Page 17 - HME Business, May 2017

THE NEW WAY
TO WEAR
COMPRESSION
SOFT SILHOUETTE
LEGGINGS
15–20mmHg
GRADUATED COMPRESSION
To order visit or call:
sigvarisusa.com | 800.322.7744
SIGVARIS is a registered trademark of SIGVARIS AG, CH-9014 St.Gallen/Switzerland, in many countries worldwide. © Copyright 2017 SIGVARIS, Inc.
And that commitment must come in a variety of forms. The first is in education, according to Resnick. “Your staff has to be adequately trained,” he
says. “I’m talking about customer service. I’m talking about your drivers. I’m talking about your sales people. Everybody that’s involved within that company needs to be properly trained.
And, as Resnick notes, that training can come from variety of sources, but one of the best places for a provider to start is by working with its vendor. And that’s important, because a vendor that has a solid level of clinical exper- tise can help a provider make good on another aspect of its commitment to wound care, which is committing to working closely with a highly diversified set of referral partners.
“We have wound care ostomy continence nurse on staff who can communicate effectively,” he says. “We have the necessary assets to help a dealer.
A dealer can’t just walk in and say to her friend in physical therapy and say, ‘Oh! You know what? We’re doing mattresses now.’ That doesn’t work.”
Providers must take their partners “by the hand and show them,” he explains. That means being an expert, and there’s no faking that. Providers must understand their products, how they apply to various wound care conditions and situations, other wound therapies and treatment sin play, and how the patients can play a role in their own outcomes.
“There are a lot of extrinsic and extrinsic variables of the patient,” Resnick says. “Their mental acuity; their nutritional value; are they ambulatory or are they in bed? ... Mattresses are not necessarily total protocol. There can
be on dressings. There could be a wound vac. There could be a variety of different treatments. ... The deal is, if a provider is not committed financially and educationally to go and learn to do this properly, then they’re not going to be able to compete.
“It is extremely important for everybody to be an ambassador from the customer service rep, to the driver who delivers whatever product that
WOUND CARE VENDOR DIRECTORY
There are a wide variety of manufacturers producing products for the three major wound care product categories that line up with HME providers’ patient groups and referral partners: negative pressure wound therapy (NPWT), dressings and support surfaces. Here’s a rundown of the key vendors serving each niche:
NEGATIVE PRESSURE WOUND THERAPY (NPWT)
Acelity
www.acelity.com (800) 275-4524
DeRoyal
deroyal.com/medicalproducts (800) 251-9864
DeRoyal Industries Inc.
www.deroyal.com (800) 251-9864
Devon Medical Products
www.devonmedical products.com
(866) 446-0092
EquinoxO2 Medical
www.equinoxo2.com (800) 504-3150
Medela
www.medela-healthcare.us (877) 735-1626
Mölnlycke Health Care
www.molnlycke.us (470) 375-0000
Progressive Wound Care
progressivewoundcare.com (912) 401-3234
Prospera
www.prospera-npwt.com (888) 408-NPWT (6798)
DRESSINGS
3M
www.3m.com/3M/en_US/ health-care-us
(800) 603-7758
ConvaTec
www.convatec.com (800) 422-8811
Derma Sciences
www.dermasciences.com (609) 514-4744
DeRoyal Industries Inc.
www.deroyal.com (800) 251-9864
Devon Medical Products
www.devonmedical products.com
(866) 446-0092
EquinoxO2 Medical
www.equinoxo2.com (800) 504-3150
Hollister Inc.
www.hollister.com/en (888) 740-8999
Human Biosciences Inc.
www.humanbiosciences.com (888) KOLLAGEN
McKesson Corp.
www.mckesson.com (415) 983-8300
Mölnlycke Health Care
www.molnlycke.us (800) 882-4582
Smith & Nephew
www.smith-nephew.com (978) 749 1000
SUPPORT SURFACES
ArjoHuntleigh Healthcare
www.arjohuntleigh.us (800) 323 1245
Blue Chip Medical Products
www.bluechipmedical.com (800) 795-6115
Drive DeVilbiss Healthcare
www.drivemedical.com (800) 371-2266
GF Health Products Inc.
www.grahamfield.com (770) 368-4700
Invacare Corp.
www.invacare.com (800) 333-6900
Proactive Medical Products
David Evans david@proactivehs.ca www.proactivemedical.com (855) BE-PROACTIVE (237-7622)
Permobil
permobilus.com (800) 736-0925
Tridien Medical
tridien.com (800) 474-4225
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