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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Vendors hme news / october 2017 / www.hmenews.com 29 Periodicals postage paid at Yarmouth, ME and additional mailing office. HME News (ISS n 10913823) is published monthly by United Publications, Inc., 106 l afayette St., PO Box 998, Yarmouth, ME 04096; 207-846- 0600. Publisher assumes no responsibility for unsolicited material or prices quoted in the magazine. Contributors are responsible for proprietary classified information. ©2017 by United Publications. All rights reserved. Reproduction, in whole or in part, without written permission of the publisher is expressly prohibited. Reprints may be obtained from The YGS Group at 717-505-9701, ext. 100. Back issues, when available, cost $7 each within the past 12 months, $12 each prior to the past 12 months. Back issue orders must be paid in advance either by check or charged to American Express, v isa, or Master Card. HME News is distributed without charge in n orth America to qualified home medical equipment providers. Paid print subscriptions to those not qualified cost $65 annually to the U.S. and Canada and $150 to all other countries. All payments must be made in U.S. funds drawn on a U.S. bank. For subscriber services, including subscription information, please call 800-869-6882. POSTMASTER: Send address changes to HME n ews, PO Box 1888, Cedar Rapids, IA 52406-1888. Scholarship, student, spark rovi Mobility Products has named Jacob Titus, a junior at Burlington County i nstitute of Technology in Medford and Westampton, n .J., as the recipient of its 2017 Design i nnovation Award Scholarship. Titus won the award based on his concept for an elevator built into an existing staircase. He will receive $1,500 to put toward continuing his education. rovi 's connection to BC i T goes back to 2015, when students at the school helped the manufacturer create a test track for a launch party for its rovi x 3 power mobility system. "The process of working with the kids gave spark to this scholarship," said Cody v errett, president at Carson, Calif.-based rovi . " i t's been a fun way to give back and help promote the assistive technology industry with these bright, young people." m E d IWARE CEO C o n T i n U E D f r o M PA G E 1 focused on data and analytics. Optum, a $90 billion company, is a subsidiary of healthcare giant UnitedHealth Group. "I've watched the largest commercial payer operate, and I've watched what they're trying to do, which is move care in lower theaters of cost," he said. "If more care is moved into settings like the home, it's not only lower cost but often more effective. Mission accom- plished." Milller replaces Kelly Mann, who served as CEO for 10 years. The management shake up follows Mediware's announcement in late 2016 that TPG Capital, a large private equity firm that owns the likes of Burger King and Chobani, had agreed to buy the company from Thoma Bravo. As volume floods the post-acute care mar- ket, the need for infrastructure, software and analytics will be tantamount, Miller says. "I want Mediware to be the company that those entities rely on as they go through those significant gains," he said. To get there, Mediware will double down on existing markets like HME and continue acquiring companies in ancillary markets to fill in gaps. Earlier this year, it finalized plans to buy Kinnser Software, a provider of soft- ware solutions to 4,000 home health, hospice an private-duty homecare professionals. "What we did with Kinnser is a signal of things to come," Miller said. "When you're backed by one of the largest PE firms, you're going to stay aggressive." But as Miller says, "It's great to get wide," in terms of expanding into ancillary markets, "but you also have to go deep." "Mediware has been on a path of being flex- ible and having an all-in-one platform," he said. " n ow we want to provide the ability for our clients to absorb more technology and services from us." HME days into that ability to sell freely," he said. Additionally, Monaghan called the perfor- mance of Invacare's respiratory product cate- gory in the second quarter "a little disappoint- ing." While there are signs that providers are buying more portable oxygen concentrators as they transition to non-delivery business models, POCs have been, traditionally, a small part of its product mix in the category. "There's really incredible growth, and I'm excited to be participating in that (with our Platinum Mobile Oxygen Concentrator)," he said. "But the challenge is, the marketplace, I think, is putting their new asset purchase dol- lars into that category. So for us, the decline in respiratory really reflects a mix shift to a segment of that pie that's relatively small for us. So we see the exciting startup growth, but we've got to manage that mix shift." "Conservatism" aside, Monaghan remains "bullish on the long term," especially for Invacare's lineup of complex rehab products, which includes the new TDX SP2 power wheelchair with l i n X Technology. "I have a lot of confidence in complex rehab because of the training and talent we have in the commercial organization, and the products we've given them," he said. HME IN v ACARE C o n T i n U E D f r o M P r E v i o U S PA G E m ERITS PILOT C o n T i n U E D f r o M P r E v i o U S PA G E "We've brought in extremely experienced people," Blackmore said. "Andy is outstand- ing in technical knowledge and sales, and l isa in order intake." Pilot plans to launch a custom curved stair lift in the fourth quarter, another step toward offering "a full line of home accessibility prod- ucts," Blackmore says. "We're excited," he said. "We feel like we can offer feature-rich products at affordable prices." HME Q&A: Su LLI v AN C o n T i n U E D f r o M P r E v i o U S PA G E for the past 20-plus years. Everyone knows how that works. HME: We don't hear much about the workers' comp market. Why is this a growing market for HME? Sullivan: Many inju- ries are episodic in nature. n o one goes to work thinking they're going to get hurt—it just hap- pens, and it tends to be orthopedically significant. You see a lot of bracing and related devices, and when there are sur- gical repairs, DME is often distributed. HME: So how many payers are biting at your new model? Sullivan: I can't talk about any of them spe- cifically, but all of the major insurers and TPAs (third-party administrators) have been customers of mine throughout my career and they love the idea that we're bringing clarity and electronic payments to the market. HME This is one of the few areas where you don't bill the payer directly and you don't get paid directly. The DME provider (gets) about two-thirds and (it takes) 60 to 120 days to (get) it. ME dtrad E boot H 1257 2 Button Walker with 5" Wheel A-WA6106W-4 (4 set per case) $16.95 /each Rollator with 8" Custer AR-4609AR/BL $39 /each Semi – electric bed* Pkg *Includes – Bed, Rails, Mattress BED2100 $369 / each Bariatric Products in stock 28"/30" Wide Wheelchair 22"/24" Recliner Super light Weight Scooter Auto Folding Total weight w/Battery : 44 lbs Dalton Medical| 800-347-6182 Automatic CPAP cleaner Kills 99.99% of germs and bacteria in only 30 minutes! Requires no soap, water, or cleaning solutions Small and portable, weighs only 1/2 pound Ultra quiet 877-456-3529 www.virtuox.net

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