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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News 4 www.hme N / may 2018 / hme N ews Learn more at COOLCORE ® TECHNOLOGY, EXCLUSIVE TO STEALTH PRODUCTS No matter the season or the situation, the patented and award-winning CoolCore fabric wicks moisture away from your body, helping keep you dry and comfortable. The chemical-free blends of the fabric also help with moisture transportation and moisture evaporation, making our cushions cool better and last longer. With several choices and custom sizes available, the decision is yours. sexy, you know you've done some- thing right," said Micah Swick, director of sales. Swick had no complaints about the show. "We've had a good show," he said. " i know the show is small- er, but we're entering a new era." i ndeed, provider Todd u sher hadn't planned on coming to Bachenheimer and Brown & Fortu- nato a good one? Bachenheimer: Their clients may want to get involved in lobbying, and my clients may want legal help, so i really see it as a win-win. HME: From a lobbying perspective, there's some frustration that the industry hasn't been able to move the needle more toward bid relief than it has . Is the industry's lobby- ing making a difference? Bachenheimer: The industry has come so far in the past 25-30 years, in terms of its active par- ticipation in lobbying from all sizes and levels. People under- stand now that it's not critical; it's mandatory. There have been some incremental victories—they may be small, but that's how progress is made. D.C. is very difficult for everybody, not just HME. i t's an incredible web to manage and be successful in. i applaud the indus- try for the huge progress it has made. HME: You've been at this for a num- ber of years now, and it's been battle after battle . Why stick with it? Bachenheimer: i t's something that i learned from my early law practice days: i f you're not excited about what you're doing—if it doesn't feel like you're making a positive difference—it's not worth your time. This industry has so much potential and improves the quality of life for so many people. That's what motivates me. That's what motivates everyone in the industry. i t sounds corny, but it's true. HME some level of success, despite the difficult climate. i n the upcoming year, they're looking for ways to stay that way. "They're scrambling a little bit right now, trying to find new ways to define themselves to ensure that their profitability continues to grow," she said. "They're looking to expand what they do well, because they know they can't be everything to everybody. i f there's an opportu- nity related to their core competen- cies, they're exploring it unabash- edly. They're unafraid to take risks." De V elopi NG busi N ess Lieber says her coaching business, which she started just for fun, has kept her "really, really busy," an indication that providers are mak- ing leadership a focal point in the upcoming year in a way that they haven't in the past. Her clients are boosting their corporate culture, and hiring people with higher-level skillsets to focus on payer relations and business development. "They're realizing if they don't run their business like a busi- ness, and don't have good lead- ership, they're going to wobble," she said. HME L IE b ER ' S LIST c o n t i n u e d f r o m pa g e 3 GOOD FIGHT c o n t i n u e d f r o m pa g e 3 m EDTRADE S p RING 2018 c o n t i n u e d f r o m pa g e 3 Medtrade Spring this year, but he was glad he did. " i was invited by several (of my vendors)," said u sher, co-founder of Home Oxygen Company in Modesto, Calif. " i t's important to network with them. The show is still valuable for that, and still valuable for education." HME o klahoma providers meet with Rep. c ole NOR m AN, Okla. – Members of the Oklahoma Medical Equipment Provid- ers Association and the VGM Group hosted Rep. Tom Cole, R-Okla., at an event at Norman Regional Home Medical Equipment. Members discussed how DME and complex rehab providers care for patients. Cole was especially interested in the industry's efforts to keep patients in their homes. Also of interest: the flaws of Medicare's competitive bidding program, as his district falls within the Oklahoma City bid area. Jason Price of the Oklahoma Department of Rehabilitation Services, who has cerebral palsy and uses a wheelchair, was there to discuss with Cole the importance of people with disabilities being able to lead active lives and contribute to their communities.

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