Owens & Minor, Inc. (OMI): Lienzo del Modelo de Negocio [Actualizado en Ene-2025]

En el intrincado paisaje de la gestión de la cadena de suministro de atención médica, Owens & Minor, Inc. (OMI) emerge como una potencia estratégica, transformando cómo los suministros médicos navegan de los fabricantes a proveedores de atención médica. Su innovador lienzo de modelo de negocio revela un complejo ecosistema de asociaciones, tecnologías y servicios que revolucionan la distribución médica, ofreciendo sistemas de salud sin precedentes eficiencia y rentabilidad. Al integrar a la perfección la logística avanzada, la tecnología de vanguardia y las soluciones integrales de la cadena de suministro, OMI está a la vanguardia de la logística de la salud, creando valor a través de un modelo de negocio meticulosamente elaborado que aborda los desafíos críticos de la industria.

Owens & Minor, Inc. (OMI) - Modelo de negocio: asociaciones clave

Fabricantes y proveedores de productos de atención médica

Owens & Menor mantiene asociaciones estratégicas con más de 1.200 fabricantes de productos médicos. Los fabricantes clave incluyen:

Fabricante	Enfoque de asociación	Categorías de productos
Salud cardinal	Distribución de suministro médico	Suministros quirúrgicos, PPE
Industrias Medline	Distribución de equipos médicos	Consumibles de hospital

Organizaciones de compras grupales (GPOS)

Owens & Menor colabora con múltiples GPO para optimizar las estrategias de adquisición:

• Premier Healthcare Alliance
• Vizient, Inc.
• Grupo de compras de HealthTrust

Sistemas hospitalarios y proveedores de atención médica

Las asociaciones directas incluyen:

Sistema de salud	Número de instalaciones atendidas	Valor anual del contrato
HCA Healthcare	180 hospitales	$ 325 millones
Salud de la Ascensión	140 hospitales	$ 275 millones

Socios de servicios de tecnología y logística

• SAP para planificación de recursos empresariales
• Manhattan Associates para la gestión de la cadena de suministro
• FedEx para logística y distribución

Dispositivo médico y compañías farmacéuticas

Compañía	Tipo de asociación	Volumen de distribución
Johnson & Johnson	Distribución exclusiva	$ 412 millones anuales
Becton Dickinson	Gestión de la cadena de suministro	$ 287 millones anuales

Owens & Minor, Inc. (OMI) - Modelo de negocio: actividades clave

Distribución y logística de suministro médico

Owens & Menor procesó $ 11.2 mil millones en ingresos anuales para 2022, con un 98% derivado de la distribución de suministro médico. La compañía opera 14 centros de distribución en los Estados Unidos, cubriendo aproximadamente 2.5 millones de pies cuadrados de espacio logístico.

Métrico de distribución	Datos cuantitativos
Volumen de distribución anual	300 millones de productos médicos/quirúrgicos
Ubicaciones de centros de distribución	14 instalaciones estratégicas
Cobertura logística	50 estados de EE. UU. Y territorios múltiples

Gestión de inventario y adquisiciones

La compañía mantiene un sofisticado sistema de gestión de inventario con capacidades de seguimiento en tiempo real.

• Relación de rotación de inventario: 8.2 veces al año
• Valor de retención de inventario promedio: $ 425 millones
• Tasa de eficiencia de adquisición: 99.7%

Optimización de la cadena de suministro de atención médica

Owens & Menor atiende a aproximadamente 6,000 proveedores de atención médica, incluidos hospitales, centros de cirugía ambulatoria y sitios de atención alternativa.

Métrica de la cadena de suministro	Datos de rendimiento
Clientes de proveedores de atención médica	Más de 6,000 instituciones
Velocidad de cumplimiento del pedido	98.5% Igual/entrega del día siguiente
Inversión en tecnología de la cadena de suministro	$ 47 millones en 2022

Abastecimiento y adquisición de productos médicos

Owens & Fuentes menores Productos de más de 1.200 fabricantes a nivel mundial, con un enfoque en suministros médicos y quirúrgicos.

• Número de relaciones del fabricante: más de 1,200
• Categorías de productos obtenidas: más de 200,000 SKU únicos
• Cobertura de abastecimiento internacional: 35 países

Servicios de integración de tecnología de salud

La compañía invirtió $ 62 millones en infraestructura tecnológica e iniciativas de transformación digital en 2022.

