HME News

FEB 2018

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 / february 2018 / www.hmenews.com 21 p eriodicals postage paid at Yarmouth, M e and additional mailing office. HME News (ISS n 10913823) is published monthly by u nited p ublications, Inc., 106 Lafayette St., po Box 998, Yarmouth, M e 04096; 207-846-0600. p ublisher assumes no responsibility for unsolicited material or prices quoted in the magazine. c ontributors are responsible for proprietary classified information. ©2018 by u nited p ublications. All rights reserved. r eproduction, in whole or in part, without written permission of the publisher is expressly prohibited. r eprints may be obtained from t he 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 c ard. HME News is distributed without charge in n orth America to qualified home medical equipment providers. p aid print subscriptions to those not qualified cost $65 annually to the u .S. and c anada 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. po S t MAS ter : Send address changes to HM e n ews, po Box 1888, c edar r apids, IA 52406-1888. Permobil adds power assist to portfolio LEBANON, Tenn. – p ermobil has acquired MAX Mobility, the n ashville, t enn.- based manufacturer of the Smart d rive power assist device. MAX Mobility's most recent release, the Smart d rive MX2+ with p ush t rack- er, works on virtually any manual wheelchair on the market. "Almost three out of four manual wheelchair users have shoulder pain already," said Mark r ichter, p h. d ., ceo of MAX Mobility, who will join p ermo- bil as senior group innovation advisor, working across the power, manual, and seating and positioning portfolios. "By becoming part of p ermobil and adding power assist to the portfolio, we can expand our reach and reduce should pain for users globally." t he Smart d rive device, which weighs just over 12 pounds, attaches to the back of the user's manual wheelchair and uses a built-in battery to power the chair for miles on a single charge. Larry Jackson, president of p ermobil Business r egion Americas, says Smart- d rive "greatly expands our offering and will provide an independent mobility solution for our users globally." MAX Mobility is only the most recent of a number of acquisitions for p ermobil in 2017, including c omfort c ompany in o ctober. h M e MOST READ 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 2017. t he n o. 2 most read story, "Invacare shifts into phase two of trans- formation," provided an update on the company's efforts to lift a consent decree with the u .S. Food and d rug Administra- tion that limited its ability to design and manufacture products at its corporate headquarters and t aylor Street facility. In this story, published in early Febru- ary, ceo Matt Monaghan called 2017 a rebuilding year for Invacare, something that certainly played out in the subse- quent months and peaked in July, when the F d A lifted the decree. t he n o. 4 most read story, "Invacare reduces workforce again," is representa- tive of moves by the company, more than once in 2017, to align costs with reduced sales. Most recently, in d ecember, the company announced another lay off of about 110 employees. Dri V e as harbinger d rive d eVilbiss snagged one of the most read stories again this year, with " d rive d eVilbiss bows out of Medtrade Spring." ( t he company was the subject of the n o. 1 most read story for 2016 with its acquisition of d eVilbiss Healthcare.) t he number of exhibitors and attendees at Medtrade and Medtrade Spring has long been used as the harbinger of the health of the HM e industry and when one of the largest manufacturers decides to forgo one of those events, it's big news. d rive d eVilbiss was at Medtrade in the fall. So, will travel cp A p s take off as a retail opportunity? If 2017 was, as Monaghan said, a rebuilding year, will 2018 be Invacare's rebound year? w i l l d r i v e d e Vi l b i s s b e b a c k a t Medtrade Spring? t ime will tell, and so will the most read stories for 2018. h M e to cash sales and to feature-rich and qual- ity driven products. A mobility provider who has this scooter in his showroom—it knocks people's socks off. h M e : You were at Medtrade in the fall of 2017 . What was the reception there? Flowers: I knew we were a hit when we sold out all of our available demo units. t his was before the first production units arrived in early d ecember. h M e : You currently offer a Gatsby model . What's next? Flowers: w e're working with them on developing accessories for the market. At our request, they're working on a heavier duty version with a bigger battery and motor. o ur next design is based on a '57 c hevy pickup truck. h M e : What keeps you keep innovating, specifically in this industry? Flowers: It's fun. And you go to bed feeling good having helped someone continue to get around. I've had a passion for it my whole life, growing up in the business, rid- ing scooters around. h M e p atients can buy footwear directly from p edors and use the discount code to cover their shipping costs and, if necessary, their exchanges or returns. Because footwear can help prevent slips and falls, which can lead to more costly complications, the pt s and ot s in nursing homes and long-term care facilities have a vested interest in the market, o 'Hare says. " t hey're frustrated by the lack of pro- viders, too, but they're not interested in buying footwear or billing for it," he said. " t his allows them to make a