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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Vendors hme news / august 2018 / 21 PROCHANT c o n t i n u e d f r o m p r e v i o u s pa g e Periodicals postage paid at Yarmouth, ME and additional mailing office. HME News (I ssn 10913823) is published monthly by United Publications, Inc., 106 l afayette s t., P o Box 998, Yarmouth, ME 04096; 207-846-0600. Publisher assumes no responsibility for unsolicited material or prices quoted in the magazine. Contributors are responsible for proprietary classified information. ©2018 by United Publications. a ll rights reserved. r eproduction, in whole or in part, without written permission of the publisher is expressly prohibited. r eprints may be obtained from The YG s 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 a merican Express, v isa, or Master Card. HME News is distributed without charge in n orth a merica to qualified home medical equipment providers. Paid print subscriptions to those not qualified cost $65 annually to the U. s . and Canada and $150 to all other countries. a ll payments must be made in U. s . funds drawn on a U. s . bank. f or subscriber services, including subscription information, please call 800-869-6882. P os TM as TE r : s end address changes to HME n ews, P o Box 1888, Cedar r apids, I a 52406-1888. SAN d IEGO – r esMed has acquired privately held HE al THC ar Efirst, a provider of software solutions and services for home health and hospice agencies. HE al THC ar Efirst offers electronic health record software, billing and coding services, and advanced analytics that allow home health and hospice agencies to optimize their clinical, financial and admin- istrative processes, r esMed says. "The home health and hospice segments are large and growing fast, due to the rising prevalence of chronic conditions and an aging population shifting to homecare and other lower-cost care settings," said r aj s odhi, president of r esMed's s aa s business. "HE al THC ar Efirst's solutions suite enables r esMed to help effi- ciently and effectively manage this growing population, benefiting patients, their families, agencies and payers." HE al THC ar Efirst will ResMed buys another software provider Moneyline complement the company's existing software solutions offered by Brightree, a software pro- vider for primarily the HME market, which it acquired in 2016. gR owth was o FF F o R F&P h ealthca R e's masks IRVINE, Calif. – f isher & Paykel Healthcare reported operating revenue grew 10% to a record n ZD 980.8 million, or 9% in constant currency terms, for fiscal year 2018. s plit up, that's 13% constant currency growth in the company's hospital product group and 4% growth in its homecare product group. f &P reported that its operating profit grew 12% to n ZD 269.8 million and its net profit after tax few 12% to n ZD 190.2 million in f Y 2018 vs. 2017. In the homecare product group, osa mask constant currency revenue growth was 5% for the first half of f Y2018, and 2% for the second half. "This is lower growth than we have experienced over the last few years as competitors introduced new masks to mar- ket," said l ewis Gradon, managing director and CE o . f &P says it plans to expand its range of masks later this year. osa flow gen- erator revenue declined 8% for the full year, but it saw 10% growth in constant currency terms for the second half of the year. Pa R achute h ealth att R acts secon D R oun D o F F un D ing NEW YORK – Parachute Health has attracted $9.5 million in new funding to expand its e-pre- scribing platform into key markets across the United s tates. The new funding was led by Harley Miller and Dan a hrens of Insight v en- ture Partners, and includes investment from G n YH a v entures and a nthony w elters, for- merly of UnitedHealth Group. hme activities—it's a real possibility, Graham says. "That's an important element of modern marketing—making up a word and owning it, like f acebook or s potify," he said. Prochant's decision to invest in more tradi- tional marketing channels is a sign the com- pany is "doubling down" on HME—it sees the demographics leaning in the industry's favor and reimbursement, hopefully, stabi- lizing, Graham says. " w e're investing because we feel like there's a huge opportunity," he said. Prochant believes ramping up its market- ing will allow it to capitalize on the increas- ing number of providers looking to outsource billing, Graham says. "In the past, outsourcing was a bad word," he said. " n ow providers are turning to it. It's the last place to save costs and improve effi- ciencies, and it allows them to focus on their core business." r iding the wave of its new brand, Prochant expects to triple in size in the next three years, says r aj Misra, vice president of marketing. " w e are also in the process of significant- ly un-leveling our technology offering with process automation and the application of predictive algorithms to help improve HME provider profitability," he said. " s o rebranding to a more modern-looking presence makes sense." hme RE f RESHE d c o n t i n u e d f r o m p r e v i o u s pa g e platform," a nderson said. a dditionally, while their products are "in great shape," U ss is preparing to launch a new content management solution named s towPoint. " w e see the need for a storage solu- tion that isn't just scanned docu- ments," a nderson said. "This solu- tion can hold video and audio files, and texts. a s healthcare moves more into telehealth, we wanted to get into that world." U ss expects everything to be "shiny and new" in s eptember, a nderson says. e m P hasis on team w ith nearly three decades with the same logo, Brentwood, Tenn.