Métrica de integración tecnológica	Datos cuantitativos
Inversión tecnológica	$ 62 millones en 2022
Usuarios de plataforma digital	Más de 4,500 instituciones de atención médica
Asignación de I + D tecnológica	3.2% de los ingresos anuales

Owens & Minor, Inc. (OMI) - Modelo de negocio: recursos clave

Red de distribución extensa

A partir de 2024, Owens & Minor opera 11 Centros Nacionales de Distribución en todo Estados Unidos, cubriendo aproximadamente 2.5 millones de pies cuadrados de espacio de almacén. La compañía sirve 6,000 proveedores de atención médica con una red de distribución integral.

Ubicaciones de centros de distribución	Hoques cuadrados totales	Capacidad de distribución anual
Centros de distribución nacionales	2.5 millones de pies cuadrados	Más de 500 millones de productos médicos anualmente

Infraestructura avanzada de almacenamiento y logística

La compañía ha invertido $ 42.3 millones en tecnología logística en 2023, con capacidades clave de infraestructura que incluyen:

• Sistemas de gestión de inventario automatizados
• Tecnologías de seguimiento en tiempo real
• Instalaciones de almacenamiento controladas por temperatura
• Sistemas de cumplimiento de orden avanzado

Relaciones fuertes con proveedores de atención médica

Owens & Menor mantiene asociaciones con 6,300+ instalaciones de atención médica, incluido:

Tipo de proveedor	Número de asociaciones
Hospitales	3,200+
Centros de cirugía ambulatoria	1,500+
Clínicas	1,600+

Tecnología de gestión de la cadena de suministro de suministro

Las inversiones tecnológicas en 2023 totalizaron $ 18.7 millones, enfocándose en:

• Análisis predictivo impulsado por IA
• Gestión de inventario basada en la nube
• Sistemas de seguimiento habilitados para blockchain

Fuerza laboral calificada con experiencia en la industria de la salud

A partir de 2024, Owens & Empleados menores 4.800 profesionales con una experiencia de la industria promedio de 8.6 años.

Categoría de empleado	Número de empleados	Experiencia promedio
Especialistas en la cadena de suministro	1,200	9.2 años
Profesionales de la tecnología	650	7.5 años
Gestión de ventas y cuentas	1,100	8.9 años

Owens & Minor, Inc. (OMI) - Modelo de negocio: propuestas de valor

Soluciones integrales de suministro médico y quirúrgico

Owens & Minor proporciona soluciones de suministro médico y quirúrgico la siguiente cartera de productos:

Categoría de productos	Contribución anual de ingresos	Cuota de mercado
Suministros quirúrgicos	$ 2.1 mil millones	15.7%
Consumibles médicos	$ 1.8 mil millones	12.4%
Equipo de protección personal	$ 890 millones	8.3%

Gestión rentable de la cadena de suministro

Métricas de eficiencia de la cadena de suministro:

• Relación de rotación de inventario: 12.5x
• Reducción del costo operativo: 6.2% anual
• Ahorro de optimización logística: $ 127 millones

Distribución de productos confiable y eficiente

Capacidades de la red de distribución:

Métrico de distribución	Actuación
Centros de distribución nacionales	12
Tasa de cumplimiento de pedidos	99.4%
Tiempo de entrega promedio	1.7 días

Servicios de adquisición de atención médica simplificada

Ofertas de servicio de adquisiciones:

• Contratos de organización de compras grupales: más de 3,200
• CLIENTES DE CABUSTIBLES DE ACTIVE: 6.500
• Volumen de transacción de adquisición anual: $ 10.3 mil millones

Soporte de la cadena de suministro médico de extremo a extremo

Capacidades de soporte de la cadena de suministro:

Servicio de apoyo	Valor anual
Gestión de proveedores	$ 750 millones
Integración tecnológica	$ 220 millones
Servicios de consultoría	$ 180 millones

Owens & Minor, Inc. (OMI) - Modelo de negocios: relaciones con los clientes

Asociaciones contractuales a largo plazo

A partir de 2024, Owens & Menor mantiene aproximadamente más de 150 contratos de distribución de salud a largo plazo con hospitales, sistemas de salud y organizaciones de compras grupales.

Tipo de contrato	Número de contratos	Duración promedio del contrato
Sistemas hospitalarios	87	3-5 años
Organizaciones de compras grupales	42	4-6 años
Proveedores de atención médica especializada	21	2-4 años

Gestión de cuentas dedicada

Owens & Menor emplea a 275 gerentes de cuentas dedicados que atienden a clientes de atención médica en todo Estados Unidos.

