Respironics Poised for Continual Growth
With the acquisition of Profile Therapeutics and excellent revenue performances from its various divisions and other markets, Respironics Inc strongly completed the first quarter of the 2005 fiscal year. Company officals reported a record was set for the quarter, representing a 22% net sales increase compared to the results for the same quarter just 1 year ago.

John Miclot

In his first year at the helm of the Murrysville, Pa-based company, John Miclot, president and CEO, articulated a new strategic direction for the company. “Both the strategy and vision are focused on strengthening our leadership position in the sleep and respiratory markets by understanding and anticipating our customers’ needs,” Miclot says. “This ‘market needs’ approach challenges Respironics to not only identify needs through a deep understanding of the marketplace, but to answer those needs with innovative solutions.”

The new direction and management teams leading Respironics’ divisions provided the momentum for the successful first quarter results. “Growth drivers going forward focus on our leadership in our core market segments of obstructive sleep apnea, our ventilation portfolio via Total Ventilation Solutions, and our international expansion,” Miclot says. “At the same time, we will extend our presence in the sleep and respiratory marketplaces, explore new opportunities, and seek areas for continued growth.”

Respironics’ acquisition of Profile Therapeutics has fostered this revenue growth and helped the company gain an international presence. Profile Therapeutics is a UK-based company that distributes, develops, and commercializes specialty products to improve the treatment of sleep and respiratory patients. Serving as a long-standing customer and distributor for Respironics’ sleep and ventilation products in the UK for over 15 years, Profile now provides a strong UK sales channel that strengthens Respironics’ presence in the European market. Since the acquisition, first quarter international revenue growth for 2005 posted a year-over-year increase of 38% and now accounts for 28% of the company’s total revenues. “The acquisition of Profile is a significant strategic achievement in our efforts to become the leader in the respirator drug delivery marketplace, both domestically and abroad,” Miclot says.

Respironics remains focused on continued growth in three core markets, including the distribution of devices for the diagnosis and treatment of obstructive sleep apnea, accelerating the adoption of Total Ventilation Solutions, and expanding international initiatives. “Underlying our growth is a rich R&D pipeline and a very active business development group focused on exploring strategic initiatives,” Miclot adds. “Considering the many advantages we have, our dedicated associates rise to the top of the list. Their experience, talent, and energy are what distinguish us from the competition,” he says. “Together, we look forward to even greater results in 2005.”

Invacare Appoints Matt Mullarkey
Under the recently reorganized management structure of Invacare, Elyria, Ohio, Matt Mullarkey will lead the company’s HME division in the United States. The restructuring of the company will allow for more effective operations as it continues to expand and reach toward the goal of $2 billion in sales by 2006. It will also allow senior executives more time to focus abroad as Mullarkey steps in and assumes their daily obligations to the US HME division.

Mullarkey joined Invacare in 2003 as vice president of HME operations. Prior to joining Invacare, Mullarkey held the position of senior vice president, global operations, for Delco Remy International. Previously, he held various management positions in the United States, Canada, and France with the Michelin Tire Group.

Invacare Opens NJ Distribution Center
Invacare Supply Group (ISG), a subsidiary of Invacare Corp, will be opening a new distribution center in Jamesburg, NJ. At 80,000 square feet, the new facility will provide 60% more space, allowing ISG to stock hundreds of additional supply items, and improving service for customers. “Invacare Supply Group has seen dramatic growth in the eastern United States,” says Michael Perry, vice president and general manager of Invacare Supply Group. “This new facility will allow us to keep up with the needs of our customers and ensure they receive timely and quality service.”

Anti-terror Certification For Invacare
Invacare recently received certification as a member of Customs-Trade Partnership Against Terrorism (C-TPAT), allowing the company faster passage through US customs. C-TPAT functions as a joint government-business initiative to build cooperative relationships that simultaneously strengthen border security and the overall supply chain.

