HME News

JAN 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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■ ResMed's Mick Farrell has added a digital health company and a software provider to the fold. See story next page. Invacare reports 'challenging results' in Q3 . . . . . . . . . . . . 1 VGM enters cannabis business . . . . . . . . . . . . . . . . . . . . . 20 National Ramp rebands with 'Freedom Now' . . . . . . . . . . 20 Philips to close Georgia facility . . . . . . . . . . . . . . . . . . . . . 21 Vendors 20 hme news / january 2019 / www.hmenews.com Briefs VG m expands, rebrands wound care division WATERLOO, Iowa – VGM has rebranded its wound care program as VGM Wound Care. It has also expanded its tools and resources for providers currently offering wound care products or looking to get into the market. The program, which covers dressings, sup- port surfaces, negative pressure wound therapy, ostomy, compression and nutrition, offers support materials for billing, incremen- tal growth, policies and education. Invacare layoffs shift overseas ELYRIA, Ohio – Invacare plans to reduce its workforce in Europe by about 50 employ- ees, according to a filing with the Securi- ties and Exchange Commission. The move is part of the company's long-term plan to achieve $12.5 million of operating margin improvement from cost reduction activities specifically in Europe. Invacare expects to in- cur total pre-tax cash restructuring charges, primarily related to severance and transition assistance, of about $900,000, which will be expensed in the fourth quarter in the Europe segment. Once the reduction is complete, the company expects it to generate about $2.5 million in annualized pre-tax savings. Quantum r ehab launches Interactive a ssist DURYEA, Pa. – Quantum Rehab has launched Interactive Assist, a new app that provides a direct, real-time connection from a power wheelchair's electronics to a provider's pro- gramming station. The connection helps to eliminate wasteful service trips. "For both providers and consumers, Interactive Assist saves time, money and frustration," said Jay Brislin, vice president of Quantum Rehab. "We didn't just want data snapshots. (Our app) features real-time monitoring; mirroring access; and the ability to adjust certain pa- rameters." The app is available for download in the Apple Store and Google Play Store. Here's how it works: The consumer links his or her controller to the app using a smart device, making a secure connection to the provider; the provider or technician can then view every aspect of the wheelchair's elec- tronics, even as it operates. While connected, the consumer and provider can also commu- nicate via text chat. Golden, u ltrafabrics partner on warranty OLD FORGE, Pa. – Golden Technologies now of- fers lifetime warranties for breathable fabrics on its lift chairs. The company is offering the extended warranties on its lift chairs that use Brisa by Ultrafabrics. "We are excited to part- ner with Ultrafabrics to offer the only lifetime warranty for all Brisa breathable fabrics on lift chairs in the industry," said Rich Golden, CEO. "This collaboration marks the fusion of true comfort seating and luxurious Brisa fab- rics—both built to last." The warranties, sub- ject to Golden's terms and conditions, begin from the date of shipment to the buyer and last for the life of the chair. Medtrade lookback National Ramp increases visibility Company is conducting a search for a replacement, spokeswoman says Inogen adopts 'balanced approach' VGM brings expertise to unorganized market v G m ' s b o ta n i c o s e e n e x t pa g e By Liz Beau L ieu, e ditor GOLETA, Calif. – Inogen teased three new products and ser- vices, including its next gen- eration G5 portable oxygen concentrator, during a Nov. 6 conference call to discuss its financial results for the third quarter of 2018. Inogen plans to launch the G5 in the first half of 2019, first in its direct-to-consum- er channel and then in its domestic business-to-busi- ness channel. "While we are not ready to talk specifics, we can say that we expect that the G5 will produce a higher oxygen capacity output than the G3, will be smaller in size than the G3 and will have a high- er oxygen output per pound than the G3," said Scott Wilkinson, CEO. "Thus, we expect the G5 to obsolete the G3 over the immediate term." When pressed for addition- al details on the G5, Wilkin- son did allow that, unlike with other new product launches, the focus for this product was not necessarily just on size and weight. "When we launched the G4 a little more than two years ago, what we heard, when we asked