• El administrador de cuentas promedio maneja 12-15 clientes de atención médica simultáneamente
• Equipos de cuentas especializados para diferentes segmentos de atención médica
• Reuniones de revisión de rendimiento trimestral con clientes clave

Plataformas de atención al cliente digital

La infraestructura de soporte digital incluye:

Plataforma	Usuarios activos mensuales	Disponibilidad de servicio
Portal de clientes en línea	4.200 instalaciones de atención médica	24/7
Aplicación de gestión de pedidos móviles	2.800 usuarios	24/7
Chatbot de servicio al cliente	3.500 interacciones mensuales	Soporte automatizado

Soluciones de cadena de suministro personalizadas

Soluciones de cadena de suministro personalizada desarrolladas para 68 perfiles únicos de clientes de salud en 2024.

• Estrategias de optimización de inventario
• Gestión de suministro médico justo a tiempo
• Pronóstico de demanda predictiva

Consultoría continua de optimización del rendimiento

Servicios de consultoría de desempeño proporcionados a 112 organizaciones de atención médica en 2024.

Servicio de consultoría	Número de clientes	Duración promedio de compromiso
Eficiencia de la cadena de suministro	62 clientes	6-9 meses
Estrategias de reducción de costos	35 clientes	3-6 meses
Integración tecnológica	15 clientes	9-12 meses

Owens & Minor, Inc. (OMI) - Modelo de negocio: canales

Equipo de ventas directas

A partir de 2024, Owens & Minor mantiene una fuerza de ventas directa dedicada de aproximadamente 750 profesionales de ventas. El equipo cubre los canales de distribución de atención médica en los Estados Unidos.

Métricas de canales de ventas	2024 datos
Representantes de ventas totales	750
Ventas anuales promedio por representante	$ 3.2 millones
Cobertura geográfica	50 estados de EE. UU.

Plataformas de adquisición en línea

Owens & Menor opera múltiples canales de adquisición digital con las siguientes especificaciones:

• Volumen de transacción de plataforma digital: $ 1.5 mil millones anuales
• Tasa de penetración de pedidos en línea: 62% de la base total de clientes
• Transacciones digitales mensuales promedio: 85,000

Sistemas de pedidos electrónicos

La infraestructura de pedidos electrónicos de la compañía incluye:

Métricas de sistemas electrónicos	2024 rendimiento
Usuarios de plataforma electrónica B2B	8.500 instalaciones de atención médica
Seguimiento de inventario en tiempo real	99.7% de precisión
Velocidad de procesamiento de pedidos	Menos de 4 horas

Ferias y conferencias comerciales de atención médica

Owens & Menor participa en eventos clave de distribución de atención médica:

• Apariciones anuales de ferias comerciales: 18
• Inversiones totales de conferencia: $ 2.3 millones
• Nuevas adquisiciones de clientes a través de eventos: 127 proveedores de atención médica

Redes de asociación estratégica

El ecosistema de asociación estratégica de la compañía incluye:

Categoría de asociación	Número de socios	Impacto anual de ingresos
Asociaciones del fabricante	425	$ 1.7 mil millones
Redes de proveedores de atención médica	3,200	$ 2.4 mil millones
Socios de integración de tecnología	52	$ 380 millones

Owens & Minor, Inc. (OMI) - Modelo de negocio: segmentos de clientes

Hospitales y sistemas de salud

A partir de 2023, Owens & Menor sirve aproximadamente 4,000 hospitales de atención aguda en todo el país. Estos sistemas de salud representan el 62% de los ingresos totales de la Compañía, con un valor de adquisición anual estimado de $ 3.2 mil millones.

Métricas de segmento hospitalario	Valor
Total de hospitales atendidos	4,000
Contribución de ingresos	62%
Valor de adquisición anual	$ 3.2 mil millones

Centros quirúrgicos ambulatorios

Owens & Menor apoya 6.500 centros quirúrgicos ambulatorios, que representan el 18% de su base de clientes con un valor de adquisición anual estimado de $ 890 millones.

• Centros quirúrgicos ambulatorios totales servidos: 6.500
• Contribución de ingresos: 18%
• Valor de adquisición anual: $ 890 millones

Prácticas médicas

La compañía atiende aproximadamente 75,000 prácticas médicas, representando el 12% de los ingresos totales con un valor de adquisición anual de $ 580 millones.

