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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Page 19 of 24

hme news / january 2018 / 19 Business Development Cutting provider overhead drives innovation POCs Stationary By John Andrews, Contributing e ditor O xygen technology con- tinues to make strides, from remote monitoring connectiv- ity to product engineering that bolsters efficiency, durability and longev- ity. And while new product designs ulti- mately benefit the patient, they are also geared toward saving providers money in a hardscrabble reimbursement climate, manufacturers say. " t he goal of technological innovation is to drive better outcomes and lower costs across the board more efficiently," said Biola o kunola, global marketing manager, respiratory, for e lyria, o hio-based Inva- care. " t oday's technological innovations are directed at making the use of oxygen and compliance easier for patients, while simultaneously de-risking the service proposition for respiratory providers." To T he clou D ? By better connecting oxygen patients with providers through wireless communica- tions, manufacturers are creating a fully linked eco-system that gives h M e compa- nies remote visibility to the performance of their deployed fleet. " t his can help increase efficiency, reduce equipment and patient downtime, encour- ages patient use and ultimately makes everyone better off," o kunola said. " t here are many needs connected technology can address—remote patient monitoring for better outcomes is just one of them." e ven so, providers need to determine whether remote patient monitoring has a real benefit for their business, said Mitch- ell y oel, senior vice president of g lobal c ommercial o perations for Port Washing- ton, n . y .-based Drive DeVilbiss. "Remote patient monitoring is a double- edged sword," he said. "Utilization man- agement has been around for many years in equipment like c PAP devices. Understand- ing how devices like c PAPs were utilized, impacted and drove changes in reimburse- ment. Privacy considerations and potential changes in ltot practices may need to be implemented once more information is discovered regarding how and how often patients are utilizing their equipment." PJ Ruffian, director of sales for c hi- cago-based Sunset h ealthcare Solu- tions, believes remote patient monitor- ing "will become the next big thing— how it's applied will be the subject of conversation." 'Blocking & T ackling' Various technologies are aimed at creat- ing a lower-cost, non-delivery model that allows respiratory providers to trim their overhead enough so that they can effec- tively compete in an increasingly chal- lenging market. Scott Wilkinson, ceo of g oleta, c alif.- based Inogen, says the most important product improvements for P oc s can be categorized as "basic blocking and tack- ling"—building better products with min- imal failure rates that successfully enable the non-delivery model. " t his will be the most important thing to providers and patients as the P oc model continues to scale and providers get more confidence in the non-delivery concept," he said. "While portable oxy- gen concentrators have been available for over 10 years, we are really seeing pro- vider adoption of P oc s pick up over the last two to three years. Providers are look- ing to P oc s and the non-delivery model as a way to reduce costs and cope with the reimbursement reductions driven by competitive bidding." Because P oc usage has been intermit- tent to date, providers understandably want to know if these units can perform on a continuous basis over a five-year amortization cycle, Wilkinson said. "After all, the success of the non-deliv- ery model is dependent on P oc s being simple enough for the majority of patients to use without significant hand-hold- ing, as well reliability—avoiding costly, unplanned service calls due to excessive product failures," he said. " t he emergence and continued adoption of this model will, ultimately, allow home oxygen providers to survive the significant reimbursement cuts that have been realized through the national competitive bidding program." Trie D an D T rue: cylin D ers In terms of durability, the oxygen cylin- der with a regulator or conserver is still at the top, said t om Bannon, president of St. l ouis-based Responsive Respiratory, which focuses on high-pressure oxygen equipment and does not handle P oc s. " t hey don't require electricity and work during hurricanes, floods and other natu- ral disasters," he said. Although cylinders require transport, Bannon contends that deliveries can be reduced by dropping off enough cylinders for a "once-per-quarter cycle." Providers can also request that patients