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On the Editor's Desk

by: Liz Beaulieu - Friday, August 11, 2017

The data is starting to trickle in for this year’s State of the Industry Report, which we’ll publish online in December. One of those pieces of data: the top 100 suppliers by amount allowed by Medicare.

It’s always the usual cast of characters in this list, mostly national players, but it’s still interesting to see the jockeying for position, as well as the changes in amount allowed, from year to year.

Right off the bat, in this year’s list, I noticed that while Lincare still had the No. 1 spot, the amount allowed dropped from $830.9 million in 2015 to $651.8 million in 2016. Can you say ouch?

Accredo Health Group, once again in the No. 2 spot, did a better job maintaining its course with $482.8 million in 2016 vs. $481.8 million in 2015.

Another national that we keep an eye on is Apria Healthcare, which dropped from the No. 3 spot to the No. 4 spot in 2016 with $224.3 million vs. $273.5 million. Other companies that dropped positions from 2015 to 2016 include KCI from No. 7 to No. 10.

One national that dropped out of, not the top 10, but the top 15 completely: American HomePatient. In 2015, it had $75.2 million in the No. 13 spot; in 2016, $57.2 million in the No. 23 spot.

I know I don’t need to go into the context of what’s behind these shifts, so here’s a glimpse of this year's data:

And here is some historical data.

by: Liz Beaulieu - Friday, July 28, 2017

In case you missed it, the Medicare Payment Advisory Commission (MedPac) in June published “A data book: Health care spending and the Medicare program.”

Durable medical equipment has no section of its own (unlike hospitals, inpatient psychiatric facilities, physicians, skilled nursing facilities, home health agencies, inpatient rehab facilities, etc.), but it was included in a number of graphs detailing trends in Medicare spending, one of which is a real head scratcher.

According to Chart 1-5, Medicare represents only 16% of the DME spend, with Medicaid and CHIP representing 15% and “other” representing 68%. Other includes private health insurance, out-of-pocket spending, and other private and public spending, MedPac says.

I asked on twitter if anyone else was floored by this, and I got a few yeses. I also got a “Pfft, that’s what happens when Medicare bennies lose access to service across the U.S.”

Yes, it would be nice to see some historical data here, preferably pre- and post-competitive bidding. Would it show, say, that Medicare represented 60% of the DME spend in 2006 vs. 16% in 2015? But the report, to my knowledge (granted, I didn’t read ALL 214 pages), doesn’t make that comparison.

The report does have some interesting historical data on another point, though: that Medicare spending is concentrated in certain services and has shifted over time, as detailed in Chart 1-2.

As you see, total Medicare spending in 2006 was $402 billion and in 2015 it was $638 billion, but DME’s share of that spending dropped from 2% to 1% during that timeframe, a 50% reduction. Note home health in a similar predicament, with 4% in 2006 vs. 3% in 20015.

So where is Medicare spend concentrating and shifting to, if not in DME and home health? Well, managed care appears to be the big winner here, increasing from 16% in 2006 to 27% in 2015, more than a quarter of all spending.

This could be a scary trend for HME providers, as evidenced by recent stories like this.

In conclusion, if Chart 1-5 is a head scratcher, then Chart 1-2 is a head banger. Now I’ll let your peruse this data for yourself. Just don’t hurt your head.

by: Liz Beaulieu - Tuesday, July 18, 2017

In these challenging days of national competitive bidding pricing and widespread auditing, HME businesses can be, understandably, an insular bunch.

But there are problems in any market. And the severity of those problems typically ebb and flow, with periods of decline and regrowth.

At this year’s HME News Business Summit, we’re here to focus on the latter: regrowth.

To regrow, a business must take action. It can’t wait for it to happen. It must make it happen.

Sometimes taking action means throwing your playbook out the window. Never think you’d outsource your billing operations to another country? Never think you’d drop-ship sleep therapy equipment and service patients remotely? For speakers Todd Usher and Joseph LaPorta, two providers, it not only made sense, it has worked.

Even pre-eminent health systems are under pressure to take action. As health care transitions from a fee-for-service to value-based model, keynote speaker Don Carroll is reshaping Cleveland Clinic’s home and transitional care services to become not only a provider of specialty referral-based services, but also a manager of population health. He’s writing a new playbook for connected care.

There are very few more action-oriented entities than private equity firms, and we’ll have three of them represented on a panel to talk about how they’re taking HME-related businesses to the next level. Less burdened by the industry’s past successes and failures, these firms have no playbooks. Almost anything is fair game.

