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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Page 17 of 24

Product Focus hme news / september 2018 / 17 b usiness Development Pediatrics: Dynamic in its potential—and challenges DME PARI Respiratory Equipment, Inc. VORTEX N ON -El E c TRO s T a T ic H O ldi N g cH amb ER ■ Compatible with most MDIs, does not require priming, dishwasher safe and latex free. ■ Interchangeable, child-friendly masks. ■ Mouthpiece cap protects chamber from unwanted debris. Supracor sT imuli TE cONTO u RE d P E dia TR ic c us H i ON ■ Soft top layer fused to firmer bottom layer of flexible Stimulite honeycomb. ■ Adductors, abductors and an ischial dish comfortably position the child. ■ Optimum pressure relief, stability, shear force reduction and ventilation. Drive DeVilbiss Healthcare Nimb O Walk ER ■ Lightweight, height adjustable, folds. ■ 5-inch soft rubber front and rear wheels. ■ Also available with a fold down seat. Sunrise Medical Zi PP i E V O yag E ■ Early intervention stroller with versatile seating and extensive adjustability. ■ Available in moderate or advanced seating options. ■ Reversible seat with tilt and recline, and large selection of accessories. Sunrise Medical Zi PP i E X' ca PE cH ild REN 's W HEE lc H ai R ■ Performance of rigid frame, convenience of folding frame. ■ Weighs as little as 19 pounds. ■ Easy to transport using just one hand to open and close. Permobil Ti l i TE Pil OT ■ Built-in forward growth adjustment. ■ Clean frame design features seat pan and side panels for easy access to adjustment bolts. ■ Ultra-lightweight design and carbon fiber frame panels make it 50% lighter and a breeze for kids to navigate all the adventures of their great big world. Dalton Medical Corp. k 514 ■ Aluminum wheelchair features manually operated tilting and reclining functions. ■ Tilting angle: 5-25 degrees. ■ Reclining angle: 30 degrees. Mobility By John Andrews, Contributing e ditor W hen assessing its potential, the pediatric market always shows promise for providers: i t has a base of customers who need ser- vices over their lifetimes, reimburse- ment is not subject to competitive bidding and it offers retail possibili- ties. Moreover, technology and clini- cal knowledge are advancing, making pediatrics a dynamic category for the h M e business. "There is a good deal of growth and competition among suppliers in the pediatric market, both domestically and internationally, which gives users a lot of options," said Kelsey Di g ia- como, product manager for Fresno, Calif.-based s unrise Medical. " i t's critical for providers to strive to offer the most clinically functional products possible to best suit the needs of children with disabilities." Driving the market evolution is a shift in thinking about matching children with the right products at an earlier age, said Jamie Crawford, vice president of marketing for Lebanon, Tenn.-based Permobil. "The emphasis is on providing indepen- dent mobility solutions for children with cognitive and physical disabilities as early as possible," she said. "Movement for young children is critical not only for physical mile- stones, but for social development, as well." Propelled by the research of organizations like g o Baby g o, "the message has become clearer that we must find more ways to pro- vide children who are not typically develop- ing opportunities to explore their world to maximize mental, social and physical devel- opment," Crawford said. "Providers are also facing more knowledgeable parents and cli- nician advocates who are seeking solutions beyond dependent positioning and mobil- ity devices while balancing the challenge of unclear funding pathways. Due to advances in pediatric mobility solutions, funding will become increasingly more difficult and it is unlikely that reimbursement will keep up with technology." Fun D ing challenges With Medicaid as the primary funding source for pediatric patients, there are specific challenges in finding coverage for a complete array of products. J.B. Radabaugh, clinical education manager for e xeter, Pa.-based Quantum Rehab's e astern Region, said "generally speak- ing, Medicaid programs do a nice job supporting pediatric clients as far as seating and wheeled mobility goes," but that other items, such as specialty beds and car seats, present greater difficulty with coverage and reimbursement. h owever, Radabaugh said providers should know that "if a service, supply or equipment that has been determined to be medically necessary for a child is not listed as covered (for adults) in a state Medicaid plan, the state will nonetheless need to provide it to the child as long as the service or supply could be covered under the state plan. i n such circumstances, the state would need to develop a payment methodology for the service, supply or equipment, including the possibility that payment may need to be made using a single-service agreement with an in-state provider or an out-of-state pro- vider who will accept Medicaid payment." Michael g ipson, vice president of sales for Port Washington, n .Y.