Local provider makes good

BELLINGHAM, Wash. - Infusion Solutions has found its niche as a local provider willing to go the extra mile for patients and referral sources, says Chuck Loos, account manager.

“The general population here has a big buy-local vibe,” said Loos. “If people have a choice, they want to go with a local company. That's worked to our advantage.”

The provider significantly grew its book of business in 2017 after it took on two large local contracts, one with a local oncology center that shut down its pharmacy for repairs/remodeling, and another with a nursing agency in eastern Washington state.

“We did the right thing for years for both patients and referral sources and that comes back to us,” said Loos.

It's the provider's willingness to say “yes” whenever possible—whether it's to an unprofitable therapy or a 1.5 hour drive to visit a patient deep in the woods—that Loos credits with driving success.

“The only way we could get started was to do the things that no one else wanted to do,” he said. “I can't think of a time when we've said no based on either a therapy or insurance.”

Medicare accounts for about 20% of referrals, but oftentimes patients are exposed to hefty out-of-pocket costs. Maybe one out of 10 patients is willing—or able—to pay out-of pocket to be treated at home rather than in a nursing home where it will be covered, says Loos.

“We have lobbied hard for Congress to do the right thing,” he said.

Loos says Infusion Solutions is able remain viable because it is ever mindful about managing its business, from the size of its workforce to the cost of drugs to minimizing waste, says Loos.

“We are being reimbursed like everyone else,” he said. “But if you are well-managed, it goes a long way toward profitability. It's a great local business success story, that's for sure.”