-based Team DME! felt it was time to update its look. But don't expect the company, which provides complete billing soft- ware, to "redefine" what it does, says Kent Barnes, direc- tor of marketing. " w e want to stay true to the team in our name, but real- ly try to emphasize it more," he said. " w e're proud that we work with our clients. w e listen to them and develop software based on what they need." o ne thing Team DME! will rede- fine: its tagline, Barnes says. "There will be people who ask us what we do, so we want to make soft- ware more prominent in the tagline," he said. a long with an updated logo and tagline, Team DME! plans to update its software and website with a clean- er look, fewer clicks and more mobile capabilities, Barnes says. " w e're re-modernizing our soft- ware," he said. a t press time, Team DME! was still in the throes of the rebrand, with plans for a marketing push once the process was complete. " w e thought it wouldn't be that hard, but it hasn't been easy," he said. hme ME d GROUP c o n t i n u e d f r o m p r e v i o u s pa g e " w e also anticipate offering our services more broadly to other healthcare markets," she said. Hines noted that any new or expanded services will incorporate feedback from members, much like the MED Clinical Path- ways Program, which was introduced last year and which was developed in consulta- tion with members and HealthCall. " o ur offerings have and will always be tailored to meet the needs of our members," she said. Hines says the parallel businesses and additional services haven't required MED to expand its staff—yet. " w e would anticipate adding resources as the MED Professional s ervices organization grows," she said. hme BLACKBURN ' S c o n t i n u e d f r o m pa g e 1 on lifts—everything from stair lifts to vertical platform lifts to patient over- head lifts—and ramps. Blackburn's has used a number of strategies for setting up the divi- sion for success, including leverag- ing waiver and trust fund programs to pay for lifts and ramps for their customers. " w hen we originally got involved in accessibility, we looked at it as a retail type of business and it still is," said n ick r ossey, Blackburn's certi- fied environmental access consul- tant. "But we've seen extraordinary growth over the years gaining those funds through waivers or trust funds. The truth is, accessibility can get to be very costly." The division now counts on waiver and trust fund programs for about 75% of its business, according to officials. a nother strategy has been for Blackburn's to do its own work. w hen a larger project requires, say, knocking down walls to install a lift, the company will subcontract that, but otherwise, it has invested in the manufacturer training, certification and even the tools to get the job done itself. "It took a couple of years to get to that point, but we have found it gives us better control of the end product and a more satisfied customer base," said r andy Prunty, the business devel- opment manager at Blackburn's. There's also this: Blackburn's has an a ccessibility Center, a showroom in a shopping mall that features lifts, ramps and more. B l a c k b u r n 's h a s n 't r u l e d o u t expanding the division to include home modifications like bathroom remodels and door widenings—it's already registered as a Pennsylvania Home Improvement Contractor. "Getting into that would probably grow the division astronomically," r ossey said. "But that's a whole dif- ferent ballgame and would require bringing on people who do that kind of work." hme "We're re- modernizing our software," says Kent Barnes of t eam dme ! MOTIVO TOUR c o n t i n u e d f r o m pa g e 1 in Series A financing for a total of $4.8 mil- lion. How is the company putting that money to use? Jeremy Knopow: w e've spent the last year or so moving our manufacturing in-house. w e used the latest round of funding to buy equip- ment and molds, and set up the processes. It has been a lot of work, but we felt like we needed to do it to control the quality that we wanted to make sure we deliver. hme : What's the manufacturing facility like? Knopow: It's about 15,000 square feet with 15 full-time and part-time employees. w e just hired someone else this morning—our manufacturing staff is growing very quickly. hme : In addition to in-house manufacturing, the money is tapped for advertising, right? Knopow: Yes, we just did our first national T v ad. It was a 10-day pilot, and we literally broke the call center the first day we ran the ad. It exceeded everyone's expectations. hme : You launched the Tour in limited release in 2017 and now you've launched it nationwide. Has the product been updated? Knopow: l ast year was helpful. w e got almost evangelical reviews on our website of people talking about how much better they felt, being able to stand upright. w e also got good feedback about wanting it to be lighter, smaller and cheaper. s o it's more than five pounds lighter. hme : One of the biggest benefits of the Tour is the ability to stow away the seat so users can walk upright inside the frame, rather than hunched over behind it. Seems obvious—why hasn't anyone thought of this before? Knopow: It's a good question. w hen we scoured the patent landscape and looked for things like that, we didn't find much. I think you had a product that was selling well at a profit, so why put money in r &D? But now that's getting blown up with competitive bid- ding, and it's more of a consumer product for retail. The user is also different now; they're an aging baby boomer population that helped to build apple into what it is today. hme : You sell direct to consumer through your website and TV ads, but you also sell through HME providers? Knopow: Yes to all of the above. w e are like most other people in the retail product cate- gory—we're going where people like to shop. hme : The Tour hasn't been coded by Medi- care, right? Knowpow: n o, and that was partly at the behest of providers. w ith minimal reimburse- ment, it's easier to market without it. But the Tour meets all the requirements—in fact, some providers have gotten private insurers to cover it. s ome users are showing up with scripts with this product specifically named on it. hme

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