Archive: October 2011
Turning Leaf turns to medical supply markets
October 31, 2011Theresa Flaherty, Managing Editor
LEBANON, Ore. - When provider Anne Turner added diabetes supplies to her product mix this summer she found a ready pool of customers: her CPAP patients.
"With awareness and the growth of obesity, diabetes and (sleep apnea), we feel we can touch more of the patient population by incorporating the two," said Turner, president of A Turning Leaf.
A Turning Leaf celebrated its one-year-anniversary in September. The company has seven employees and Turner's husband has been able to join as a full time...
Insurer eyes diabetes market
October 30, 2011Theresa Flaherty, Managing Editor
Another source for diabetes supplies has thrown its hat into the Medicare ring--one that has diabetes providers crying foul.
In August, Humana announced that its mail order pharmacy, RightSource, would offer diabetes supplies to Medicare beneficiaries--both Humana members and non-members.
"I can't think that's right," said one mail order provider who didn't want to be named. "Humana as an insurance company is telling their patients to use Humana's pharmacy, so that money is just going in circles."
Right...
No more 'plain Jane' scrubs
October 30, 2011Elizabeth Deprey
WETUMPKA, Ala. - Provider Peter Czapla is trying a different approach to attract new referral sources: selling scrubs.
"Our sales force, when they go in and see the referral sources, sees everyone is wearing scrubs," said Czapla, general manager of Wetumpka, Ala.-based Quality Home Healthcare.
Selling scrubs increases the company's retail offerings and cash flow, with the added bonus of helping referral sources see everything that the company has to offer, Czapla said. Quality Home Healthcare...
Medi-Cal squeezes providers
October 30, 2011HME News Staff
SACRAMENTO, Calif. - Medi-Cal, California's Medicaid program, is less and less of a viable business for providers, they say.
In June, Gov. Jerry Brown signed a state budget that includes an across-the-board cut of 10% to all Medi-Cal providers, including HME providers, physicians and hospitals.
The cut was slated to go into effect July 1, but CMS needs to approve it first. State officials estimate the cut would save $623 million.
"A big provider group met with (CMS Acting Administrator) Donald...
'This train has left the station'
October 30, 2011Theresa Flaherty, Managing Editor
By Theresa Flaherty, Managing Editor
TALLAHASSEE, Fla. - HME stakeholders here are trying to make sure that providers don't get left out when the state starts using managed care organizations for all of its Medicaid recipients.
"We have opened a dialogue with the insurance industry," said Sean Schwinghammer, executive director of the Florida Alliance of Home Care Services. "We are doing what we can to move things forward in a proper way."
In May, state lawmakers passed two bills to expand Florida's...
'It gets complicated'
October 30, 2011Liz Beaulieu, Editor
YARMOUTH, Maine - It's not the first time HME providers have felt like they landed on the short end of the stick when it comes to accreditation.
Several years ago, the Department of Veterans Affairs (VA) came close to limiting providers to being accredited by one accreditation agency. The VA ultimately decided providers could be accredited by any agency, but that the agency's standards had to at least meet the Joint Commission's standards.
What's been the impact of that requirement?
"We still...
Activa Medical proves there's life after audit, embraces cash sales
October 30, 2011Theresa Flaherty, Managing Editor
RALEIGH, N.C. - After Medicare broke the camel's back in the form of a $1 million audit, provider Vince Cole decided it was time for a change.
In August, Cole, along with Patrick O'Brien, launched Activa Medical, which provides CPAP machines and supplies and home sleep tests through www.activa-medical.com. The provider accepts no insurance.
"We decided to go into an area that will hopefully be growing, where we can serve our patients better, and stick around for the long term," said Cole. "We don't...
Behind the numbers
October 30, 2011Liz Beaulieu, Editor
If you're like me, and you follow the Medicare Market Marker on our Databank page each month (partly because I have to put it together, but mostly because I find it interesting), you probably raised an eyebrow while reviewing the last few issues.
For K0823, your standard power wheelchair, the number of allowed beneficiaries has spiked. In Region C (why haven't we changed that to Jurisdiction C, by the way), that number increased from 5,411 (February) to 9,498 (March) to 12,525 (April). This month:...
'The medical industry is very attractive to a lot of buyers'
October 30, 2011Elizabeth Deprey
CHARLOTTE, N.C. - With 15 years and more than 500 deals under its belt, VR Business Sales, Mergers & Acquisitions has built a reputation for selling businesses in the Carolinas. Among the company's recent sales were Penrod Medical Equipment in July and Lake Norman Medical in August. Owner Jay Offerdahl recently spoke with HME News about buying and selling in the HME arena.
HME News: Are HME businesses hard to sell?
Offerdahl: No. I think the medical industry is very attractive to a lot of buyers...
Lieber's bucket list
October 30, 2011Theresa Flaherty, Managing Editor
Cutting costs isn't just about eliminating products or people, says Miriam Lieber, president of Lieber Consulting. It's also about tackling business operations. Two of the biggest problem areas: wasted time and uncollected receivables. Fortunately, improving one can improve the other, she said.
Set employee goals
Work with employees to set goals so that they have a concrete idea of what is expected of them, said Lieber. Employees do a much better job when they have something to reach for.
"For...