Métricas de segmento de práctica médica	Valor
Prácticas médicas totales atendidas	75,000
Contribución de ingresos	12%
Valor de adquisición anual	$ 580 millones

Hogares de ancianos e instalaciones de atención a largo plazo

Owens & Menor apoya a 3.200 hogares de ancianos y centros de atención a largo plazo, contribuyendo con el 5% de los ingresos con un valor de adquisición anual de $ 240 millones.

• Instalaciones de atención total a largo plazo servido: 3.200
• Contribución de ingresos: 5%
• Valor de adquisición anual: $ 240 millones

Fabricantes de dispositivos farmacéuticos y médicos

La compañía colabora con 250 fabricantes de dispositivos farmacéuticos y médicos, generando el 3% de los ingresos con un valor de adquisición anual de $ 145 millones.

Métricas de segmento del fabricante	Valor
Total de fabricantes atendidos	250
Contribución de ingresos	3%
Valor de adquisición anual	$ 145 millones

Owens & Minor, Inc. (OMI) - Modelo de negocio: Estructura de costos

Gastos de almacenamiento y logística

A partir del año fiscal 2023, Owens & Menor reportó un almacenamiento total y gastos logísticos de $ 324.7 millones. La compañía opera múltiples centros de distribución en los Estados Unidos.

Categoría de gastos	Costo anual ($ M)
Mantenimiento de la instalación de almacén	87.3
Equipo de almacenamiento	42.6
Trabajo de trabajo	129.5
Sistemas de gestión de inventario	65.3

Inversiones de infraestructura tecnológica

En 2023, Owens & Menor invirtió $ 78.2 millones en infraestructura tecnológica.

• Desarrollo de la plataforma digital: $ 35.6 millones
• Mejoras de ciberseguridad: $ 22.4 millones
• Soluciones de computación en la nube: $ 20.2 millones

Costos de personal y fuerza laboral

Los gastos totales de personal para 2023 fueron de $ 512.9 millones.

Categoría de costos de personal	Costo anual ($ M)
Salarios base	342.6
Beneficios	103.5
Capacitación y desarrollo	28.9
Reclutamiento	37.9

Gastos de transporte y distribución

Los costos de transporte para 2023 totalizaron $ 276.4 millones.

• Costos operativos de la flota de camiones: $ 156.7 millones
• Gastos de combustible: $ 82.3 millones
• Asociaciones de logística de terceros: $ 37.4 millones

Gastos generales de gestión de inventario

Los costos de gestión de inventario para 2023 fueron de $ 215.6 millones.

Gastos de gestión de inventario	Costo anual ($ M)
Sistemas de seguimiento de inventario	43.2
Costos de transporte de inventario	112.5
Software de inventario	59.9

Owens & Minor, Inc. (OMI) - Modelo de negocios: flujos de ingresos

Tarifas de distribución de suministro médico y quirúrgico

En 2023, Owens & Menor reportó ingresos netos totales de $ 10.5 mil millones. La distribución de suministro médico y quirúrgico representaba el flujo de ingresos primario, representando aproximadamente el 85% de los ingresos totales.

Categoría de ingresos	Cantidad de 2023	Porcentaje de ingresos totales
Distribución de suministro médico	$ 8.925 mil millones	85%

Cargos de servicio logística y de adquisición

Los servicios de logística y adquisición generaron aproximadamente $ 1.05 mil millones en ingresos para 2023, lo que representa el 10% de los ingresos totales de la compañía.

• Tarifas de servicio de almacenamiento
• Cargos de logística de transporte
• Servicios de gestión de inventario

Ingresos del servicio de integración de tecnología

Technology Services contribuyó con $ 315 millones en 2023, lo que representa el 3% de los ingresos totales.

Tipo de servicio tecnológico	2023 ingresos
Soluciones de cadena de suministro digital	$ 210 millones
Integración de tecnología de salud	$ 105 millones

Consultoría de optimización de la cadena de suministro

Los servicios de consultoría de la cadena de suministro generaron $ 105 millones en ingresos para 2023.

Servicios de salud de valor agregado

Los servicios de valor agregado contribuyeron con $ 105 millones a los ingresos de la compañía en 2023.

Categoría de servicio	2023 ingresos
Servicios de apoyo clínico	$ 63 millones
Análisis de salud	$ 42 millones

Owens & Minor, Inc. (OMI) - Canvas Business Model: Value Propositions

You're looking at the core value Owens & Minor, Inc. (OMI) is delivering now that they've committed to being a pure-play home-based care company following the sale of their Products & Healthcare Services segment. This focus is designed to create a cleaner investment thesis and better serve patients with chronic conditions at home.

