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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■ Permobil has named Bengt Thorsson as its new CEO. See brief below. Motivo bets on consumer demand for Tour Walker. . . . . . 1 Software companies rebrand en masse . . . . . . . . . . . . . . 20 UPODS increases push for Uni-flo2 . . . . . . . . . . . . . . . . . 20 ResMed buys HEALTHCAREfirst . . . . . . . . . . . . . . . . . . . . 21 Vendors 20 hme news / august 2018 / www.hmenews.com Briefs FR esca m edical joins sleep therapy market SAN CLEMENTE, Calif. – The U.S. Food and Drug Administration has granted FRESCA Medi- cal's de novo request to market its CURVE Positive Airway Pressure delivery system for the treatment of obstructive sleep ap- nea. "FDA clearance of the CURVE System for obstructive sleep apnea is our first step toward becoming a recognized innovator in sleep apnea," said John Cox, president and CEO. The key to the Curve System, FRESCA says, is a patented SmartValve technology that allows the treatment of OSA with far less airflow than conventional CPAP systems. The company says the system has the potential to solve many of the complaints that cause sleep apnea sufferers to abandon therapy or refuse to event try it. Drive DeVilbiss 'empowers' customers with website PORT WASHINGTON, N.Y. – Drive DeVilbiss Health- care is preparing to launch a new, state-of- the-art website this summer. With input from customers, the new site is being designed to provide faster, more efficient 24/7 account access, allowing them to take care of their own needs. A new dashboard allows cus- tomers to generate quotes, estimate delivery charges and dates, order products quickly, track shipments, pay invoices, process re- turns and more. The site also features an im- proved search function, enhanced product pages, and live chat and other technical sup- port services. Res m ed: Bi-level therapy can save adherence BALTIMORE – A ResMed-sponsored study shows that shifting patients who are strug- gling with adherence to a PAP device to a more advanced bi-level device in the first 90 days of treatment is an effective tool in more than half of cases. In the study, ResMed compared 1,496 non-compliant patients who switched to bi-level therapy and found that compliance was achieved by 58.5% of pa- tients who switched before day 60, 54.2% of patients who switched between days 60-90, and 56.8% of patients overall. Bengt t horsson named new ceo at Permobil LEBANON, Tenn. – Bengt Thorsson will suc- ceed Jon Sintron as CEO at Permobil, when Sintron steps down Aug. 31, after nine years at the helm. Thorsson is currently president EMEA at Dometic and has held various posi- tions at Scania. s hort takes Pride Mobility Products' Facebook page reached 10,000 followers in June...Bonafide Management Systems has completely in- tegrated with Zendesk's customer service cloud solution... SleepScore Labs has re- leased the SleepScore mobile app, a free app that can turn any smartphone into a standalone sleep tracker...Brightree has launched eReferral Integration with athena- health network. Prometheus Group turns Prochant UPODS marries comfort, compliance in Uni-flo2 R E f R E S H E d s e e n e x t pa g e Software companies debut refreshed looks P R O C H A N T s e e n e x t pa g e By Liz Beau L ieu, e ditor RALEIGH, N.C. – It's a bold move to change the name of a com- pany that has been in the HME industry for about 20 years, but that's just what The Pro- metheus Group, now Prochant, has done. Prochant, a provider of rev- enue cycle management ser- vices, debuted recently with a new logo, graphics, website and messaging. "This company has grown organically over the years through referrals and word of mouth, but as we looked to grow through more traditional By Liz Beau L ieu, e ditor U n I v E rsal s of T war E s olutions and Team DME! are two other software companies refresh- ing their look. Here's why. ' s hiny an D new' Davison, Mich.-based Uni- versal s oftware s olutions has been so busy develop- ing products that its look has become "outdated and dull," acknowledges l isa a nderson, who works in education and outreach for the company. " o ver the years, we just By Liz Beau L ieu, e ditor LUBBOCK, Texas – Carving out MED Professional s ervices as a paral- lel business offering to MED GP o s ervices allows the com- pany to expand its overall offer- ings, says r honda Hines. " w e will now be able to focus on the growing needs of our members," said Hines, divi- sion vice president at MED, who will oversee MED Professional s ervices. " s eparating our divi- sions in this manner will allow us to continue to grow and meet those needs." MED Professional s ervices will continue to offer a payer network, credentialing ser- vices, clinical education and clinical network programs, and marketing services, but it will also offer additional consult- ing, outcomes-based programs and CEUs. Hines sees consulting, in par- ticular, increasingly in demand— and not only for the HME industry. By Liz Beau L ieu, e ditor LEHIGH VALLEY, Pa. – The Uni- flo2 single nasal cannula from UP o D s has been on the mar- ket since 2016, but the compa- ny hasn't put the full weight of a marketing campaign behind the program until this year. The company, which has hired strategic marketing communications firm CP r , also obtained verification for coverage for the Uni-flo2 under HCPC s code a 4615 this year. " w e've invented something that provides the best possible comfort for patients," said Campbell Cau- then, who invented the Uni-flo2 with Dr. Hugh Payton, a family friend, "and that's the main thing you want as any kind of medi- cal provider: the best possible comfort." Cauthen, Payton and Deb- orah Chadbourne launched UP o D s in 2013, and received U. s . patents for the Uni-flo2 in s eptember 2016 and March 2018. Company officials are now really wanted to deliver the best products we could—we didn't care if our logo was the most modern looking," she said. " n ow that our products are in great shape, we're taking the brand in the direction that we've wanted to for years." a s part of the process, U ss 's website will also get a new look and new features like a chat function. "Instead of typing emails or calling with questions, the ability to ask questions will be built right into the marketing channels, it was time to change our name, now or never," said Joey Graham, vice president of operations. Because there are literally hundreds of companies with Prometheus i n t h e i r n a m e , i t would have been nearly impossible for the com- pany to, for e x a m p l e , rise signifi- cantly in Google's search engine rankings. But with a unique name like Prochant—pro represents the professional and proactive nature of the company's team members; and chant repre- sents the persistent nature of its Reb R anding 'That's an important element of modern marketing—making up a word and owning it, like Facebook' spreading the word on how a single vs. dual-pronged cannu- la increases comfort by opti- mizing oxygen absorption, enhancing user appearance and maximizing freedom of movement. " M a n y p a t i e n t s don't use their oxygen correctly," said Cau- then, a B s rr T. "The doctor says to use it 24/7, but they take it off to sleep because i t 's u n c o m f o r t a b l e and they take it off to eat because it gets in their food and they take it off because they're concerned about their appearance. s o it also addresses compliance." The company's main push: getting more physicians to pre- scribe the product and more HME providers to carry it. "This is an option not only for home oxygen users but also CP a P users," said Char- bourne, who also serves as the company's corporate sec- retary and treasurer. " w e've h e a rd m a n y t i m e s , ' w h y wouldn't someone try this, if they're suffering?'" Until Uni-flo2 increases its traction in the market, howev- er, it's unlikely to get picked up by distributors, which would be a big boost. " w e've approached some of them, but until there is suf- ficient volume established, they're not interested in tak- ing on something that might dilute dual-pronged cannulas, which are their bread and but- ter," Charbourne said. "They'll eventually be interested." hme MED Group separates services C. Cauthen Uni-flo2's single- pronged design increases comfort by optimizing oxygen absorption, enhancing user appearance and maximizing freedom of movement, company officials say. M E d g r o u p s e e n e x t pa g e Joey Graham

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