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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Vendors hme news / december 2017 / www.hmenews.com 21 CONNECTED C O n T I n u E D f R O M P a g E 1 By Jeff Rowe, Contributing e ditor T h E h EA lth CARE market is mov- ing quickly from fee-for-service to pay-for-performance, a trend that is leaving providers with a lack of both proven care models and cross team communication. At Medtrade in Atlanta in October, John Stelzner, vice president of sales and business development for Philips, Mind health care gaps q & a : Phili P s' John stelzner was part of a panel that outlined the changes and challenges in the care and management of COPD patients, and the role analytics can play in proving the value an h ME provider's efforts bring to the table. HME N E ws: How will the transition from fee for service to pay for performance affect HME providers? John Stelzner: Our industry has not yet been able to definitively tie the value of their services back to overall costs, and it is critical that their true value is known. We feel that h MEs need to show their benefit to the key stake- holders in the care con- tinuum and get paid for the benefit they offer. HME: How is the care and management of COPD patients changing? Stelzner: f ee-for-service payments for DME to care for COPD patients in the home are decreasing, so the services offered to them are decreasing, as well. t his may result in unmanaged COPD patients that are not engaged in their own care and hence are high risks to head to the ER when they don't feel well. HME: What is the role of analytics in improving care for COPD patients? Stelzner: Moving forward, we need to tie all patient information across the care continuum together, from manu- facturers to physician, to provider, to payer, to patient. Care gaps need to be identified, documented and reported. HME: If attendees take away one thing from this session, what should it be? Stelzner: t he h MEs of the future have to prove their relevance in the care con- tinuum to be a valuable player in the rapidly changing landscape of value- based care. HME John Stelzner its Companion 5 and Eclipse 5, and trou- bleshoot alarm codes. More importantly, it also monitors their performance and patient use. Andrew Malcolmson of i nvacare says while connected technology provides "near- term wins" for providers from an inventory management perspective, he agrees "the real payoffs, here, are clinical." "Where we want to get to is avoiding patient exacerbations and unplanned ER visits," said Malcolmson, vice president of health informatics for i nvacare. " t hat's powerful clinically, economically and from a quality of life standpoint." i nvacare also in October launched a Platinum Mobile Oxygen Concentrator that transmits data using a Bluetooth-enabled dongle, the Piccolo O2 App for patients and the O2 Provider Portal. Because capital investments are a tough sell, i nvacare has made the technology, as it currently exists, a value-add for the Plat- inum. CA i RE charges a one-time fee per patient of $20 for CA i REview. " t hat could be paid by the DME or the patient or even healthcare networks," Van h ise said. " t wenty dollars to manage a patient at home is much less expensive." Malcolmson says the i nternet of t hings is changing how health care is delivered— and home health care is no different. " t he telehealth/digital health ecosystem is large and ever expanding and complex, and we really need to understand how we fit in," he said. "We're just getting s tarted." HME PER m OBIL 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 RES m ED 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 forward, feature-rich products that appeal to a larger population segment." Pride Mobility sensed providers were con- cerned about the increased competition in the lift chair market, and the company saw the price cut as a way to get them to stick with the product cat- egory, Swick says. "We see very clearly that providers are the best fit for the higher-end, pre- mium products," he said. " t hey're not going to com- pete with Costco, but there's opportunity in the higher-end market." Providers also have a level of knowledge and specialization in lift chairs that other retailers don't have. C . J . Copley " t he comfort of the chair comes from the size—seat-to-ground height, seat depth and back height," said C.J. Copley, executive vice president of sales and marketing for Golden t echnologies. "Providers don't just let cus- tomers flop down into a bunch of chairs." Copley has a let-us-help-you-help-yourself mentality about the lift chair market. With Medicare cuts weighing heavily, providers need the cash and the most popular lift chairs from Golden t echnologies can pull in $800 to $1,200 in profit margins, he says. "We look at it as an excellent opportunity for retailers to make up lost revenue," he said. "No other product they sell for cash can gen- erate those types of margin dollars." Swick agrees, advising providers to left lift chairs and other retail sales "carry the indus- try into a new era." HME aspects of Comfort Company has been leveraging what they do in the long- term care channel and bringing RO h O and other products into that channel," Borcherding said. i n turn, Permobil plans to introduce Comfort Company products to a larger audience. "Comfort Company has really become a significant player in the U.S. market in the past three to five years," Borcherding said. "Now we want to drive that success in the U.S. through to our global channels." Permobil will maintain Comfort Com- pany's recently expanded manufactur- ing facility in New Berlin, Wis., which Borcherding describes as "state of the art." " i t has a lot of capacity for growth and as we expand their business globally we're going to fill that capacity quickly," he said. h elping to achieve that growth will be about 20 sales reps from Comfort Com- pany who will join Permobil's about 60 sales reps, with the former focusing on seating and positioning products and the latter focusing on mobility prod- ucts. t his is a departure: When Permo- bil acquired RO h O and t i l ite in 2014, it didn't bring onboard the sales reps of those two companies. " i think we wanted to make sure there was enough focus on seating and posi- tioning," he said. "Now that the portfolio is so much larger, there was enough of a business base there to keep both sales forces." HME than 1,300 patients per day are signing up for MyAir, an app that allows them to track their sleep therapy. " i t turns out consumers love seeing their own data," he said. On portable oxygen concentrators: ResMed in the first quarter officially re- launched the l ifeChoice Activox, a POC it inherited when it acquired i nova t ech- nologies in 2016. t he product, says Rob- ert Douglas, president and COO, now has a number of "under-the-hood quality improvements." On consolidation in the h ME market: f arrell estimates the market still boasts more than 5,000 providers. "And it's quite a large and diverse group made up of local mom-and-pop, regional and national play- ers, and we partner with people across that spectrum," he said. "As i look at the mar- ket, i think we see a relative settling of the changes in reimbursement, and now we have a sort of steady program going for- ward." HME LI f T C h AIRS : IT ' S h IG h END , IT ' S CAS h 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 www.virtuox.net/products/virtuclean Relax.... 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