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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Vendors Briefs Golden's contract renewed OLD FORGE, Pa. – Golden Technologies has been awarded its third consecutive five-year contract by the Department of Veterans Af- fairs to supply power scooters to veterans nationwide. "The Golden Companion GC230 and GC340 power scooters allow them to access medical care and to accomplish nec- essary tasks in home and community envi- ronments that are so important as they gain more independence in their daily lives," said Rich Golden, CEO of Golden Technologies. This most recent contract ends April 2023. Golden was first awarded a national contract by the VA in 2003 for mid-size three-wheel and full-size three-wheel scooters. Philips buys NightBalance AMSTERDAM, the Netherlands – Royal Philips has expanded its sleep and respiratory care portfolio with the acquisition of NightBalance, the Delft, Netherlands-based maker of the Sleep Position Trainer. The SPT is a device worn around the upper body that, once us- ers turn onto their backs, gives them a gentle vibration, reminding them to change sleep- ing positions. "NightBalance offers a unique, patient friendly solution to treat positional ob- structive sleep apnea and positional snoring that is highly complementary to our current offerings," said John Frank, business leader, Sleep & Respiratory Care, Philips. The SPT is CE marked and currently available in select countries in Europe, but not in the U.S. Terms of the deal were not disclosed. Compass Health snags exclusive rights to Lumin CLEVELAND – Compass Health Brands has been tapped by 3B Medical as the exclusive distribution partner for the Lumin, a CPAP disinfection device. "The Lumin is the per- fect complement to our growing line of CPAP masks, tubing, filters and other supplies, and in line with our goal of providing our dealers with a one-stop for all their product needs," said Stuart Straus, president and CEO of Compass Health Brands. The Lumin uses high-powered, germicidal ultra violet light to neutralize and kill harmful bacterisa, mold and fungus—the same disinfecting method used in operating and surgical centers around the world. It does not use harmful ozone. MSD bought by McKesson STOUGHTON, Mass. – Medical Specialties Distributors has entered into a definitive agreement to be acquired by McKesson Corp. McKesson will pay $800 million for the post-acute/non-hospital patient supply chain provider. "We believe McKesson is the ideal partner and view this transaction as a strategic fit," said Tom Burke, CEO of MSD. "Combining our complementary businesses will allow us to collectively bring more value." MSD provides more than 9,700 healthcare providers at more than 11,000 sites nationwide with a broad port- folio of medical supplies, biomedical servic- es and technology solutions. The company has been owned by investment firm New Mountain Capital since 2013. www. HM e N ew S . C o M / ju L y 2018 / HM e N ew S 21 ■ AAH's Tom Ryan spells out manufacturer concerns about new Trump tariffs. See page 1. ResMed launches pilot with Xealth . . . . . . . . . . . . . . . . . . 21 Invacare's Monaghan remains confident . . . . . . . . . . . . . 21 Bridge Connector streamlines data transfers . . . . . . . . . 21 Q&A: Bobby Ghoshal on digital health . . . . . . . . . . . . . . . 22 Merits gets validated Cape Coral, Fla.-based Merits Health Products has signed a contract with Numotion to become the Brentwood, Tenn.-based national complex rehab provider's preferred provider for Group 2 power wheel- chairs. The contract covers Merits' full line of Group 2 power wheelchairs, including its popular Vision series and its new tilt-only Vision Ultra. "We are excited about this contract and happy to be partnering with one of the nation's top providers," said Chris Blackmore, vice president of sales and business development for Merits. Merits launched a complex rehab division called Avid Rehab in 2015, and a home access division called Pilot last year. Pictured top: Kevin Liu, president of Merits (left), and Chris Blackmore, vice president of sales and product development at Merits (right). Bottom: David Mapes, vice president of supply chain for Numotion (left), and Michael Hughes, national sales manager for Merits (right). ResMed, Xealth share the wealth (of data) BRIDGE CONNECTOR DRAWS INVESTORS Invacare's Monaghan: 'We remain confident' PCPs get in on sleep therapy, thanks to integration By Liz Beau L ieu, e ditor ELYRIA, Ohio – The overall picture at Invacare looked better in the first quarter of this year, but the North America/HME busi- ness unit continues to struggle. Approaching the one-year mark since its consent decree with the U.S. Food and Drug Administration was lifted last July, Invacare reported net sales of $237.1 million for the first quarter, compared to $231.7 million for the same period last year, a 2.3% increase. It still reported a net loss, but $14.1 million vs. $16.8 million. "We acknowledge that market share gains take time and we're pleased with the early results of our commercial invest- ments and enhanced product portfolio," M a t t M o n a g h a n , chairman, president and CEO, told investors. "We remain confident in the earnings potential of the business and our ability to achieve our strategic goals." For NA/HME, Invacare reported net sales of $79.8 million for the first quarter of this year, compared to $84.3 million for the same period last year, a 5.3% decrease. The company blamed the decline on decreases in sales for respiratory and life- style products, partially offset by increases for mobility and seating products. Addressing slow sales for respira- tory products, Monaghan said Inva- care is working to build awareness of its portfolio, especially its Platinum Mobile Oxygen Concentrator with O2 By Liz Beau L ieu, e ditor R ES M ED AND Xealth have launched a pilot project that allows primary care physicians at Providence St. Joseph Health to access data from CPAP devices right from their electronic medical record software. The integration means PCPs no lon- ger have to swivel back and forth from ResMed's AirView portal to their EMR software, company officials say. "We have integrated AirView data with systems across North America, Europe and Asia-Pacific," said Annie McBride, direc- tor, HI Strategic Partner- ships, ResMed. "Integrat- ing AirView with Amer- ica's third largest health system, Providence St. Joseph, through Xealth, can be life-changing for the patients involved and a significant achievement in ResMed's ongoing work to scale AirView's interoperability nationwide and worldwide." Xealth's integrated digital prescrib- ing and analytics platform has been By Liz Beau L ieu, e ditor PALM BEACH GARDENS, Fla. – With a seed investment of $4.5 million announced on June 5, Bridge Connector is officially open for business, says CEO and founder David Wenger. Bridge Connector is an inte- gration platform as service (iPaaS) that allows health- care organizations, including HME companies, to trans- fer data between disparate systems without internal IT support. "We're trying to be the solu- tion that fixes the interoperability issue in health care," said Wenger, whose company was launched in 2017 but has been in "stealth mode" until now. "We're trying to make it so that any sized organi- zation, regardless of their budget, is able to integrate the different systems that they're using and streamline their data." The investment was led by Tampa-based emerging tech- nologies firm Axioma Ven- tures, which is backed by Howard Jen- kins, the for- mer CEO of Publix Super Markets. Bridge Con- nector will use the investment to continue hiring developers and ramping up its support, sales and management teams. The company, which also has offices in Nashville and Knox- ville, Tenn., has already hired Jason Raphael, formerly of Accenture, as vice president of client relations; Joshua Doug- las as CTO; and Andy Harlen as vice president of sales. "In January, we had six employees; now we have 25," Wenger said. Wenger can't name names, but he says a number of "large scale, enterprise-level HME providers" are using the platform. They use it do everything from marrying Annie McBride David Wenger M. Monaghan R E S M E D P i L o T s e e N e x T PA G e I N VA C A R E e A R N i N G s s e e N e x T PA G e B R I D G E C o N N e C T o R s e e N e x T PA G e

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