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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Vendors hme news / june 2018 / www.hmenews.com 21 m ED g ROU p c O n t i n U E D f R O M P R E V i O U S PA g E i NO g EN c O n t i n U E D f R O M P R E V i O U S PA g E "They need to give them a package that says, 'Here's what's going on; here's a script for a phone call or email to send to your senator or representatives,'" she said. "Because we need partnerships to get this thing moving." Hale was one of five consumers and caregivers who participated in a panel at the National CRT Leadership & Advocacy Conference at the Hyatt Regency on April 25. Thirty wheelchair users, in all, partici- pated in the conference. A larger number of consumer advocates is needed to really move the needle on the industry's efforts to, among other things, create a separate benefit for complex rehab technology, Hale says. "It's the numbers that matter," she said. "Our stories are sweet, but then there's a shutdown, because legislation moves by the 500 people who make phone calls." Hale's husband, Jeramy Hale, also par- ticipated in the panel to emphasize the role of not only consumers but also their caregivers, family members and friends in advocacy. "That's a large group of people that you can also tap into," he said. Consumer Melissa Mitchell says provid- ers that recruit customers as advocates are taking an important step toward recogniz- ing their role in fostering the health and independence of wheelchair users. "They're more than just providers but an arm, really, of the independent living movement," she said. "I used six functions on my chair this morning just to work my way into my pantyhose." hme Periodicals postage paid at Yarmouth, ME and additional mailing office. HME News (ISSN 10913823) is published monthly by United Publications, Inc., 106 Lafayette St., PO Box 998, Yarmouth, ME 04096; 207-846-0600. Publisher assumes no responsibility for unsolicited material or prices quoted in the magazine. Contributors are responsible for proprietary classified information. ©2018 by United Publications. All rights reserved. Reproduction, in whole or in part, without written permission of the publisher is expressly prohibited. Reprints may be obtained from The YGS Group at 717- 505-9701, ext. 100. Back issues, when available, cost $7 each within the past 12 months, $12 each prior to the past 12 months. Back issue orders must be paid in advance either by check or charged to American Express, Visa, or Master Card. HME News is distributed without charge in North America to qualified home medical equipment providers. Paid print subscriptions to those not qualified cost $65 annually to the U.S. and Canada and $150 to all other countries. All payments must be made in U.S. funds drawn on a U.S. bank. For subscriber services, including subscription information, please call 800-869-6882. POSTMASTER: Send address changes to HME News, PO Box 1888, Cedar Rapids, IA 52406-1888. the perfect solution. They have the sales and marketing experience to help us grow and reach the new markets we desired. hme : What about Medforce was attractive for Ideagen? Ben Dorks: The acquisition of Medforce is in line with our strategy of acquiring com- plementary compliance businesses, which strengthen our quality, safety, audit, per- formance and risk solutions, and deliver improved customer outcomes. The orga- nization fitted perfectly with our strict acquisition parameters, which include valuable intellectual property, long-term customer relationships and strong recur- ring revenues. hme : Medforce also gives Ideagen a platform in the U . S . , right? Dorks: Medforce is our first acquisition in the United States and further strengthens our geographical footprint, adds value to our product suite and consolidates our position in existing markets, particularly health care. It also offers an electronic sig- nature product that has the potential to be implemented across the Ideagen product suite. hme : How will Medforce be integrated into Ideagen? Will Esther Apter continue to lead the company? Apter: Esther is remaining for a transition period. I have been with Medforce since its inception and will take over a new role as vice president head of Medforce operations. Dorks: We have an internal acquisition integration process that we have perfected and follow step-by-step for each acquisi- tion we complete. This has helped us suc- cessfully integrate 12 companies in the last decade, including the successful transition of employees and any associated business processes. hme : How will Ideagen shape where Med- force goes going forward? Dorks: Medforce is a growing, profitable and cash generative organization that has successfully developed its Center suite of enterprise information management, work- flow, and compliance software since 1993. Ideagen has always acquired organizations with strong intellectual property, integrat- ing that IP with our existing product suite. As an example, Medforce's Center suite of products is used by more than 300 custom- ers globally, supporting business process productivity and legal compliance, and we fully expect to be presented with enhanced cross-sell and integration opportunities going forward, with Medforce's Command- Center, ContentCenter and SignCenter of particular interest. hme spend, something that will continue. "In fact, we expect to release a new TV commercial to showcase the benefits of our portable oxygen concentrators in the second quarter," Wilkinson said. For the B2B channel, company offi- cials credited growth to an uptick in the number of providers converting from stationary to portable oxygen concen- trators on a larger scale. "We had