“The three words we use to describe Northwood are leadership, direction, and support,” says Penni LaBute, program director for Northwood Inc, Center Line, Mich. “That is what we are here for.”

Dealer/Provider spoke with LaBute and Kenneth G. Fasse, president of Northwood, on how this buying group meets the needs of HME providers. “We bring the power to choose with nothing to lose,” says Fasse.

Q What is the program “Northwood Navigator?”
LaBute: It is a Web-based educational program tool that HMEs can use to educate staff, technicians, and entry-level [personnel] all the way to high-level management. It is a unique program because the tests are changed regularly, content is updated, and subjects and categories can be added upon request. It challenges the individual to become a better person within their department and can be used as a screening tool for new hires. It was developed for its convenience and effectiveness, and because it is very cost-efficient.

Q There seems to be a trend within buying groups to offer continuing education. What do you think of this trend?
Fasse: The trend is that group purchasing programs, including Northwood, are looking for ways to bring additional value to their membership. The typical HME [provider] does not have the time or the resources to develop a comprehensive training program that they would like, and because of our unique position with our membership, this is something Northwood can offer. From our standpoint, Web-based training is really going to catch on. It is an efficient way to perform training and to keep the content fresh and updated.

Q What problems do your customers encounter and how does Northwood help solve them?
Fasse: A basic problem our members deal with is managed care and employer-based contracting. One of the solutions Northwood brings is access to managed care contracts. We also offer a full range of services to our members. This involves leasing, other business services, and employee training. We also bring a number of problem-solving venues to the table through Northwood.

Q How is Northwood unique?
LaBute: We are a managed care network. We are ISO 9002-certified, and we have a lobbyist based in Washington, DC, that speaks on our behalf about industry issues. In regard to the purchasing alliance itself, the significant difference between Northwood and almost all of the other buying groups is that HMEs see that we are able to give back to our members. In addition to discount prices they receive on contracts with our manufacturers, they earn “Northwood Rewards,” an additional way for members to save money on contracts that are used on a regular basis.

Fasse: Our gold/silver/bronze program enables providers to make the level of commitment that best meets their business needs. The amount of awards our members receive are directly related to the level of commitment they make with their business.

LaBute: In addition to our manufacturer contracts, we have business service contracts to include telecommunication and collection services, and media advertising/marketing/promotional areas to help them create a greater awareness in their community. There is a myriad of opportunities they can choose to be a part of at very affordable and attractive rates.

Medline Industries Inc, Mundelein, Ill, is negotiating to purchase the health care apparel portion of the manufacturing and marketing segment of Angelica Corp, St Louis. The combined offering of Medline and Angelica products and services will be accessed through Medline.

The Assure® II Blood Glucose System is now available for purchase, announced Hypoguard, Edina, Minn, in March. The new Assure II requires only a 3-µL sample size, uses biosensor technology, and calibrates with a code chip. The system employs a specially designed strip with an ergonomical Guide-me-Curve™ to facilitate blood application. (800) 566-8558; www.hypo guard.com.

Home Diagnostics Inc (HDI), Ft Lauderdale, Fla, released results in March of a new clinical evaluation confirming that its Prestige IQ™ Blood Glucose Monitor meets the National Committee for Clinical Laboratory Standards (NCCLS) for accuracy. HDI performed the evaluation at the Grady Health System Diabetes Unit, Atlanta. For more information, visit www.prestige smartsystem.com.

Leisure-Lift Inc/PaceSaver, Kansas City, Kan, recently ran the ad “Quick and Easy Consumer Financing” with an incorrect manufacturer-suggested retail price of $3,051 for the new Ultima Bariatric Homecare bed. The correct price, including the bed, mattress, and side rails, is $6,500. The dealer wholesale price remains the same. Leisure-Lift regrets any confusion this may have created.

Drive, Medical Design & Manufacturing a division of Medical Depot was misidentified in the March Manufacturing News as Medical Design & Manufacturing a division of Medical Depot.

The January Buyer’s Guide omitted a product line from the Mason Medical listing. The company makes seating and positioning systems, seat cushions, lumbar supports, and stretchers.