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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Vendors hme news / february 2019 / 21 Shoprider pitches providers on Group 2 complex rehab ATLANTA – Brightree has acquired Apa- cheta, with an eye toward further inno- vating the company's mobile delivery and cloud-based software platform, and increasing adoption among pro- vider customers. B r i g h t re e 's a n d Apacheta's platforms have been integrated since 2015. "Apacheta solves many of the business challenges HMEs face in managing deliver- ies, particularly elimi- nating missing, lost or incomplete delivery information," said Matt Mellott, CEO of Brightree. "It has already helped Brightree customers save significant time and money, and we look forward to investing in its contin- ued innovation and scalability." Apacheta and its Media, Pa.-based employees, including CEO Gregg Tim- mons, will join Brightree. Apacheta is Brightree's third acqui- sition in the past 18 months, follow- ing Conduit Technology* and AllCall Connect. ResMed, which owns Brightree, will continue to evaluate where else the company's offerings could be integrated within its larger software-as-a-service ecosystem. "Adding a reliable market-tested mobile delivery platform to ResMed's SaaS portfolio helps our customers work more seamlessly and provide a better experience for their patients," said Raj Sodhi, SaaS president for ResMed. "In addition to driving further innovation of this platform, we will explore bring- ing this solution to other care settings and platforms that would benefit by having a delivery solution." ResMed has also acquired a number of companies recently—two in as many months: MatrixCare in November, and Propeller Health in December. h M e By Liz Beau L ieu, e ditor TORRANCE, Calif. – Shoprider Mobility Prod- ucts returned to Medtrade to double down on its education efforts for its XLR14 line of Group 2 complex rehab power w heelchairs. Company officials believe the line uniquely positions providers to serve patients who don't quite qualify for a Group 3 complex rehab power wheelchair (they don't have neurological issues), but who need more than what a Group 2 stan- dard power wheelchair typically offers. "Right now it's all about education," said John w right, executive vice presi- dent of sales management and business development, at Medtrade. "(This line) is robust enough for patients to meet their mobility related activities of daily living (MRADLs), but it also has enough power to get in three to four tilts per hour, so they can get the weight off as many times a day as they need to." The XLR line—which includes the XLR14-CS with tilt system in down and tilted position (K0836); and the XLR14- SS with tilt system in down and tilted position (K0835)—has battery options of Group 34 (62 amp hours) or Group 24 (74 amp hours), typically reserved for Group 3. Because they're complex rehab, the wheelchairs require a provider to have an assistive technology professional (ATP) and a "viable repair technician" on staff, w right said. Shoprider debuted the XLR line about a year ago, but because the Group 2 com- plex rehab power wheelchair market is an unknown to many providers, w right and President David Lin spent their time at their booth not only going over the fea- tures of the line but also reviewing the benefits of the market. A big one: Group 2 complex rehab power wheelchairs are not included in Medicare's competitive bidding program, and they're paid for via a lump sum vs. a capped rental. "Group 2s are typically paid for over 13 months, which can create a cash flow problem—you're not profitable until month seven," w right said. "Group 2 complex rehab is paid for in the first month." w hile Shoprider is best known for its standard mobility products, the XLR line continues its efforts to expand its complex rehab presence. The company launched a complex rehab division, ROVI Mobility Products, in 2013 and began shipping its ROVI X3 power base with Motion Con- cepts power positioning in 2015. " w e've already been building CRT," w right said. h M e Brightree acquires Apacheta 3 B m EDICAL c O n t i n U e d F r O M p r e v i O U s pa g e ONECAIRE c O n t i n U e d F r O M p r e v i O U s pa g e consumers). w e're a product company and plan to stay a product company." 3B Medical plans to win over providers with a POC that has several data communi- cation capabilities (4G LTE cellular, GPS and Bluetooth); has user-replaceable sieve beds; and has a bolus of 1,200 ml, 20% higher than the market standard, Lucio says. "It's also probably an inch thinner than one of our competitor's POCs," he said. "The term wearable is thrown around, but to be truly wearable, you have to be less noticeable." The Aer will be available in the U.S., Cana- da, Australia and New Zealand, with Europe next on the list, Lucio says. " w e're about to tackle the regula- tory requirements to get us there," he said. h M e we want to promote." CAIRE's retail partner program and non-delivery program seek to improve operations. "If we're not helping them expand into different revenue-generating businesses, we're not doing our jobs," Sutherland said. Some of CAIRE's programs fall into both buckets. Case in point: CAIREview