HME News

DEC 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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■ Invacare CFO Rob Gudbranson resigned Nov. 26. See top brief below. CAIRE, Invacare ramp up connected technology . . . . . . . 1 Permobil acquires Comfort Company . . . . . . . . . . . . . . . . 20 ResMed's mask sales rebound . . . . . . . . . . . . . . . . . . . . . 20 Q&A: Philips' John Stelzner . . . . . . . . . . . . . . . . . . . . . . . . 21 Vendors 20 hme news / december 2017 / Briefs Invacare c F o resigns ELYRIA, Ohio – Invacare CFO Robert Gud- branson was scheduled to resign Nov. 26. Kathleen Leneghan, vice president and corporate controller, will serve as interim CFO while a search is underway for a new CFO. "On behalf of everyone at Invacare and our board of directors, I want to thank Rob for his financial leadership and many contributions during his tenure as CFO," said Matthew Monaghan, chairman, presi- dent and CEO. "We wish him success in his new endeavor." Gudbranson, who also served as interim CEO from July 2014 to March 2015, is leaving the company to pursue a new opportunity, according to a press release. s tealth Products launches video game for users BURNET, Texas – Stealth Products has launched a video game that allows a pe- diatric wheelchair user to have fun while a parent or therapist conducts a driving assessment. "I'm a gamer myself and I started noticing the most popular games were not necessarily friendly to gamers with disabilities," said Gabriel Romero, vice president of sales and marketing for Stealth Products, a manufacturer of head and body support/positioning products, joystick mounts, trays and seating. "We set out to develop a game for wheelchair users that could also be used as an assessment tool for clinicians." i-Drive LOONZ, which is available on the Apple i-Tunes app store and works on the i-Drive 4.0, was designed with Trident Technologies, a software de- velopment company. Ki m obility inks deal STEVENS POINT, Wis., and LISBURN, U.K. – Ki Mobility will be the exclusive distribu- tor of Leckey products in North America. Leckey's most popular products include the Squiggle Seat & Stander, Mygo Seat & Stander, PAL classroom seat, Everyday Activity Seat and Advance Bath Chair. VG m rebrands division WATERLOO, Iowa – VGM Group has rebranded Accessible Home Improvement of America, known as AHIA, to VGM Live at Home. VGM made the decision after realizing that the home safety market is bigger than just accessibility products, says Jim Greatorex, vice president of VGM Live at Home. In ad- dition to a new name, VGM Live at Home is updating its website and enhancing its "Live at Home Pro" mobile home assess- ment app. med , h ealth c all partner LUBBOCK, Texas – The MED Group has formed a strategic partnership with Health- Call. With the partnership in place, MED's Clinical Pathways Program, or MCPP, will now provide access to the HealthCall tech- nology platform, enabling its members to deliver a continuum of care through servic- es and software for use in post-discharge and chronic care management, as well as automated patient response. RESMED SEES STEADY GROWTH FOR MASKS Vendors make case for lift chairs Master mentors Exeter, Pa.-based Pride Mobility Products and Quantum Rehab offered about 20 students with disabilities the opportunity to be mentored by career professionals in various fields during Disability Mentoring Day on Oct. 11. "It was a fun-filled day that allowed us to make a dif- ference in people's lives," said Denise, Truesdale, vice president of human resources. This is the eighth year Pride and Quantum have participated in the event, but it was the first year they have held it at their Duryea facil- ity, where students were able to tour the production area and an expanded test lab. Students had the opportunity to learn typical job responsibilities, and the necessary knowledge and skills needed for a specific vocation. Careers in research and development, sales, technical service, and product were highlighted. Permobil improves its market position acquisition activity L I f T C h a I R M a R k E T S E E n E x T P a g E By Liz Beau L ieu, e ditor W ith lift chair provid- ers facing increasing competition, manu- facturers have stepped in and launched programs to help them keep a toehold in the competitive market. Providers are feeling the heat from not only furniture retail- ers like l a-Z-Boy, but also dis- count clubs like Costco and even By Liz Beau L ieu, e ditor L E B A N O N , Te n n . – P e r m o b i l announced in October that it had acquired Bozeman, Mont.