how to improve it, was, 'I'd like it quieter and I'd like a longer battery run time,'" he said. "So that was all fac- tored into the G5. It's a more By Liz Beau L ieu, e ditor ELYRIA, Ohio – The leader of Inva- care's beleaguered North Amer- ica/HME business left the com- pany in early September, the company has confirmed to HME News. Invacare is currently look- ing for a replacement for Dean Childers. "We are conducting a search to identify the best candidate for this role," a company spokeswoman said. "In the interim, (Chair- man, President and CEO) Matt Monaghan, with the support of our North American leadership team, is overseeing this part of the business." Childers was named senior vice president and general man- ager of the NA/HME and Institu- tional Products Group businesses at Invacare in 2015, a few months after Monaghan took the reins of the company. Childers and Monaghan had worked together previously in private equity and medical devices organizations. During his tenure at Invacare, Childers received total compen- sation of $1.1 million in 2017, $772,136 in 2016 and $1.3 mil- lion in 2015. The change in leadership was made "to help enable our achievement of our long-term business objectives," the spokes- woman said. In addition to Childers' departure, Invacare recently announced it was laying off about 50 employees, most of them working at the company's corporate headquarters in Elyria. Some sales reps were affected, the spokeswoman said. "We are continuing to invest in our sales organization and structure to exceed customers' By Liz Beau L ieu, e ditor WATERLOO, Iowa – VGM Group has staked a claim in the "rocking" cannabis and hemp markets with its new division botaniCo. Dawn Prebula, president of the new division, says a recent trade show for the markets drew 27,000 attendees and more than 1,000 exhibitors. "It was rocking," she said. "We opened the booth at 10 a.m. and closed it at 6 p.m., and we didn't stop." botaniCo provides its mem- bers, which include dispensa- ries, cultivators, manufactur- ers, extractors, testing labs and distributors, with a number of customizable solutions. They By Liz Beau L ieu, e ditor v ALLEY COTTAGE, N.Y. – Nation- al Ramp was so focused on promoting its new brand at Medtrade that the manufactur- er didn't even have products on display in its booth. At the entryway to the show floor, a 10-foot by 30-foot ban- ner with National Ramp's new logo and new tag line (Freedom Now) welcomed attendees. "We stepped up our presence at the show this year to let the industry know about our new branding," said Andrew Miller, marketing director. "We went mainly to promote our new brand." N a t i o n a l R a m p , w h i c h employs almost 50 and manu- HME EXECUTIVE OUT AT INVACARE cover: revenue growth, business analytics, govern- ment relations and advocacy, education and insurance. VGM feels it's well positioned to serve the markets using experience f ro m e x i s t i n g divisions serving the golf course and medical mar- kets. Through its VGM Club divi- sion, for exam- ple, it already has contracts for supplies like fertil- izer and equipment like irriga- tion systems that companies in the cannabis and hemp markets need. "We have group purchasing contracts from both the club and medical sides that cross over," said Clint Geffert, president of VGM & Associates. "It's still a very young and not very orga- nized market, but it's growing rapidly. We feel we bring some expertise." While bontaniCo is much big- ger than CBD products, VGM was also encouraged to launch the division by the growing inter- est among HME providers in that side of the cannabis and hemp markets. "There's definitely a curiosity there, with them asking us, what are your thoughts on getting into factures its products in a num- ber of facilities in the tri-state area, worked with an outside agency to modernize the look of its logo and tag line. Previously, the company's tag line was "Your Freedom Your Choice." "Freedom Now is what we're here to do for our customers," Miller said. "Whey they need a ramp, they need it now. It's not something they can wait on." National Ramp has also given names to all of its products, after the successful launch of its Liberty line of solid aluminum ramps. Its aluminum mesh ramps became the Breeze line; its steel mesh ramps became the Triumph line; its wood deck Dawn Prebula Clint Geffert Natio N al Ramp's banner and booth at the most recent Medtrade show. N AT I O N A L r a m p s e e n e x t pa g e D E A N c h i l d e r s s e e n e x t pa g e I N O G E N e a r n i n g s s e e n e x t pa g e

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