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 ■ 11 ■ PAGE 11 MOBILITY ■ PAGE 14 ■ Q&A: VMI's Tim Barone. ■ Meeting matches up patients, regulators. PAGE 16 ■ Q&A: CareCentrix's Dr. Cantor VENDORS ■ Inogen raises bar. PAGE 20 ■ market. PAGE 20 W W W . H M E N E W S . C O M Mobility RESNA 2018 C o n t i n u e d f r o M p r e v i o u S pa g e h M e N ew S / j U ly 2018 / www.h M e N ew S .co M 17 NSM makes three buys, Numotion looks West NASHVILLE, Tenn. – National Seating & Mobility has acquired the cus- tom rehab division of The Medi- cal Store in South Burlington, Vt., and its home access division, AccessNSM, has acquired Home Safe in Tampa, Fla. The Medical Store's custom rehab division broadens NSM's footprint across the region, adding statewide coverage in Vermont and supplementing the reach of existing branches to extend services into New Hampshire. "Expanding with new loca- tions allows us to positively impact the lives of more indi- viduals with mobility challeng- es," said Bill Mixon, CEO. "We look forward to partnering with healthcare providers to serve clients in these communities." Four ATPs from The Medical Store will transition to NSM. Chris Henry, the owner of T h e M e d i c a l Store, will con- tinue to grow the company's sleep therapy b u s i n e s s , a s well as its line of retail HME. Home Safe, a national full- service home modification and accessibility provider, acceler- ates NSM's growing position as a national provider in the market, according to a press release. "This acquisition not only significantly expands our foot- print, but also enhances our nationwide network of branches and mobility experts with the addition of a team of experience home accessibility experts," Mixon said. Home Safe's co-founder Ward Farley will stay on board with NSM, continuing to lead the Tampa operation; and Ferenc M o r i c z , a n AT P, w i l l j o i n NSM there to provide support through "a CRT lens to ensure a clinically holistic approach to accessibility within the home." Home Safe is a preferred pro- vider for many third-party pay- ers, including workers' com- pensation administrators and Veterans Affairs facilities. NSM has also acquired West- ern Rehab in California. The acquisition adds locations in Santa Rosa and Paradise/Chico. "Expanding our service reach in Northern California allows us to impact more lives with mobility solutions that drive independence," Mixon said. Mark Hawkins, the former owner of Western Rehab, along with his field team, including three experienced ATPs, will stay on board to serve clients from both locations. The com- pany, whose focus has been on pediatric complex rehab, has been in business since 1993. N UM o T io N ex T e N d S R each i N Neb R a S ka, i owa BRENTWOOD, Tenn. – Numotion has acquired the rehab division of Omaha, Neb.-based Midwest Respiratory & Rehab, extend- ing its reach into Nebraska and Iowa. "We are excited about expand- ing in Nebraska and Iowa," said Mike Swinford, CEO, Numo- tion. "We are always looking for ways to better serve cus- tomers and provide them with innovative mobility solutions. Midwest's reach, coupled with our product and service offer- ings, provides the disabled com- munity with the best resources available in the market." Midwest's rehab employees will be integrated into Numo- tion's north central team. They will gain access to a larger prod- uct offering and support infra- structure to increase efficiency, according to a press release. The acqui- s i t i o n d o e s n o t i n c l u d e M i d w e s t ' s non-complex rehab product lines. " W e a r e p l e a s e d t o c o n t i n u e t o serve our vent and respiratory customers, as well as continue our services with hospice and nursing home equipment rental throughout the Midwest," said Mick Hall, vice president, Mid- west. hme p RIOR A u TH C o n t i n u e d f r o M pa g e 1 exchange for 25% less reimbursement; and an option for physicians and prescribing prac- titioners to bill for their paperwork using G1956. "I don't believe either is a big deal," John- son said. One sticking point that stakeholders plan to address: Accessories still aren't part of the program. They acknowledge that CMS's hands were tied, because accessories aren't part of a "master list" of products that meet certain criteria for being included in the program. "It would be nice if they had expanded it more to include options and acces- sories, but we know in talk- ing to Medicare that they would need to make some changes in their author- ity to allow that," Johnson said. "We'll continue to work to find a way to expand it further." Still, stakeholders hold up the demo as a good example of what can happen