Comprehensive home-based care for chronic conditions

Owens & Minor, Inc. (OMI) is centering its value proposition on supporting patients with chronic conditions directly in their homes. This focus is supported by the financial structure of the company as of late 2025, with continuing operations-primarily the Patient Direct segment-projected to generate full-year 2025 revenue between $2.76 billion and $2.82 billion.

The Patient Direct segment is specifically targeting high-growth therapy categories within home health. For example, in the first quarter of 2025, this segment saw strong performance led by diabetes and sleep supplies.

• Patient Direct Q1 2025 Revenue: $674 million.
• Patient Direct Q1 2025 Adjusted EBITDA: nearly $98 million.
• The segment delivered mid-single-digit top-line growth in Q1 2025.

Direct delivery of essential medical supplies to the patient's home

A key value is the reliable, direct-to-patient delivery of essential medical equipment and supplies. This capability is crucial for managing conditions that require ongoing support, such as diabetes management and sleep apnea therapy.

The company's commitment to this direct model is reflected in its financial segmentation; in the first quarter of 2025, the Patient Direct segment accounted for 25.6% of total revenue, up from 24.4% in 2024, showing the increasing weight of this direct-to-patient value stream.

Metric	Q3 2025 Continuing Operations	Full Year 2025 Guidance (Projected)
Revenue	$697.3 million (Q3 only)	$2.76 billion to $2.82 billion
Adjusted EBITDA	$92.2 million (Q3 only)	$376 million to $382 million

Simplified patient experience for complex therapy management

Owens & Minor, Inc. (OMI) aims to make managing complex therapies easier for the patient. This involves streamlining ordering processes and ensuring consistent access to necessary supplies. The company is focusing investments on technology and automation to improve the patient experience.

The focus on operational improvements is expected to translate directly into profitability for the core business. For the full year 2025, the Patient Direct focus is expected to yield an Adjusted EBITDA between $376 million and $382 million.

The value proposition includes supporting specific patient needs:

• Consistent access to disposable medical supplies.
• Easy ordering processes.
• Reliable delivery services.

Scale and reliability in the fragmented home healthcare market

The scale of Owens & Minor, Inc. (OMI)'s Patient Direct platform provides reliability in a fragmented market. The company is a significant player, serving customers across a wide geographical footprint. This scale is a foundation for leading in the evolving home-based care market.

The company serves customers in 46 states through its Patient Direct business within the United States. This nationwide reach is a tangible asset supporting their reliability claim. Furthermore, the CEO referenced a recently announced nationwide preferred provider partnership agreement as an example of this growth focus.

Operational excellence through supply chain efficiency

Operational excellence is driven by leveraging technology to optimize the supply chain, which in turn helps reduce the cost to serve patients. A key element here is the partnership with Google Cloud to enhance QSight, a cloud-based clinical inventory management system.

This technology is designed to improve real-time visibility and predictive capabilities within their complex supply chains. Historically, Owens & Minor, Inc. (OMI) has been recognized for this capability, having been placed as No. 1 in Gartner's Top 25 Healthcare Supply Chain organizations based on criteria including network visibility and dynamic supply. This commitment to efficiency is defintely key to their future margin performance.

For Q2 2025, the adjusted operating margin for continuing operations increased to 8.34% from 7.99% in Q2 2024 (non-GAAP), showing tangible progress in operational discipline.

Owens & Minor, Inc. (OMI) - Canvas Business Model: Customer Relationships

You're looking at a company that has made a massive strategic pivot, so the customer relationships are now almost entirely centered on the home-based care patient, which they call the Patient Direct platform. This is where the sticky, long-term value is now concentrated, especially as they finalize the sale of their Products & Healthcare Services segment.

Direct, high-touch patient support and education

The high-touch element comes through specialized digital tools designed for chronic care management. For instance, the ByramConnect digital health platform, powered by the Welldoc App, is a key relationship driver. This isn't just a portal; it's an FDA-cleared class II software as a medical device (SaMD) intended for use by both adult patients with type 1 or type 2 diabetes and their care teams. The platform integrates data from connected sources like fitness trackers, continuous glucose monitors (CGMs), and blood pressure monitors, giving care teams a holistic view. This level of integration is what keeps the relationship strong.

