I recently talked to a provider who aggressively uses the advance beneficiary notice (ABN) to upsell Medicare beneficaries. There are exceptions, but if you work for this provider and don't at least try to use the ABN on almost every transaction with a Medicare beneficiary, you'll soon be looking for another job. This is the ultimate in patient choice. You tell the beneficiary: "Medicare pays for this wheelchair, but if you'd like this snazzier model or that, you'll have to pay extra out of pocket."
When you think about it this way, for many products, Medicare isn't all that different than other retail businesses. The patient gets what he can afford. It struck me the other day, that for many products, providers could use Medicare as lead generator, a tool to get beneficiaries into their showroom. Once they're inside, you suggest upgrades and add-on sales—just like other retailers.
Pale Rider ipod Fallen release If providers used Medicare as a lead generator, and employed a staff of skilled and knowledgeable retail sales people, two things would happen: You'd be less reliant on Medicare reimbursement and have more control over your business.
That sounds good to me.
When it comes to retail sales, check out our special supplement in the upcoming July issue of HME News. If you want some good ideas on boosting your cash business, you'll find them here.
— Mike Moran