To use a lofty quote from Gandhi: “Action expresses priorities.” What actions are you taking? And what does that say about your priorities?

Come to the Summit and find out.

by: Liz Beaulieu - Wednesday, July 5, 2017

When it comes to the HME industry, data can be hard to come by.

Almost all HME companies (on the provider side, anyway) are private now, so there’s no more gleaning, say, revenue per employee for Apria Healthcare and using that as a benchmark (in context, of course) for your revenue per employee. This reminds me, we had a session at our HME News Business Summit a number of years back, during which Don Davis analyzed the financials of some of the national HME companies, which were still public at the time—let’s just say you didn’t need toothpicks to keep everyone’s eyes open for that hour.

That’s why in the past five years or so, there’s been a big effort to fill in this void in a number of different ways. AAHomecare launched a data gathering initiative related to audits. The VGM Group launched an impact survey to collect data on the impact of competitive bidding on HME companies and their patients. The overarching goal of these surveys: using data to influence policy change.

But going back 12 years now, the Financial Benchmarking Survey conducted by HME News and Steven Richards and Associates has been consistently buzzing in the background, providing useful data to help owners drive their HME companies to succeed on a day-to-day basis.

Data points include:

  • Revenue / revenue growth
  • Revenue by payer / by employee / by payer type
  • Profitability / profit as a percentage of revenues
  • Gross profit / expenses / EBITDA
  • DSO
  • Fastest growing product lines
  • Acquisition cost trends
  • Expense benchmarks

It goes on and on. For a presentation that Rick Glass gives each year at the Summit, during which he analyzes the results of the survey, there are no fewer than 40 slides chockfull with data.

Each year, however, it gets harder and harder to draw a large enough sample to make the survey results useful to HME companies—and representative of the industry.

We know the survey is slightly time consuming. We struggle to balance making the survey easy to complete with making it meaningful—not to mention keeping the data points consistent from year to year, so there’s a historical perspective. We now have a PDF of all the survey questions, so that you can prepare your answers in advance, and then hop online to plug and play.

But, ultimately, we need your help. Help us help you, and complete the survey today. The deadline is Thursday, July 13.

by: Liz Beaulieu - Friday, June 16, 2017

With the better part of half a year now behind us (where did it go???), I thought I’d dig into Google Analytics and see what the most read stories have been so far this year.

It’s not the first time we do these lists. We do them on a yearly basis for sure, but often I’ll make lists bi-annually or even quarterly to take the temperature of what’s most important to the HME industry.

Obviously, competitive bidding has been a recurring topic in the most read stories for years. So is what the larger providers are up to.

And it’s no different this year, with this list, which covers Jan. 1 through June 15. Eight of the top 10 stories deal with competitive bidding, and the other two deal with larger providers.

What is different: The higher-than-ever level of frustration and anxiety, and the higher-than-ever level of action.

Will frustration/anxiety + action = change? It will be interesting to see what the next six months of top stories have in store.

One thing that surprises me about this list, by the way: There aren’t any stories that deal with audits. If competitive bidding is enemy No. 1, audits are enemy No. 2. But with pricing spreading nationwide last year, I think competitive bidding—and the industry—has come to a head.

Top 10 most read stories (Jan. 1 through June 15)

Tougher times ahead: Impact of rate cuts pile up

CMS adds teeth to bid program

HME infrastructure crumbles

‘Right this wrong,’ providers tell CMS

CMS does ‘whatever it wants,’ say frustrated stakeholders

Stakeholders stand ready to change bid program, with Price’s help

Pacific Pulmonary settles for $11.4M

Uncertainty kills Teijin’s bid for US HME market

Caught on tape: Criticism of bid program mixed in with criticism of Obamacare

Bid relief needs adjustment, stakeholders say

by: Liz Beaulieu - Thursday, June 1, 2017

It’s always a pleasure to speak with Weesie Walker, the executive director of NRRTS and before that a long-time clinician with National Seating and Mobility. Here’s the thing about Walker: She may be one of the most unassuming people you know, but she’s also one of the smartest.

Being as steeped in the complex rehab world as she is, naturally we talked about the urgent need for legislators (or CMS itself, for that matter) to permanently protect accessories for complex power wheelchairs from being influenced by competitive bidding pricing. As it stands, CMS will transition to bid related pricing for these accessories on July 1, a move that will result in cuts of 25% or more according to estimates and threaten the ability of clinicians to continue providing them.

The word that Walker uses most frequently to describe the possibility of this happening: scary.

