HME News

APR 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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VOLUME 24 — NUMBER 4 APRIL 2018 $7.00 HME NEWS POLL ■ Ten states and counting have decided not to change their Medicaid rates, says Laura Williard. See page 6. ■ Product Spotlight: This month we feature orthortic products like the Splendid Midi Perf from Vionic. See page 17. ■ Are you planning on buying or selling an HME company this year? See results on page 23. N E W S ■ Round 2019 timeline 'unfeasible' as is. PAGE 3 ■ CMS upends oxyen CMN. PAGE 3 ■ Newspoll: Trump falling short. PAGE 3 D E PA RT M E N T S PROVIDERS ■ Buyers increase activity. PAGE 10 ■ Reporter's notebook: What's behind the spike in utilization? PAGE 10 MOBILITY ■ NSM cracks Geisinger network. PAGE 12 ■ Home Safety Serices expands. PAGE 12 RX & SPECIALTY PROVIDERS ■ Mail-order changes a 'good fi rst step.' PAGE 14 ■ CPAP providers embrace support groups. PAGE 14 VENDORS ■ Invacare sums up 2017. PAGE 21 ■ Hollister pivots away from wound care. PAGE 21 W W W . H M E N E W S . C O M Stakeholders 'aghast' at newest bid proposal Will this be the year for lymphedema? 'Virtual' model takes hold M E D T R A D E ■ Medtrade Spring allows attendees greater opportunity to tap into the wisdom and expertise of show presenters, says Show Director Kevin Gaffney. PAGE 18 Company now has new logo, tagline, mission, values OXYGEN THERAPY B I D D I N G PA G E 4 BY THERESA FLAHERTY, Managing Editor I NDUSTRY STAKEHOLDERS say they are as surprised as anyone by a proposal to expand Medi- care's competitive bidding pro- gram to rural areas. "We don't know who is propos- ing this or what evidence there is that this idea is prudent," said BY THERESA FLAHERTY, Managing Editor MODESTO, Calif. – Provider Todd Usher says there's a better way to get patients set up on oxygen and it doesn't involve delivery trucks. The owner of Home Oxygen Services recently took part in a pilot program with Philips Respironics for "virtual" home delivery of POCs. The provider took care of all intake process- es, like verifying eligibility. The manufacturer then shipped the equipment to the patient and provided documented edu- cation over the phone with a respiratory therapist. "It's still our customer," he said. "But now, I can simply partner with Respironics and pay a fl at fee to get those sys- tems sent out and set up, and be done with it." Once patients were set up, Home Oxygen Services BY LIZ BEAULIEU, Editor FRANKLIN, Tenn. – After several years of aggressive growth through acquisitions, a new brand identity will help to "unify" National Seat- ing & Mobility, company offi cials say. "I liken it to a blended family coming together and living in a new home," said Stephanie Buck- ley, vice president of marketing. "It represents a new beginning." NSM now has a new logo, tag- line, mission and vision state- ments, and core values, thanks to a months-long process that included surveying almost 2,000 referral sources, clients, payers and employees. In addition to acquisitions, some of them large like Hudson Seating BY LIZ BEAULIEU, Editor GOLETA, Calif. – Inogen's sales team for its direct-to-consumer busi- ness hit a record 263 reps by the end of 2017, an increase of 86 reps compared to 2016, company offi cials told inves- tors during a Feb. 28 confer- ence call to discuss fourth quarter and year-end fi nancial results. At least 43 of those new sales reps are located in Inogen's new Cleveland facility, opened last year. "Our strategy is to steadily hire additional sales represen- tatives throughout 2018 and continue to invest in marketing BY THERESA FLAHERTY, Managing Editor WASHINGTON – One of the most sup- ported healthcare-related bills cur- rently pending in Congress, this may be the year H.R. 930 crosses the fi nish line, lymphedema advo- cates say. 'We've already stripped the benefi t. I don't think there's any more savings' Jay Witter, senior vice president of public policy for AAHomec- are. "We are going to demand answers." The proposal was included in the budget for the Department of Health and Human Services for fi s- cal year 2019, which was released in February. The provision also eliminates the requirement that CMS pay a sin- g l e p a y m e n t amount based on the median bid amount, and, instead, pay con- tract suppliers at their own bid amounts. "We are looking at any possible vehicles to get this attached to," said Judy Woodward, chairwoman of awareness for the Lymphedema Advocacy Group. "There are peo- ple championing this and trying to fi nd ways to make that happen." The Lymphedema Treatment Act would amend Medicare statute to pay for compression garments, bandages and supplies to reduce lymphedema-related swelling and prevent recurrence. Currently, Medicare only pays for pneumatic compression pumps, and therapy & Mobility in Newington, Conn., NSM has also added numerous ATPs to its team organically. "We wanted to unify all these fantastic people under a refreshed brand," said CEO Bill Mixon. "We feel great that it's also scalable to the future." To Mixon's point, the new brand emphasizes all things mobil- ity. NSM's mission statement, for example, talks about delivering personalized solutions to those with 'New beginning' at NSM Inogen ramps up DTC biz Scott Wilkinson Jay Witter N S M R E B R A N D PA G E 1 3 LY M P H E D E M A PA G E 1 5 V I R T U A L O X Y G E N PA G E 1 1 I N O G E N PA G E 2 2 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

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