Archive: 2012
Excela promotes members of leadership team
December 28, 2012HME News Staff
GREENSBURB, Pa. - In light of continued growth, Excela Heath has promoted two members of its leadership team, according to a press release. Sherry Gaston, previously the director of laboratory and imaging services, joins the senior management team as vice president for ambulatory and diagnostic services, while John Sphon, previously chief executive of MedCare, becomes the full-time CEO of that company, of which Excela is the principal stakeholder. Under Sphon's leadership, MedCare expanded into...
Invacare doubles down on HME
December 28, 2012Liz Beaulieu, Editor
ELYRIA, Ohio - Invacare has decided to sell Invacare Supply Group (ISG) because it was “incompatible” with its core business of manufacturing home medical equipment, says Gerry Blouch, president and CEO.While ISG has been posting solid numbers, Invacare felt that to fully optimize the business it would have had to sell supplies direct to patients, in addition to selling them to HME providers, he said.“While that type of arrangement can co-exist for someone just doing supplies, it...
Jolly good Fellow
December 28, 2012Elizabeth Deprey
WALSENBURG, Colo. - Weesie Walker is only the second person in NRRTS's 20-year history to be named a NRRTS Fellow. She retired from her position as a branch manager for National Seating and Mobility in Atlanta in December. Walker spoke to HME News about why she devoted the past 20 years to maintaining standards in complex rehab.HME News: You were one of the first NRRTS registrants. Why did you join?Weesie Walker: I knew I wanted to be involved with the group and learn more. We didn't have the education...
Join the Club: Sleep Nation scales up
December 28, 2012Theresa Flaherty, Managing Editor
FRANKLIN, Tenn. - Sleep Nation in December rolled up the CPAP business of five HME providers—and that's just the beginning, says CEO Richardson Roberts.“We feel like we've got a good chance to have strong growth and be a significant player in the industry,” he said. “It's a great goal to be one of the top four or five companies in any industry, so essentially, that's our goal and we have a five-year plan to get us there.”The acquisitions are the first since Sleep Nation...
Next target for NRRTS: Case managers
December 28, 2012Elizabeth Deprey
WALSENBURG, Colo. - NRRTS wants to make sure its registrants are on the radars of case managers, says Simon Margolis.“These are some of the major decision-making folks in the private insurance sector,” said Margolis, executive director. “They're advocates for their patients, as well as keepers of the purse—and they're in charge of discharge conferences at rehab centers.”NRRTS in November entered into a partnership with the Case Management Society of America (CMSA), a...
Provider interviewed for CBS Miami competitive bidding story
December 28, 2012HME News Staff
MIAMI - A CBS affiliate in Miami will air a story about competitive bidding that will feature Rob Brant, a bid winner whose HME business is now closed. The story, which will air Friday, Dec. 28, will also feature an oxygen patient who could not get service from another oxygen provider after Brant's business closed. The story also reviews the market-pricing program and features interviews with other area providers and legislators.
Think beyond Medicare
December 28, 2012Roni Pidcock
A. Yes. No matter how long you have owned your practice or facility and how successful you have become, policies change and reimbursements fluctuate. In many cases, certain products continue to have a higher profit rate than others. To be able to provide those products, you must have proper staff and credentials. That is where accreditation can help.Another thing to consider is the increase in the number of Medicare audits, causing millions of dollars to be recouped annually from providers. Being...
Scooters ready to ride the HME retail road
December 28, 2012John Andrews
For mobility providers looking to enter the HME retail parade, market specialists recommend they march in with both feet and follow the scooters.
As competitive bidding, strict qualifying rules and declining reimbursement levels have combined to edge many providers out of the Medicare program, it may just be the push some companies need to pursue a cash-oriented business model, says Cy Corgan, director of corporate sales for Exeter, Pa.-based Pride Mobility.
“Through adversity comes opportunity,”...
Sales analytics: Analyze data needs beforehand
December 28, 2012Zachary Madrigal
A. Analytics solutions give you the laser focus necessary to successfully understand consumer patterns. This positions HME organizations to execute programs that capture incremental revenues and gain a competitive advantage. When looking for analytics solutions, there are several things you should consider.
� Resource requirements: Understanding your business requirements will allow you to choose a solution most compatible with the resources on hand.
� Meeting your needs: Many companies...
Category development: Scooters
December 28, 2012John Andrews
RIPE FOR RETAILScooting ahead: Scooters are tailor-made for retail sales, and HME providers can make the transition with little expense or disruption. The biggest adjustment, manufacturers say, is changing the mindset to think like a consumer.SOFT SELLSubtlety required: Scooters aren't widgets, so providers must use restraint and finesse in dealing with clients. Consumers are looking for a consultant, not a sales agent, to help them select the right model for themselves.THE RIGHT MIXScooter...