HME News

JUL 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 ■ Doug Coleman saw competitive bidding problems early on, but never predicted how bad it would get. See story this page. Tricare transition creates nightmare . . . . . . . . . . . . . . . . . . 1 Providers, Medicaid reach compromise on rates . . . . . . 13 Med Mart creates shopping bridge . . . . . . . . . . . . . . . . . . 13 Lincare settles lawsuit . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14 Briefs Homecare Medical excels as small business AUBURN, N.Y. – Homecare Medical Sup- ply, Inc. has received a 20th Annual Small Business Excellence Award from the U.S. Small Business Administration for its "lon- gevity, innovation, sales growth, increased employment, ability to overcome adversity or community contributions," according to The Citizen and auburnpub.com. Homecare Medical Supply is a family owned business that offers home oxygen, CPAPs, nebuliz- ers, hospital beds, wheelchairs, walkers, lift chairs urological supplies and orthope- dic soft goods. Joseph and Joan Manning started the company in 1983 and their son Joe Manning purchased it in 1997 and now runs it with his wife Donna and their daugh- ter Cynthia. Homecare Medical Supply re- ceived the award during a luncheon on May 2 during National Small Business Week. Apria Healthcare salutes veterans LAKE FOREST, Calif. – Apria Healthcare has launched Apria Salutes, a program that of- fers active duty military, veterans and other eligible family members an ongoing 25% discount and free shipping on qualifying purchases made on ApriaDirect.com, the company's retail HME and supplies website. "We are proud to do our part to help the men and women who are actively serving or who have served our country by providing a con- venient way to shop for over 7,000 health-re- lated retail items, ranging from CPAP acces- sories to mobility devices," said Dan Starck, CEO of Apria Healthcare. "These products help people improve their quality of life." As part of the Blackstone Veterans Initiative, Apria, along with a portfolio of companies, has also adopted a goal to hire 50,000 veter- ans and spouses by 2022. Additionally, Apria belongs to the Department of Defense Mili- tary Spouse Employment Partnership, which works to connect military spouses with part- ner employers. Breathe Grace Medical Supply opens OAKLAND, W.Va. – Breathe Grace Medical Supply has opened here, with a focus on respiratory products and services, accord- ing to the Garrett County Republican. The company will offer CPAP/BiPAP equipment and supplies, and oxygen equipment and supplies, including portable oxygen con- centrators. One of the company's owners, Jackie Rodeheaver, previously worked for a large DME company that served the tri- state area but closed in 2015. "After its clo- sure, the local area went without something that it needed," she told the newspaper. "Durable medical equipment is a growing need in our country." Breathe Grace is in the process of becoming accredited, so it can bill Medicare and Medicaid, as well as private insurances. Right now, it's offering products and supplies for cash. The com- pany also offers bath safety products like shower chairs and commodes, and mobil- ity products like wheelchairs and walkers. www. HM enew S .co M / july 2018 / HM e new S 13 A screaming good time Reliable Respiratory ended the month of May on a sweet note. The Norwood, Mass.-based provider brought an ice cream truck to its parking lot to show its appreciation to its busy employees on May 31, a warm, beautiful day. "We wanted to give a little back to them and let them know they are appreciated," said Jennifer Corcoran, inside accounts support specialist. Reliable Respiratory has about 100 employees in total, with about 60 based in Norwood. By Theresa Flaher T y, Managing e ditor D oug Coleman married into the H me industry in 1988, when his new father-in-law took him into the company business. That company sold in 1994, but in 2000, he returned to the H me indus- try, opening m ajor m edical Supply in l oveland, Colo. e ven then, the writing was on the wall with the competitive bidding pro- gram, he said. " a s I saw the bid issues starting, I knew that it was going to lead to prob- lems and challenges," said Coleman, C eo . " a lthough, I didn't think they'd be nearly as bad as they are." e arlier this year, he worked with aa Homecare to launch the g rassroots a ccountability Project to establish a network of H me advocates to cover all 535 federal offices. Coleman, who also serves as presi- dent of the Colorado a ssociation of m edical e quipment Services, received this year's aa Homecare/ m al m ixon l egislative a dvocate a ward during the association's recent legislative conference. HME N E ws: What made you get involved in industry advocacy? By Theresa Flaher T y, Managing e ditor MONTPELIER, Vt. – H me providers have a "handshake agreement" with the Depart- ment of Vermont Health a ccess to improve m edicaid reimbursement after a number of providers threatened to leave the program. In January, DVH a published a bulle- tin outlining its plans to adopt m edicare rates, resulting in a reduction in reim- bursement anywhere from 38% to 56%, says Kurt Filiaut, C eo of Keene, n .H.- based Keene m edical Supply, which has six locations in Vermont. "Certainly, there is still a lot of work to be done," he said. "We are focusing our efforts on certain product categories that are completely unmanageable." a provision in the Cures a ct required C m S to cap its contribution to m edic- aid reimbursement for D me at m edicare reimbursement starting Jan. 1, 2018. Industry stakeholders have been working to educate state m edicaid programs that By Tracy Orzel, c ontributing Writer CINCINNATI, Ohio – m ed m art's new "virtual showroom" live demo program is bridging the gap between online shopping and traditional retail. l aunched in m arch, the virtu- al showroom allows customers to watch live product demonstra- tions via 1- or 2-way video while asking questions to one of m ed m art's 18 product specialists, who are able to hear or read their instructions via chat. For exam- ple, customers can ask specialists to recline a lift chair, demonstrate a scooter's turning radius, or ask to see different fabrics up close. " m ost companies are trying to make things as automated as possible," said David Fesman, president of m ed m art. " e very- one's going to automated voice lines, responding by email— they don't want to generate a phone call—and we're trying to go the other direction and be as Providers, Medicaid reach compromise vermont they have options other than just adopt- ing m edicare's fee schedules. Filiaut told DHV a officials in a pril that he would withdraw from the m edicaid program on June 1. He has agreed to con- tinue serving m edicaid recipients, follow- ing an emergency meeting between sev- eral providers and DHV a in m ay. "We have faith that the DHV a is going to do the right thing, which is to put in a reimbursement level which is livable and avoids an access issue for beneficiaries," he said. DVH a also has plans to revise its capped rental policies to better reflect m edicare's policies. o ne of the big- gest changes: CP a Ps will transition from a three-month to a 10-month rental. The state, however, did not change policy lan- guage that would have allowed providers 'Pay attention to the details' Med Mart takes its showroom to the customer C O L E M A N s e e pa g e 1 4 Doug Coleman is this year's AAHomecare/Mal Mixon Legislative Advocate M E D M a R T s e e pa g e 1 4 AAHo ME c A r E President and CEO Tom Ryan and Major Medical Supply CEO Doug Coleman. hands on as possible in certain scenarios." o riginally founded as a phar- macy in the early 80s, the com- pany has 78 employees, eight shipping warehouses, two brick- and-mortar stores in Cincinnati and one in Dayton, o hio. While the most commonly requested items to demo are hos- pital beds, stair lifts, wheelchairs, V E R M O N T s e e pa g e 1 4 Karyn Estrella M E d M A rt's new site has a live chat feature to bridge the gap between online and retail shopping.

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