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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Vendors hme news / no V ember 2017 / www.hmenews.com 29 p eriodicals postage paid at Yarmouth, M e and additional mailing office. HME News (ISSN 10913823) is published monthly by United p ublications, Inc., 106 l afayette St., p O Box 998, Yarmouth, M e 04096; 207-846-0600. p ublisher assumes no responsibility for unsolicited material or prices quoted in the magazine. Contributors are responsible for proprietary classified information. ©2017 by United p ublications. 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 e xpress, Visa, or Master Card. HME News is distributed without charge in North America to qualified home medical equipment providers. p aid 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. p OSTMAST e R: Send address changes to h M e News, p O Box 1888, Cedar Rapids, IA 52406-1888. ME dtrad E boot H 1661 q u AN tu M C o n T I n u E d F r o M p r E v I o u s p A G E Quantum going back to the drawing board several times to make sure the product had something unique to offer the market. "We wanted this product to take the mar- ket into a new era of innovation," he said. Brislin believes Quantum has accomplished that with features like CAS e (Caster Angle Sensor e ncoder), an electronics board that controls the stability of the chair when turn- ing; and SRS (smooth ride suspension), an automobile-grade suspension that improves the overall quality of the ride. "The suspension absorbs a lot of the shock on the ground surface, so there's lack of move- ment of the person in the chair, regardless of what they're going over, compared to other chairs," he said. Quantum has featured the 4Front at two Abilities e xpos and Medtrade in October, and that ride quality has been a key point of feedback, says Megan Kutch, director of marketing. "Smooth is the first thing that comes out of people's mouths," she said. HME t O w NSEND C o n T I n u E d F r o M p r E v I o u s p A G E profitably match. HME: Where is the sleep market headed from a technology perspective? Townsend: I believe it's becoming increas- ingly user-friendly with technology and connectivity options for both the patient and the clinician. This improvement will increase patient compliance. HME: What's the biggest thing you hear in your sales work, in terms of what providers need and want out of their products? Townsend: p roviders want a very high level of service and high level of quality in their products at prices that enable them to increase profitability with the reimburse- ment challenges they face. HME BRIG ht REE C o n T I n u E d F r o M p r E v I o u s p A G E "With the current market challenges, we see the sharing of best practices and innovative ideas among providers like never before, and we want to encourage it," Mellott said. "At the upcoming Summit, we have more customers participating on panels and sessions than ever before." l ooking ahead at Mellott's second year at the reins, Brightree has plans for an increased focus on data. "The Brightree platform contains an incredible amount of data that can be harnessed for providing operational insights to customers," Mellott said. "Our solutions for the upcoming year and beyond are targeted at improving the financial health of Brightree's customers as they continue to drive for positive patient outcomes. We want our customers to move beyond surviving and begin thriving again." HME w AYNE, Pa. – Teleflex will buy NeoTract for $1.1 billion in a move that significantly expands its urological product offerings, the company announced Sept. 5. NeoTract, maker of the Uro l ift System, had revenues of about $51 million in 2016 compared to about $18 million in 2015, representing 178% year-over-year growth. For 2017, NeoTract expects revenues to be between $115 million and $120 million, and for 2018, it expects them to grow at least 40%. "This combination is expected to solidify Teleflex's ability to generate mid- single digit constant currency revenue growth for the next several years, as well as enhance Teleflex's margin profile," said Benson Smith, chairman and C e O of Teleflex. "NeoTract is a truly unique company with a differentiated technol- ogy that targets a greater than $30 billion addressable market, and through their internally developed, patented Uro l ift System, have achieved sequential quar- terly revenue growth of 20% or greater in 13 of the past 14 quarters. Importantly, while we believe NeoTract has compelling growth opportunities as they continue to penetrate the market." Founded in 2004, NeoTract is a private- ly held medical device company that has developed and commercialized the FDA- cleared Uro l ift System, a minimally inva- sive technology for treating lower urinary tract symptoms due to benign prostatic hyperplasia or B ph . Under the terms of the agreement, Tele- flex will acquire NeoTract for an upfront cash payment of $725 million at closing, and up to an additional $375 million upon the achievement of certain commercial milestones related to sales through the end of 2020. The boards of directors of both Teleflex and NeoTract have unani- mously approved the transaction. HME Teleflex boosts urology presence M ergers A nd A c Q uisitions COMM u NI t IES C o n T I n u E d F r o M p A G E 1 journey of her youngest daughter living with cerebral palsy, was one of the web- site's first guest bloggers. The topic of her blog: "The hard days." Commodore says fam- ilies with children with special needs are already online, searching for information, for advice, for support. "Why not help to facilitate that?" she said. "We're just helping to bridge that gap." Invacare launched "Roll Revolution," an online community for people with spi- nal cord injuries, nearly a year ago, and "Do More With Oxygen," an online com- munity for users of home oxygen therapy in 2012. While the former is still ramping up, the latter boasts 25,000 users. Both communities focus their content on lifestyle advice. For "Do More," it's tips for staying healthy and for talking to doctors. For "Roll Revo- lution," it's " h ow to be the best advo- cate for accessibility" and "Signs and symptoms of depression after an SCI." "Because we sell to providers, we don't have a chance to talk directly to people using our products," said Mae- gen h urtado, digital marketing man- ager at Invacare. "This is a way for us to interact and to better understand what our customers need." While manufacturers interacting directly with consumers might give some of their provider customers pause, there's no need, both Drive and Invacare say. "This is a benefit for them," Commo- dore said. "When providers are working with families, they can say, ' h ey, I know you love your p p od (alternative seat- ing device), you should check out l ive Inspired and submit your story.'" l isa Gonzalez, communications man- ager at Invacare, agreed. "It's another resource they can refer to their patients," she said. "It's somewhere to send them for additional information and comfort." HME T . Thompson tara t H o M p- so N is the Aussie mom of two behind @willows- cpjourney, an Instagram account docu- menting the journey of her youngest daughter living with cerebral palsy . 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 D M E S U P P L I E S Be a champion for your patients and your community. Be an Exemplary Provider. ® Medicare-approved, Exemplary Provider DMEPOS accreditation – exclusively from The Compliance Team. (215) 654-9110 www. thecomplianceteam.org/dmepos.aspx

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