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Overpayments: Create culture of compliance

Q. What is the best remedy for overpayment problems?
 - 
08/22/2016

A. In previous columns, I discussed how the 60-day overpayment rule presents a myriad of problems and questions that are sometimes difficult for an HME supplier to identify and address.

Buying Triggers: Pull data, analyze, repeat

Q. How can I measure buying triggers for sales analysis?
 - 
08/22/2016

A. Let’s assume that you have determined your top buying triggers, you’ve found a way to quantify why people need products, and you know why they are choosing your company. The next step is to set up a six-month analysis.

Cyber Security: Play offense

Q. How can I protect my company from future threats?
 - 
08/22/2016

A. According to Ernst & Young, only 38% of businesses are prepared for a cyber-attack. While companies are slow to rise to the threat, cybercriminals are ramping up the sophistication and speed of their attacks.

Buying triggers: Recognize your reputation

Q. How do I use buying triggers to refine my sales process?
 - 
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?
 - 
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?
 - 
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?
 - 
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?
 - 
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?
 - 
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?
 - 
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.

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