HME News

APR 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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Mobility Briefs CMS plans to extend demo WASHINGTON – It looks like CMS plans to extend a demonstration project requiring prior authorizations for power mobility de- vices, according to a notice posted in the Federal Register on Feb. 7. The demo, in place in 19 states, is set to expire at the end of August. The Paperwork Reduction Act of 1995 requires federal agencies to publish notice in the register concerning each proposed collection of information, including each proposed extension or re- instatement of an existing collection of information, and to allow a second oppor- tunity for public comment. CMS collected comments until March 9. The demo kicked off in seven states in September 2012 and was expanded to 12 states in 2014, bringing the total to 19. In July 2015, CMS extended the demo through August 2018. Stakeholders have told CMS they'd like to see the agency expand prior authoriza- tions to the remaining states and also re- quire them for complex rehab wheelchairs. United Spinal exec named humanitarian of the year NEW YORK – The president and CEO of the United Spinal Association has been named the 2018 "Peter Zarba Humanitarian of the Year" by the association's New York City Chapter. Weisman has spent more than 35 years working to protect the rights of people with disabilities and to advocate for inclusion and accessibility. Prior to be- ing named president and CEO, he was vice president and general counsel for the as- sociation. In all, Weisman has worked for the association, formerly Eastern Paralyzed Veterans Association, since 1979. Numotion partners with Travis Roy Foundation BRENTWOOD, Tenn. – Numotion will serve as an adviser to the Travis Roy Foundation, offering guidance when assessing grants given by the foundation. The grants are used to purchase adaptive equipment for those who cannot do so through insurance. "Numotion is dedicat- ed to helping people live active and indepen- dent lives," said Mike Swinford, CEO, Numo- tion. "The Travis Roy Foundation is doing just that." The foundation is focused on empow- ering spinal cord injury survivors and funding research. FODAC receives $80K STONE MOUNTAIN, Ga. – Friends of Disabled Adults and Children has been named the winner of two "2018 Collaborative Innova- tion Grants" totaling $80,000. FODAC will use the funds to create new partnerships with Children's Healthcare of Atlanta and Goodwill Industries of North Georgia. The annual "Collaborative Innovation Grant" is an invite-only competition for nonprofits in the Building Community Network led by the Georgia Center for Nonprofits and The Home Depot Foundation. The net- work is a collective of nonprofit leadership, bringing together 200-plus Atlanta-area organizations. ■ The nationals aren't the only ones buying complex rehab assets, says analyst Brad Smith. See story below. 12 h M e N ew S / A p R il 2018 / www.h M e N ew S . COM National Seating & Mobility rebrands . . . . . . . . . . . . . . . . . 1 VMI rolls out wheelchair accessible SUV . . . . . . . . . . . . . 12 Home Safety Services upgrades . . . . . . . . . . . . . . . . . . . . 12 Notes from the field: Roger Lichty, Sylvia Toscano . . . . . 13 NSM cracks into Geisinger network Providers have options All access Vantage Mobility International has launched the VMI Honda Pilot Northstar E, a spacious, accessible SUV. The SUV features VMI's Access360 for expansive door opening width and height, 33.5 inches by 55.5 inches; an in-floor air ramp to keep dirt and debris out of the cabin; a 32-inch wide ramp to accom- modate large power wheelchairs; and flexible seating to let the wheelchair user sit in the front passenger position of the mid row. M&A Home Safety Services spreads out Provider aims to show clients products, solutions prior to installation By Liz Beau L ieu, e ditor FRANKLIN, Tenn. – National Seating & Mobility is an in-network complex rehab provider for Geisinger Health Plan, which serves nearly 600,000 members in Pennsylvania, for the first time. N S M l o o k s f o r- ward to working with Geisinger, a signifi- cant player in central Pennsylvania and one that emphasizes an integrated network of care providers, says By Tracy Orze L , c ontributing Writer BURLINGAME, Calif. – Home Safety Services, a provider of home modification services, recent- ly traded in its 3,000-square- foot facility in Foster City for a 5,000-square-foot showroom in Burlingame. "It's something we've been talking about for many years and, as far as I know, it's the only one in Northern Califor- nia," said Tim Stevens, direc- tor of business development. Founded in 1997, Home Safety Services has served more than 7,000 Bay Area cli- ents, offering a wide range of products including, ramps, railings, grab bars, poles, stair lifts, walk-in showers and tubs, and toilet lifts, all of which are installed by the company. The showroom not only fea- tures these products and more, but also serves as a training By Liz Beau L ieu, e ditor W H e N IT comes to mergers and acqui- sitions in the com- plex rehab industry, it's not just the two national provid- ers that are making moves, says Brad Smith, managing director and partner at Vert- ess. "There are others," Smith said, "particularly a number of regional players, $10 million to $50 million, and small- er players, $10 million and under." Here's what Smith had to say about why "there are options out there," even in this considerably consoli- dated market. HME News: Are there any complex rehab companies left to be bought? Brad Smith: There are a num- ber of DM e companies out there, not necessarily all com- plex rehab, that are smaller and have two or three ATPs, and they have a really good book of business. They pro- vide local, quality care. Those are the companies that are always assessing, should we stay in this and go up against the nationals, or should we look at teaming up with someone else? HME: What are their options for teaming up with a company other than the nationals? Bill Mixon, C e O. "Access, quality and cycle time are really the three com- ponents that we think about as it relates to our relationships with payers," he said. "So to work with an integrated network l i k e t h i s — w e f e e l great about it." NSM plans to ser- vice Geisinger mem- bers from its five branches in the state with 15 assistive tech- nology professionals. If mem- bers are out of state, say trav- eling to Florida for the winter, the company can also serve them from other branches across the country. Geisinger is not only inte- grated but also diversified, another draw for NSM, says Jeremy Stone, vice president of payer relations for NSM. "We have the opportunity to provide services across all their lines of business, whether it's their community plans, their Medicaid plans or their MA plans," he said. Because being in-network doesn't guarantee NSM Geis- inger's business, the company is busy creating relationships with referring physicians and clinicians, Stone says. "Being in-network is only one piece of the puzzle," he said. Geisinger isn't the first health plan NSM has contract- ed with, nor will it likely be the last, Stone says. "Across the country, we're always looking to be in-net- work to create as much access as possible for individuals who rely on complex rehab to NSM," Stone said. HME Bill Mixon facility. "We do quite a bit of out- reach to professionals and the comment that always came back was, 'Well, it would be nice if we could show our cli- ents these products and solu- tions prior to installation so they can get a feel for what's going to take place,'" Stevens. The extra space is a must when you consider that 20 years ago, there was only one standard grab bar, says Ste- vens, and now all products come in different sizes, colors and textures. But that's not the only thing that's changed. "We're starting to see more b u y - i n f ro m t h e m e d i c a l community," he said. "If the medical system can keep the patient safely at home it saves the entire system. If someone falls, that can run between $50,000 to $100,000 to rehab in a skilled nursing facility, but if you install certain home modifications, that can drasti- Ho ME Saf E ty SE rvic ES features ramps, rail- ings, grab bars, walk-in showers and toilet lifts in its new 5,000-square- foot facility . H S S S H O W S O F F S E E N E x T PA g E S M I T H ' S Q & A S E E N E x T PA g E

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