Enos 02 turns over new leaf

Sunday, October 31, 2010

NEW BEDFORD, Mass. - Enos Home Oxygen and Medical Supply is on the fast track to serving most of New England from its two locations in New Bedford and North Easton, Mass.

Earlier this year, Enos Home Oxygen began serving parts of Connecticut, and early next year, it's on to New Hampshire.

"We're increasing our service area, but we're not opening new branches yet," said Jon Enos, vice president of Enos Home Oxygen. "But demand may require us to do that in the future."

In 2009, Enos Home Oxygen began serving all of Rhode Island.

Enos Home Oxygen has been serving border towns and cities in other states for some time, but competitive bidding and other reimbursement pressures have made the company step up its game.

"We're just looking at it as a grow-or-die situation," Enos said. "Within the next five years, we hope to serve most of New England."

In addition to expanding its reach, Enos is expanding its payer mix (to include more hospice business) and its product mix (to include more sleep).

"We just hired a sales rep to push sleep," Enos said. "It all started when we got a request from one of the hospices we contract with. It snowballed from there."

Growth is on the brains of several providers in New England. Cape Medical Supply recently opened a fourth branch in Canton, Mass., allowing the Sandwich, Mass.-based provider to serve the greater Boston area (See HME News, October 2010).Provider Darryl Coplan plans to expand his product mix to include more non-competitive bidding products and more portable oxygen concentrators.

"We've been focusing on non-delivery for some time and that will only continue with competitive bidding," said Coplan, general manager of Keene Medical Products in Lebanon, N.H. "Right now, corporate-wide, we're about 50% portable. Our goal is 65% of patients who qualify."

The strategy already seems to be paying off at Enos Home Oxygen: Business is up 15% this year, Enos said.