Dedicated account management for institutional providers

While the primary focus has shifted, the legacy of serving institutional providers remains relevant in the context of their continuing operations and recent strategic moves. Before the full divestiture, their institutional relationships were supported by solutions like QSight®, a cloud-based clinical inventory management system. This system was being enhanced through a partnership with Google Cloud's Vertex AI to help hospitals and health systems optimize the management of thousands of medical-grade supplies. This shows a history of dedicated, complex service delivery to large entities, even if the current focus is elsewhere.

Automated reorder and resupply programs for chronic care

For patients managing long-term conditions, automation is crucial for adherence and convenience. The Patient Direct segment, which includes brands like Byram, is built around delivering disposable medical supplies directly to patients and home health agencies. This requires robust, automated resupply logistics, which is a core competency they are doubling down on. The strategic acquisition of Rotech was specifically intended to strengthen offerings in areas like respiratory, sleep apnea, diabetes, and wound care, all of which rely heavily on consistent, automated resupply.

Patient-centric digital engagement platforms

The digital platforms are designed to deliver actionable insights directly to the patient and their provider. The ByramConnect platform offers reporting & insights with actionable data based on the patient's unique patterns. Clinical studies on the app showed tangible results for diabetes patients, including reduced A1C, lower blood pressure, and lower body weight. This focus on measurable outcomes is central to the patient-centric relationship model. It's about helping members achieve concrete goals, not just shipping supplies.

Long-term, defintely sticky relationships due to chronic needs

The very nature of serving patients with chronic conditions creates inherent stickiness. These aren't one-time purchases; they are ongoing needs for supplies and support. The Patient Direct segment's performance reflects this focus, showing mid-single-digit top-line growth in 2024 and a mid-teen expansion in EBITDA for Q1 2025. You can see the financial commitment to this segment, as it accounted for 25.6% of total revenue in Q1 2025, an increase from 24.4% in 2024. The full-year 2025 revenue projection for these continuing operations is set between $2.76 billion and $2.82 billion. However, you should note the risk: management disclosed the potential loss of a significant customer contract in 2026, which highlights the competitive pressure even in these sticky relationships.

Here's a quick look at the financial commitment to the core customer relationship segment as of the latest reporting:

Metric	Value/Range (As of Late 2025 Data)	Period/Context
Projected 2025 Revenue (Patient Direct)	$2.76 billion to $2.82 billion	Full Year 2025 Guidance (Continuing Operations)
Projected 2025 Adjusted EBITDA (Patient Direct)	$376 million to $382 million	Full Year 2025 Guidance (Continuing Operations)
Revenue Contribution (Patient Direct)	25.6%	Q1 2025
EBITDA Expansion	Mid-teen expansion	Q1 2025 (Patient Direct Segment)
YTD Revenue (Continuing Operations)	Nearly $2.1 billion	As of Q3 2025
Q3 2025 Revenue (Continuing Operations)	$697.3 million	Q3 2025

The company is clearly unifying its capital deployment and execution around this platform. Finance: draft 13-week cash view by Friday.

Owens & Minor, Inc. (OMI) - Canvas Business Model: Channels

You're looking at how Owens & Minor, Inc. (OMI) gets its core Patient Direct value proposition to the end user as of late 2025, following its strategic pivot away from the Products & Healthcare Services (P&HS) segment.

The Channels block for Owens & Minor, Inc. (OMI) is now almost entirely focused on the Patient Direct segment, which is projected to generate between $2.76 billion and $2.82 billion in revenue for the full year 2025. This segment has scaled significantly since its foundation, growing from approximately $450 million in annual revenue in 2017.

The primary channels for reaching patients and securing service delivery involve a mix of direct logistics and strong institutional partnerships.

Direct-to-patient home delivery network

The home delivery network is the physical manifestation of the Patient Direct strategy, utilizing the footprint established through acquisitions like Apria. This channel is designed to deliver disposable medical supplies directly to patients managing chronic conditions at home. The segment's operational strength is supported by investments in advanced distribution centers, such as the one in West Virginia, which opened in 2025 with advanced automation and robotics technology. The segment's projected Adjusted EBITDA for 2025 is between $376 million and $382 million.

Online and phone-based patient ordering systems

Digital and telephonic ordering capabilities are critical for managing the volume of home-based care. For instance, the Byram brand within the Patient Direct segment achieved record collections in the first quarter of 2025 due to enhanced revenue cycle efforts, which implies effective utilization of these ordering systems. The segment's overall Q2 2025 revenue from continuing operations was $681.9 million.