recommenda- tion, but they're not involved. It simplifies the whole process." o 'Hare says he doesn't blame providers who are weary from insufficient reimburse- ment, nonstop audits and cutthroat com- petition online for leaving the footwear market. But p edors had to do something to stem the tide. " w e've had a decline in sales," he said. w hile p edors is no stranger to selling direct to consumer—it has had an e-com- merce component to its website since the late 90s—historically it has relied on its B2B business for the bulk of its sales, o 'Hare says. "B2B was what this company was built on," he said. " w e still want to support our wholesale customers. w e're trying to pro- vide a compromise by keeping their pric- ing in place." t om Fise, executive director of the American o rthotic and p rosthetics Asso- ciation, says he hasn't seen a significant number of providers dropping footwear and inserts, but he wouldn't be surprised if their volumes of business were on the decline. As for pt s and ot s in the market, "I would say they are a very small part of the marketplace right now, but that could change," he said. h M e Briefs s o c lean scales with investment backing OXFORD, Mass. – SoClean, which makes CPAP sanitizing devices, has secured in- vestment backing from DW Healthcare Partners. The funding will allow SoClean, which quadrupled sales in 2017, to scale the company, according to a press release. "DW Healthcare Partners is ideally suited to take us to the next level," said Robert Wilkins, CEO of SoClean. "Their seasoned healthcare investment team is dedicated to accelerating SoClean's growth to maxi- mize our value. We are confident that the best is yet to come for SoClean in 2018 and beyond." Toronto-based DW Health- care Partners is a healthcare-focused pri- vate equity firm that specializes in scaling mid-sized companies. "SoClean has revo- lutionized the way that CPAP machines are cleaned," said Andrew Carragher, co-founder and managing partner of DW Healthcare Partners. "We are excited to back a product that provides such sub- stantial value to its users." r es m ed debuts m obi SAN FRANCISCO – ResMed has formally intro- duced its first portable oxygen concentra- tor to the market. The company says Mobi will be available to U.S. patients through their HME providers later this quarter, and it is pursuing clearance to sell in other coun- tries in 2018. "We have focused decades of patient-centered ResMed technol- ogy and design innovation into this POC," said ResMed CEO Mick Farrell. "We've achieved great mobility, comfort and ther- apy quality in sleep apnea treatment with AirMini, the world's smallest PAP device. Mobi offers that same great balance to the many millions of people who rely on supplemental oxygen to enjoy their highest quality of life." ResMed technically entered the home oxygen therapy market in 2016 when it bought Austin, Texas-based Ino- va Technologies, the manufacturer of the LifeChoice Activox, an ultra-light POC, and the Activox DUO2, an integrated stationary and POC system. Philips embeds telehealth services into solutions AMSTERDAM and BOSTON – Royal Philips and American Well have signed a new strategic partnership to jointly deliver virtual care solutions around the world. The two com- panies will work to embed American Well's mobile telehealth services into an array of Philips solutions, spanning personal health and wellness, population health manage- ment and clinical programs. "Philips brings great consumer professional devices and programs, coupled with powerful analyt- ics," said Ido Schoenberg, M.D., chairman and CEO of American Well. "With the ad- dition of telehealth, they can now offer ev- erything from data collection to care pro- vision and clinical intervention." The first Philips solution to have American Well's mobile telehealth services embedded in it: the uGrow parenting app. American Well is the telehealth infrastructure behind the largest payers, hospitals and employers in the U.S., which collectively service more than 150 million Americans, Philips says. PEDORS SHIFTS C o N T i N u E d f R o M P R E v i o u s PA G E FLOWERS C o N T i N u E d f R o M P R E v i o u s PA G E GLOBAL GF C o N T i N u E d f R o M PA G E 1 increases its upholstery making capabili- ties by 40,000 square feet. " w e currently do upholstery in Geor- gia and that line is at capacity," said Spett, president and ceo . " t he growth we've seen requires us to expand." Spett chalks up Graham-Field's suc- cess overseas, where it has distributors in 84 different countries, with the high demand for largely u .S.-made, quality products. "(Foreign providers) want the product you're making for the Mayo c linics and the Johns Hopkins," he said. "Also, as more domestic providers move overseas—hospi- tals and groups are setting up joint opera- tions—they carry a lot of weight." w ith an international outlook in mind, Graham-Field also announced in o ctober that it was expanding its global headquarters in Atlanta to serve as not only its main base but also its customer showroom, regional distribution center and cut-and-sew manufacturing facility. t he address: 1 Graham-Field w ay. " w e're leasing space for our regional distribution center and our cut-and-sew manufacturing facility, so it was time to make an investment," Spett said. "It's a show of commitment to the markets we're in, that we're not going anywhere anytime soon." h M e

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