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 22 www. HM e N ew S . C o M / ju L y 2018 / HM e N ew S Bobby Ghoshal puts HME on front lines 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. By Liz Beau L ieu, e ditor R ES M ED ALREADY has more than 4 mil- lion medical devices connected to the cloud, but the company's plans for dig- ital health don't stop there. Here's what Bobby Ghoshal, who ResMed recently tapped as its first ever CTO, had to say about where the company plans to take it next. Here's a hint: artificial intelligence and machine learning. HME N E ws: Why does ResMed need a dedi- cated CTO? Bobby Ghoshal: ResMed's technology needs and opportunities are rapidly expanding. To ensure that ResMed is innovating its tech- nologies and investing in new ones to yield optimal benefits for consumers and other stakeholders, it's advantageous to have a CTO at the executive table who can guide these strategies. HME: What about your experience at Brightree (and ResMed before that) sets the stage for you to take this expanded role at ResMed? Ghoshal: As Brightree's COO, I gained valu- able insight into HME providers' daily and long-term needs, knowledge that will prove critical as I help lead efforts to further inno- vate and scale the solutions we offer to HMEs, clinicians and consumers. Before Brightree, I served as ResMed's vice president of IT, helping strengthen the infrastructure that supports the delivery of HI, SaaS, and all other functions of the organization—plus building great relationships with many of the developers and leaders whom I'm fortunate to work with once again. I'm excited to apply this combined knowledge of IT, HI and SaaS to help lead ResMed's tech priorities and investments. HME: Why is healthcare informatics an expanding focus for the company? Ghoshal: Two reasons: HI helps drive better compliance (and in turn, health outcomes) and business efficiencies. User compliance when self- and remotely monitored is 87%, versus 50%–60% without that technology. And clinicians save nearly 60% of their time spent on patient manage- ment with remote moni- toring solutions, particu- larly with features like automated text messages to patients and grouping them by therapy issue so clinicians can quickly iden- tify who needs what type of support. ResMed has more than 4 million cloud-connected medi- cal devices and we're just getting started. Part of my work is determining how artificial intel- ligence, machine learning and other technolo- gies can unlock new benefits for consumers, clinicians, and whole healthcare systems. HME: How do you see the two companies more aggressively exploring emerging tech- nologies like AI and machine learning? Ghoshal: The focus will be about delivering quality actionable insights to HMEs where it would make the biggest impact: at the point of care. In addition, AI and machine learning have the potential to automate the application of these insights, enabling HMEs to more effi- ciently improve their patients' therapy experi- ence and outcomes. HME: We hear buzzwords like digital health and AI and machine learning related to health care at large. How is HME contributing to the movement? Ghoshal: Today's buzzwords are tomorrow's advanced solutions, helping unlock ways to provide more personalized care to whole consumer populations. As frontline provid- ers, HMEs are critical to the adoption and use of digital health. Their contribution is already clear to see in the 4 million cloud-connected ResMed devices in use today—and the 87% of total users who've achieved compliance when self- and remotely monitored on them. HME digital health BRIDGE CONNECT C o N T i N U e D F R o M P R e V i o U s PA G e TRUMP TARIFF C o N T i N U e D F R o M PA G e 1 respiration or other therapeutic respira- tion apparatus used in the parts and com- ponents of respiratory products, including CPAP devices, ventilators, portable oxy- gen concentrators, and the masks and tubing for these products; and electrical speed drive controllers used in joysticks and other controllers for electric motors used in wheelchairs and beds. Ryan said manufacturer members have reported that if the tariffs are imposed, they would likely stop sourcing many of these products from China, negatively affecting the availability of these products, at the very least, on a short-term basis. Several members also reported that they would not be able to obtain similar products from U.S. sources, or if they were able to obtain similar products from U.S. sources, they would not be available with the same specifications or quality level as Chinese products. "In these situations, imposing significant tariffs on imports of HME products from China will not merely disrupt the ability of seniors and person with disabilities or chronic conditions to obtain their HME products for a period of time," he said. "Instead, it will ensure they do not obtain the products at all." Ryan also said tariffs would "exacerbate the financial pressures on HME manufactur- ers and providers that led