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Buying triggers: Recognize your reputation

Q. How do I use buying triggers to refine my sales process?
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07/25/2016

A. Depending on your process, you will identify your standard buying triggers within the first three months of tracking them.

Human Resources: Recognize, reward, repeat

Q. How do we make rewards and recognition a habit?
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07/25/2016

A. It seems like such an easy phrase to say and a common sense reaction, but all too often it is a phrase that isn’t used enough, not only in our personal lives but also in the workplace.

Overpayments: Follow protocol

Q. How do I return an overpayment to the government?
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07/25/2016

A. Typically, suppliers report and return overpayments to the DME MAC of jurisdiction. Each DME MAC has a standard overpayment refund form. The supplier simply provides information and submits a refund check.

Cyber Security: Be a PHI poster child

Q. How do you keep your patients/customers cyber-safe?
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07/25/2016

A. In 2015 alone more than 100 million patient health records were compromised. Fully protecting patient information has become a never-ending fight, according to the Office of Civil Rights under Health and Human Services.

Human Resources: Establish protocol for injuries

Q. How should I handle a worker’s injury?
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06/21/2016

A. Many questions run through any manager’s or supervisor’s mind when an employee comes to them about an injury or incident.

Overpayments: Extrapolate overpayments

Q. How deeply do I need to investigate potential problems?
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06/21/2016

A. My last column explained CMS’s final rule clarifying the 60-day rule, which allows a supplier up to six months to quantify an overpayment once it’s identified.

Buying Triggers: Find out why they chose you

Q. How do I discover my customer’s buying triggers?
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06/21/2016

A. The two key HME buying triggers are “the reason they need a product or service” and “why they choose your company over your competitor.” The first buying trigger is easy to obtain. The second, on the other hand, is not so simple.

Cyber Security: Secure the human

Q. Are your employees a cyber security asset or liability?
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06/21/2016

A. Your employees are your greatest asset, but when it comes to cyber security, they are also your biggest threat. According to a recent study by McAfee, 43% of all company data loss or breaches are caused by employees and only half are accidental.

Human Resources: Find adaptable drivers

Q. I have delivery experience. Am I hired?
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05/23/2016

A. We hear that phrase all too often. A person seeking employment will simply see “driving experience or delivery experience” and think, I can do that, I can drive and I know the area. 

Overpayments: Exercise reasonable diligence

Q. What do I need to know about the 60-day rule?
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05/23/2016

A. The Affordable Care Act requires a person who has received an overpayment to report and return the overpayment to the government.  

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