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 22 of 24

Medicare Market Marker The eSolutions Denial Tracker SOURCE: ESOLUTIONS The eSolutions Denial Tracker is an index of the percentage of Medicare and commercial claims rejected on a monthly basis. The most recent month's data repre- sents an analysis of approximately 1,364,230 Medicare claims and 4,180,090 commercial claims adjudicated between November 1, 2017, and November 31, 2017. The index is a categorized and weighted analysis of claims fi led by eSolutions customers. HMENEWS.COM 2/17 3/17 5/17 8/17 11/16 11/17 10/17 6/17 4/17 7/17 9/17 12/16 1/17 Most viewed stories in November 1. Mail-order market for diabetes on precipice of disaster 2. Bid-bill update: Co-sponsors pile on 3. Aerofl ow looks to grow through strategic buys 4. Invacare emphasizes small picture 5. Howard Medical Supply scoops up inventory in under- served areas 6. Connected technology ramps up *The Medicare Market Marker provides a monthly look at the number of Medicare benefi ciaries for whom the four MACs have allowed a claims payment. SOURCE: PDAC (number of allowed benefi ciaries) E 1 3 9 0 : O X Y G E N C O N C E N T R A T O R E 0 2 6 0 : S E M I - E L E C T R I C H O S P I T A L B E D (number of allowed benefi ciaries) E 0 6 0 1 : C P A P (number of allowed benefi ciaries) K 0 0 0 1 : S T A N D A R D W H E E L C H A I R (number of allowed benefi ciaries) (number of allowed benefi ciaries) K 0 8 2 3 : P O W E R W H E E L C H A I R * * HME NEWS POLL HMEDATABANK.COM The HME DataBank has the latest Medicare reimbursement data for the top 1,000 HME providers nationally in 103 key product cat- egories, as well as for all of the products in the NCB program. You can determine your market share, look for new product opportu- nities and check out your competition using the latest available Medicare data. Go to to learn more. data! data! **We are now tracking K0823 claims with certain modifi ers (NU, UE or RR/KH) to better refl ect the actual number of new allowed benefi ciaries under the 13-month capped rental. 9/16 6/17 5/17 7/17 8/16 10/16 11/16 3/17 4/17 12/16 1/17 2/17 "They have superior purchasing power that others cannot com- pete with. Also, they have outstanding data analysis to deter- mine what products have the highest mar- gin." —Randy Taylor, president, Medical Equipment Affiliates, Okla. "Who will set up and adjust the equipment? Who will repair items and honor warran- ties?" —Kyle, branch manager, Gammie HomeCare, Hawaii 165,250 Region D 143,341 Region B 97,044 Region A 46,521 Region C 22,061 Region A 11,330 Region D Region B 22,461 Region B 78,132 Region D 101,309 Region C 149,939 Region A 59,721 428 Region B Region D 596 1,907 Region C Region A 269 67,528 Region C 27,202 Region B 22,369 Region D 22,716 Region A Month Percent denied Source: The Braff Group, 412-833-5733. The Braff Group M&A Insider Rehab (15.5, 18.5) DME (12.6, 15.9) Respiratory (10.3, 10.4) 9/16 6/17 5/17 7/17 8/16 10/16 11/16 3/17 4/17 12/16 1/16 2/17 9/16 6/17 5/17 7/17 8/16 10/16 11/16 3/17 4/17 12/16 1/17 2/17 9/16 6/17 5/17 7/17 8/16 10/16 11/16 3/17 4/17 12/16 1/17 2/17 9/16 6/17 5/17 7/17 8/16 10/16 11/16 3/17 4/17 12/16 1/17 2/17 NewsPoll based on 221 respondents. 290,574 Region C HME NEWS / JANUARY 2018 / WWW.HMENEWS.COM Databank How would Amazon offering DME af- fect the industry? Would Amazon offering DME be a positive or a negative for the industry? The home medical equipment sector posted another strong quarter in Q3 2017 with 18 transactions, the highest output since the second quarter of 2014. Moreover, it was broad-based with Aerocare, Lincare, National Seating & Mobility and Numotion completing multiple deals over the period. Add equity investments by Blue Wolf Capital and SV Health Investors in StateServe Medical and Aerocare Holdings, re- spectively, you might even characterize the climate as robust. As we have suggested in the past, after bid pricing essentially went nation- wide, there is little room for substantial additional cuts. Accordingly, while margins may be thinner, the risk profi le for the home medical equipment industry is arguably at its lowest point since the mid-80s. And with the expectation of a reasonably stable market, buyers are slowly—but surely—getting back into the game. 22

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