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...
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...
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...
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.
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,”...
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...
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...
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...
RAC power wheelchair probes draw ire
December 28, 2012Elizabeth Deprey
ATLANTA - A recent surge of audits in Jurisdiction C are targeting “low-lying fruit,” older claims that are more likely to have problems, say consultants.
RAC auditor Connolly Healthcare in the past few months has focused audits on power wheelchair claims from 2009 and 2010.
“Instead of randomly picking claims to see if providers are doing things correctly, they're really going back in time—thinking that if they go back (further) they have a better chance of recouping...