“What do you do?” she wondered. “When you’re the clinician, how do you approach this with the consumer and explain to them that these cuts are preventing them from getting these accessories. And we hate that word—accessories.”

Walker hates the word because, when we’re talking about complex power wheelchairs, these accessories aren’t really accessories, or “things that can be added to something else to make it more useful, versatile or attractive.” They’re really necessities: indispensible.

Walker says the current situation reminds her of a story her husband likes to tell about a nail and a horse and a lost war. When we got off the phone, I literally googled “nail, horse, lost war.”

It turns out, Walker’s referring to a proverb called “For Want of a Nail,” which has many variations, including one that goes like this:

For want of a nail a horseshoe was lost,

For want of a horseshoe a horse went lame

For want of a horse a rider never got through

For want of a rider a message never arrived

For want of a message an army was never sent

For want of an army a battle was lost

For want of a battle a war was lost

For want of a war a kingdom fell

Long story short: The lack of a nail…caused a kingdom to fall.

In Walker’s mind, without accessories, a wheelchair will fail.

“If you don’t have, say, a head rest, it negates the function of the whole  system,” she said.

Leave it to Walker to put it so simply, yet so impressively.

by: Liz Beaulieu - Friday, May 12, 2017

Publisher Rick Rector told me recently, I get comments all the time about how a lot of the news we run is negative.


Then I got an email from Jeff Baird this week commenting on Monday’s HME Newswire, saying it was “informative, but sobering.” The two top stories in that Wire: “CMS ‘does whatever it wants,’ say frustrated stakeholders,” and “HME infrastructure crumbles.”


My knee-jerk reaction was to question myself and our coverage, but now that I’ve thought about it, I guess I’d rather be called a Negative Nancy than Polly Positive, at least when it comes to what the HME industry has had to endure in the past 10 years. The list is long: competitive bidding, of course, but also audits, surety bond requirements, payment delays, it goes on and on and on.

I wrote back to Jeff: “Yes, some call HME News too negative. I like to call it realistic.”

Is there a moniker for realistic? Realistic Rebecca? How about Rachel Realistic? I digress.

There is much good going on in the industry—mainly the superhero jobs providers are doing taking care of their patients—and that bears reporting, too, but these are, to use Jeff’s word, sobering times for the HME industry, the most sobering in its history, I would argue.

Still, when Theresa and I met on Wednesday afternoon to come up with an idea for the cartoon for the June issue, we set aside the idea of providers literally running away from Medicare (playing off of AAHomecare’s recent data analysis that more than 40% of providers have dropped that business) or of a large building representing the HME industry literally crumbing (also a play off of that data).

Instead, we went with what we think is a pretty funny visual of travel CPAPs making their way through an airport security checkpoint unencumbered, as opposed to their regular CPAP counterparts. This plays off the news this month that both ResMed and Philips have launched mini-CPAP devices better suited for traveling. See cartoon below.

That’s a bit of positive news for you: manufacturers in the industry developing technology that improves not only convenience but also compliance to therapy and, therefore, overall health.

Of course, about everything else related to that news, however—like how manufacturers are forced to market travel CPAPs as retail items due to the restrictive reimbursement environment—I choose to be realistic.

by: Liz Beaulieu - Monday, April 24, 2017

Earlier this year, we wrote about ResMed teaming up with Dr. Mehmet Oz to launch SleepScore Labs, a new company focused on helping people understand and improve their sleep. One of the company’s first goals: compile and analyze consumer sleep data, starting with its national sleep study at, and license SleepScore by ResMed technology for other consumer sleep devices.

This morning, I got an email from Ascensia Diabetes Care, announcing a partnership with, you guessed it, the Dr. Oz Show to launch a 60-day “Take Charge” Diabetes Challenge. As part of the challenge, participants will use: Ascensia’s ContourNext One blood glucose monitoring system to monitor their blood glucose; and higi’s health-screening stations and online community platform, which is linked to more than 80 health devices, trackers and apps, to monitor their weight and body mass index. The goal: raise awareness of the importance of testing blood glucose levels regularly and maintaining a healthy diet.

Starting to see where I’m going?

Also today, twitter alerted me to a story about Apple being “fairly advanced” in the development of a continuous noninvasive blood glucose monitor—the Holy Grail of diabetes management. Managing Editor Theresa, Type 1, will believe it when she sees it, but she says, “If anyone can do it, it’s apple.”