when CMS and providers partner on an initiative. "When the concept came up, there were distinct disconnects," Clayback said. "Then we worked out the kinks over several months and, overall, now everyone's happy with it. hme j OHN z ONA C o n t i n u e d f r o M p r e v i o u S pa g e So we cut a piece of plywood and put some foam and a cover on it, and she sat so much better in the wheelchair. It took off from there; I just liked doing it. hme : For a physician practice to have its own rehab manager is a pretty unique setup . Zona: It is. I was doing some wheel- chairs for them and the director brought me in—he realized if they had a CRT person on-hand they could buy equipment at dealer cost and they could get products other than the "best picks." It's been a great relationship for 13 years. I've done everything from a $25,000 chair for a 13-year-old with mus- cular dystrophy to a $5,000 chair for a senior in an assisted living facility who needed a way to get from their room to meals. No one has ever questioned the equipment I've picked out. hme : You received the Margolis award, in part, for your advocacy work . Why have you made that a priority? Zona: When my peers nominated me for this award, they noted that I fight as hard as anyone for this industry, even though the Medi- care and Medicaid changes don't affect me much. They're right, it doesn't affect me much, but it's the right thing to do. And I figured if I didn't do it, who was going to do it. hme : When you look back at the span of your career, what sticks out as a bright spot? Zona: It's hard to pick just one, but it's been really neat to see what has happened with technology. When I got started, we had a full shop and we made a lot of things, because they just weren't available. Now I don't think we've made anything in a couple of years. There are so many companies out there making great things. hme A cc REDIT C o n t i n u e d f r o M p r e v i o u S pa g e Bunning, president-elect of RESNA and a retired occupa- tional therapist that specialized primarily in wheelchair seating and mobility. "It works for a post-secondary education setting, for a graduate program, for an associate pro- gram," she said. "Even if a uni- versity is just developing an AT program, they could go through the process and establish the program or built it or structure it so it meets the criteria." hme accessible," she said, including leading the effort to develop the EZ-Access package of cross-dis- ability access features that are now built into Amtrak ticket machines, automated postal stations, Homeland Security passport kiosks and other ITMs across the country. The Developers Showcase is an informal event in the eve- ning—over and above the AT Exhibit Hall—that allows devel- opers to get feedback on their new and emerging technologies. "Because our attendees range from consumers to biomecha- nists to practitioners across pro- fessions, it's a rich venue for get- ting feedback," said Roger Smith, Ph.D., OT, FAOTA, RESNA Fel- low, the president of RESNA and a professor in the Department of Occupational Science & Technol- ogy in the College of Health Sci- ences at the University of Wis- consin-Milwaukee. Other highlights of RESNA 2018, Bunning and Smith say: a new special interest group for those practicing in the K-12 school setting; and plenary ses- sions from international speak- ers Lord Holmes of Richmond, Britain's most successful Para- lympic swimmer, Natasha Lay- ton of Australia and Evandro Guimaraes of Brazil. hme Affected codes 4 K0813 4 K0814 4 K0815 4 K0816 4 K0820 4 K0821 4 K0822 4 K0823 4 K0824 4 K0825 4 K0826 4 K0827 4 K0828 4 K0829 4 K0835 4 K0836 4 K0837 4 K0838 4 K0839 4 K0840 4 K0841 4 K0842 4 K0843 4 K0848 4 K0849 4 K0850 4 K0851 4 K0852 4 K0853 4 K0854 4 K0855 "When the concept came up, there were disconnects. t hen we worked out the kinks and, overall, now everyone's happy with it." Bill Mixon Mike Swinford VOLUME 24 — 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 ti complete the b id process for Round Jan. 1, 2019? See results on pag 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 MedCare replicates winning model. PAGE Diamond Medical gets bigger into retail. CBO remains hurdle for CRT bills. PAGE 14 RX & SPECIALTY PROVIDERS PAGE 16 ResMed rides connected health to global 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 Baumhove r. 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 Stay current on industry news www.hmenews.com/subscribe Choose your format: Print, Digital or Both Customize your selection of email newsletters RENEW NOW FOR FREE! Renew your free subscription!

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