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Billing: Keep eligibility rules in mind

Q. What are the rules for supplying to patients who are in a SNF or who are receiving home health care?
 - 
05/24/2013

A. Many denials stem from a patient being admitted into a skilled nursing facility (SNF) or having a home health episode.

Retail: Put feet on the street

Q. Do I need an outside sales person for my retail store?
 - 
05/24/2013

A. In retail, the goal is to drive as much traffic as possible into the store. You are trying to make the public aware you are there and give them a reason to come in.

Efficiencies: Do your tech homework

Q. What are the key technological advancements in DME that we can look at to improve efficiency?
 - 
05/24/2013

A. The largest motivation providers should keep in mind when focusing on potential efficiencies is the ability to successfully implement technological advancements into their business.

Contracting: Evaluate, then rate

Q. What are areas of importance for rating vendors?
 - 
05/24/2013

A. Vendors play an essential role in a provider’s success at contracting. Any great business has performance standards and guidelines for their vendors. If you are only looking for low pricing, keep in mind that sometimes the lowest price comes with the lowest service.

Billing: Understand TENS unit requirements

Q. When is a TENS unit covered by Medicare?
 - 
03/22/2013

A. Medicare pays for the TENS unit in three instances: acute post-operative pain, chronic low back pain when enrolled in a clinical study, and chronic intractable pain other than lower back pain.

Post operative pain

Retail: Find a commercial real estate agent

Q. How do I determine the right size and location for my retail medical supply store?
 - 
03/22/2013

A. I have seen successful retail medical equipment stores in sizes anywhere from 800 square feet to 3,000 square feet. It depends on how much you can afford and what you can find in locations you like.

Efficiencies: Focus on processes, people

Q. With all that is going on in HME, where do I make changes first in my organization?
 - 
03/22/2013

A. Right now, we are at an area of opportunity in HME. Some may think I’m off my rocker, but let me explain. Our customer base is increasing at record levels, private equity funds are rushing in and technology is creating more efficient ways for us to help our patients.

Contracting: Find another way in

Q. How do I get access to private insurance contracts when the network is closed?
 - 
03/22/2013

A.

Accreditation: Gather info beforehand

Q. What are some things I can do to prepare for my inspection?
 - 
02/25/2013

A. Some accrediting organizations will perform a one-day inspection; others can take up to three days. 

Sales analytics: Identify decisions then acquire data

Q. What are some best practices to use in implementing data analytics?
 - 
02/25/2013

A. Analytics can be a powerful tool in the DME space when leveraged properly, but the key to making implementation most effective is a complete understanding of analytics’ capabilities and best practices. 

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