HME News

AUG 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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■ BOC's DME certification has taken off, says Claudia Zacharias. See story below. Universal Software adds office . . . . . . . . . . . . . . . . . . . . . 20 Golden Technologies makes three new hires . . . . . . . . . . 20 VGM helps providers diversify away from Medicare . . . . 20 Harmar receives 'Hero of Freeedom Award' . . . . . . . . . . 21 Vendors 20 hme news / august 2017 / www.hmenews.com Briefs Brightree beefs up resupply management solution ATLANTA – Brightree announced July 5 that it has bought AllCall Connect, a Joliet, Ill.- based provider of live-calling solutions for CPAP patient resupply, its second acquisi- tion in as many months. Brightree says its acquisition of AllCall Connect will allow it to enhance Brightree Connect, its resupply patient contact management solution, with a "turnkey live-call center service with trained experts and proven processes," according to a press release. In another move to boost its resupply management solution, Brightree announced in June that it has integrated its technology with VGM Fulfillment's technol- ogy, allowing its provider customers to drop- ship supplies directly from VGM Fulfillment's warehouse. Brightree also announced in June that it had bought Conduit Technology, a provider of document and workflow solu- tions. Conduit Technology's flagship product, Conduit Office, is the engine behind Bright- ree's MyForms. Invacare closes factory ELYRIA, Ohio – Invacare has closed its Su- zhou, China manufacturing facility it an- nounced June 26. The change is in line with the company's strategic plan to leverage its infrastructure and improve efficiencies. The closure is expected to generate $4 million in pre-tax savings annually. "We are focused on having the right number of facilities in the right locations to better meet the needs of our customers," said Matthew Monaghan, chairman, president and CEO in a release. Since 2012, Invacare has been under a con- sent decree with the U.S. Food and Drug Ad- ministration that has limited its ability to make and sell certain products from its corporate headquarters and Taylor Street manufactur- ing facility. The company announced recently that the FDA has now approved three cer- tification reports from its third-party auditor and it is now waiting for the agency to re- inspect its facilities. Inogen nails down facility GOLETA, Calif. – Inogen has secured an ad- ditional facility in the Cleveland area to help grow its direct-to-consumer business, it announced June 2. The facility will allow the company to recruit employees from the Northeast to grow its sales force for that business, the company says. As of Dec. 31, 2016, Inogen's sales force for the direct-to- consumer business comprised 177 sales representatives located in the company's Go- leta, Calif., and Richardson, Texas, facilities. V gm 's coo retires WATERLOO, Iowa – Jim Phillips, president and COO of the VGM Group, has retired, VGM announced June 1. Phillips has spent 25 years at the company, the last nine as COO. He was appointed president in January of 2016. "Jim has been a big part of VGM, and he will be greatly missed," said Mike Mallaro, VGM's CEO. "Jim remains a VGM Group board member, valued adviser and friend to so many of us in the VGM extended family." VGM helps providers diversify USS excels at efficiency QUALITY SPURS BOC BIZ growth spurts at uss , B o C 'Eyes and ears' Convaid | R82 has added two new ambassadors to represent its growing population of product enthusiasts: Jax and Z'Mya (left). The ambassadors are community volunteers who serve one-year terms representing Convaid at community events, engaging online and participating in other activities. "Not only are our ambassadors faithful brand fans, they are the Convaid | R82 eyes and ears on the ground," said Nanneke Dinklo, director of marketing. "They contribute valuable product and community insights, which we use for research and develop- ment to deliver improvements and new products." Jax and Z'Mya will make special appearances at Abilities Expos in their respective regions, contribute to product case stud- ies and engage on an ongoing basis with the Convaid | R82 online community. Company recently added office to increase software development By Jeff Rowe, Contributing w riter OWINGS MILLS, Md.