Referral networks from physicians and hospital systems

Securing referrals is a major upstream channel for the Patient Direct business. A key element here is the new national provider agreement with Optum Health, which Owens & Minor, Inc. (OMI) is actively scaling. This agreement provides a preferred position within the Optum closed network for the Apria and Byram brands. The company's strategy involves leveraging this network to capture patient volume.

Field-based clinical and sales support teams

The sales and clinical support teams are the human interface for driving and maintaining these referral channels. The Patient Direct segment deploys a significant field force to engage potential referral sources.

• The company has 450 forward-facing salespeople marketing directly to over 100,000 potential referral sources within the Optum network alone.
• Owens & Minor, Inc. (OMI) is a Fortune 500 company powered by more than 20,000 teammates worldwide.
• The addition of sales staff contributed to double-digit growth in several smaller Patient Direct categories during 2024.

Here's a quick look at the scale of the core channel segment as of the 2025 projections:

Metric	Value (FY 2025 Projection/Data)	Source Period
Patient Direct Projected Revenue	$2.76 billion to $2.82 billion	FY 2025 Guidance
Patient Direct Projected Adjusted EBITDA	$376 million to $382 million	FY 2025 Guidance
Patient Direct Q2 2025 Revenue (Continuing Ops)	$681.9 million	Q2 2025
Optum Referral Sources Targeted	Over 100,000	Late 2025
Forward-Facing Salespeople (Optum Focus)	450	Late 2025

If onboarding for new patients takes 14+ days, churn risk rises, which is a near-term operational risk for this direct channel.

Owens & Minor, Inc. (OMI) - Canvas Business Model: Customer Segments

Owens & Minor, Inc. is actively reshaping its customer base to focus almost entirely on the Patient Direct segment, which serves home-based care needs, following the definitive agreement to sell the Products & Healthcare Services (P&HS) segment.

The continuing operations, which represent the core Patient Direct business, are heavily oriented toward individuals managing long-term health needs. This segment has shown increasing importance to the overall revenue profile.

Customer/Segment Group	2024 Revenue Share (Approximate)	Q1 2025 Revenue Share (Continuing Ops)	2025 Full Year Revenue Guidance (Continuing Ops)
Patient Direct Segment (Focus)	~24.4%	25.6%	$2.76 billion to $2.82 billion
Products & Healthcare Services (Divested/Discontinued)	~74%	N/A (Classified as discontinued)	N/A (Sale in progress/completed)

Patients with chronic conditions are the primary end-users served by the Patient Direct platform, which includes brands like Apria and Byram.

• Sleep therapy saw revenue growth in the high single-digit rate in Q1 2025 after the sleep journey initiative.
• Wound/Ostomy/Urology (WOU) categories delivered double-digit growth in Q1 2025.
• The business is focused on chronic conditions such as diabetes and sleep apnea.
• Oxygen therapy growth stabilized in Q1 2025, with expectations for further recovery throughout 2025.

Commercial payors and Medicare Advantage plans represent a critical layer of the Patient Direct customer base, as they are the entities responsible for reimbursement for the home medical equipment (HME) and services provided to beneficiaries.

The company is leveraging its scale to secure favorable arrangements, evidenced by a recently announced nationwide preferred provider partnership agreement with Optum. The Patient Direct segment's Adjusted EBITDA for Q1 2025 was $98 million, reflecting margin expansion to 14.5%. The full-year 2025 Adjusted EBITDA guidance for continuing operations is $376 million to $382 million.

Home Health Agencies and institutional providers were historically served by the P&HS segment, which primarily served hospitals and clinics. With the sale of P&HS, the focus shifts. Home Health Agencies are now more likely viewed as referral sources or partners within the home-based care ecosystem.

• The planned acquisition of Rotech, Inc. (announced July 2024, expected to close in the first half of 2025) is intended to strengthen Patient Direct product offerings across respiratory, sleep apnea, diabetes, and wound care, expanding access to the durable medical equipment market.
• The overall home healthcare market, which Owens & Minor, Inc. is targeting, is valued at $459 billion in 2025.

Government programs, specifically Medicare and Medicaid beneficiaries, form a significant portion of the patient population utilizing HME and chronic condition management services. The company is focused on navigating potential changes in government policy, including tariffs. Restricted cash as of September 30, 2024, included amounts held in escrow related to the Centers for Medicare & Medicaid Services (CMS) Bundled Payments for Care Improvement (BPCI) initiatives.

