HME News

NOV 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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T H E B U S I N E S S N E W S P A P E R F O R H O M E M E D I C A L E Q U I P M E N T P R O V I D E R S HME NEWS POLL ■ The Allegiance Group's Anne Orrick discusses the fi ve essential questions to cover in your collection policy. See page 10. ■ Product Spotlight: Check out the latest in products for the diabetes market, like the BD VEO Insulin Syringe with ultra-fi ne needle. See page 18. ■ Given the backlog at the ALJ level, would you be willing to accept a settlement to resolve your Medicare appeals? See results on page 22. Pressure is on with two sign-on letters INVESTORS JUMP IN Great Elm Capital fuels Valley's growth HME Excellence Awards Medina, Ohio-based Aeratech Medical, primarily a provider of vents, has earned fi rst place in this year's HME Excellence Awards. Judges highlighted the company's ability to balance its clinical and fi nancial goals. See story on page 16. E-PRESCRIBING MAY BE AT TIPPING POINT Numotion to have new owner VA L L E Y H E A LT H C A R E PA G E 2 1 E - P R E S C R I B I N G PA G E 2 0 N E W S ■ Providers draw line in the sand on direct-to-consumer trend. PAGE 4 ■ Q&A: Regina Gillispie. PAGE 4 ■ Patients Over Paperwork? Not so much for HME. PAGE 6 D E PA RT M E N T S PROVIDERS ■ Florence tests providers. PAGE 12 ■ Investor says cuts create opportunities. PAGE 12 MOBILITY ■ RESNA responds to shrinking base of ATPs. PAGE 14 ■ Q&A: Laura Cohen of CTF. PAGE 14 RX & SPECIALTY PROVIDERS ■ Don't short change home infusion, NHIA warns. PAGE 16 ■ Bill drops for custom breast forms coverage. PAGE 16 VENDORS ■ Prop 65 requires warnings. PAGE 19 ■ Merits, Avid Rehab launch division for seat backs, cushions. PAGE 20 W W W . H M E N E W S . C O M C O M M E N TA RY ■ Do you have the door wide open to write- offs? You don't have to, writes Aimee Swope, the customer success manager at Apacheta. PAGE 9 BY THERESA FLAHERTY, Managing Editor MESA, Ariz. – Valley Healthcare's growth plans got a big boost recently when it partnered with Great Elm Capital Group to acquire Portland, Ore.-based Northwest Medical. "We've held out longer than most companies our size, but it was the right opportunity with someone who is equally as moti- vated as we are to continue to grow and grow stronger," said Ron Evans, co-founder and CEO of Valley Healthcare. "They are very respiratory focused, very patient focused. To me, that's important." Northwest Medical is Valley BY LIZ BEAULIEU, Editor BRENTWOOD, Tenn. – Numotion has signed a defi nitive agreement to sell to AEA Investors, a compa- ny exec has confi rmed to HME News. AEA Investors is a New York- based middle market private equity fi rm that currently has $11 billion under management. "This new partner is excited Healthcare's eighth acquisition since Ron and Pam Evans co- founded the company in 2006. Combined, the companies, which will continue to operate under local brand names, will serve 70,000 patients annu- ally across Arizona, Nebraska, Washington, Oregon and Alas- ka. They generated revenues of $43.6 million in 2017. Despite the challenges of competitive bidding, Valley Healthcare, which is a contract supplier, has maintained yearly growth rates of 10% to 15% by leveraging scale and technol- ogy. Evans plans to apply those same principles to Northwest to continue Numotion's mis- sion to provide customers with market-leading products and services that will enable them to actively participate in every- day life," said Bret Barczak, chief marketing offi cer of Numotion, in an email statement to HME News. "We anticipate closing the deal before year-end." Numotion has been backed BY LIZ BEAULIEU, Editor WASHINGTON – There are a number of puzzle pieces locking together at CMS that could mean e-pre- scribing for DME becomes per- vasive soon, the vendors of that technology say. In July, the agency's Offi ce of Grants Management disclosed that it had awarded a multi-mil- lion dollar contract to MITRE, a private nonprofi t corporation that operates federally funded research and development centers or FFRDCs, to conduct a feasibil- ity analysis on e-prescribing for It's holding company's fi rst foray into health care DME. " ( M I T R E ) s e e m s t o b e bullish," said David Gelbard, f o u n d e r a n d CEO of Para- chute Health. " T h e y w e r e very positive about e-prescribing for DME being able to take off and being viable." In recent months, e-prescrib- ing vendors, including Parachute Health and DMEhub, which is VOLUME 24 — NUMBER 11 NOVEMBER 2018 $7.00 David Gelbard N U M O T I O N ' S N E W O W N E R PA G E 1 5 S E E S I G N - O N L E T T E R S PA G E 2 1 BY THERESA FLAHERTY, Managing Editor A GROUNDSWELL OF grass- roots support carried a pair of bid-related sign-on letters over the fi nish line in early October, say industry stakeholders. The fi nal tally: 138 signatures on the letter in the House of Represen- tatives, spearheaded by Rep. Cathy McMorris Rodgers, R-Wash.; and 32 signatures on the letter in the Senate, spearheaded by Sens. John Thune, R-S.D., and Heidi Heit- kamp, D-N.D. "Every office we walked into had heard from state leaders and providers," said Tom Ryan, presi- dent and CEO of AAHomecare, who spent time on Capitol Hill leading up to the deadlines for collecting signa- tures for the let- ters. "These let- ters will help to shape the fi nal rule where we need it to be, so we are encouraged by that." The letters, which are being sent to CMS Administrator Seema Verma, HHS Secretary Alex Azar and OMB Director Mick Mul- vaney, ask CMS to increase reim- bursement rates in bid areas until Sen. Heitkamp

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