The race to not only raise awareness of chronic conditions like obstructive sleep apnea and diabetes but also better manage them is now regularly drawing attention from big names like Dr. Oz and Apple. Say what you will about Dr. Oz (“Half of Dr. Oz’s medical advice is baseless or wrong,” screams one headline from the Washington Post)—and Apple for that matter (any Samsung users out there?)—that’s powerful stuff. The Dr. Oz Show averaged 1.8 million viewers for the season that ended in May 2015; Apple had more than 98 million iPhones in use in the U.S. at the end of March 2015.

Also powerful: the technology that’s fueling increased awareness and better management. Data collection and analysis around chronic conditions has never been higher thanks to connected devices and accompanying apps and software. And although we don’t know much about what Apple is up to, I’d bet the tech giant’s monitor will come with bells and whistles that advance existing use into another stratosphere.

It’s feeling like prime time for chronic conditions, and it’s about time.

by: Liz Beaulieu - Wednesday, March 29, 2017

HME stakeholders have always had a dual strategy: regulatory and legislative.

But with industry champion Tom Price as the new secretary of Health and Human Services, their regulatory strategy has taken on a new sense of urgency.

Stakeholders haven’t wasted time calling on Price, who came onboard in February, to take swift action on a number of issues, most of them competitive bidding-related. In March, both AAHomecare and The VGM Group wrote him letters, detailing their wish lists.

Also in March, I saw this info in the most recent bulletin from the Midwest Association for Medical Equipment Services: “On the advice of congressional committees of jurisdiction (House Ways and Means, Energy and Commerce, Finance), AAH is working regulatory routes to determine if there needs to be a legislative route.”

Again, stakeholders have always had a dual strategy, but it appears they—and their champions in Congress—feel that’s more than going through the motions, now that Price is CMS’s boss.

It’s still early, but there does seem to be a new air of cooperation at CMS. I listened to two Special Open Door Forums on the agency’s new prior authorization process for two complex rehab codes, and for the most part, all of the questions that providers had were answered. There was less of the standard, “Email us and we’ll get your question to the right person” response that has been typical during past forums. What’s more: Things that providers asked for during the first call (concrete examples of accessories that would be considered part of the process, for example) were delivered during the second call.

Then this morning, I saw a Change Request in which CMS instructs the contractors to accept timely orders and medical documentation whether they come from a beneficiary’s treating physician or a transferring HME provider. That’s a big deal for providers in competitive bidding areas, where transfers of beneficiaries from non-contract to contract providers are common.

While these are positive signs, the big questions remain: Will Price pull-through where it matters most, and lead CMS in overhauling the competitive bidding program?

We’ll soon find out.

by: Liz Beaulieu - Friday, March 10, 2017

The best part of my twitter feed is a handful of HME providers who are fairly active on the social media tool. Sure, they’re not always on topic (for some of them, it is a personal account, not a professional account), so there are posts about the Patriots, the new Nintendo Switch and whether or not coleslaw should have a mayo- or vinegar-based dressing (mayo, all the way).

But this week, their posts were the perfect blend of both—personal and professional.

It would be funny, if it weren’t so sad. Providers like Gary Sheehan (@gmsheehan) and Tyler Riddle (@ThomasTRiddle) took to twitter to rant—their word, not mine—about just how dysfunctional and unsustainable the DME benefit for Medicare has become.

Now Gary and Tyler are both funny, but they’re also serious businessmen. Both have been heavily involved in their state associations, as past or current presidents of their board of directors.

Gary started off with this tweet, which was re-tweeted six times and liked nine times:

Just off phone w pt in rural community who cannot find oxygen for his wife. This happens all day. All across America. Shame on you Medicare.

He then proceeded to post tweets of his and the patient’s husband’s correspondence with members of Congress:

Here is topical section of the note I received. This stuff is heartbreaking. Quit your dithering Medicare/Congress and get something done!

He ended the series with:

This is where we are. America's seniors desperately calling Congress to receive oxygen that a year ago was readily available & accessible

Then there’s Tyler. If you want a detailed account of what it’s like to be a provider of sleep therapy products, search no more. In a “epic” stream of more than 50 tweets, he gives you the ins and outs—from how providers are held responsible for patient compliance with CPAP devices (can you imagine a pharmacy being held responsible and essentially having their reimbursement held hostage based on a person taking their meds, he asks) to how Medicare and its policies and regulations may be inadvertently encouraging non-compliance.

After seeing all these tweets, I tweeted Gary and Tyler, noting that they were pretty chippy and asking if it was a full moon or if they had just had enough.

It was the latter.

Which prompted MAMES (@mameshme) to respond, summing it all up:

Happy Friday!