HME News

FEB 2019

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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■ Matt Mellott says Apacheta solves many of the business challenges that providers face. See story next page. Ventec gears up its multi-function vent . . . . . . . . . . . . . . . 1 3B Medical enters POC market . . . . . . . . . . . . . . . . . . . . . 20 CAIRE launches oneCAIRE . . . . . . . . . . . . . . . . . . . . . . . . 20 CU founders honored . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 20 Vendors 20 hme news / february 2019 / Briefs r es m ed's m obi hits market SAN DIEGO – ResMed's Mobi portable oxygen concentrator is now widely available in the United States. The company says its POC offers an optimal balance of oxygen delivery, weight and battery life. "Simply put, Mobi keeps you mobile, which research shows is so important in terms of helping people with COPD lower their risk of hospitalization and early death," said Richie McHale, president of ResMed Respiratory Care. "Mobi's ideal balance of weight, battery life and oxygen output empowers people to stay active, and live their lives to the fullest." ResMed is po- sitioning its POC as one of a variety of so- lutions to help people manage their COPD at most stages: Mobi for people requiring oxygen therapy; and Astral and AirCurve 10 ST-A devices for cloud connected, in-home ventilation for people with severe COPD. The company plans to make Mobi available in other countries later this year, pending regu- latory approval. ResMed first made a play to enter the oxygen therapy market in 2016, when it bought Austin, Texas-based Inova Labs. It introduced the Mobi in January of 2018, but the product has been under a con- trolled launch until now. VG m publishes playbook WATERLOO, Iowa – VGM Group has released its latest playbook: "Technology Snapshots: In- novative Solutions for the Future." This fourth edition of the playbook is a guide to helping providers and vendors understand both the threats and opportunities that make up the business technology ecosystem, the compa- ny says. "Technology is at the top of VGM's list of priorities to help our membership com- munity evolve and protect their business for the future," said Clint Geffert, president of VGM & Associates. "From compliance to workflow to cybersecurity to the Internet of Things, this playbook was developed spe- cifically to help businesses understand how technology can and should play a significant role in 2019 and beyond." VGM called on in- house thought leaders and its vast network of experts in the technology space to build the content for the 26-page playbook. Seven of the articles in the playbook were written by the company's vendor partners. The play- book is free to VGM members and vendor partners. w ell s ky acquires 'entry point' into new markets LENEXA, Kan. – WellSky has acquired Con- solo Services Group, a provider of fully integrated, web-based IT solutions for the hospice and palliative care industries. The deal offers WellSky, formerly Mediware, an entry point into the palliative, adult day care and memory care markets. "By combining our expertise in hospice soft- ware and services, WellSky Hospice and Consolo will enhance the experiences for our customers across both companies," said Bill Miller, CEO of WellSky in a press release. The acquisition is the fifth this year for the TPG Capital-backed WellSky. Repo R te R 's notebook 2018: The year of DTC, M&A 'There will be at least nine manufacturers of POCs starting in February' CAIRE sharpens its view 3B Medical launches Aer POC 3 B M e d i c a l s e e n e x t pa g e By Liz Beau L ieu, e ditor WINTER HAVEN, Fla. – 3B Medical is officially competing for POC business. The company, already estab- lished in the sleep therapy mar- ket, planned to start showing and taking orders for its 3B Aer, By Liz Beau L ieu, e ditor T w O O f the most read vendor stories of 2018 concerned Philips (No. 1) and Invacare (No. 5) going direct to cash-paying consum- ers for their portable oxygen concentrators. That's not surprising, of course. HME providers have been on watch for years for manufacturers tip-toeing into the DTC market, much like Inogen did years ago. But they haven't had anything concrete to go on—until now. Unlike Inogen, Philips and Invacare are only providing POCs direct to cash-paying customers, whereas Inogen provides them to cash-pay- ing and insurance-holding customers (not to mention sells them to other provid- ers, largely through a private labeler). But providers will be the first to point out that, in the beginning, cash sales was how Inogen dipped its toe in the water, too. To date, ResMed has towed By Liz Beau L ieu, e ditor BALL GROUND, Ga. – All of the extras that