-based i nspired by Drive, adds that dealing with Medicaid from state to state is the most difficult part of the program. For example, he cites reim- bursement in some states is an all-inclusive e 1399 code for a special needs car seat, which reimburses roughly 70%-85% of the manu- facturer's suggested retail price and could top $2,000. i n other states, the code is T5001 and reimbursement is around $600. " h owever, there is an additional caveat in that there are several different managed Medicaid plans within certain states that each reimburse a different amount, so it is not black and white," he said. r etail potential One market reality is consolidation, which is limiting access to care, even while the demand continues to grow, g ipson said. a dditionally, he said providers are focusing on higher reim- bursement items to stay competitive and don't have the time to focus on ancillary items. "This frustration has caused parents to explore alternative means to purchase prod- ucts and as a result, we are seeing more retail purchases on these products," g ipson said. While retail can be seen as a positive devel- opment for providers, g ipson cautions that it is also concerning "as families are ordering products that may not necessarily meet all of the clinical needs of their child." Di g iacomo also acknowledges that "there is a market for people willing to buy technol- ogy outside of traditional funding sources," but that "we always do our best to balance innovation with the current funding environ- ment." H m E c a TE g OR y Pediatrics ma R k ET OVERV i E W ■ Challenging category: Pediatrics is seen as a strong, growing market that offers advantages for providers, such as no Medicare competitive bidding and a patient base that needs services their entire lives. Even so, it is clinically intensive, is subject to Medicaid funding challenges and requires specialized product knowledge. m E dicaid N ua N c E s ■ Puzzle pieces: The Medicaid funding scenario is littered with questions and conundrums, depending on the state. In general, seating and wheeled mobility is supported, but coverage for various other equipment is scattershot. RE ac H i N g REFERR als ■ Generating buzz: Pediatric referrals can be found in a wide range of locations, but a key element for building a successful business is to establish a wide-ranging reputation for service dependability and positive outcomes. Raz Design Inc. Ra Z - ca T ( cO m P ac T aTTEN da NT Til T ) ■ Tilts to 40 degrees for trunk positioning and optimal pressure redistribution. ■ Height adjustable, 18-inch wide seat frame for clearance over standard toilets. ■ Excellent positioning with narrower back options and adjustable seat depth from 11 inches to 16 inches. Drive DeVilbiss Healthcare T ROTTER PE dia TR ic m O bili T y c H ai R ■ Lightweight, foldable. ■ Available in three colors, and features padded seat and back upholstery. ■ Adjustable seat depth. Quantum Rehab kOZ m O ■ Engineered to meet needs of even most active child, with a top speed of 3.6 mph. ■ Ultra-compact size, vibrant color choices. ■ Portable version features one-hand, feather- touch disassembly. ROVI ROV i X3 ■ 23.25 inches wide, 20-inch turning radius. ■ Multiple seating and control options. ■ Kid friendly seat color options. Nebulizers Drive DeVilbiss Healthcare a i R ial sPOTZ THE dO g m ask W i TH mETER dO s E iNH al ER cH amb ER ■ Momentarily holds aerosol medication in chamber until patient is ready. ■ Accommodates most CFC and HFA meter dose inhalers, includes mask. ■ Eliminates medication waste, maximizes drug delivery, minimizes need for hand- breath coordination, BPA-free. Compass Health R O sc OE P E dia TR ic N E buli ZER s ■ Deigned to relax and reduce anxiety during treatment and promote child acceptance. ■ All models include compressor, disposable nebulizer, pediatric mask, angled mouthpiece, tubing, extra filters, manual. ■ Five-year warranty; optional carrying bags. GF Health Products, Inc. J OHN b u NN J b 0112-07 N E b-u-Tyk E N E b-a- dOO dl E N E buli ZER ■ Interactive, child-friendly device provides entertaining solution. ■ Convenient, compact design, including drawing board for writing and doodling; transports easily. ■ Five-year limited warranty; designed to meet the requirements of E0570. Disposables GF Health Products, Inc. l um EX d 0095 R E usabl E bE d Pad ■ Triple-layer absorbency protects mattress. ■ Quilted cotton top layer, vinyl bottom barrier layer, and middle soaker layer. ■ Washable, reusable. Dalton Medical Corp. T R ai N i N g Pa NT s ■ Designed to stop leaks for the most active little ones. ■ Unique absorbent core captures fluid for up to 12 hours of protection. ■ Size 3T/4T: 30-40 pounds, size 4T/5T: 37-plus pounds.

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