HME News

SEP 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 12 WWW . HMENEWS . C o M / SEPTEM b ER 2018 / HME NEWS 810-653-5000 | universalss.com Powerful API Connecting All Your Systems. Medtrade Atlanta, GA 2018 Booth #1961 stuck with these same rates," said g ary s heehan, CE o of s andwich, Mass.-based Cape Medical s upply. "There are a lot of people hanging on by a thread as it is, and if they wait two years to put these cor- rections in place, how many more providers will be lost?" For many of the providers still standing—an estimated 30% have closed their doors since 2016— the decision to take back Medi- care business will require some hard number crunching. " i took all the sp A amounts and put them on spreadsheet and am really looking at exactly what i can sustain and what i can't," said Josh Eckstein, vice president of Complete Home Care in Buffalo, n . y ., which holds a respiratory contract. " i would consider addi- tional Medicare business so i can be a one-stop shop, but, again, i have to look at what i can sustain and what i can't." p rovider d avid Chase says he's not thrilled with the rates, espe- cially compared to the cost of doing business with Medicare, but he welcomes the opportunity to get back his C p A p and oxygen business. "They are not doing anything about the burdensome documen- tation that's part of Medicare," said Chase, CE o of Hampton Home Care in s outhampton, n . y . "We'll take it because it's in our wheelhouse and it's better than nothing." i f the sp As stay the same, pro- vider Mike Bailey simply won't participate. "We declined contracts when they were offered to us three years ago," said Bailey, CE o of s aint p aul, Minn.-based Handi Medi- cal s upply. " i don't send my sales staff out looking for negative or low-margin business." o ne of CM s 's ways of justifying the lower rates of the bid program is that contract suppliers would see an increase in market share— something that theoretically goes away under the any willing pro- vider provision. But providers say that's not a concern. " i n our market, there really aren't any other providers," said Andrew Trammell, president of Carolina's HME in Charlotte, n .C., which holds contracts for general d ME and standard mobil- ity. "The few that are left already have contracts." HME A NY w ILLING c o n t i n u e d f r o m pa g e 1 CLEVELAN d – The Riverside Com- pany, a global private equity company based here, has sold Specialized Medical Services to Lincare. Milwaukee-based SMS is a provider of respiratory equip- ment, logistics solutions and relat- ed medical products to long-term care centers like skilled nursing facilities. Under Riverside's hold, Riverside Co. exits respiratory SMS's footprint grew to cover more than 45 states and 3,200 fa- cilities, and its revenue grew more than seven times, according to the firm. Riverside initially entered the respiratory market in 2006, when it invested in RCS Management. When it acquired SMS in 2012, it named the combined company SMS. Starck: o ne aspect nobody talks about is that (oxygen utilization is) not growing as fast as C opd is. At the same time, there's been an increase in the amount of adminis- trative work to get a patient eligible. Consensus in the industry is it is so hard for a physician to get an oxy- gen patient on service that (early stage) patients aren't getting pre- scribed oxygen and they are wait- ing longer to prescribe oxygen. HME d AN STARC k c o n t i n u e d f r o m pa g e 1 1 said Lo p resti. "They know what the out- of-pocket will be before they are even connected to us," he said. As consumers turn more toward online buying, that's a place Upstate wants to be. "We live in a time where everyone has bought something from Amazon at least once, and we know Amazon is looking to get into the d ME space," he said. " i t's all lining up to be more of an e-commerce driven business." HME U p STATE c o n t i n u e d f r o m pa g e 1 1 Employees have been patrolling evacuation centers to look for their patients and, in some cases, have been approached by patients of other companies, says r yan. "They were directed to their pro- vider if possible, and if they had an out-of-town company, then we did what we could, within the scope of what we are allowed to do, to make sure they are safe and have every- thing that they need," he said. o wens Healthcare is also fielding inquiries from displaced patients who are only now remembering they no longer have their C p A p equipment with them, says r yan. "A lot of folks had only min- utes to get out," he said. " n ow that they've had time to process that they've lost everything, they are realizing they don't have their C p A p ." As in many cases when disasters strike, providers often take a finan- cial hit because they put patients first, says Miller. " i f it's out of our pocket, it's out of our pocket," she said. "We had patients come in to us that weren't getting the care they needed." Wildfires are par for the course in northern California, but the Carr Fire is something else, says Miller. " i f you live in northern Califor- nia, you are connected to a fire- man in one way or another," she said. "They are all saying this fire has been the most unpredictable they've ever seen." HME w IL d FIRES c o n t i n u e d f r o m pa g e 1 1 ME d T rad E boo TH 1961

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