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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Rx and Specialty Providers Acentus looks for like-minded companies . . . . . . . . . . . . 18 Ascensia Diabetes revamps self-management app . . . . 18 Q&A: Brenda Wright of Option Care . . . . . . . . . . . . . . . . . 18 BioScrip revenues decline again . . . . . . . . . . . . . . . . . . . . 19 ■ The Amputee Coalition hit Capitol Hill in April for another successful lobbying day. See photo this page. 18 hme news / juLY 2018 / Making strides A Hill Day for the Amputee Coalition drew more than 70 attendees who participated in more than 100 vis- its with lawmakers in April. "It's always an amazing experience to bring people together for whom travel is not easy and know that you had a real impact," said Karen Lundquist, chief communication officer for the coalition. "We had two people who have bilateral lower extremity limb differences tell us they walked more than 15,000 steps." Among other things, attendees sought support for a pair of bills that would require CMS to enforce a law that O&P providers be certified to receive payments under Medicare. By Theresa Flaher T y, Managing e ditor TAMPA, Fla. – With his new com- pany Acentus, provider Todd Cianfrocca is borrowing a page f r o m p r i - vate equity companies, except with- out the debt. The HME p l a t f o r m allows select independent H M E a n d medical sup- ply companies to come togeth- er under a holding company, leveraging their combined pur- chase volume to improve gross profit margins and grow rev- enue rapidly through a larger payer portfolio. "We want to smartly scale out the business without debt and we are hoping to entertain other like-minded business owners who want to join the club, so to speak," said Cian- frocca, CEO of Acentus. Acentus formed in April when Tampa-Fla.-based Ally Medical merged with McK- inney, Texas-based Preston Wound Care. While the product port- folios of the two companies might seem different—Ally focuses on incontinence sup- By Tracy Orzel, c ontributing Writer PARSIPPANY, N.J. – Ascensia Diabe- tes Care has upgraded its Con- tour Diabetes app to help users self-manage their diabetes better by analyzing behavior patterns and suggesting new ones. " T h i s b e h a v i o r- c h a n g e approach helps patients under- stand what the trends are, what the data means, and then pro- vides personalized feedback so they can make the changes that they need to," said Robert Schumm, head of region Ameri- cas of Ascensia Diabetes Care. Originally released in 2016 to connect to the Contour Next One meter and help users log their diet and exercise, the latest version uses algorithms to identi- fy four different patterns: critical (extreme highs and lows requir- ing immediate medical atten- By Theresa Flaher T y, Managing e ditor O PT i ON C ARE recently recognized 19 of its nurses for passing the Certified Reg- istered Nurse i nfusion (CRN i ) exami- nation this spring. The credential, offered by the i nfusion Nurses Certification Corporation, puts those nurses in an elite group of only 3,000 active certified clinicians in the world, says Brenda Wright, senior vice president of clinical services at the Bannockburn, i ll.-based Option Care. Wright spoke with HME News Acentus CEO to providers: 'Join the club' Ascensia Diabetes goes toward future plies and medical nutrition for special needs children and adult urologicals, while Preston is a large provider of wound care products—there is synergy on the payer side, said Cianfrocca. "The wound care and adult urology payer mix is very simi- lar, so it's nice for us to comple- ment each other," he said. " i t made sense for us to join forces and establish this platform to leverage the payer portfolios we both have." That combined payer port- folio includes commercial and managed care contracts, Medicare and Medicaid. Acen- tus currently holds Medicaid licenses in 24 states. i n addition to acquisitions, Acentus will look to grow its footprint organically—it recently opened an office in North Carolina. i t has also established an operational "super center" in Tampa to efficiently handle billing, doc- umentation, human resources and other back-office func- tions, while other branches will be focused on generating revenue, says Cianfrocca. "We know how to generate referrals," he said. "We'd put our sales team up against any- body's." The other key piece to suc- cess: company culture, says Cianfrocca. "One thing i 've learned is tion), recent highs and lows, mealtimes and days of the week. Once the patient is made aware of a negative trend, the app offers possible causes for the dip or spike, such as food, medi- cine or exercise, f o l l o w e d b y recommenda- tions on how to address the pattern. When the trend is corrected, the app motivates the patient with positive recognition. "When we developed the product, we worked with a psy- chologist who studied chronic disease management and how patients got better outcomes," said Schumm. "The model we used is called the i nformation, Elite certification 'validates' nurses option care b R e N d A W r I g H t S e e n e x t PA g e A S c e N S I A S e e n e x t PA g e A c e N T u S S e e n e x t PA g e T . Cianfrocca Brenda Wright R . Schumm The company will also look to grow its footprint organically Briefs Infu s ystem debuts mobile app MA d ISON H e IGHTS, Mich. – InfuSystem Hold- ings has launched InfuSystem Mobile, a patient safety app that connects patients with the infusion provider's products, ex- pertise and registered nurses. Features include automated infusion safety alerts, patient education videos, secure two-way communications and paperless form sub- mission. "InfuSystem Mobile will allow us to engage our patients directly," said Rich- ard Dilorio, CEO, in a release. "We believe this app represents an important step for- ward that will enable patients to more ef- fectively manage their treatment." cms to implement o &P provisions AL e XAN d RIA, Va. – The American Orthotics & Prosthetics Association has received word that CMS has issued instructions to the DME MACs to immediately implement pro- visions that require the notes of orthotists and prosthetists to be recognized as part of the medical record. In early May, the MACs retired the "Dear Physician" letter for artifi- cial limbs. The letter, originally published in 2011, dramatically changed the standards for approving a prosthetic claim, leading to higher denial rates. AOPA has been press- ing CMS officials to implement the provi- sions, it said in a bulletin on its website. s tudy: h ome infusion therapy can improve survival rates b ANNO c K bu RN, Ill. – Inotropic home infu- sion therapy can help improve survival for patients with advanced heart failure, ac- cording to a new study from Option Care and the Keck School of Medicine of USC. Patients prescribed the therapy, which en- ables the patient's heart to pump more ef- ficiently, may experience a better quality of life, according to a press release. Option Care's data suggest an average survival rate of more than two years for these pa- tients. "Receiving this life-changing thera- py in the comfort of home helps patients more fully enjoy their lives," said Tess Artig-Brown, BSN, MN, co-author of the study and director of Option Care's Heart Failure Program. w ilson to leave nh IA AL e XAN d RIA, Va. – Tyler Wilson is stepping down as president and CEO of the National Home Infusion Association, effective July 17. "I have enjoyed my three years at NHIA," said Wilson in a press release. "The asso- ciation is stronger today with a dedicated board of directors and a staff that strives to always protect and promote the interests of the home and specialty infusion community." With recent achievements on Capitol Hill and the addition of new member benefits, NHIA has a great future. Wilson took the reins in August 2015. He is best known in the HME industry for his tenure at the American As- sociation for Homecare, where he served as president and CEO from 2006 to 2013.

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