to the access and supply problems arising out of (Medicare's) competitive bidding program." During a conference call to discuss Inogen's latest financial results, CEO Scott Wilkinson said the company was evaluating the poten- tial impact of the tariffs on its supply chain. "While aluminum and steel have received a sizable amount of attention with regard to the proposed tariffs, there is not a large quantity of either in our products," he said. "We would also like to point out that the majority of our aluminum in our product is sourced domestically, so we do not expect there would be a significant impact on our raw material costs associated with any tariffs on aluminum." Wilkinson did acknowledge, however, that there are components in Inogen's products, such as lithium-ion batteries and certain cir- cuitry, that would be subject to the tariffs. "We will continue to monitor these pro- posals and economic policy changes and take the necessary steps to protect our finan- cial interest and reduce our supply chain risks," he said. Ken Spett, CEO of GF Health Products, said of the potential impact of the tariffs: "Looking through the list of affected items, we see some that would affect us—unfin- ished goods—but because it has little effect on finished goods—which is the bulk of DME—it won't affect us as much as people think it will. If we were making washing machines, it'd be a different story." HME incubated in-house at Providence St. Joseph, a Renton, Wash.-based health system that comprises 50 hospitals and 829 physician clinics in six states. The platform allows clinicians to prescribe and track the use of educational content, apps and devices to help monitor care, all from their EMR software. The integration has two benefits for HME providers, McBride, says: Physi- cians will no longer have to ask them for the data, and they'll get additional support from physicians to keep patients compli- ant. "These are the types of win-win-wins that automation and data integration bring to the healthcare landscape," she said. The integration has a number of ben- efits for Providence St. Joseph, mainly the "democratization" of the process of pro- viding sleep therapy, says Nigel Ball, direc- tor of Swedish Sleep Medicine, a part of Providence St. Joseph that provides sleep disorder services from nine locations and serves about 9,000 new patients a year. "This is not a single episode of care situ- ation and, frankly, we're having trouble getting everybody in," he said. "This puts more of the simple work on the primary Connectivity Platform. "Probably the biggest future need is just name recognition," he said. "There are some big players out in the marketplace with brand name recognition at the prod- uct level and that drives probably a differ- ential. We intend to do more to make sure that customers are aware of our brand." Mobility and seating continued to be a bright spot in the first quarter, despite a number of hiccups, including changes in the workforce that caused "a little bit of disruption" and a "decent backlog," Monaghan said. "We see further growth ahead of us," he said. "I think we look forward to this portfolio continuing to accelerate in 2018 and beyond." HME the different systems used by various compa- nies that they've acquired, to integrating their fax machines with their customer relationship management platform. "When a patient gets discharged, there's hundreds of pieces of medical informa- tion that needs to be transmitted," he said. "There's so much manual entry, and what we've done is automate the whole thing." Bridge Connector is available on a sub- scription model, Wenger says: It charges a fee per integration per month, depending on the "size and data flowing through our serv- ers," usually anywhere from $500 to $3,000. "We feel like we've made an affordable and easy to implement solution, when the alternatives are paying for a middleware tool or an integration engine, or paying a third party," he said. HME INVACARE C o N T i N U e D F R o M P R e V i o U s PA G e RESMED PILOTS NE w INTEGRATION C o N T i N U e D F R o M P R e V i o U s PA G e care physician, so we can rely on them for more of the overall management of the patient, and we can step in for more specialty care." The integration may seem like a spe- c i a l i z e d s t e p t o w a rd wider interoperability, but when you consider that sleep apnea is often associated with other co-morbidities, it goes a long way, says Aaron Sheedy, COO of Xealth, which was launched through the $150 mil- lion Providence Ventures fund. "The patient comes in to see their primary care doc, and they have other medical issues, so for them, getting a handle on their sleep apnea is a prerequisite for attack- ing those other issues," he said. "We're taking these data sets that are relevant to the physician and allowing them to take maximum advantage of that, so patients are getting the right tools and support that they need." HME Bobby Ghoshal Aaron Sheedy Nigel Ball

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