pick up cyl- inders, which not only cuts down on van mileage, but also brings customers in- store for retail opportunities, he said. hme Category Oxygen therapy te C h N o L ogy K ey ■ Double benefit: Whether it's adding remote patient monitoring capabilities or engineering oxygen equipment for greater durability, efficiency and longevity, the benefits are better patient outcomes and lower provider costs. By working to secure a non-delivery business model, providers can become more competitive in what has become a challenging market. gett IN g C o NN e C te D ■ The 'next big thing': Remote patient monitoring allows providers to keep tabs on vital patient data, while also ensuring that the equipment is being used in the manner prescribed. This facet of digital data transmission is expected to grow exponentially as technology advances. mo D a LI ty re VI e W ■ POCs vs. cylinders: There are cases to be made for both POCs and cylinder systems as viable primary modalities. POC manufacturers are working to expand durability beyond periodic use, and to become dependable and durable for a consistent five-year cycle. Cylinders are not interrupted by power outages caused by storms or other natural disasters and delivery costs can be trimmed by supplying enough tanks for a "once-per-quarter" delivery schedule. AG Industries BF975 Compressor/I NL et r ep L a C eme N t F IL ter F or I NV a C are ma C h IN es ■ New and improved design eliminates dial. ■ Works with multiple models. ■ HEPA filtration with outstanding airflow at an excellent price. Nidek Medical Products Nu V o L I te o xyge N Co NC e N trator ■ Lightweight. ■ 0.125-5 LPM, lockable flow knob. ■ 7.0 PSI outlet pressure. Sunset Healthcare Solutions D/ e Cart ■ Sturdy yet lightweight welded metal construction. ■ Adjustable height handle. ■ Elegant, grey satin finish. Cramer Decker Medical eC o N o r a CK Cy LIND er s torage ■ Low cost, safe cylinder storage. ■ Folds flat for storage. ■ Available for all size cylinders. Responsive Respiratory Com BIN at I o N m 6 & D/ e Layere D r a CK ■ Upgraded DuraBuilt Frame holds 15 D/E and 28 M6 Cylinders. ■ DOT-compliant models available with latching steel doors. ■ Designed for delivery vehicle use. Complete Medical Supplies h o LD m y t a NK Whee LC ha I r o xyge N t a NK Bag ■ For use with D and E cylinders. ■ Attaches to most wheelchairs with easy-to- adjust quick release buckles. ■ Extra long straps adjust to fit any wheelchair. Dalton Medical Corp. o xyge N Cart ■ Dalton Oxygen Cart ■ $8.50 /each ■ $51/box of 6 Inogen I N oge N oN e g 4 ■ Lightweight (only 2.8 pounds, including the single battery). ■ One solution for oxygen at home, away and for travel (FAA approved). ■ Flow settings 1-3, and doesn't require oxygen refills or heavy tanks. GCE Healthcare Ze N - o L I te ■ Pulse only up to setting 5, approximately 5 pounds, up to 1050ml oxygen. ■ Rate Responsive Therapy (RRT) delivers more oxygen when patients need it most. ■ Field replaceable sieve beds, FAA-approved and made in the USA. ResMed L IF eCho IC e aC t IV ox 4L ■ Up to 10.25 hours of internal battery life at setting 2. ■ 4.8 pounds, hands-free, unique auto-pulse mode for easy use and portability. ■ FAA-approved for air travel. CAIRE Inc. eCLI pse 5 ■ All-in-one portable oxygen concentrator capable of 24/7 use. ■ Offers continuous flow oxygen up to 3lpm, and pulse dose settings up to 192ml bolus size. ■ New in Q1 2018—equipped with CAIREview powered by SynsorMed telehealth solution. Invacare I NV a C are pL at IN um m o BIL e o xyge N Co NC e N trator WI th Co NN e C t IVI ty ■ Helps you with better asset utilization and control of costs. ■ Connected POC, app and provider portal for great customer service. ■ Modern and durable POC design to withstand daily use. Racks Conservers Hans Rudolph Inc. s er I es 1130 o xyge N Co N ser V er t est IN g s ystem ■ Test for accuracy all single and dual lumen pulse type oxygen conserver systems. ■ Test electronic and pneumatic conservers, as well as portable concentrators. ■ Test in engineering lab or production floor, run continuously with data saved to files. Responsive Respiratory r espo ND C5 sIN g L e Lume N Co N ser V er ■ Patient preferred, whisper quiet design. ■ 5:1 conservation with conserve and continuous flow settings. ■ Professional, permanent logo application. Tubing Teleflex Medical h u D so N r CI Com F ort F I t e ar Cush I o N Ca NN u L a ■ Soft and lightweight cannula designed for patient comfort. ■ Crush and kink resistant Star Lumen Oxygen Supply Tubing delivers flow up to 15 LPM. ■ Over-the-ear design promotes fit and stability, while Comfort Fit Ear Cushion relieves pressure around the ears.

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