commented in the middle of last year that, while a lot of the B2B players said they were trialing POCs, we said look they've gone down the path far enough and have enough of a track record that we felt like really a conver- sion was underway, even if some players didn't even realize they were converting," Wilkinson said. "You can only call it a trial so long. I think that's exactly what we're seeing. The reimbursement pres- sures on providers continues to force that conversion." All this growth begged the ques- tion from investors about whether or not Inogen can meet demand. Wilkin- son reminded them about Foxconn, which is now manufacturing the com- pany's G3 products for the Europe- an market, freeing up capacity at its 37,000-square-foot facility in Richard- son, Texas. He also announced that the company has signed a lease for 23,000 square feet in additional space also in Richardson. "That gives us significant space for expansions," he said. "Over the next at least couple of years, I'll say we're in pretty good shape from a capacity stand- point." hme geography for the last 12 quarters, we've been ahead of market growth and you don't stay ahead of market growth forever, and there are product cycles," Farrell said. "But I think we did very well in the U.S. market with the comparables on how we performed in the last 12 quarters to grow at 7%." ResMed expects increased growth in the U.S. as it launches new products, like QuietAir, which it debuted at Medtrade Spring in March. The diffuser technology, which is compatible with the AirFit F20 and AirTouch F20 full-face masks, reduces noise levels to only 21 dBA. "We think patients, as well as providers and physicians, will adopt QuietAir tech- nology very rapidly, so watch this space," Farrell said. ResMed also expects growth in the U.S. from a new data analytics platform devel- oped by Brightree that's currently in beta test; and from the company's first portable oxygen concentrator, Mobi, that's current- ly in a controlled product launch. "We're really excited to see how (the POC business) goes as we partner with home medical equipment companies to reach the 92% of people who should have a portable oxygen concentrator in this country and don't," Farrell said. "And then when we get it right, we'll scale that to the other 119 countries we do business in." hme RES m ED c O n t i n U E D f R O M P R E V i O U S PA g E number of different ways as our members' needs have changed," Hines said. "MCPP allows our members to expand their ser- vices to hospitals and payers for the pur- pose of reducing hospital readmissions and decreasing length of stays." As for the view "toward the future," MED sees an increasing number of peo- ple who are aging and who want to stay in their homes, and an increasing num- ber of caregivers who are willing to pay cash for equipment and services that help make that happen—trends that well posi- tion HME providers. "We believe this is the best model for improving the lives of the patients they serve," Hines said. "Without independent providers, the patients, who are our par- ents and grandparents, will not receive the care they need and deserve." hme CONSU m ERS c O n t i n U E D f R O M PA g E 1 m ED f ORCE c O n t i n U E D f R O M PA g E 1 Attendees FLYP Medtrade Spring attendees tapped the f LYP n ebulizer for a gold in the n ew Product Pavilion's Providers' c hoice Awards. x -top for Men received silver, and Werth f olding Walker Storage Rack received Bronze. f LYP by c onvexity Scientific is a "game-changing, pocket-portable nebulizer" that's prescribed by physicians for respiratory conditions like asthma and c OPD. x -top for Men by McAirland's is specifically designed for the male anatomy and provides 360-degree leak-proof protection for any activity. t he Werth f olding Walker Storage Rack by Werth holds walkers individually, allowing for quick and easy selection. ROUND 2019 c O n t i n U E D f R O M PA g E 1 means providers could need more time. Some providers are anxious to get on with it. "I have been looking forward to a raise (in reimbursement) in Round 2109," said Andrew Trammell, president of Carolina's HME in Charlotte, N.C., which holds con- tracts for general DME and standard mobility. "There will be fewer bidders and the bidders will be far more reasonable." CMS could buy itself more time by extend- ing the current contracts for another six months beyond Dec. 31, 2018. If a current contract provider refuses to re-up, the agency could offer contracts to the next bidder. That could be easier said than done, says Eckstein. "I don't think there's enough providers left in our market," he said. "Out of 23 com- panies, only four of them actually operate locally. Patients are waiting weeks and weeks for tanks." Ecsktein isn't sure, if it comes right down to it, whether or not he would extend his contract. "Because of the hoops that Medicare makes us jump through to get oxygen covered, it's not worth it—it costs too much," he said. For Trammell, extending the contracts would be a survival tactic. "The only benefit (to participating in the bid program) was maintaining our patient base until reimbursement improves," he said. "And to be a one-stop shop for our referrals." The long delay could mean an improved bid program, say stakeholders. "We'd all prefer a better program with more sustainable pricing," said Cara Bachen- heimer, vice president of government rela- tions for Invacare. "The question is, how long can you muddle through from a busi- ness perspective?" Department of Health and Human Servic- es Secretary Alex Azar has said any changes to the bidding program would go through a full rulemaking process. hme

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