HME News

OCT 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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VOLUME 23 — NUMBER 10 OCTOBER 2017 $7.00 HME NEWS POLL ■ The Medtrade Fall show unites the HME industry, says Show Director Kevin Gaffney. See page 25. ■ Product Spotlight: This month we feature home modifi cation products like Aquatec Bathlifts from Clarke Health Care Products. See pages 21-22. ■ Should there be a regulation requiring certain transportation workers to get screened for sleep disorders? See results on page 30 N E W S ■ Stakeholders eye new bid rule. PAGE 4 ■ Providers testify at SBA hearing. PAGE 4 ■ Q&A: Jeff Baird. PAGE 8 C O M M E N TA RY ■ Lack of add-on sales is one of the biggest missed opportunities in the HME industry. Don't be afraid to recommend products that make your customers safe, says Rob Baumhover. PAGE 10 D E PA RT M E N T S PROVIDERS ■ Aerofl ow takes top HME Excellence Award. PAGE 14 ■ New biz: I Love Lucy's. PAGE 14 MOBILITY ■ NCART seeks updated fi nancials. PAGE 16 ■ Paper shows cracks. PAGE 16 RX & SPECIALTY PROVIDERS ■ PediStat honored with HME Excellence Award. PAGE 18 ■ Lawmakers question bundling. PAGE 18 VENDORS ■ Invacare remains conservative. PAGE 28 ■ Merits builds access division. PAGE 28 W W W . H M E N E W S . C O M MCOs shift Medicaid landscape Sleep reg dropped, criticism piles up Let it shine Provider Craig Yager got an unexpected treat when he was dropping off donated wheel- chairs at the George R. Brown Convention Center in Houston. Harry Connick Jr. was there to help out and perform a song. Yager, owner of InterMed Mobility in Pasadena, Texas, has been working non-stop to help fl ood victims of Hurricane Harvey. HME providers begin clean up MEDIWARE TAPS NEW CEO HURRICANE HARVEY M C O S & M E D I C A I D S E E PA G E 2 6 BY THERESA FLAHERTY, Managing Editor HOUSTON – As the massive fl ooding left in the wake of Hurricane Harvey began to recede, HME provid- ers were starting to assess the damage wrought by the historic storm. Provider Craig Yager was fi nally able to get into the Pasadena location of InterMED Medical Sup- ply. Although the offi ce stayed dry, the surround- ing area had been submerged. "My Dickinson storage was a total loss, but my Pasadena stor- age is OK," said Yager, owner. "I'm working with Special Needs at Sea to donate 10 wheelchairs to area shelters." Harvey made landfall Aug. 25 on the Texas Gulf Coast as a Category 4 hurricane. While it quickly lost strength, it stalled over the area, dumping 15 to 30 inches or more in many areas. Houston received nearly 50 inches of rain, according to news reports. Provider Javier Vera began preparing for the storm well in advance, contacting oxygen and nutrition patients to establish whether they were evacuating or staying put, loading delivery vans with supplies and staying in contact via cell phones when they lost power. BY LIZ BEAULIEU, Editor M ANAGED CARE organi- zations targeting sin- gle-source or preferred provider contracts to provide DME and supplies for Medicaid recipients is a trend that's spread- ing across the country, according BY THERESA FLAHERTY, Managing Editor YARMOUTH, Maine – A regulation requiring sleep apnea test- ing for transportation work- ers recently fell victim to the Trump administration's vow to slash federal regulations, but industry stakeholders say it's not over yet. T h e F e d e r a l R a i l r o a d Administration and the Fed- eral Motor Carrier Safety Administration said earlier this month that they would scrap a regulation to require testing for commercial drivers and rail workers. "The idea of a rule is maybe out for now, but it's not over," said Steven Garrish, senior vice president, business devel- opment and new ventures for SleepSafe Drivers, a Laguna Nigel, Calif.-based sleep man- agement provider. "I think cooler heads will prevail." A group of Democratic sen- ators, including Cory Book- er, D-N.J., Chuck Schum- er, D-N.Y., Bob Menendez, BY LIZ BEAULIEU, Editor LENEXA, Kan. – As Bill Miller sees it, the post- acute care market is the next "pioneering space" in health care and he aims to posi- tion Mediware Information Systems as the leader in the race to settle it. Miller, who joined Mediware as CEO in late July, knows a thing or two about where health care is headed as the former CEO of OptumInsight, a division of Optum that's 'We are disappointed that they are taking away quality customer service and care,' says provider Tamme Dustin to the results of a recent HME Newspoll. Fifty percent of respon- dents to the poll report that an MCO in their state has successfully implemented such a con- tract, and 61% report an MCO in their state is in the process of moving to such a contract. "Providers were not involved or asked for input with this decision," wrote Tamme Dustin, president and owner of Herron & Smith in Hooksett, N.H., where MCO New Hampshire Healthy Families, part of Centene Corp., has contracted with Medline to provide incontinence supplies for its members starting Oct. 1. "We are disappointed and frustrated that they are taking away quality customer service and care for the HME pro- viders are still in the dark on Round 2019. See page 4 H U R R I C A N E H A R V E Y S E E PA G E 1 5 M E D I WA R E C E O S E E PA G E 2 9 S L E E P R E G I S D E A D S E E PA G E 1 9 Bill Miller Mike Swinford T H E B U S I N E S S N E W S P A P E R F O R H O M E M E D I C A L E Q U I P M E N T P R O V I D E R S

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