-based Comfort Com- pany, doubling up on its previous acquisition of t he RO h O Group, and adding entirely new products and new sales channels. C o m f o r t C o m p a n y a n d Belleville, i ll.-based RO h O, which Permobil acquired in 2015, both manufacture seat- ing and positioning systems. "Our goal is to have the most comprehensive seating and positioning portfolio pos- By Liz Beau L ieu, e ditor SAN DIEGO – ResMed officials are good on their word: Mask and accessories sales rebounded nicely in the first quarter of fis- cal year 2018. t he company on Oct. 26 reported that mask sales grew 13% for the quarter in the Amer- icas, compared to only 4% for the fourth quarter of fiscal year 2017. " i think we've got a really good runway ahead for growth," said Mick f arrell, CEO, during a con- ference call to discuss earnings. " i don't think it's a catch-up. i think it's the start of a steady 'No other product they sell for cash can generate those types of margin dollars' e-commerce g i a n t s l i k e Wayfair. " t h e l i f t chair market is so robust, to the degree that alterna- tive channels are getting into the market in a bigger way," said Micah Swick, director of Pride Sales, "and it's only going to get bigger." Pride Mobility Products announced* in October that it would cut the price on its lift chairs by 10% for the fourth quarter of 2017, the height of the retail selling season. Golden t echnologies announced* in Sep- tember that it had partnered with CareCredit to offer a financing solution for lift chairs that pro- viders can then offer to their cus- tomers, a move that it hopes will help grease sales. t he lift chair market is becom- ing a more crowded one because of the growing pool of potential baby boomer customers and the increasing appeal of the products, Swick says. " l ift chairs are becoming more mainstream," he said. " t hey used to be poorly designed and relegat- ed to the elderly. t hat's not the case today. t oday, they're fashion growth pattern for 2018, 2019 and beyond." f low generator device sales grew 8% in the first quarter, the same as in the fourth quarter. Overall, ResMed reported revenues of $523.7 million for the first quarter, a 13% increase compared to the same period of the prior year. i t reported a net income of $86.1 million, a 13% increase. f or the Americas, spe- cifically, ResMed reported rev- enues of $296.6 million, an 11% increase. h elping to drive masks sales are the launch of several new products—not only the Air- f it N20 nasal m a s k a n d f 20 full-face mask, but also more recently, the Air t ouch f 20 full-face m a s k — a n d an increase in resupplies. "Our h ME c u s t o m e r s are realizing how impor- tant it is to resupply their patients," said Jim h ollings- head, president, Americas. "We have seen an ongoing increase in adoption of our resupply plat- forms. Our offerings, especially through Brightree, make it easier, and as they adopt them, they're able to grow that side of their business." Other highlights from the call included: On connected care: f arrell said more than 6 million patients are monitored with ResMed's Air- View software and more than 4 million patients are monitored with 100% cloud connected med- ical devices. What's more: More 'Our goal is to have the most comprehensive seating and positioning portfolio possible' sible," said t om Borcherding, president of Permobil seat- ing and positioning systems. "Comfort Company takes us a long way down that path." C o m f o r t C o m p a n y a n d RO h O have a number of complementary products, but Comfort Company also brings new products to the port- folio, includ- ing foam and fluid seating. A d d i t i o n - a l l y, w h e r e RO h O focus- e s o n t h e c o m p l e x rehab market, Comfort Com- pany focuses on the long- term care market. " O n e o f t h e a t t r a c t i v e Micah Swick Hollingshead Mick Farrell P E R m O B I L D E a l S S E E n E x T P a g E R E S m E D E a R n S S E E n E x T P a g E T . Borcherding

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