HME News

AUG 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 BRIEFS Sigvaris names new prez PEACHTREE CITY, Ga. – Sigvaris Group North America has appointed Barbara Osborne president and CEO. Osborne has more than 30 years of diverse business experience in the medical device field. Previously, she was the chief commercial officer at Dermarite Industries. She has also been president and CEO of LEO Pharma, and president of Molnlycke Health Care US. "During my ca- reer, I have always worked hard to be very customer-focused, and I believe that we all must strive to understand and meet our cus- tomers' changing needs," Osborne said. Joerns files for bankruptcy CHARLOTTE, N.C. – Joerns Healthcare, a manu- facturer of patient handling and wound care products, has filed for Chapter 11 bank- ruptcy protection. The company is seeking court approval of a restructuring plan that will eliminate a "substantial" amount of debt and provide operating capital. "By strengthen- ing our financial footing, Joerns will be well- positioned to capitalize on the momentum we have started over the past six months, launching four new products," said Presi- dent and CEO David Johnson. Joerns, which has more than 1,700 employees throughout North America and Europe, manufactures, supplies and services more than 120,000 items to more than 40,000 patients a day. Its international operations are unaffected by the restructuring. Dynarex expands offerings ORANGEBURG, N.Y. – Dynarex has added several new products to its line of durable medical equipment, including two new wheelchairs, and an elongated raised toilet seat. It also has in stock its line of homecare bariatric beds. Dynarex's complete DME line launched last year as part of its "We Care Like Fam- ily" commitment to offer a one-stop-shop experience for distributors. Other products include mobility items, rollators, bath safety, mattresses, beds rails and accessories. "We are pleased to expand our new DME prod- uct category to serve the growing customer base," said Zalman Tenenbaum, CEO. "We continue to meet the demands of our distrib- utors, while offering added sales and profit opportunities." Invacare supports wheelchair games ELYRIA, Ohio – Invacare was a "National Host Sponsor" for the annual National Veterans Wheelchair Games, July 11-16 in Louisville, Ky. The company has supported NVWG since the event's inception 39 years ago. "The Veterans Affairs care providers know the power of sport and recreation in the recovery process, and we are pleased to be able to support them in recreation and competitive sport," said Matthew Monaghan, chairman, president and CEO. "They embody the 'Yes, You Can' spirit of Invacare." Invacare associ- ates met veteran athletes arriving at the air- port to ensure their wheelchairs are unloaded and reassembled properly. They also offered repairs and tune-ups throughout the week. WWW.HMENEWS.COM / AUGUST 2019 / HME NEWS 19 ■ Ameda's Mya has a new brand and website behind it. See story below. Do AOs police fraud? Yes, but it's not their main job . . . . 1 Q&A: Justin Racine of Geriatric Medical. . . . . . . . . . . . . . 19 Jane Wilkinson-Bunch joins VIP Medical . . . . . . . . . . . . . 19 Invacare fills 'key roles' for North America. . . . . . . . . . . . 20 CONSULTING It's an all-new Ameda Company sets stage for 'exciting' Medtrade appearance in October Free ride VGM collaborated with Variety-the Children's Charity, Rifton, International Biophysics Corp. and EZ-ACCESS to donate special gifts to five families who live near the company's corpo- rate headquarters here. The donations, which included four adaptive tricycles from Rifton, a high-frequency chest wall oscillation therapy vest from Biophysics, and a modular ramp system from EZ-ACCESS, were presented at a special ceremony during VGM's Heartland Conference on Tuesday. "We're always excit- ed to orchestrate these impactful moments between our membership community and the community VGM calls home," said Scott Owen, senior vice president of contracting for VGM. "Helping those in need live more independently is precisely what VGM, our partners and all industry stakeholders strive to achieve." This is the fourth year that VGM has collaborated with their partners to donate mobility equipment as part of the conference. It's the first year Biophysics has participated. Exposing future to HME BY LIZ BEAULIEU, Editor WOBURN, Mass. – Justin Racine of Geriatric Medical has been invited to sit on an advisory board tasked with helping Western New Eng- land Uni- v e r s i t y r e v a m p i t s p h a r- m a c e u t i - c a l b u s i - ness major t o b e t t e r reflect larg- er trends in health care. Here's what Racine, direc- tor of marketing and e-com- merce for Geriatric Medi- cal and an alumnus of the university, had to say about how he'll work to incorpo- rate DME and supplies into the curriculum. HME NEWS: Why does the university want to revamp the major? Justin Racine: What's inter- esting is right now they have an intro to pharmacy busi- ness course but not an intro to health care as a whole. There are so many aspects to health care—manufac- turers, distributors, provid- ers, end users, insurance. I think it's important to paint a picture of all of health care and educate students on that. They're the ones who are going to have new ideas and think more creatively. HME: Do students typically go into the program thinking they'll become sales reps for pharmaceutical companies? Racine: Yeah, they want to do that because you can make a lot of money, but it's challenging and not a lot of people are able to do that right out of school. When I've visited the university to speak in the past, I've tried to open them up to other opportunities. I know two students who graduated from the program who work for a large DME provider in western Massachusetts after completing internships BY LIZ BEAULIEU, Editor BUFFALO GROVE, Ill. – When Ameda launched its Mya Pro breast pump in May the company had the power of a new brand and website behind it. The Mya Pro, a hospital-strength personal breast pump, follows the launch of the Mya, a portable pump, in March. "This is the biggest product launch that we've had in a long time," said Betsy Summers, senior global brand manager, Consumer Marketing & Innovation. Working with an agency and led by relatively new CEO Patricia Sheller, Ameda has made subtle updates to the look of both its logo and web- site, and has also been work- BY LIZ BEAULIEU, Editor MIAMI and ATLANTA – VIP Medical Group says it offers HME providers a one-stop shop for all their operational needs, now that it has brought on board long-time industry con- sultant Jane Wilkinson- Bunch. Wilkinson-Bunch, now a partner at VIP, will lead the company's new lineup of compliance, billing and consulting services. "With competitive bid- ding coming back and more providers outsourc- ing this time around due to the reductions in reim- bursement, there's a heavy burden on them," said Wilkinson-Bunch, chief compliance and consult- ing officer at VIP. "When you look at all the issues providers are facing, it became very transparent that it was the right time to re-enter this industry." Wilkinson-Bunch has been part of the ing on a number of back-end improvements to its website. Among those improvements: new e-commerce capabilities. Ameda added an e-commerce function to its website about a year ago, after getting requests for replacement parts that cus- tomers couldn't get anywhere else. Now it wants to "better leverage the website as a refer- ral source," Summers says. "The agency is helping us with social media and email market- ing to drive more business to the website," she said. Ameda is also revamping the "Milk 101" section of its web- site to have more of a "thought leadership style," with blog posts written by healthcare profession- als and moms, Summers says. This all sets up Ameda well for Medtrade, where it will have a bigger booth, 10 feet by 20 feet versus 10 feet by 10 feet, Sum- mers says. "We're hoping to kind of make a big splash with officially debuting the Mya pumps," she said. HME HME VIP joins VIP V I P M E D I C A L S E E PA G E 2 0 Jane Wilkinson-Bunch has been part of the HME industry for more than 33 years, many of them running her own billing company Q&A: Justin Racine Jane Bunch M. Kochen Ameda launched the Mya, a por- table breast pump, earli- er this year, ahead of a company rebrand. Justin Racine T H E F U T U R E S E E PA G E 2 0

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