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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Rx and Specialty Providers ■ Elaine Eigeman was the top fundraiser for the Lymphedema Advocacy Group. See photo this page. BioScrip reports 4Q earnings . . . . . . . . . . . . . . . . . . . . . . . 16 Q&A: Ghentry Pace of MedBridge . . . . . . . . . . . . . . . . . . . 16 Dan Greenleaf stays optimistic . . . . . . . . . . . . . . . . . . . . . 16 Moneyline: Insulet, PharMerica . . . . . . . . . . . . . . . . . . . . . 17 Briefs OIG updates Medicare market shares for strips WASHINGTON – Suppliers in Medicare's na- tional mail-order program provided 18 types of diabetes test strips to beneficiaries from July through September 2016, according to a new report from the Office of Inspector General. The top strip type accounted for 43% of the mail-order market, and the top 10 strip types accounted for 98% of the market, the OIG found. The OIG conducted its report by sampling 1,210 claims from a population of 456,784 claims for mail-order test strips. Patients often don't get correct home nutrition, Option Care study finds ORLANDO, Fla. – Orders upon discharge from the hospital for home parenteral (intrave- nous) nutrition (HPN) did not meet the needs of patients nearly one-quarter of the time, according to research from Option Care. If orders are not corrected, patients may be overfed or underfed, both of which put them at health risk, and in the case of overfeed- ing, adds unnecessary costs, the provider says. For 187 HPN patients, Option Care registered dieticians reviewed all orders; performed nutritional assessments when the patients were discharged to home care; and made recommended changes to the nutrition order if warranted, based on the patient's lab values, activity level and overall medical condition. They determined the orig- inal orders did not meet the patient's needs 23% of the time on average. NCPA reshuffles staff ALEXANDRIA, Va. – The National Community Pharmacists Association has combined its government affairs and communica- tions departments into an Advocacy Cen- ter. As a result, the association has added one staff member, and realigned others. NCPA has named Kevin Schweers direc- tor of the Advocacy Center and senior vice president of government and public affairs. He has served as the association's senior vice president of public affairs since 2011. NCPA has named Scott Brunner as senior vice president of communications and state government affairs. It has also named Karry La Violette vice president of government affairs and advocacy; and Stephanie DuBois senior director of mar- keting communications. BOC establishes award OWINGS MILLS, Md. – The Board of Certifica- tion/Accreditation has established the Jim Newberry Award for Extraordinary Service. The award will recognize individuals who perform outstanding service to BOC and its community. Newberry, a BOC board member with more than four decades in practice, died in *2016. "Jim was com- pletely devoted to BOC and to the O&P profession," said wife Lynne Newberry. "He cared so deeply about helping others and wanted nothing more than to make a positive difference in this world." 16 h M e N ews / AP r I l 2017 / www.h M e N ews. COM By Theresa Flaher T y, Managing e ditor DENVER – BioScrip has pushed closer to its goal of having its core home infusion business make up 85% of its overall rev- enue, said company executives on a recent earnings call. On March 3, BioScrip reported net revenues of $166.8 million for its core business for the fourth quarter, an increase of $21.9 mil- lion or 15.1% compared to the same quarter in 2015. The core business grew to represent 70% of the company's total revenues in the quarter. "We've got a great sales team in place, and some terrific initia- tives that we've kicked off," said Jeff Kreger, senior vice presi- dent, CFO and treasurer. "Once the sales teams is mature in its approach, we'd love to do a half percent to 1% growth a month. We are targeting 7%, 8%, 9% growth this year. We will get this company to a 85% core portfolio mix." Overall, net revenues were By T. Flaher T y, Managing e ditor T hr O ugh O u T hi S long healthcare career, g hen- try Pace has seen the direct correlation between quality patient care and strong financial performance. i n his new role as CEO of MedBridge h ealthcare, Pace says he's com- mitted to building upon the provider's foundation of patient care. HME N E ws: What made you want to work for MedBridge? Ghentry Pace: A few years ago i worked with MedBridge in a consulting role. i got a good understanding of the their focus on quality patient care and good outcomes this team has from the front line to lead- ership. The culture is all about caring for the patient. You can teach people to work hard, but you can't teach people to care. HME: Do you believe the health care community is realizing the importance of treating sleep disorders? Love the walk The Lymphedema Advocacy Group busted its fundraising goal during its Love the Lymphedema Treatment Act Walk, held on Valentine's Day. The online fundraiser netted $22,753 against a goal of $20,000. Board Chairwoman Elaine Eigeman, pictured, raised the most: $7,194. The Lymphedema Treatment Act was reintroduced into the House of Representatives on Feb. 2. The bill would require Medicare to pay for compression garments, ban- dages and supplies to reduce lymphedema-related swelling and prevent its recurrence. CORE is key to BioScrip reversal $240 million for the fourth quarter, a decrease of $3.6 mil- lion or 1.5% compared to the same quarter of 2015. Full-year guidance for 2017 is in the range of $920 million to $950 million, and adjusted EB i TDA is $45 mil- lion to $55 million. During the fourth quarter, the company launched its CO r E initiative to focus on improving home infusion growth, opera- tional efficiencies, revenue col- lections and employee effec- tiveness, says Daniel g reenleaf, president and CEO. "Our most important asset is our workforce of 2,443 team- mates," he said. "We have signif- icantly upgraded our executive team and revamped our com- pensation structure to align with key sales and operational initiatives." Although it didn't take effect until Jan. 1, 2017, BioScrip execs addressed the *payment gap for home infusion created by the 21st Century Cures Act. Per a provision in the act, Medicare pays for Part B infusion drugs under an average sales price Keeping Pace with new CEO at MedBridge Pace: Sleep is a buzzword in the industry but i don't think it's gotten the focus that it really needs. i f you've got patients that are already s t r u g g l i n g with chron- ic disease, and they've got a sleep d i s o r d e r that hasn't been treated appropriately, their overall health is going to be dimin- ished. You are creating huge costs to employers, to insurers and creating a huge resource draw from the healthcare com- munity. i f you can help mitigate the impact of those chronic dis- eases, everybody wins. HME: Can you talk about the platform MedBridge is building upon? Pace: MedBridge has a very comprehensive program. We track and trend patients and By Theresa Flaher T y, Managing e ditor W i T h O n E full finan- cial quarter under his belt, BioScrip President and CEO Dan g reenleaf says the company is reinvigorated and on track to right itself. "We've got a highly engaged organization that is very clear about the mission of the orga- nization," said g reenleaf, who took the reins in September after several disappointing quarters for the company. "We aren't firing on all cylin- ders yet, but i would submit we are firing on most." A key tenet of BioScrip's turn- around plan is zeroing in on its core home infusion business, including antibiotic, immuno- globulin and nutritional thera- 'Clear mission' says Greenleaf pies, among others, g reenleaf says. The company can't be all things to all people, he says. "Our philosophy is we are the best in terms of caring for those patients," he said. A C qu I s I t ION PIP el IN e BioScrip acquired h ome Solutions in September and c o m p l e t e d i t s integration in the fourth quarter of 2016. " T h e h o m e Solutions acquisition was a home run for the company and i think we overachieved on our syner- gies and our integration targets," he said. p A c E s E E n E x T p A G E b I O S c R I p s E E n E x T p A G E G R E E N L E A F s E E n E x T p A G E home infusion Execs also address home infusion payment gap Ghentry Pace Dan Greenleaf

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