HME News

OCT 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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Medicare Market Marker The eSolutions Denial Tracker SOURCE: ESOLUTIONS the eSolutions denial tracker is an index of the percentage of Medicare and commercial claims rejected on a monthly basis. The most recent month's data repre- sents an analysis of approximately 1,584,383 Medicare claims and 4,543,340 commer- cial claims adjudicated between August 1, 2018, and August 31, 2018. The index is a categorized and weighted analysis of claims fi led by eSolutions customers. HMENEWS.COM 11/17 12/17 2/18 5/18 8/17 8/18 7/18 3/18 1/18 4/18 6/18 9/17 10/17 Most viewed stories in August 1. Expect shifts to Medicare's provider base, poll respondents say 2. CMS upends competitive bidding 3. Auction expert reacts to CMS's proposed big changes 4. Comments in hand, industry ready to roll on broader relief 5. Stakeholders fi ne-tune message in August *The Medicare Market Marker provides a monthly look at the number of Medicare benefi ciaries for whom the four MACs have allowed a claims payment. SOURCE: PDAC (number of allowed benefi ciaries) E 1 3 9 0 : O X Y G E N C O N C E N T R A T O R E 0 2 6 0 : S E M I - E L E C T R I C H O S P I T A L B E D (number of allowed benefi ciaries) E 0 6 0 1 : C P A P (number of allowed benefi ciaries) K 0 0 0 1 : S T A N D A R D W H E E L C H A I R (number of allowed benefi ciaries) (number of allowed benefi ciaries) K 0 8 2 3 : P O W E R W H E E L C H A I R * * HME NEWS POLL HMEDATABANK.COM The HME DataBank has the latest Medicare reimbursement data for the top 1,000 HME providers nationally in 103 key product cat- egories, as well as for all of the products in the NCB program. You can determine your market share, look for new product opportu- nities and check out your competition using the latest available Medicare data. Go to hmedatabank.com to learn more. data! data! **We are now tracking K0823 claims with certain modifi ers (NU, UE or RR/KH) to better refl ect the actual number of new allowed benefi ciaries under the 13-month capped rental. 6/17 3/18 2/18 4/18 5/17 7/17 8/17 12/17 1/18 9/17 10/17 11/17 "What company wants to buy product from their competition?" —Nicole Hartzell, ATP coordinator, Mobility Solutions, New Port Richey, Fla. "In regard to por- table concentrators, they are not durable enough for rental on a continual basis and are expensive to fi x. I have no problem with manufacturers selling them." —John Galvin, director, Kent Home Medical Equipment 107,385 Region D 93,569 Region B 67,147 Region A 25,887 Region C 15,842 Region A 6,089 Region D Region B 12,383 Region B 53,473 Region D 69,548 Region C 114,428 Region A 46,683 247 Region B Region D 253 742 Region C Region A 147 46,102 Region C 16,552 Region B 14,616 Region D 19,195 Region A Month Percent denied Source: The Braff Group, 412-833-5733. The Braff Group M&A Insider Rehab (13.8, 16.7) DME (12, 15.9) Respiratory (10.3, 11.1) 6/17 3/18 2/18 4/18 5/17 7/17 8/17 12/17 1/18 9/17 10/17 11/17 6/17 3/18 2/18 4/18 5/17 7/17 8/17 12/17 1/18 9/17 10/17 11/17 6/17 3/18 2/18 4/18 5/17 7/17 8/17 12/17 1/18 9/17 10/17 11/17 Newspoll based on 167 respondents. 192,692 Region C HME NEWS / OCTOBER 2018 / WWW.HMENEWS.COM Databank Would you continue to buy products from a manufacturer that has gone direct to consumer, in one form or another? 6/17 3/18 2/18 4/18 5/17 7/17 8/17 12/17 1/18 9/17 10/17 11/17 Does it make a difference if a manufacturer is going direct to consumer only for cash sales? 30 This month we revisit the 10-year mergers and acquisitions trends for home medical equipment. Based upon the fi rst six months' annualized results, it would appear that the sector has stabilized, producing plus/ minus 40 deals per year four years running. This likely refl ects the reality that, despite a diffi cult reimbursement climate, it is a climate unlikely to change dramatically over the foreseeable future, and perhaps counterintuitively, one with a comparatively low risk profi le. Based on developments in consolidation strategies, relatively "calm" markets can either produce similarly calm M&A dynamics, or even spikes in activity. While we haven't seen any spikes yet, it shouldn't go unnoticed that over this same four-year span, there have been 11 market-entry platform transactions completed by private equity sponsors—a development that is often a barometer of e nthusiasm for further investment. Home medical equipment deal trends

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