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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■ Aram Susong and Jeremy Stolz talk about VGM Fulfillment's growth. See story below. Philips takes cash sales for POC direct to consumer . . . . 1 CMS proposes add-on payment for VOCSN. . . . . . . . . . . 20 ResMed sees providers as partners for POC . . . . . . . . . . 20 Sunrise Medical, Mediware make buys. . . . . . . . . . . . . . . 21 Vendors 20 hme news / september 2018 / www.hmenews.com Briefs Invacare rebrands t op e nd ELYRIA, Ohio – Invacare is refreshing its Top End wheelchair brand with a new logo and a new website set to launch in the third quarter. The new "t-racer" logo provides a visual representation of the brand: cutting edge, sleek and performance focused, In- vacare stated in a press release. The new website will feature an intuitive design, and will allow consumers to order stock prod- ucts and parts online, Invacare says. c U hits milestone BILLINGS, Mont. – Computers Unlimited, developers of TIMS Software, celebrates 40 years in business this year. The com- pany was co-founded in 1978 by Dr. Mike Schraer and is now run by President David Schraer. It has three different software ap- plication divisions for three different indus- tries: medical, industrial and audiology. CU got its start by servicing local industrial gas and welding companies, expanded its ser- vices to HME companies in the 1980s and to speech, language and pathology com- panies through an acquisition in 2010. In its 40th year, the company highlights its ability to adapt to the more mobile work environ- ment and to attract long-term employees. Allegiance gets certified OVERLAND PARK, Kan. – The Allegiance Group, a provider of patient-pay collections, has announced that its COLLECTPlus applica- tion has earned certified status for informa- tion security by HITRUST. The status dem- onstrates that COLLECTPlus has met key regulations and industry defined require- ments, and is appropriately managing risk. c ompass h ealth, n D c increase services CLEVELAND – Compass Health has entered into a Preferred Vendor Partnership with NDC Homecare, a regional distributor to HME providers in the Midwest. The part- nership means providers in Arkansas, Iowa, Kansas, Missouri, Nebraska and Oklahoma can now enjoy next-day delivery, lower freight minimums and will-call service, something they never had access to before due to how far they were from Compass Health's distribution centers. NDC has distribution facilities in Conway, Ark., and Kansas City. b onafide touts new searching functionality THOUSAND OAKS, Calif. – Bonafide Manage- ment Systems now has Optical Charac- ter Recognition (OCR) functionality. The technology, being offered at no additional charge, allows customers to efficiently and instantly search all scanned documents on the Bonafide system. The technology works by analyzing the structure of scanned documents and recognizing elements like blocks of text, tables and images. It can then identify characters and words within the scanned document, eliminating costly data entry functions. CMS increases visibility of VOCSN vent Growth spurs expansion V E N T S s e e n e x t pa g e proposed rule 'You'll see us work with the channel and help support them,' says CEO Mick Farrell VGM FULFILLMENT ADDS COMPRESSION By Liz Beau L ieu, e ditor SAN DIEGO – ResMed plans to take a "partnership" approach with HME providers when it more widely launches its portable oxygen concentrator in fiscal year 2019, CEO Mick Farrell said during a conference call in August to discuss the company's most recent financial results. An investor during the call asked company officials wheth- er or not they were considering a direct-to-consumer strategy for the Mobi, as has been the strategy for Inogen for years and for Phil- ips for only cash-paying custom- ers more recently. By Liz Beau L ieu, e ditor V GM Ful FI ll ME nt is having another growth spurt. While it was in the midst of adding a compression stocking resupply program to its ros- ter, it was also expanding its warehouse by another rough- ly 20,000 square feet to make room for more storing and more picking. "We're in the middle of a construction zone right now," EZ does it Hannah s mith, one of six children who received specialized equipment during the V g M Heartland Conference in June, has also received a new vertical lift platform from a lgona, Wash.-based e Z- a CC ess . V g M helped coordinate the dona- tion and n ucara assisted in delivering the lift to nine-year-old Hannah's e vansdale, Iowa, home. "V g M and its partners and members always look to step in for someone who might need just a little help," said V g M's Jim g reatorex. By Liz Beau L ieu, e ditor WASHINGTON – In an unexpected move, CMS has proposed estab- lishing fee schedule amounts specific to multi-function ven- tilators, but the manufacturer of what's believed to be the only such device currently on the mar- ket has declined to comment. In a recently released proposed rule, CMS proposes to establish fee schedule amounts for multi- function vents based on the cur- rent Medicare fee schedules for vents, plus an additional amount for the average cost of the various additional functions or features the device offers, starting Jan. 1, 2019. In April of last year, Ventec l ife Systems received FDA 510(k) clearance from the u .S. Food and Drug Administration for its VOCS n , a device that combines five respiratory therapies: venti- lation, oxygen, cough, suction and nebulization. t he device has been available in a controlled ResMed readies to scale POC biz "You'll see us work with the channel and help support them," Farrell said. "Our model is going to be more partner- ship with the channel than w h a t w e ' re seeing, I think, f r o m s o m e others. I just don't think that's a smart move. Our focus is partnership with the HME channel and helping both of us win, and, really most importantly, helping that patient win and get access to ResMed's POC if they want to." ResMed first made a play to enter the home oxygen therapy market in 2016, when it bought Austin, t exas-based Inova t ech- nologies, the manufacturer of the l ifeChoice Activox, an ultra-light POC, and the Activox D u O2, an integrated stationary and POC system. t he company formally intro- duced the Mobi in January, but the POC has been under a con- trolled launch ever since, as offi- cials refine the product's go-to- market strategy. "We continue to gain insights and gather data," Farrell said. "We're getting ready to scale this business. t ens of millions of COPD patients need our help, and we're preparing to do just that." ResMed plans to lean on its reputation for quality and reli- ability— not only among HME providers but also among pulmo- nologists—for a hot start in the POC market right out of the gate, company officials say. " l ook, there are a number of players in this space," Farrell said. "We're not alone in having a portable oxygen concentrator… (But) throughout FY 2019, 2020 and beyond, you're going to see ResMed be a major player in the market." By Liz Beau L ieu, e ditor WATERLOO, Iowa – VGM Fulfillment is always on the lookout for new ideas to grow its business—and sometimes they come from their provider customers. t hat was the case for the com- pany's new compression stocking resupply program, which joins the company's existing CPAP resupply program, says Jeremy Stolz, president. "We're always searching for something that fits this business model and that can benefit from the value we create," he said. "But this was something the Mayo Clinic Stores approached us about. t hey are a long-time customer on the CPAP side who said, 'We're interested in putting some- thing together for compres- sion.'" For a fee, VGM Fulfill- ment manag- es a provider's inventory of compression stockings, processes their orders and ships products directly to their patients or to their stores. said Jeremy Stolz, vice presi- dent, during a phone interview in July to discuss the new pro- gram. "Can you hear all the noise?" Back in 2016, VGM Fulfill- ment, which got its start in a 500-square-foot garage, dou- bled its warehouse space to 80,000 square feet. When this most recent expansion is com- pleted, likely in September, it will have roughly 100,000 square feet. Mick Farrell Jeremy Stolz R E S M E D M o b I s e e n e x t pa g e V G M f u l f I l l s s e e n e x t pa g e E x PA N S I O N s e e n e x t pa g e

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