HME News

APR 2017

HME News is the monthly business newspaper for home medical equipment providers. This controlled circulation publication reaches 17,100 home medical equipment services providers, including traditional HME dealers & suppliers, hospital- and pharmacy-o

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Providers HM e news / A pril 2017 / www. HM enews. C o M 13 GOTHENBURG, Sweden – The number of remotely monitored patients, including CPAP patients, grew by 44% to 7.1 mil- lion in 2016, according a new report from Berg Insight. What's more, the number of remotely monitored patients will grow at a com- pound annual growth rate (CAGR) of 47.9% to reach 50.2 million by 2021, says the market research firm. The two main applications in the mar- ket are monitoring patients with sleep therapy devices and monitoring patients with implantable cardiac rhythm manage- ment (CRM) devices. Berg Insight says these two verticals accounted for 80% of all connected home medical monitoring systems in 2016. "The number of remotely monitored sleep therapy patients grew by 70% in 2016, mainly driven by ResMed, which has made connected healthcare a corner- stone of its strategy," says Anders Frick, senior analyst at Berg Insight. Other leading vendors in this segment are Philips Respironics and SRETT. Telehealth is the third largest segment with half a million connections at the end of 2016, Berg Insight says. Leading tele- health vendors include Tunstall Health- care, Honeywell, Cardiocom, Philips and Qualcomm Life. All other device categories, including Teleheal T h Remote monitoring sees spike in 2016 ECG, glucose level, medication adher- ence and others, stood for less than 1 million connections all together, the firm says. Cellular connectivity has already replaced PSTN and LAN as the de-facto standard communication technology for most types of connected home medical monitoring devices, according to Berg Insight. pA r A ll A x He A lt H , t eliVit A enter distri B ution AG ree M ent SANTA MONICA, Calif. – Parallax Health Man- agement, a provider of remote patient technology and services, has entered into a distribution and sales agreement with TeliVita, a DME provider, to cross-mar- ket and sell their products and services. Through the agreement, PHM will receive 14% of TeliVita's gross aggregate sales on DME and incontinence products. "Teli- Vita understands our business and how our remote patient monitoring systems generate the highest quality communi- cation channels directly to patients in their homes," said Nathan Bradley, pres- ident of PHM. PHM's systems have been integrated with TeliVita's Compliance 1st Technology, enabling manufacturers and healthcare organizations to control, manage, track, sell and invoice consigned DME products directly to patients at hos- pitals and other healthcare facilities. hme monthly basis for subsequent months, or just a second time. Jennifer Russo, vice president of market- ing at CareCentrix, said the initial request is an "expedited process so patients can get their oxygen without delay." "Re-authorizations for acute patients are for two months," she added. "Re-autho- rizations for chronic conditions can be what the prescriber indicates for up to 11 months." Russo said CareCentrix plans to issue a clarification to its providers. CareCentrix, which supports and coor- dinates homecare for more than 23 million lives, says in its "Provider Newsflash" that "these changes are being implemented as a result of recent CMS publications not- ing the high utilization of oxygen." Russo pointed to the "Medicare Fee-for-Service 2016 Improper Payments Report" issued in December. Most patients who require oxygen— like those with COPD or congestive heart failure—truly need it, often for the rest of their lives, stakeholders point out. "They don't do it just to have an oxygen tank in their home and not use it," said Williard. With the change effective April 10, pro- vider Tyler Riddle is keeping an eye out for that clarification. "We are watching it closely," said Rid- dle, vice president of Albany, Ga.-based MRS Homecare. hme CARECENTRI x C o n T i n u E d F r o M p A g E 1 non-delivery model. hme News: Are all of your oxygen patients non-delivery? Todd Usher: Every single patient we have is non-delivery. I don't have drivers delivering tanks; I don't have to track tanks; I don't have shrinkage of tanks. Everyone is on Homefill or a POC. Everyone is self sufficient; it's patient pre- ferred; it saves me a ton of labor; and frankly, (using a delivery model) is the rea- son why a lot of companies are hurting. hme : Do you think many companies are hesitant to go the non-delivery route? Usher: A lot of providers are going to say this a no-go, but that's the problem. This is a real-world solution. Yes, it's expensive upfront, but you've got to start somewhere. hme : Besides your non-delivery oxy- gen model, you basically drop-ship all DME . How does that help with your bot- tom line? Usher: That's how we are surviving. said. "When we sit with payers, we just do our homework, and say, 'Here is what we are trying to solve.'" Even when the payer relationship seems solid, don't take anything for granted, says Mickelson. "Know what you are being paid," he said. "Every month, take a look at it." Cele B r A te f A ilure Howard's Medical Supply has created a cul- We use McKesson and Medline and it's integrated with Brightree. We've elimi- nated two or three levels of the process simply because we are integrated. We don't pack it or anything. We signed up with Independence Medical recently and they've been able to do that for our CPAP soft goods. (We don't have to deal) with stocking inventory or outdated products where they come out with a new mask, and the old one sits on the shelf and collects dust. I don't have to do that anymore. It's on their door- step in two days. How awesome is that? hme : Have you always embraced new ways of doing things or was it a scary proposition? Usher: I love new ideas and risks. It sounds hokey, but the new technolo- gies that are out there allow us to run a more efficient operation. What I am afraid of is what the government is doing to our reimbursement. But, I've got a fighting chance with these tech- nologies. hme ture where it's OK to make mistakes, says Mickelson. "My team doesn't worry about being rep- rimanded," he said. "We coach them and write it off as the cost of education." Fox concurs. "When people stop telling you (about mistakes), that hurts you," he said. "Cel- ebrating failure is part of the DNA of our organization." hme PROVIDERS SHARE SUCCESS TIPS C o n T i n u E d F r o M p r E v i o u S p A g E USHER EMBRACES NON - DELIVERY C o n T i n u E d F r o M p r E v i o u S p A g E "We don't get paid for delivering walkers." Downloadable in two formats: Excel PDF Subscribe to the HME Databank and gain access to the most comprehensive database of Medicare data for HME. • Determine your market share • Track competitors • Strategize for growth DATA It's raining data! New Data Samples Online!

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