HME News

AUG 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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Providers Providers consider CBD products . . . . . . . . . . . . . . . . . . . . 1 Reliable Respiratory 'quarterbacks' its success . . . . . . . 11 CBD offers lots of potential . . . . . . . . . . . . . . . . . . . . . . . . 11 Q&A: Tim Hollis gets HME to seniors in need. . . . . . . . . . 11 ■ AZ MediQuip has seen its retail biz grow 1,500% since 2011, says owner Mark Nicotera. See story this page. Briefs Military exchange ramps up DME offerings DALLAS – The Army & Air Force Exchange has increased its online assortment of DME at ShopMyExchange.com to meet growing demand. It already offers more than 200 items online, including a wide selection of braces and safety and mo- bility aids. It plans to increase the num- ber of items online by 25% by the end of 2018, and more than triple that number in 2019. "The durable medical equipment shops are part of the Exchange's com- mitment to keeping military communi- ties healthy," said Air Force Chief Master Sgt. Luis Reyes, the Exchange's senior enlisted adviser. "Whether helping with rehab, fitness or mobility, these products are helping make our communities physi- cally stronger." In addition to growing its online presence, the Exchange, the U.S. Department of Defense's largest retailer, is growing its presence in shopping malls. It already operates shops at Forts Bel- voir, Bliss, and Hood; Joint Base Lewis- McChord; and Nellis Air Force Base. The number of shops is expected to nearly triple to 14 by mid-2019. Rely Medical launches rewards program MINNEAPOLIS – Rely Medical Supply has launched a new customer loyalty pro- gram. Customers are automatically en- rolled when they create an account at www.relymedical.com. Customers earn one point for each dollar they spend; every 20 points earned is equal to $1 that can be used toward purchases in the store. "Online marketplaces are very competitive, and it is extremely costly to acquire new customers; that's why we want to reward our loyal customers at Rely Medical Supply," said Devon Dougherty, marketing director. "Reward- ing them for their loyalty and purchases is one small thing we can do to help in- crease their satisfaction with our shop and keep them coming back." Aeroflow donates to Nicaraguan mission ASHEVILLE, N.C. – Aeroflow Healthcare has donated four pediatric nebulizers and 30 inhaler spacers to treat Nicaraguan chil- dren suffering from respiratory disorders like asthma or chronic bronchitis. The company made the donation after learn- ing that Dr. Teresa Herbert of Park Ridge Hospital in Hendersonville, N.C., was join- ing her daughter on a mission in Nicaragua and needed respiratory equipment. "It is such a privilege to both work with and con- tribute to an organization with such a great cause," said Brice Rowland, a patient care coordinator at Aeroflow. "Dr. Herbert's passion for child care in such an impover- ished area is very inspiring and humbling. It is an honor for Aeroflow to give back and be able to make a difference so far away from home." www.h MENE ws.co M / A ugust 2018 / h ME NE ws 11 By Theresa Flaher T y, Managing e ditor NORWOOD, Mass. – Reliable Respira- tory no longer considers itself a DME company, a mindset it is using as it ramps up growth, says Eric Mongeau, vice presi- dent of sales and marketing. "We are truly a care manage- ment company; we are a data company," he said. "We really feel like we are leveraging the patient population and the rela- tionship we are creating with payers to serve more patients and it becomes very easy to scale the organization." While most of that growth has been organic, the provider in June acquired Mount Auburn Hospital DME in Cambridge, Mass., with whom they had an established relationship in both provider and consulting roles, By Tracy Orzel, c ontributing Writer SCOTTSDALE, Ariz. – AZ MediQuip recently moved its Scottsdale store one-quarter mile down the road, growing its showroom from 2,500 to 3,700 square feet, and its warehouse from 2,000 to a whopping 13,000 square feet. "We were in an office building-type of structure and now we're right in the middle of a strip mall with a lot of big-box retailers," said Mark Nicotera, owner. "The walk-by traffic has picked up tremendously." That's not the only thing that's picked up. When Nicotera bought By Theresa Flaher T y, Managing e ditor MARYSVILLE, Tenn. – Timothy Hollis, who works in business development for Home Instead Senior Care in Marysville, Tenn., and its owner, David Kiger, recently launched Senior Needs to provide HME and supplies free of charge. "Wheelchairs can cost upward of $1,000," he said. "Folks just don't have that type of money these days. They are retired. They are on Social Security. They are struggling when they should be thriving, struggling to get this equipment." HME N E ws: What made you decide to launch a home medical equipment donation program? Timothy Hollis: The owner and I saw the need in the community here in Blount County for folks that are either low income and can't afford it or were denied by their insurance company because their insurance gave them a walker six months ago and now their health has declined and they need a wheelchair. HME: Where do you get equipment donations from? Hollis: We get them from regular folks. They might have had a loved one pass away and they are just looking to get rid of this stuff. A lot will try to sell these items but then when they see Senior Needs will donate them back out the community, to those who need it, they'll donate it. We've also had facili- ties—hospitals, nursing homes, assisted living— donate equipment they've had sitting in a storeroom for a long time. HME: This must take a lot of time. Why do you do it? 'Quarterbacking' path to success Retail spurs growth at AZ MediQuip Q&A: Senior Needs eases access issues said Mongeau. The family-owned company started in 1991 and has grown from 21 employees and one office to more than 120 employ- ees serving New England with locations in Springfield and Worcester, Mass.; Merrimack, N.H.; White River Junction, Vt.; and South Portland, Maine. Reliable Respiratory offers sleep therapy, ventilation, oxygen, nebulizers and breast pumps. Despite its growth, the com- pany strives to retain its family- values mindset, offering high- touch, quality care, said Mon- geau. "We use high-level data, tech- nology and efficiencies for oper- ations and business, but we treat every patient like a member of the family," he said. "We use By Theresa Flaher T y, Managing e ditor DAVIE, Fla. – From a chimpanzee with cerebral palsy to seniors with Parkinson's disease, CBD has a lot of potential, but the market is young and it's impor- tant to tread carefully, say its proponents. "It's so new and so fresh," said Arby Barroso, co-founder and chief evangelist of Green Roads World, which is launching its CBD products in the HME mar- ket. "We see the market as defi- nitely going in a medical direc- tion, but I think there's also the over-the-counter market, similar to fish oil supplements." Green Roads' products are tested frequently using third- party labs to ensure the prod- ucts contain no pesticides, sol- vents or other harmful chemi- cals, says Barroso. "This is a supplement that goes directly to the receptors in your body," he said. "We have to make sure we are doing right by the consumer." D E liv ER y syst EM s While CBD products can be formulated in a variety of ways, including edible gummies and candies, seniors prefer oral tinctures and topical creams, says Laura Baldwin Fuentes, co-founder and licensed com- pound pharmacist. "Many of them have aches and pains from arthritis and the topicals work really well," she said. "With the tinctures, a lot of people, when they start taking it on a regular basis, they start noticing a decrease in their prescription meds." tE st DR iv E Green Roads offers a display for HME providers featuring a sin- gle dose, prefilled oral syringe for customers who are unsure about CBD, says Baldwin Fuentes. "They can take a dose, see how they feel, how it tastes, before investing in buying a whole bottle," she said. "We are confident they are going to try it once and want it more. HME 'People are struggling to get this equipment' S E N I O R S s e e pa g e 1 2 A Z m e d i q u i p s e e pa g e 1 2 CBD has potential, but do homework R E L I A b L E r e s p i r at o r y s e e pa g e 1 2 Gr EEN r oads w orld co-founder Laura Baldwin Fuentes. reliable resp. sEN ior N EE ds' Dave Kiger and Timothy Hollis.

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