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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Vendors BRIEFS Stealth brings back Ottobock supports BURNET, Texas – Stealth Products has be- come the exclusive distributor in North America for a range of upper extremity sup- ports from Ottobock. The move brings the products back to the North American mar- ket. "When we learned about the discontin- uation of the Ottobock line of upper extrem- ity supports in our market, we knew these options would fit nicely into the Stealth solutions portfolio," said Lorenzo Romero, president of Stealth Products. "We didn't want to just add a similar product into this category, we wanted to offer a recognizable brand that speaks to a long history of reli- ability. We feel these products will expand the range of solutions we can provide to our customers, while maintaining the quality you've come to expect from Stealth." Rectangle Health, VGM partner VALHALLA, N.Y. – Rectangle Health, a pro- vider of payment technology solutions, has formed a strategic relationship with VGM & Associates. Through the new relationship, Rectangle Health will offer its solutions at a discount to VGM's membership of HME providers. Rectangle Health, formerly Re- triever Medical & Dental, began as a credit card processing program for medical and dental offices. It has grown to become a healthcare payment and processing com- pany for more than 50,000 healthcare pro- viders in the U.S., processing more than $5 billion in patient payments each year. WHILL secures funding SAN CARLOS, Calif. – WHILL, which launched the Model Ci in the U.S. in January, has se- cured $45 million in funding led by investors SBI Investment Co., Daiwa PI Partners Co. and Daiwa Corporate Investment Co., and WHIZ Partners, as well as Endeavor Cata- lyst and others. This funding brings WHILL's total funding to about $80 million. WHILL, expanded sales into the U.K. and Italy in July, following its expansion into Canada earlier this year, will use the funding to fur- ther broaden its geographic footprint across other European countries. It will also use the funding to significantly expand its con- sumer products offerings, and develop and expand its mobility as a service business. Bridge Connector, PointClickCare partner NASHVILLE, Tenn. – Bridge Connector has formed a strategic partnership with Point- ClickCare Technologies, a cloud-based software vendor for the long-term and post- acute care markets. As part of the partner- ship, Bridge Connector will play a large part in PointClickCare's new developer program, offering its developers a streamlined, inte- grated process to build on the PointClick- Care platform and leverage third-party in- tegrated solutions. Bridge Connector and PointClickCare are also using the partner- ship to focus on accelerating customer re- lationship management integration. WWW.HMENEWS.COM / NOVEMBER 2018 / HME NEWS 19 ■ CareCredit has paid off for Pride Mobility Products and its provider customers, Micah Swick says. See brief page 20. Is e-prescribing at a tipping point? . . . . . . . . . . . . . . . . . . . 1 Prop 65 impacts manufacturers, distributors . . . . . . . . . . 19 Q&A: Scott Stone, formerly of Obi . . . . . . . . . . . . . . . . . . 19 Mediware becomes WellSky . . . . . . . . . . . . . . . . . . . . . . . 19 REBRANDING P R O P 6 5 S E E PA G E 2 0 Certain products must carry standardized warning labels Law requires notifying Californians of products containing 900-plus chemicals SKY'S THE LIMIT FOR MEDIWARE Charity links The Permobil Foundation hosted its annual charity open golf tournament on Sept. 20 at the Hermitage Golf Course in Old Hickory, Tenn. The event raises money toward the foundation's mission of partnering with nonprofit organizations to help individuals with disabilities live a life without limita- tions and assisting with insurance denials. So far, the foundation, which celebrated its one-year anniversary this past March, has supported 194 nonprofits and assisted 268 individu- als with getting a wheelchair or acces- sory. Sponsors of this year's event included U.S. Rehab, National Seating & Mobility and Numotion. BY LIZ BEAULIEU, Editor SACRAMENTO, Calif. – Manufactur- ers and distributors are grap- pling with updates to Califor- nia's Proposition 65 that went into effect Aug. 30. Prop 65 requires businesses to warn individuals in Califor- nia about products contain- ing 900-plus listed chemicals "known to the state to cause cancer, birth defects, or other reproductive harm." What's n e w : s t a n d a rd i z e d w a r n - ing labels. Manufacturers must include them on these products, distributors must incorporate them into their websites and catalogues, and online retailers must use them to notify consumers before BY LIZ BEAULIEU, Editor D ESIN AND its Obi robotic eating device h a v e b e e n m a k - ing a mark on the complex rehab industry. First, The VGM Group and U.S. Rehab included Obi as one of the pieces of equipment they donated to children dur- ing their Heartland Con- ference in June, and then National Seating & Mobil- ity announced that it was partnering with DESiN to distribute the device nation- wide in August. Here's what Scott Stone, former vice pres- ident of customer experience for the company, had to say about the increasing interest in Obi and his new venture in healthcare social strategy. HME NEWS: Obi is just get- ting on my radar, but when was the company actually formed? Scott Stone: Jon Dekar, a friend from high school whose grandfather couldn't feed himself anymore due to a neurogenerative disease, got fanatically focused on it in 2006 and spent six years developing and testing it, and researching what true opportunities existed. Once he graduated from college, he and his father put together a business plan and launched the company. I came onboard in 2015 and helped take the product to market. I was with Proctor & Gamble and I was asked, "Would you like to take a risk by quitting your job to build a company that has the potential of help- ing thousands of people?" By this time, I yearned for a shake-up from the politics and mundaneness of corpo- rate America, and the rest is history. HME: What kind of traction have you been able to achieve in the past three years at Obi? Stone: We did a great job get- ting the news out there. Five hundred articles have been posted about us, including 30 unique articles. We've amassed 6 million views on viral Facebook videos. Eat- ing is one of life's greatest purchase. Hollister recently sent a let- ter to its customers, advising them that the gloves in its Apogee Plus To u c h F re e Intermittent C a t h e t e r System Kit, for example, m a y r e s u l t in exposure to chemicals, i n c l u d i n g diisononyl phthalate or DINP, which is known to the state of California to cause cancer. "Hollister will include the required warning on both the label and the (integral field unit) IFU of its Apofee IC Kit," the letter reads. "Howev- er, distributors and suppliers also need to take appropriate action to ensure compliance with the new regulations." In September, distributor NDC, Inc., had its catalogues on hold to make sure featured products complied with the regulations. " O u r c a t a l o g u e s a n d also our website are being scrubbed," said Ian Fardy, vice president of marketing for NDC. "As a distributor, we are responsible for under- standing where our products go and where our custom- ers sell into. We have a team working on it." The biggest danger from n o t c o m p l y i n g w i t h t h e Obi offers function— and form BY LIZ BEAULIEU, Editor LENEXA, Kan. – Mediware, a major provider of software solutions to HME providers, has changed its name to WellSky to better reflect its increasingly diverse prod- uct portfolio. The company, known as Mediware for 30 years, has grown organically and through acquisitions, to the point where it now comprises more than 30 brands serving not only HME providers, but also blood banks, home health and hospice agencies, rehab facilities and more. "As pressure mounts from reim- bursement challenges, the Silver Tsunami and other factors, the mar- ketplace requires a more compre- hensive set of solutions, and because more demands are being placed on them, our clients are asking for a more comprehensive set of solutions," said Bill Miller, CEO. "We have the momentum in the market to become the company that has the intelligent care management platform." Specifically on the HME side, Mediware has acquired companies like Fastrack and Definitive Homecare Solutions, also known by the name of its flagship product, CPR+, helping to significantly consolidate the software offerings in the industry. While Mediware has been integrating the companies that it has acquired—in 2015, for example, it launched CareTend as a single platform for its homecare pro- viders—the new name is the "last step" to notify the market that it's "one company, one brand," Miller says. "Externally, there can be confusion in the market John Anderson Bill Miller W E L L S K Y S E E PA G E 2 0 O B I R O B O T S E E PA G E 2 0

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