CAIRE offers its HME provider customers now have a new home: oneCAIRE. CAIRE launched one- CAIRE to house programs that it has been offering, in some cases, for years, but the manufacturer felt like needed to be formalized. " w e do a lot of ad hoc sup- port for our HME customers," said Chris Sutherland, vice presi- dent, respi- ratory, Chart B i o m e d i - cal. "Now we have a branded pro- gram that we can walk into their locations with and present them with. w e can be a really good busi- ness resource, and we wanted to open up a dialogue about that." These programs often fit into two buckets, Sutherland says: improving clinical effi- cacy, or improving operations. The manufacturer's oxygen discharge program, for exam- ple, seeks to help providers improve clinical efficacy by educating them that it has a full range of equipment, from stationary concentrators to POCs to liquid concentrators. "Our products can handle the patient from diagnosis to when they pass on," Suther- land said. " f rom a clinical perspective, that's something Lifetime achievers c omputers Unlimited's founder, d r. Mike s chaer, and his wife, c ara s chaer, were recently awarded the 2018 p hilip n . Fortin Humanitarian a ward in recognition of their "lifetime of distinguished volunteer, civic and professional achievement, which has improved the quality of life for those within the community." Both Mike and c ara s chaer are active in the Billings, Mont., community, serving on various boards and actively working with many local organizations. One of the couple's achievements is the success of their family- owned business, c omputers Unlimited, maker of ti M s s oftware, which employs a team of 180 employees and recently celebrated its 40th anniversary. which comes in at 4.5 pounds, in f ebruary, and planned to start shipping the POCs in March. "It is a competitive market— there will be at least nine man- ufacturers of POCs starting in f ebruary," said Alex Lucio, CEO. " w hat does that do? The pricing becomes softer. These units were significantly higher priced two years ago. If you can anticipate that decline and crunch num- bers and work it out perfectly, you don't mind that competition." Unlike its sleep ther- apy products, which 3B Medical manufactur- ers in China, the com- pany will be assembling the Aer in a contracted facility in Minneapolis, where it now has an engineering team. 3B Medical plans to use its existing sales team to call on pro- vider customers and has no plans to go direct to consumer, not even for cash, as Invacare and Philips Sleep & Respi- ratory Care did last year and as Inogen has done for years. " w e'll be strictly working the DME channel," Lucio said. "It's not in our wheelhouse (to sell to Alex Lucio the line that it will use a go- to-market model that focuses on a "full partnership with our HME customers" when it fully launches its new POC, the Mobi, in early 2019. w e'll soon see. Speaking of ResMed, anoth- er theme that dominated a number of the most read ven- dor stories was mergers and acquisitions, particularly in the software market. "ResMed buys another software provid- er," which detailed the com- pany's efforts to broaden its offerings beyond the HME industry, came in at No. 2. ResMed, as you know, already owns Brightree. Now it also o w n s H E A LT H C A R E f i r s t , w h i c h p ro v i d e s s o f t w a re specifically for home health and hospice agencies, and MatrixCare, which provides software for skilled nursing, senior living and private duty facilities. Also in late 2018, Bright- ree bought Apacheta, which provides a mobile delivery Top 5 most read vendor stories 4 Phili P s shakes u P biz MURRYSVILLE, Pa . – Philips Sleep and Respiratory Care has overhauled its website www . COPDinfo . com to allow insurance customers to find local HME providers and cash customers to buy directly from the manufacturer . 4 ResMed buys anothe R softwa R e PR ovide R SAN DIEGO – ResMed has entered into a definitive agreement to acquire privately held HEALTHCAREfirst, a provider of software solutions and services for home health and hospice agencies . 4 Co MP ass h ealth gets agg R essive MIDDLEBURG HEIGHTS, Ohio – With four acquisitions under its belt, Compass Health Brands is now in full-on sales mode . 4 i nva C a R e R e P o R ts ' C hallenging' R esults ELYRIA, Ohio – Invacare had a bumpy third quarter, courtesy of Medicare's competitive bidding program and new tariffs . 4 i nva C a R e P o C goes dt C fo R C ash ELYRIA, Ohio – Invacare has launched a new campaign to increase access to its Platinum Mobile Oxygen Concentrator . C . Sutherland O N E C A I R E s e e n e x t pa g e y E A R i n r e v i e w s e e n e x t pa g e

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