.  

Brian O’Sullivan, President of The O’Sullivan Group  
Brian O’Sullivan formed The O’Sullivan Group, Inc. in February 1999 to serve health care providers with managed care and provider business development services.  Over the years, The O’Sullivan Group has also been sought out by Medicare Advantage and Managed Medicaid plans to assist with network development needs. His vision for The O’Sullivan Group, Inc. was to bring real world know-how by offering the same level of service and expertise for both large and small companies that are enjoyed by major Fortune 1000 organizations.

In this special Halloween episode of Beyond the Drip, our co-hosts Jon Love, Pamela McIntyre, Brandon Carpenter and Brian O'Sullivan reminisce on some of the most spine-tingling stories in the infusion market. Together, they explore the industry’s “scariest stories”—from unsettling trends and operational risks to hidden threats few are talking about but are bound to impact the industry. These tales from the infusion world reveal the looming challenges and emerging risks facing providers today and, more importantly, how they’re preparing for what lies ahead.  In this episode, the hosts unpack: 

• The demand from med spas and wellness clinics that is stretching critical IV supplies, leaving hospitals and infusion providers vulnerable to delays in elective surgeries and patient care. 
• The recent RAF score adjustments and plan changes, which are cutting provider revenue, causing insurers to exit certain regions and fueling concerns of a single-payer system that limits senior access to care. 
• The fact that some states are dominated by a few insurers, causing costs to rise and dwindling patient choice, sparking calls for more competition in the market. 
• The escalation of cyberattacks, with breaches underscoring the value of healthcare data. Ransomware strains providers’ resources, pushing them to strengthen system defenses. 
• Staffing shortages, product mix-ups and data issues creating daily pressures for providers, intensifying the need for efficient, risk-aware operations. 
• Listen to this episode of Beyond the Drip to hear more about these frightening trends and what our industry experts are doing to navigate these murky waters. Their insights offer a roadmap for infusion and pharmacy providers who want to stay ahead of the curve in an increasingly unpredictable landscape. 

Welcome to “Beyond the Drip,” where we dive into the fascinating world of Infusion Pharmacy, from Home Infusion to Ambulatory Infusion Centers. Expect topical conversations on the latest happenings in Infusion from industry leaders who will bring you the latest news, trends and innovations in the infusion industry, as well as expert insights and stories to keep you informed and inspired.    

In episode four, we have a special guest, Randy Broyles, Chief Strategy Officer at CSI Pharmacy. An in-depth exploration of the career and insights of Randy Broyles in the Infusion industry. A history of navigating growth, challenges and M&A activity and what we can learn form it for the future.

Welcome to “Beyond the Drip,” where we dive into the fascinating world of Infusion Pharmacy, from Home Infusion to Ambulatory Infusion Centers. Expect topical conversations on the latest happenings in Infusion from industry leaders who will bring you the latest news, trends and innovations in the infusion industry, as well as expert insights and stories to keep you informed and inspired.    

In episode three, our panel explores a pressing issue in both the tech and healthcare sectors: monopolies. The episode begins with a conversation about the Department of Justice’s (DOJ) landmark decision to bring an antitrust lawsuit against Google, highlighting its dominance in the market. The discussion soon draws a parallel between Google’s market dominance and the growing monopolies within the healthcare industry, particularly among payers.

In this episode of Beyond the Drip, the hosts discuss the Wild West of infusion therapy. They explore the reasons behind the growth of infusion therapy, including the consumer-centric approach and the demand for quality healthcare. They also discuss the challenges and risks involved in entering the infusion therapy market, such as the lack of common language and the need for expertise. The hosts highlight the importance of understanding the payer landscape and the operational hurdles of staffing, logistics, and training. They also touch on the influx of private equity and independent pharmacies into the market. The conversation explores the challenges and opportunities in the infusion therapy industry, particularly in the emerging field of ambulatory infusion centers (AICs). The speakers discuss the shortage of IV fluids due to non-medical use, the merging of the infusion world, and the need for proper training and patient safety in IV bars. They also touch on the importance of compliance and regulation, cautionary tales of failed AICs, and the future of the industry, including consolidation and the potential for new entrants.

Keywords
infusion therapy, Wild West, growth, consumer-centric, challenges, risks, payer landscape, operational hurdles, staffing, logistics, training, private equity, independent pharmacies, infusion therapy, ambulatory infusion centers, IV fluids, IV bars, training, patient safety, compliance, regulation, cautionary tales, consolidation, new entrants
Takeaways

• Infusion therapy is experiencing significant growth due to its consumer-centric approach and the demand for quality healthcare.
• Entering the infusion therapy market comes with challenges and risks, including the lack of a common language and the need for expertise.
• Understanding the payer landscape is crucial for success in the infusion therapy market.
• Operational hurdles such as staffing, logistics, and training are important considerations for infusion therapy centers.
• The market is seeing an influx of private equity and independent pharmacies, which adds to the competition and complexity of the industry. There is a shortage of IV fluids due to non-medical use, which is affecting the availability of products for medically ill patients.
• The infusion world is merging, with more IV bars potentially transitioning to treat medically ill patients.
• Proper training and understanding of patient care in the infusion therapy industry is crucial, as the process of placing an IV and administering medications is different for medically ill patients.
• There have been cases of unlicensed personnel treating patients in IV clinics and med spas, leading to serious complications and even deaths.
• The industry needs to focus on patient safety, education, and compliance to prevent harm and maintain quality outcomes.
• Payers should prioritize standards that address quality outcomes and staff training in AICs, rather than solely accrediting the pharmacy function.
• Opening an AIC requires careful consideration of referral plans, payer strategies, and contracts to ensure financial viability and success.
• Consolidation in the infusion therapy industry, similar to what happened in home infusion, may occur in the future.
• The future of the industry may involve healthcare organizations offering a range of infusion services, including home infusion, specialty infusion, AICs, and AISs.
• The success of AICs lies in high service, high touch, patient-centric care, and convenience.

Titles

• Understanding the Payer Landscape in Infusion Therapy
• Navigating the Uncharted Territory of Infusion Therapy Cautionary Tales and Lessons Learned in the AIC Space
• The Merging World of Infusion Therapy and the Rise of AICs

Sound Bites

• "I saw enough."
• "Beyond the Drip is a comprehensive podcast around the infusion providers, infusion therapies and everything."
• "This episode is called the Wild West of Infusion."
• "There is a shortage on IV fluids. There's a nationwide problem getting products for people who are sick because of the non-medical use."
• "I'm worried about consumers who have that low expectation of quality that any nurse can stick a needle in their arm and give them B12 or whatever it is."
• "Did you know as long as the medical director is within their confines, a physician can supervise anyone to administer IVs?"

Chapters00:00The Wild West of Infusion
06:26Uncharted Territory
09:19High Potential Rewards
10:47Significant Risks
15:59The Importance of Experts and a Common Language
17:17Understanding the Payer Landscape
17:43Considering the Competitive Landscape
18:13The Wild West of Infusion Therapy
23:09Training and Compliance: Ensuring Patient Safety
28:12Patient Safety and the Potential Risks
33:20Consolidation: The Future of the Industry
36:53Success Stories and Cautionary Tales
42:18The Future of Infusion Therapy: Risks and Opportunities