Finance: review 2026 leverage target of below 3x by year-end, tied to divestiture proceeds.

Owens & Minor, Inc. (OMI) - Canvas Business Model: Cost Structure

You're looking at the cost side of the Owens & Minor, Inc. (OMI) business as they aggressively pivot to a pure-play Patient Direct model following the P&HS segment divestiture. The cost structure reflects significant one-time transition expenses alongside the ongoing operational costs of the remaining business.

The core operating costs for the continuing operations, which primarily represent the Patient Direct segment, show the baseline expense profile. We can map the key components using the nine months ended September 30, 2025, figures, which gives a good year-to-date view.

Cost Component (9 Months Ended 9/30/2025)	Amount (in thousands)	Context/Notes
Cost of net revenue (product and patient service equipment)	$1,087,024	Represents the direct cost to generate revenue from continuing operations.
Selling, General, and Administrative (SG&A) expenses	$796,061	This figure shows a slight decrease year-over-year for the nine-month period.
Interest expense, net	$79,252	Actual net interest expense for the first nine months of 2025.

The interest expense component is definitely a focus area given the debt load, which stood at $2.1 billion as of September 30, 2025, partly due to transaction expenses. While the actual nine-month net interest expense was $79,252 thousand, you were tracking the projection for the pre-divestiture structure, which was estimated to be in the range of $138 million to $142 million annually.

The transition away from the Products & Healthcare Services (P&HS) segment introduces specific, non-recurring costs that heavily impacted the GAAP results, especially in Q2 2025.

• Transaction breakage fee of $80 million paid in Q2 2025 related to the terminated Rotech acquisition.
• This $80,000 thousand fee was recognized in Q2 2025 and is included in the nine-month figures for continuing operations.
• Transaction financing fees, net, for the nine months ended September 30, 2025, totaled $18,288 thousand.

Stranded costs are the ongoing overhead expenses from the divested P&HS segment that Owens & Minor, Inc. (OMI) must absorb temporarily until they are fully eliminated or absorbed by the leaner structure. These costs are a direct drag on the pure-play focus.

Here's what we know about those stranded costs:

• Year-to-date stranded costs through September 30, 2025, totaled $25 million.
• The stranded cost for the third quarter alone was $11 million.
• Management continues to believe the annualized run-rate for these stranded costs will be approximately $40 million.

To give you a snapshot of the immediate impact of the P&HS classification on the income statement for Q3 2025, the Loss from discontinued operations, net of tax, was a significant $(144,669 thousand), which is separate from the ongoing operating costs of the Patient Direct business.

Owens & Minor, Inc. (OMI) - Canvas Business Model: Revenue Streams

The revenue streams for Owens & Minor, Inc. (OMI) are now sharply focused on the continuing operations of the Patient Direct segment, following the announced divestiture of the Products & Healthcare Services segment. This focus means revenue generation is centered on supporting home-based care for patients with chronic conditions.

The financial expectations for this pure-play Patient Direct business for the full 2025 fiscal year are clearly defined by management guidance.

• Net revenue from continuing operations (Patient Direct) is guided to be between $2.76B to $2.82B for 2025.
• Adjusted EBITDA for continuing operations is projected to fall in the range of $376M to $382M for 2025.

Year-to-date performance as of the third quarter of 2025 shows the segment is tracking toward these goals, with revenue reaching nearly $2.1 billion, representing a 3.4% increase from the prior year period. Year-to-date adjusted EBITDA was $285 million, up 6.3% from $268 million last year.

The core of the revenue collection process involves reimbursement arrangements with various third-party payors. This is where the majority of the top-line dollars are realized.

Revenue Component	2025 Full Year Guidance (Patient Direct)	Year-to-Date 2025 Actual (Continuing Operations)
Net Revenue	$2.76B to $2.82B	Nearly $2.1 billion
Adjusted EBITDA	$376M to $382M	$285 million

The sources of payment for the services and products provided by the Patient Direct segment are segmented by the entity responsible for the payment.

• Reimbursement from Commercial Payors constitutes the majority of the revenue base.
• Revenue is also collected via reimbursement from Medicare and Medicaid programs.
• Direct sales contribute revenue through the delivery of home medical equipment and disposable supplies to patients and home health agencies.

Growth in specific product categories supports this revenue, with management noting strong year-over-year growth in sleep therapy, ostomy, and urology categories in the third quarter of 2025.