HME News

JUN 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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VOLUME 24 — NUMBER 6 JUNE 2018 $7.00 HME NEWS POLL ■ MED Group celebrates its 50th anniversary with national conference, says Rhonda Hines. See page 20. ■ Product Spotlight: This month we feature sleep therapy products like the DreamStation from Philips Respironics. See page 18. ■ Do you think there is enough time to complete the bid process for Round 2019 by Jan. 1, 2019? See results on page 22. N E W S ■ Noridian takes over SMRC contract. PAGE 3 ■ Newspoll: Providers have high hopes for e-technology. PAGE 3 ■ Stakeholders fear QIC switch. PAGE 4 D E PA RT M E N T S PROVIDERS ■ MedCare replicates winning model. PAGE 11 ■ Diamond Medical gets bigger into retail. PAGE 11 MOBILITY ■ CBO remains hurdle for CRT bills. PAGE 14 ■ Q&A: VMI's Tim Barone. PAGE 14 RX & SPECIALTY PROVIDERS ■ Meeting matches up patients, regulators. PAGE 16 ■ Q&A: CareCentrix's Dr. Cantor PAGE 16 VENDORS ■ Inogen raises bar. PAGE 20 ■ ResMed rides connected health to global market. PAGE 20 W W W . H M E N E W S . C O M Plenty of questions, still no answers Consumers: Help recruit more of us ROUND 2019 OF COMPETITIVE BIDDING Medforce acquired by Ideagen MSC gets serious about sleep therapy Grand theft HME Provider Nick Murphey had a rude awakening recently, when he learned that two thieves had stolen a trailer containing tens of thou- sands of dollars in home medical equipment from his business in Austin, Texas. See story page 11. R O U N D 2 0 1 9 PA G E 2 1 BY LIZ BEAULIEU, Editor W HAT'S THE best way to increase the number of consumer advocates for complex rehab and assistive tech- nology? Partnerships, says con- sumer Molly Hale. CRT providers and others that touch the disabilities community, like independent living centers, need to create partnerships with their customers, actively recruit- ing them to the cause, she says. BY THERESA FLAHERTY, Managing Editor WASHINGTON – With only seven months to go until the current competitive bidding contracts expire across the country, HME providers are getting antsy for BY THERESA FLAHERTY, Managing Editor CLEVELAND – Medical Service Company has launched a new division, MSC Sleep, and has opened several CPAP treatment centers. "We've seen an underserved population of sleep customers in many mar- kets," said Josh Marx, manag- ing director of sleep and vice p re s i d e n t o f business development. "Cus- tomers are not getting the expe- rience or service they deserve." In the past year, MSC Sleep has opened fi ve CPAP treatment centers in three states—Ohio, New York and Kentucky—and planned to open another three BY LIZ BEAULIEU, Editor SUFFERN, N.Y. – On the hunt for ways to boost its long-term growth strategy, Medforce Technologies found what it was looking for in U.K. based Ideagen. Here's what Nathan Apter, now vice presi- dent and head o f M e d f o r c e operations, and Ben Dorks, chief customer offi cer of Ideagen, had to say about the acquisition and how not much w i l l c h a n g e going forward, including hav- ing an Apter in charge. H M E N E W S : How did the deal c o m e a b o u t ? Was Medforce e v e n o n t h e market? Nathan Apter: Our products are used heavily in a few post-acute care markets, but we needed a way to branch out into the larger healthcare world. We investigated a few different avenues to help us get there and joining Ideagen was 'I need to decide what my next move is,' says one contract provider information on Round 2019. "We've heard nothing," said Josh Eckstein, vice president of Com- plete Home Care in Buffalo, N.Y., which holds a respiratory contract. "I need to decide what my next move is. There's no chance there is enough time to evaluate my bid then fi gure out whether to accept a new contract." CMS has typically given the bidding process—from bid win- dow opening to contract imple- mentation—about 16 months. However, a new requirement that bidders obtain surety bonds for each CBA in which they bid in May in Indiana. Over the next year, MSC Sleep anticipates opening six to 12 more locations. "We are on course to offer MSC Sleep throughout the Mid- west, the mid-Atlantic and the Northeast," said Marx. MSC Sleep is making a name for itself, Marx says, by shorten- ing the turnaround time from diagnosis to compliance. Cus- tomers don't want to wait sev- eral days for a call back from a provider, and then weeks to get equipment, he says. "We try to contact patients within 24 hours of receiving the referral, get them set-up on CPAP in less than a week, either in their home or at their facility, and then stay in regular contact to ensure they remain on thera- py and stay compliant," he said. Josh Marx Nathan Apter Ben Dorks C R T C O N S U M E R S PA G E 2 1 M E D F O R C E PA G E 2 1 M S C S L E E P PA G E 1 7 CONSUMERS participate in the National CRT Leadership & Advocacy Conference in April. C O M M E N TA RY ■ The focus by today's consumer on an active lifestyle offers 'an intriguing opportunity' for HME providers, says VGM's Rob Baumhover. PAGE 6 BREAKING NEWS: IFR RELEASED, SEE PAGE 3 T H E B U S I N E S S N E W S P A P E R F O R H O M E M E D I C A L E Q U I P M E N T P R O V I D E R S

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