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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Vendors Briefs GCE Healthcare connects Zen-O with Clarity KELLER, Texas – GCE Healthcare has launched Clarity, a secure online platform that allows providers to remotely monitor GCE's Zen-O POC from any Internet-enabled device. The platform uses the cellular network and GPS to transmit data on everything from oxygen flow and purity, to device location and battery life. Providers can also give their patients and their families access to the platform. Invacare promotes Leneghan to CFO ELYRIA, Ohio – Invacare has appointed Kath- leen Leneghan as senior vice president and CFO, replacing Rob Gudbranson, who re- signed in November. Leneghan had been serving as interim CFO since November. Prior to her promotion, she was vice president and corporate controller since 2003. Leneghan has been with Invacare for 27 years, serv- ing in various financial roles in both North America and Europe. 3B debuts CPAP cleaner WINTER HAVEN, Fla. – 3B Medical has launched 3B Lumin, a cleaner for CPAP masks and supplies, it announced today. Lumin has a disinfection cycle time of five minutes, releas- es no ozone, and is effective against bacte- ria, viruses, mold and fungus, according to a press release. SoClean adds new office OXFORD, Mass. – SoClean, based here, is add- ing a new corporate office in Peterborough, N.H. The new office will serve as a call center and home base for top marketing and sales executives, while renovations take place to add other business functions. News of the new office comes as SoClean continues to expand with help from a recent investment from DW Healthcare Partners. Short takes WHILL was included in Fast Company's an- nual ranking of the world's Most Innovative Companies for 2018: It earned a spot in the Top 10 Most Innovative Companies in Ro- botics...Team@Work has appointed Mona Sabah Earnest as vice president-human resources organization development, and Jonathan Walters as vice president-leader- ship development and complex rehab tech- nology coach...Lab Tactical Consulting has launched LabTac Academy, a collec- tion of online courses for HME leaders. The first bundle of courses offered through the academy is called HME Business Basics and comprises "Excel for HME," "Net Revenue in HME," and "Baseline Metrics in HME"... Supreme Medical has launched a new Homecare & Post-Acute Catalog featuring more than 40,000 items from more than 700 manufacturers...GEMCO Medical has part- nered with Brightree as an integrated elec- tronic purchasing partner...J M Smith Corp. has named Kevin Welch president of QS/1 and Integra LTC Solutions. J M Smith named Welch chief technology officer in 2017, after it acquired the company he founded, Integra. www. H m E n E w S . CO m / AP r IL 2018 / H m E n E w S 21 ■ Invacare has named Kathleen Leneghan CFO. See brief below. Inogen grows direct-to-consumer team . . . . . . . . . . . . . . . 1 Invacare's financial results were off for the year . . . . . . . 21 Hollister shifts away from wound care . . . . . . . . . . . . . . . 21 VGM Group launches program for respiratory . . . . . . . . . ,21 Top exporter North Carolina Gov. Roy Cooper presented representatives from Therafirm and its parent company Knit-Rite with the Top Rural Exporter Award on Jan. 31. Pictured: Ken Hartley, vice president of North Carolina Operations,and Leigh Ann Locklear, sales operations manager. IVC: 2017 was all about progress VGM GROUP LEANS IN ON RESPIRATORY wound care Hollister makes pivot VGM Respiratory will provide members with everything from education tools to profitability calculators to vendor resources By Liz Beau L ieu, e ditor ELYRIA, Ohio – Invacare's net sales and net income were off for the year, but "2017 was a tremen- dous year of progress," says Matthew Monaghan. Invacare reported net sales of $966.5 million for all of 2017 compared to $1.04 billion for all of 2016. It reported a net loss of $76.5 million vs. $42.9 million. "We've made tremendous progress toward restoring the company's long-term earnings potential," said Monaghan, the company's chairman, president and CEO, citing quality mile- stones, more than 10 prod- By Liz Beau L ieu, e ditor WATERLOO, Iowa – The VGM Group says it can better serve the 70% of its provider mem- bers who provide respiratory products and services now that it has launched a specific program just for them. On March 1, VGM rolled out the first phase of its VGM Respiratory program for pro- viders who provide sleep, vent and airway clearance products and services. "We want one place for them to get all the tools they need to build a business or support an existing business," said Dave Lyman, vice presi- dent of VGM Respiratory, whose background includes respiratory therapist for the Cleveland Clinic. The program comprises everything from provider and patient education tools to profitability calculators to vendor resources, all of which will have a home on VGM's web- site, under p r o g r a m s , respiratory. In all, the c o m p a n y p l a n s t o roll out the program for providers of nine different product cate- gories or "classes," including oxygen. The program and its online presence won't be static. The content will be updated rou- tinely, not to mention pull in information from other divi- sions at VGM that focus on regulatory updates and retail opportunities, for example. "It will constantly be in motion," Lyman said. The program is similar to other specific programs at VGM for other lines of busi- ness like U.S. Rehab for com- plex rehab. "Our membership is get- ting more specialized in the forms of DME that they're providing," Lyman said. The program is also a testa- ment to VGM's confidence in the respiratory market and its ability to withstand ongoing challenges from competitive bidding and other regulatory changes. "There's a need for what these providers do because of the hospital readmission program," Lyman said. "The services that they provide are helping. We just have to do a better job showing the impact they're having on patient outcomes." hme uct launches and streamlined operations. Perhaps the single greatest driver of that progress: The U.S. Food and Drug Admin- istration lift- ed a consent d e c r e e o n July 24, 2017, allowing Inva- care to resume full operations at its corporate headquarters and Taylor Street manufacturing facility. That paved the way for the launch of the Invacare TDX SP2 Power Wheelchair with LiNX Technology. Excluding con- sumer power products that have been discontinued, net sales for mobility and seating products increased 5.4% in the fourth quarter of 2017 compared to the same period in 2016. "We have been actively re- familiarizing our customers with our Invacare TDX line of power wheelchairs," Monaghan said. "We have seen mobil- ity and seating sales grow as a result of these efforts and from the continued performance of our rehab sales force across the category." Overall, however, net sales for HME North America were $79.4 million for the fourth quarter of 2017 compared to $85.2 million for the same peri- od in 2016, a 6.9% decrease. Additionally, sequential net sales, which were up in the third quarter compared to the second quarter, were flat in the fourth quarter. "We'd expected the potential for sequential growth in North America/HME and we're pleased to have sequential sales growth in our focus areas of mobil- ity and seating, and respirato- ry products," Monaghan said. "This growth was offset by sequential declines in lifestyle products." hme M. Monaghan Dave Lyman H O L L I s T E R s E E PA G E 2 2 LIBERTYVILLE, Ill. – Hollister Inc. on Feb. 2 announced its decision to divest portions of its wound care business. Hollister, which manufac- tures products for not only the wound care market, but also the ostomy, continence and critical care markets, is in the process of transitioning its Hydrofera Blue and Endoform businesses to new owners, according to a press release. The new owners, who plan to continue manufacturing and delivering the products, will be named in a "forthcoming" com- munication, the release says. "For more than 95 years, our company's mission has been 'to make life more rewarding and dignified for people who use our products and services,'" said V. George Maliekel, president and CEO of Hollister. "We remain dedicated to our mission, and to serving our customers, the patients who rely on our prod- ucts, and our employees around the world." The Hollister wound care product portfolio includes, among others, the brands Hydro- fera Blue, Endoform, TRIACT and FastCast.

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