C-TPAT certification creates a more efficient supply chain and quicker turnaround for Invacare products. “This certification allows us to streamline our efforts as a global manufacturing company,” says Darrel Lowery, vice president of North American Logistics. “Invacare knows a secure supply line is a very important factor in ensuring our providers have the product they need regardless of economic or political conditions.”

Peter C. Farrell, PhD

ResMed’s New Direction Leads To Growth, Record Earnings
ResMed Inc, Poway, Calif, a developer, manufacturer, and marketer of medical equipment for the diagnosis and treatment of sleep-disordered breathing, recently reported record revenue income results. Revenue for the quarter rose to $87.7 million, a 20% increase over the quarter ended September 30, 2003. “These strong financial results for the September quarter of fiscal 2004 reflect ResMed’s continuing sales and profit growth,” says Peter C. Farrell, PhD, chairman and CEO. “Operating cash flow increased by 32% to $16.6 million, compared to $12.6 million in the September quarter last year. Domestic sales increased by a robust 32% over the September 2004 quarter to $45.6 million, reflecting continued healthy domestic demand for sleep-disordered breathing products.”

ResMed plans to build on past success by introducing new products, increasing efforts to educate physicians and the public about sleep-disordered breathing, and strengthening its presence in international markets, Farrell says.

Arrow Medical Launches Ad Campaign
Arrow Medical Products Ltd, Vista, Calif, the makers of airRise Portable Seat-Lift, has retained Jayne Meadows, star of the stage and screen, to acquaint the public with the benefits of airRise. The company is currently launching a national campaign on television.

Adaptive Engineering Lab Holds Seminar
Adaptive Engineering Lab Inc, Mill Creek, Wash, will continue the Seating Solutions Seminar Series for 2005. The program is accredited by the University of Pittsburgh and the National Registry of Rehabilitation Technology Suppliers for continuing education units. This year, a second day will be added to discuss clinical product application and case studies.

Newport Medical Receives Notice Of Code Changes
The Healthcare Common Procedure Coding System (HCPCS) National Panel recently notified Newport Medical Instruments that it has made modifications to the HCPCS Level II standard national code set. The changes to the code set allow insurers to use either new code E0463 (for invasive ventilation) or new code E0464 (for noninvasive ventilation) to describe the Newport HT50 ventilator. These new codes are effective January 1,2005.

Sunrise Announces Acquisitions
Sunrise Medical, Longmont, Colo, recently announced the acquisitions of Adaptive Equipment Systems (AES), RehabiliTech Inc, and Whitmyer Biomechanix Inc. AES is a full range manufacturer of wheelchair seating and positioning products; RehabiliTech manufactures custom configured wheelchair seating systems; and Whitmyer Biomechanix Inc is a specialty manufacturer of custom fit head support systems and accessories. “The commitment to provide high-quality, customized solutions for users in our industry is common between AES, RehabiliTech, and Whitmyer companies. Together, we will continue to be dedicated to this mission,” says AES President Tom Novotny.

Varilite Receives Billing Code Verification
Varilite, a Seattle-based manufacturer and distributor of wheelchair posture support products, recently announced Medicare billing code verification on wheelchair cushion and back systems. The company received notification that its air-foam flotation wheelchair cushions meet the new classification requirements and have been approved for reimbursement under the K0108 code. The K0108 code is temporary, pending a final announcement regarding adjustable skin protection and positioning cushions, and is retroactive to October 1, 2004.

Sunrise Medical Debuts Hand Cycle
The Quickie Shark hand cycle from Sunrise Medical, Longmont, Colo, recently made its US debut at the Detroit Free Press/Flagstar Bank Marathon in front of thousands of marathoners as they made their way through the streets of Detroit. Sunrise Medical Vice President of Advanced Engineering Errol Marklein cycled in the 26.2-mile event and says, “The Shark sets a new standard regarding driving performance, adjustability, and overall ultralight weight.” Features of the Shark include a three-way adjustable crank, a weight optimized construction that makes the bike lighter and easier to handle, and a multiadjustable, ergonomic seat and back that result in optimum load transmission.