HME News

MAY 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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Providers Apria launches 'Turbo Tax' . . . . . . . . . . . . . . . . . . . . . . . . . . 1 Moneyline: Viemed, PHM move on . . . . . . . . . . . . . . . . . . 11 AvaCare eases ordering . . . . . . . . . . . . . . . . . . . . . . . . . . . 11 Amazon wants to disrupt health care . . . . . . . . . . . . . . . . 12 ■ Auditors want to see providers implement their recommendations, says Kelly Grahovac. See story this page. Briefs Goodwill Home Medical offers free shipping on incontinence products LAWRENCEVILLE, N.J. – Goodwill Home Medical Equipment, a division of Goodwill Industries that provides affordable medical equipment and supplies, now offers free shipping on all incontinence product or- ders of $50 or more. The nonprofit says it offers a wide variety of incontinence prod- ucts, including tab closure briefs, under- wear pull-ups, underpads and wipes, from trusted brands. Because its customers receive donated unused medical supplies and/or gently used medical equipment and they pay cash, they receive reduced rates. Baystate Health drops infusion, respiratory SPRINGFIELD, Mass. – Baystate Health is handing over its home infusion and respi- ratory services business to CVS, accord- ing to the Greenfield Recorder. Baystate Home Infusion & Respiratory Services will close by the end of the month. After a strategic review, Baystate Health found "durable medical equipment and home de- livery of respiratory services, and related equipment and supplies, are not a core business of Baystate Health," a spokes- woman for the healthcare system told the newspaper. Baystate Health services more than 800,000 people throughout western New England. Med Mart debuts 'virtual showroom' CINCINNATI – Med Mart has a new "virtual showroom" that allows customers to view equipment and communicate with prod- uct specialists via video. Using mobile wireless cameras, the specialists show customers products from Med Mart's 10,000-square-foot warehouse and an- swer questions. "The virtual showroom is a game-changing option for shoppers who don't live near a Med Mart retail store, or who aren't able to easily leave their home due to limited mobility," the company states in a press release. Med Mart has three stories in Ohio and serves the entire country through an e-commerce website. It carries more than 5,000 prod- ucts, including lift chairs, hospital beds, power wheelchairs and more. New online store offers braces and more TAMPA, Fla. – A new online store, Braces, Bandages & Beyond, has launched. The site carries a wide array of items like neck and back braces, splints, and compression stockings, as well as DME like wheelchairs. "I saw an unmet need in the marketplace and I wanted to fill that," said Greg Gram- bor, president of VascularPRN, a distribu- tor of compression devices, who launched the site. "Braces, Bandages, & Beyond is my attempt to bring great selection, great service, and low prices together in a mod- ern online store." www. HM e N M / M ay 2018 / HM e N ews 11 By T. Flaher T y, Managing e ditor CINCINNATI – Strategic acquisi- tions are a key driver for growth for Patient Home Monitoring, company executives said dur- ing a recent earnings call. PHM is beefing up its M&A team and has "dozens" of deals under non-disclosure agreements, says CEO Greg Craword. "We are focused on acquisi- tion targets that fit strict param- eters for our long-term goals," he said. "All of our targets are located in the Midwest or East Coast region. The ideal targets are between $4 million to $12 million in revenue." By T. Flaher T y, Managing e ditor LAYETTE, La. – With its corpo- rate split in the rearview mir- ror, Viemed Healthcare has hit the ground running, company execs told investors on a recent earnings call. "We expect strategic acqui- sitions, new payer contracts and favorable market condi- tions to play the biggest role in our organic growth," said CEO Casey Hoyt. "We are always searching for opportunities to bring incremental growth to our company." Viemed reported revenues of $13.5 million for the fourth quarter of 2017, an increase of 47% compared to the same By Theresa Flaher T y, Managing e ditor LAS VEGAS – Although Medicare is attempting to reduce claim deni- als and appeals with a "friendli- er" process, HME providers need to take that process seriously. Originally launched as a pilot program in one MAC juris- diction in 2016, the Targeted Probe and Educate program was expanded to all jurisdictions in October 2017. "Reducing the provider bur- den is great—who doesn't want to reduce burdens," said Wayne van Halem, president of The van Halem Group, dur- ing his Medtrade Spring session, "Migrating from Widespread to Provider Specific Reviews." "But it has some serious impact on providers if it goes the wrong way." Once a provider has been selected for TPE, they will be notified by a letter from their MAC. The MAC will review Viemed ready to stand alone period in 2016. For the year, it reported revenues of $46.9 mil- lion, an increase of 50% com- pared to 2016. "We are very pleased with our growth," said Hoyt. A big factor in that growth: Vent patient count grew by 43%, said Hoyt, who said the company relied less on geo- graphic expansion, focusing instead on beefing up its exist- ing areas by adding clinical and sales support during the fourth quarter. "We saw those top areas grow by 75% on an annualized basis," he said. However, Viemed, which operates in 25 states, does have PHM goes into acquisition mode By Tracy Orzel, c ontributing Writer LAKEWOOD, N.J. – AvaCare Medical is mak- ing it easier for hospitals and nursing homes to buy DME now and pay later thanks to its new online purchase order system. "What we've come to realize is they want an online buying experience, but have the same traditional paying experience," said Steven Zeldes, CEO of AvaCare Medical, an online provider. Now government entities, medical facili- ties, nonprofits and even school districts can set up accounts and place purchase orders through, to be paid 30 days after invoice, and access special bulk order pricing. In terms of which came first , the demand or the idea, Zeldes says, it's a little of Col- umn A and a little of Column B. "Hospitals and nursing homes were using us to a certain extent, but we didn't have the technology to support them," he said. "They would have to call us and we would have to do things manually over the phone or through email." In 2016, AvaCare rebuilt, renamed and rebranded its website. Since then the cash- only provider has gone from servicing 400,000 customers to nearly 1 million, offer- ing upwards of 100,000 products, including AvaCare Medical introduces purchase order option PHM currently operates in in 13 states, providing primarily respiratory services, medical supplies, power mobility and Coumadin home monitoring. PHM is "aggressively" pur- suing lending and financing relationships for growth capi- tal and acquisitions, said CFO Hardik Mehta. "We are in discussions with several U.S. healthcare special- ty lenders to secure debt term and expect to be able to secure a line of credit in conjunction with our first acquisition," he said. PHM entered the HME market several years ago, V I E M D s e e pa g e 1 2 P h M s e e pa g e 1 2 Don't gamble on your claims, says van Halem Group 20 to 40 claims and supporting medical records, and, if enough claims don't pass, the provider can receive one-on-one educa- tion and given 45 days to make improvements and go through another review. If the provid- er doesn't show improved error rates after three reviews, they will be referred to CMS, which could refer the provider for a more aggressive ZPIC/UPIC audit or revoke their billing number, said Kelly Grahovac, senior consultant with The van Halem Group. ""The goal of education is to take their recommendations and apply them to your practice," she said. "They want to see that you are working to make it better." The most common errors: W. van Halem moneyline G A M b L E s e e pa g e 1 2 Sego's takes the pledge s ego's Home Medical e quipment staffers participated in the p ledge of a llegiance for a weekly " p atriotic Moment" for the Brevard County s herrif's Office. The Titusville, Fla.-based s ego's, whose video was posted on the sherriff's office web- site, has been serving the community since 1977. AVA C A R E s e e pa g e 1 2

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