HME News

NOV 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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W H E E L C H A I R A C C E S S O R I E S PA G E X X HME NEWS POLL ■ Pride Mobility's Micah Swick says consumers are retail-ready. See page 9. N E W S ■ Stakeholders wage protracted battle with other payers. PAGE 4 ■ Update: Providers still wary of Medline contract. PAGE 4 ■ New audit program makes concessions. PAGE 6 S M A RT TA L K ■ Our columnists tackle new revenue streams, security checklists, manufacturer partnerships and healthcare journeys. PAGE 10-11 M E D T R A D E ■ This year's education focuses more on town hall sessions and less on lectures to better engage attendees, says Medtrade Educational Advisory Board leader Jeff Baird. PAGE 24 ■ Product spotlight: Check out the latest in diabetes products, like the Thermoskin Circulation Thermal Slippers from Orthozone. See page 23. ■ Do you have a documented HIPAA compliance program in place that addresses administrative, physical and technical safeguards? See results on page 30. D E PA RT M E N T S PROVIDERS ■ HME Excellence: LifeH2H. PAGE 12 ■ Care Motion launches virtual assistant. PAGE 12 ■ Study: Oxygen patients face barriers PAGE 12 MOBILITY ■ CHAS Group hits sweet spot. PAGE 16 ■ NRRTS spreads the word. PAGE 16 ■ Q&A: Mary Ellen Buning. PAGE 19 RX & SPECIALTY PROVIDERS ■ PDAC initiates coding project. PAGE 20 ■ DarioHealth wants to 'simplify diabetes.' PAGE 20 ■ Senators introduce sleep testing bill. PAGE 21 VENDORS ■ Brightree taps customer input. PAGE 28 ■ Quantum Rehab moves up front. PAGE 28 ■ Quality, price drive sleep tech. PAGE 28 Stakeholders take stock Provider makes it work Soleo Health dives for data, fi nds success MEET ME ONLINE VENDORS COURT CONSUMERS P R I C E PA G E 6 S U P E R C A R E H E A LT H PA G E 1 5 BY T. FLAHERTY, Managing Editor D OW N E Y, C a l i f . – SuperCare Health picked up more than 20,000 patients and $25 mil- lion in additional revenues when it acquired the respirato- ry assets of LifeCare Solutions, which decided to exit the Cali- fornia market this summer. Now SuperCare Health is working quickly to integrate those assets. "We are working aggressive- ly to transition all the patients in the next 30 to 60 days," says CEO John Cassar. In July, the Phoenix-based LifeCare, which had 13 loca- tions in California, announced it would exit the state, blam- ing reimbursement cuts relat- ed to the competitive bidding program. LifeCare's not alone. Since July 1, 2013, California has seen a 60% reduction in the number of providers who accept Medicare, according to AAHomecare. So how's SuperCare Health making it work? The pro- vider, which has 19 locations throughout California and Nevada, has built a high-touch model focused on a broad range of respiratory services, BY LIZ BEAULIEU, Editor BRENTWOOD, Tenn. – Numotion has updated its service model to include remote troubleshooting, diagnosing and, sometimes, even repairing. The national complex rehab provider announced in Septem- ber that it now offers widespread remote service through a HIPAA- compliant phone app that allows BY LIZ BEAULIEU, Editor D RIVE DEVILBISS Health- care and Invacare have joined the growing ranks of HME manufacturers that have launched online communities for consumers. Inspired by Drive, a division of Drive that makes position- ing and mobility products for the pediatric market, launched "Live Inspired," an online com- munity for families with chil- dren with special needs, in August. "It helps us stay competitive, but it's more about wanting to show that we're committed to these families," said Brittany Commodore, digital media manager for Inspired by Drive. "We wanted a place for them to share resources and make con- nections. We wanted to offer that value, whether they use our BY THERESA FLAHERTY, Managing Editor MCKINNEY, Texas – Soleo Health has carved a niche for itself as a pro- vider of both specialty pharmacy and home infusion services to fi ll a void in the market created by consolidation, says CEO Drew Walk. The home infusion space, in particular, has seen several large deals, including the sale of Coram to CVS in 2013. "We felt some things were missing from a service compo- nent that are extremely important for these complex therapies," he said. "Home infusion is a very local market—you have to be very responsive to the needs of local products or not." As part of the fi rst phase of the launch, Commodore posts a new guest blog to "Live Inspired" every Tuesday. Tara Thompson, the Aussie mum of two behind @willows-cpjourney, an Insta- gram account documenting the Numotion ramps up— remotely DRIVE MEDICAL'S Live Inspired website has featured Finley, half of the mommy-and-me duo @Fifi andMo on Instagram. O N L I N E C O M M U N I T I E S PA G E 2 9 A NUMOTION technician assess- es a wheelchair user's needs via secure video. N U M O T I O N PA G E 1 9 S O L E O H E A LT H PA G E 2 1 SuperCare Health VOLUME 23 — NUMBER 11 NOVEMBER 2017 $7.00 BY LIZ BEAULIEU, Editor WASHINGTON – Tom Price's resig- nation from the Department of Health and Human Services shouldn't have an impact on a pending interim fi nal rule, indus- try stakeholders say. What's lesser known: Whether it will have an PRICE RESIGNATION impact on a fi nal fi x for the com- petitive bidding program. The IFR, which promises to pro- vide relief from bid-related pricing in non-bid areas, is waiting to be cleared by the Offi ce of Manage- ment and Budget—something that could happen any day now, stake- holders say. "All the other people that Price brought into the agency with him, including CMS Administra- tor Seema Verma, are still there, so it's not going to change the direction of the IFR," said Cara Bachenheimer, senior vice presi- dent of government relations for Invacare. "I feel optimistic that that's still going to come out. "The bigger question mark," she continued, "is the longer-term fi xes to the bid program. But I feel more optimistic than not on that, too." "I feel more optimistic than not," says Bachenheimer 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 W W W . H M E N E W S . C O M

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