Smart Talk

Q. Can suppliers sell new CPAPs to Medicare beneficiaries who own a recalled machine but don’t want to wait for warranty repairs?  A. Yes. When the equipment is over five years, it has exceeded its reasonable useful life. Suppliers can bill new equipment to Medicare with a new prescription.  If the patient’s equipment is less than five years old, Medicare will not pay for a new machine because the equipment remains within the useful lifetime.  Patients may want...

Q. What are the health benefits of maternity compression products during pregnancy and postpartum?  A. Maternity compression has become an essential element to a mom’s pregnancy and postpartum journey. Compression garments offer wonderful health benefits for mothers during pregnancy by providing comfort and relief from swelling, back pain and muscle fatigue.   During postpartum, compression garments can help speed up recovery and reduce discomfort, which can help reduce stress...

Q. Why are manufacturers implementing freight surcharges?   A. COVID-19 continues to negatively impact the HME industry. The latest culprit – freight surcharges being accessed at the line-item level by manufacturers.   If you haven’t noticed them on your invoices yet, get ready – they are coming down the pipeline this month. Let’s dive into the data on what is driving this development and how your business can navigate these new waters. From 2020 to 2021,...

Q. Why is cybersecurity important to HME providers?  A. For HME providers, understanding and acknowledging the importance of cybersecurity is a key component of strategic risk management that can support the sustainability and stability of the organization. Without good practices and controls in place, the organization could face fines; incur economic damage due to ransomware; create reputational damage; or cause harm to patients, employees and the communities they serve.  HME...

Q. How can we show off our success stories to other customers to build trust?   A. Success stories can get real complicated, real fast. You could spend ages collecting stories, writing content, and finding the best ways to appeal to existing and potential customers. But there’s an easier way to go about it.   Let your customers do it for you.   Checking reviews is second nature for customers these days, even when it comes to health care. That means half the work is done—they’re...

Q. With the continued shortage of respiratory therapists, how do we look for ways to maximize this scarce resource?  A.One HME company has outsourced their RT coverage exclusively with a tele-respiratory therapist. This organization incorporates a couple of strategies:  The customer comes into the HME’s location and meets with a customer service representative and a tele-respiratory therapist joins remotely to provide the PAP setup instruction. The relationship is developed...

Q. In addition to accreditation, what else can I do to enhance the value and quality of my business?   A. Now that you’ve earned accreditation, your business is prepared to safely deliver DMEPOS products and, ultimately, drive positive health outcomes for your patients and community. You may be interested in continuing to explore ways to gain a competitive advantage and enhance the credibility of your business. Your accrediting organization can continue to be a trusted resource and...

Q. What should I do in the wake of the Philips recall?  A. On June 14, 2021, Phillips Respironics announced a voluntary recall for certain devices used to treat obstructive sleep apnea (OSA), including continuous positive airway pressure (CPAP), bi-level positive airway pressure (BiPAP) devices and mechanical ventilators. This has resulted in patients being required to wait a number of months, if not longer, for their Respironics devices to either be replaced or repaired. Because of this...

Q. How do I build relationships with referral sources?  A. I won’t lie. This one can be tricky, because when reaching out to referral sources, there’s often a gatekeeper to “woo” first. The information you’re trying to get to physicians, assistants, RNs and discharge planners probably has to go through a receptionist or office manager before it gets to your intended audience.   The best way to do this is to ensure the information you provide speaks to...

Q. Is there an opportunity for me to provide remote patient monitoring?  A.The HME industry has always had innovators and care providers interested in providing health care services that improve a patient’s quality of life in their homes. At the same time, payers continuously ratchet the fee schedules downward. Remote physiological monitoring can be a game changer.  While not officially recognized by CMS as telehealth, RPM does have four primary CPT codes (99453m 99454,...