powered by SynsorMed, a mobile app that allows providers to track their equipment, troubleshoot alerts, monitor flow rates and help avoid after-hour visits. "Our goal is to be able to provide all the data points on how a patient is doing, which improves patient outcomes and lowers provider costs," Sutherland said. Despite recent headlines, oneCAIRE isn't a response, per se, to an increas- ing number of manufacturers of oxygen equipment going direct to consumer, bypassing providers. h M e y EAR IN REVIEW c O n t i n U e d F r O M p r e v i O U s pa g e platform. ResMed may not have plans to go DTC, but with a growing portfolio of software solutions for the post-acute market and connected devices, it sure is sitting on a pile of provider and customer data. w hat will it do with all of that data, and will we find out in 2019? Invacare and its efforts to rebound from a years-long consent decree with the U.S. f ood and Drug Administration also made an appearance in the most read vendor stories, much like it has in the past few years. It seems the com- pany can't catch a break, with slow sales due to changes to Medicare's competitive bidding program and with an expected increase in tariffs. At press time in late December, Invacare was trading at $3.78; a year earlier, it was trading at $18.50. The clock's ticking on Invacare's goal to hit $100 million in EBITDA by late 2020. h M e "The cost of the suction and the neb are reim- bursed for 13 months; the cost of the oxygen concentrator is reimbursed for 36 months. The multi-function vent continues to reim- burse and the ROI looks positive in years two, three, four or five. That's a big deal." Ventec must now sell HME providers on multi-function vents and company officials don't believe it will be a hard sell. In addition to the potential for greater reimbursement, using a multi-function vent improves care for patients (for one, it makes them more mobile) and improves efficiency for providers. "It's one code to bill; it's one device to ser- vice," said Chris Brooks, managing direc- tor. "It really streamlines the paperwork and equipment management side." Ventec spent much of 2018 gearing up for additional business in 2019, including moving into a new facility in November that increases its manufacturing capacity by 10x, and boosting its sales and clinical teams. "Our big focus has been a national sales coverage team, which we launched in Sep- tember," Kiple said. The only potential obstacle in Ventec's way, it seems, is CMS's proposal to include vents in the next round of competitive bidding. The agency accepted comments on the proposal until Dec. 17. "Great care in the home is about access to technology and access to great people, and we think competitive bidding would turn both of those to the lowest common denominator," Kiple said. h M e G . Timmons VENTEC VOCSN c O n t i n U e d F r O M pa g e 1 Briefs Inogen connects GOLETA, Calif. – Inogen has launched Inogen Connect, a wireless connectivity platform for its Inogen One G4 through its direct-to-con- sumer channel. The platform is compatible with both Apple and Android, and includes patient features like oxygen purity status, battery run time, product support functions and notification alerts. A back-end database portal offers remote troubleshooting, equip- ment health checks and a location tracker to lower a provider's total cost of serving oxygen therapy patients. Inogen expects to launch Inogen Connect in the domestic busi- ness-to-business channel in the first quarter of 2019. s o c lean expands international reach PETERBOROUGH, N.H. – SoClean is bringing its automated CPAP cleaner and sanitizer directly to consumers in key international markets. In 2018, the company expanded to Canada and the United Kingdom, and soon it will expand to France, Germany, Italy, Spain, Japan and Australia. "We're in the perfect po- sition to expand globally," said CEO Robert Wilkins. Periodicals postage paid at Yarmouth, ME and additional mailing office. HME News (ISSN 10913823) is published monthly by United Publications, Inc., 106 Lafayette St., PO Box 998, Yarmouth, ME 04096; 207-846- 0600. Publisher assumes no responsibility for unsolicited material or prices quoted in the magazine. Contributors are responsible for proprietary classified information. ©2019 by United Publications. All rights reserved. Reproduction, in whole or in part, without written permission of the publisher is expressly prohibited. Reprints may be obtained from The YGS Group at 717-505-9701, ext. 100. Back issues, when available, cost $7 each within the past 12 months, $12 each prior to the past 12 months. Back issue orders must be paid in advance either by check or charged to American Express, Visa, or Master Card. HME News is distributed without charge in North America to qualified home medical equipment providers. Paid print subscriptions to those not qualified cost $65 annually to the U.S. and Canada and $150 to all other countries. All payments must be made in U.S. funds drawn on a U.S. bank. f or subscriber services, including subscription information, please call 800- 869-6882. POSTMASTER: Send address changes to HME News, PO Box 1888, Cedar Rapids, IA 52406-1888.

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