Smart Talk

Q. What is DEI and how should my business communicate about it?   A. Large companies have been focusing on diversity, equity and inclusion (DEI) for decades, but in recent years, smaller businesses are learning the value of doing so, as well.   Diversity is about the full range of human differences and similarities. These include personal dimensions like ethnicity, race, gender, sexual orientation, age and physical ability. But it can also include things like parental or family status,...

Q. If interoperability is simply about getting the right information to the right place at the right time, then why isn't it happening more often?  A. The answer, unfortunately, is that it's not always that simple. For a long time, the topic of interoperability was often synonymous with frustration for patients and providers alike. Instead of being sent electronically, information was locked in paper documents, misplaced, not sent at all or sent too late. With increasing industry...

Q. Why should I expand into wound care?  A. Wound care is a rapidly growing market. With the surge of chronic diseases, it is expected to surpass $40 billion in spend by 2024. It is likely you are already servicing patients that have one or more wounds. Patients that have diabetes, vascular disease and limited mobility all have an increased chance of developing a chronic wound.    Have your staff get educated on wound care, the types of products available and the HCPC codes for...

  Q. Why bother with strategic planning?    A. Are you familiar with the carnival game, “Whack a Mole”? In this game, you hold a mallet while looking at a board with five holes. Each hole contains a mechanical mole ready to pop up in a random order. Whichever mole pops up, you try to hit it before it disappears. It’s exhausting, as the repetition leaves you with little satisfaction.    Do you have days at work when you feel like all you’ve...

Q. Why does expertise matter in CPAP machine and resupply order fulfillment?  A. In today’s business environment, companies have little margin for error. They’re taking a hard look at processes, personnel and the partners they choose to do business with daily. It’s no surprise that HME companies are outsourcing certain aspects of their business as part of their strategic initiatives.  Finding the right partner who understands your business and has the required expertise...

Q. How can I find the right DME e-prescribe system for my company?  A. Introduction of new software or processes at any company requires careful consideration. Here are four questions to think about when researching which DME e-prescribe platform is best for your business.  Will it cause more work?   Nobody wants to implement a “swivel chair” process where your company’s resources have to transcribe the data from the DME e-prescribe platform to your company’s...

Q. How can we better organize how we adapt to changing customer and payer behaviors?  A. These changes force owners to upend their business practices to stay ahead of the game. There are valid reasons why these disruptions are prevalent, but most are attributed to ineffective past practices. An initial step is a root cause analysis to define the areas of neglect. Once areas are identified for improvement, the organization and management of that data will require time and attention. Unfortunately,...

Q. How can I leverage my new expertise with outcomes-based models for payer contracts?  A. It’s about continuing to manage goals and broadening outcomes. Payers have members, not patients. That means your perspective in the home has to expand beyond the disease (like COPD) to factors that influence overall health. Are there other factors, such as poorly managed or undiagnosed co-morbidities, that need to be raised to a physician? Are there social factors, such as lack of transportation,...

Q. What should I look for in a CPAP resupply order fulfillment partner?   A. In short, specialization. A partner specializing in CPAP resupply has a keen understanding of the importance of resupply to your bottom line. They know, when it comes to order fulfillment, technology, effective inventory management and speed, accuracy and reliability matter. Technology A tech-savvy partner makes it easy on you and your staff. Seamless integration with your billing, patient management and e-commerce...

Q. How will using an e-prescribe platform impact operations? A. As the DME industry pursues a more active role in driving the adoption of DME e-prescribe, it is crucial that all DME providers educate themselves on what platforms are available to them, and how adoption of them may impact their own operations. A “true” DME e-prescribe platform assists the referral source in electronically delivering a complete, accurate, billable and refillable order to a DME provider, often removing...