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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Page 29 of 32 Provider-customer relationships: Rules of engagement amid shifting business models Manufacturers aren't the only ones rethinking their business models. HME providers are, too. For Persante Health Care, that has meant moving to a drop-ship delivery program for CPAP patients, who tend to be younger and more tech-savvy. For Home Oxygen Co., moving billing operations to the Philippines, where workers can be hired at a 5:1 savings ratio. For Medical Service Company, moving to a business model that recognizes Medicare benefi ciaries as shoppers. What are the factors that are forcing providers to rethink their business models? What does all of this mean for their customers? How do providers balance a healthy bottom line with quality care and customer satisfaction? Moderator: Sarah Hanna, president, ECS North Panelists: Joseph LaPorta, president, CEO and board director, Persante Health Care; Todd Usher, co-founder, Home Oxygen Company; Josh Marx, vice president, business development, Medical Service Company Investors go small to go big With greater competition from strategic buyers, private equity investors have turned their eyes to smaller transactions in the plus/minus $10 million range, a move that puts HME companies very much into play. Hear from PE investors that have been involved in HME-related deals in the past and have continued interest in the market. What's the appeal of HME? What's their take on the market? How have investors taken their companies to the next level: are they earning an appropriate return on invested capital and are they gaining market share? What's their exit strategy? Don't miss this exclusive session. Moderator: Jonathan Sadock, managing partner, Paragon Ventures Panelists: Zach Wooldridge, co-founder, ElmCreek Partners; Luke McGee, principal, Quadrant; Joe Merrill, partner, Rockwood Equity Partners Their stance on home care: The private market and the Medicare paradigm Now that Medicare has rolled out competitive bidding pricing nationwide, all eyes are on private payers and insurers. The immediate question: How many of them will follow Medicare's lead and reduce reimbursement? But on a higher level, what's their stance on home care? How are they looking at value-based vs. fee for service care, disease management and other large trends in health care, and where do they see home care fi tting into these trends? What's driving their decisions in these areas? AAHomecare's Laura Williard will ask panelists these questions and more. Moderator: Laura Williard, senior director of payer relations, AAHomecare

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