Archive: 2012
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...
Providers react: 'We're not going to help them'
December 28, 2012Liz Beaulieu, Editor
MURRYSVILLE, Pa. - Philips Respironics may have every right to sell replacement supplies for CPAP devices through Kroger retail pharmacies, but that doesn't mean HME providers have to like it one bit.
“My first reaction was outrage,” said Jamie Blair, vice president of Genesis Respiratory Services in New Boston, Ohio, and a respiratory therapist. “It's another competitor I have to deal with.”
Providers have consulted the Ohio Respiratory Care Board, but it doesn't...
Landauer reels in big fish
December 28, 2012Theresa Flaherty, Managing Editor
MOUNT VERNON, N.Y. - It's been two years in the making, but Landauer Metropolitan Inc.'s (LMI) readmission reduction program is ready for prime time.The provider on Oct. 17 launched the program in partnership with a major insurance company for patients in 32 hospitals in four states. LMI and the insurer will identify patients at high-risk for readmissions.“This carrier feels that this is going to be beneficial—they are our first buy-in,” said Drew Devlin, vice president for clinical...
Walker, rollator customers say, 'Bling my ride'
December 28, 2012Elizabeth Deprey
NEW BERLIN, Wis. - Who says walkers and rollators can't be fly? Not Home Care Medical, which recently launched a campaign to personalize the often-utilitarian items.The provider's “Bling Your Ride” promotion, features walker bags, cane holders, cup holders, and seat and back covers that offer stylish options for customers.“They can design their walkers or rollators the way they want,” said Heather Lotz-Klug, manager of retail sales. “These items are practical yet edgy...
Black Friday offers bright ideas for biz
December 28, 2012Elizabeth Deprey
As more HME providers emulate the retail success of mainstream giants like Target, it was only a matter of time before they tackled Black Friday.“This is a different twist on DME,” Heather Lotz-Klug, manager of retail sales for New Berlin-Wis.-based Home Care Medical. “The whole market is changing.”Black Friday, which marks the unofficial start of the holiday shopping season, offers retailers a chance to woo customers with promotions like “doorbusters”—extremely...
Indie companies 'chugging along'
December 28, 2012Elizabeth Deprey
Editor's note: This is the last in a three-part series.
YARMOUTH, Maine - National companies might be on the buying path these days, but some independent providers say they're here to stay—even if it's not easy.
“It's hard to maintain the high quality service—the way we did things years ago—and keep the doors open,” said Mike Osborn, co-owner of Ozark, Mo.-based Alliance Rehab and Medical Equipment. “Reimbursement has changed so much, and...
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...
OIG rejects sleep proposal
December 28, 2012HME News Staff
DARIEN, Ill. - It's back to the drawing board for the American Academy of Sleep Medicine (AASM) in its efforts to expand the role of physicians in sleep therapy.The association in 2011 submitted a proposal to the Office of Inspector General (OIG) seeking to create a safe harbor that would allow board-certified sleep physicians to perform and interpret sleep tests and provide CPAP devices to patients. On Nov. 27, the OIG said “no.”“OIG is not adopting the suggestion to promulgate...
In brief: Industry keeps up pressure, ResMed nears CEO decision
December 28, 2012HME News Staff
WASHINGTON - It's impossible to predict whether lawmakers will reach a deal on the so-called fiscal cliff by the new year, but HME industry stakeholders say don't get distracted by the bigger picture. “We are focused on getting as much support as quickly as possible on the market-pricing program (MPP),” said Jay Witter, senior director of government affairs for AAHomecare. “We are moving in the right direction and Rep. Price has said he's pleased with the progress.”...