– As payers increasingly focus on the quality and competence of DME suppliers, those suppli- ers are increasingly recogniz- ing the value of having one or more certified DME special- ists (CDME) on staff. And for that, they are turn- ing to the Board of Certfica- tion/Accreditation (BOC). That interest in DME cer- tification is one reason why By Jeff Rowe, Contributing w riter DAVISON, Mich. – Interoperability is very much a buzzword in health care today, but at Universal Soft- ware Solutions (USS), the idea that software systems should be able to "talk to" each other is an idea that dates back to the com- pany's founding in 2000. "Interoperability is how we got our start," Vice President Dave Golen said, noting that the ability to adapt to any customers existing software system is first among the company's principles. The ultimate goal, Golen explained, along with Phil DeSchaine, marketing director, is to help clients become as effi- By Jeff Rowe, Contributing w riter OLD FORGE, Pa. - Companies tend to make big announcements when they change or update their overall strategy. But sometimes, making promi- nent hiring decisions can amount to the same thing. For exam- ple, Golden Te c h n o l o - gies recently a n n o u n c e d three execu- t i v e h i r e s , including two newly created positions: Cy C o r g a n a s v i c e p r e s i - dent of national accounts, and Jack Byrne as CFO. The com- pany also hired Chris Carroll as director of marketing. "The bottom line," said C.J. Copley, Golden's executive vice president of sales and market- ing, "is that to realize our vision of really helping retailers, we need to have the best possible team. And these were two posi- tions we felt were required to achieve our goals." But Copley pointed out that these executive positions aren't the only additions Golden has made recently. The compa- ny has also added four new By Jeff Rowe, Contributing w riter WATERLOO, Iowa – The VGM Group has been assisting members for more than 25 years, but it acknowledges it doesn't reach all members. That's how Clint Geffert, president of VGM & Associ- ates, recently summed up his organization's decision to tap Craig Douglas for the newly created position of vice presi- dent of payer and member relations. But that's only half the equation. The other half reflects the organization's recognition of how dramatically the HME cient as possible in their billing and back-end operations so that they can devote the money saved to what really matters: taking care of patients. "We know that our customers can't go on doing business the way they used to," DeSchaine said, "so we developed the 'no touch' claim, meaning all the data they need is in place and they just have to drop it into the billing queue." To expand its customer ser- vice capacity, Universal Software recently added an office suite in Novi, Mich., doubling its staffing capacity. The move "allows us to bring in more software develop- ers," Golen said, noting that the location closer to Detroit will also allow the company to pull from a broader talent pool. As to how a DME-related company can be growing in a time of provider consolidation due to Medicare reimbursement reductions, Golen said, "There's no secret." "Patients are growing in landscape has shifted due, primarily, to Medicare's move to competitive bidding. As Medicare reimbursement has dwindled, HME providers have increas- ingly turned their eyes to o t h e r p a y - ers, includ- ing managed care and pri- vate payers. T h a t ' s where Doug- las, who was previously vice president of provider relations for VGM's HOMELINK divi- sion, comes in, Geffert says. "With over 18 years of experience dealing with both managed care contracts and our providers, Craig brings an understanding of both sides," he explained. "He can see things from a provider's per- spective, but he understands the payer side, as well." Part of that understanding, Douglas said, involves know- ing you're way around a very different landscape from the Medicare landscape that most providers are accustomed to. "Medicare is black and white," Douglas explained. "If you're a Medicare provid- er you're familiar with those rules. In private plans, there's Golden adds heft Craig Douglas Company makes three new hires: Cy Corgan, VP, nat'l accounts Jack Byrne, CFO Chris Carroll, director of mar- keting B O C C E R T i f i C AT i o N s E E N E x T p A g E G O L D E N T E C h N o l o g i E s s E E N E x T p A g E V G M p R o M o T E s s E E N E x T p A g E u N I V E R S A L s o f T w A R E s E E N E x T p A g E Christopher Dobiesz found- ed Universal Software Solutions 17 years ago . He is president and CEO .

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