Archive: December 2012
ACOs: Work within an integrated network
December 28, 2012Carla Hogan
A. In the aftermath of Hurricane Sandy, healthcare news was flooded with stories of HME providers tirelessly caring for their patients during the storm. HME providers kept their patients out of emergency rooms and safe at home—an invaluable service for the patients and the healthcare community at large. As we reflect on the triumphs of the HME providers, we are in the midst of growing ACO coverage and it seems that HME emergency effectiveness can only improve with the participation in ACOs.ACOs...
Scooters ready to ride the HME retail road
December 28, 2012John Andrews
For mobility providers looking to enter the HME retail parade, market specialists recommend they march in with both feet and follow the scooters.
As competitive bidding, strict qualifying rules and declining reimbursement levels have combined to edge many providers out of the Medicare program, it may just be the push some companies need to pursue a cash-oriented business model, says Cy Corgan, director of corporate sales for Exeter, Pa.-based Pride Mobility.
“Through adversity comes opportunity,”...
Walker, rollator customers say, 'Bling my ride'
December 28, 2012Elizabeth Deprey
NEW BERLIN, Wis. - Who says walkers and rollators can't be fly? Not Home Care Medical, which recently launched a campaign to personalize the often-utilitarian items.The provider's “Bling Your Ride” promotion, features walker bags, cane holders, cup holders, and seat and back covers that offer stylish options for customers.“They can design their walkers or rollators the way they want,” said Heather Lotz-Klug, manager of retail sales. “These items are practical yet edgy...
Black Friday offers bright ideas for biz
December 28, 2012Elizabeth Deprey
As more HME providers emulate the retail success of mainstream giants like Target, it was only a matter of time before they tackled Black Friday.“This is a different twist on DME,” Heather Lotz-Klug, manager of retail sales for New Berlin-Wis.-based Home Care Medical. “The whole market is changing.”Black Friday, which marks the unofficial start of the holiday shopping season, offers retailers a chance to woo customers with promotions like “doorbusters”—extremely...
Indie companies 'chugging along'
December 28, 2012Elizabeth Deprey
Editor's note: This is the last in a three-part series.
YARMOUTH, Maine - National companies might be on the buying path these days, but some independent providers say they're here to stay—even if it's not easy.
“It's hard to maintain the high quality service—the way we did things years ago—and keep the doors open,” said Mike Osborn, co-owner of Ozark, Mo.-based Alliance Rehab and Medical Equipment. “Reimbursement has changed so much, and...
In brief: Industry keeps up pressure, ResMed nears CEO decision
December 28, 2012HME News Staff
WASHINGTON - It's impossible to predict whether lawmakers will reach a deal on the so-called fiscal cliff by the new year, but HME industry stakeholders say don't get distracted by the bigger picture. “We are focused on getting as much support as quickly as possible on the market-pricing program (MPP),” said Jay Witter, senior director of government affairs for AAHomecare. “We are moving in the right direction and Rep. Price has said he's pleased with the progress.”...
AMEPA announces winners of Outstanding Advocate Award
December 28, 2012HME News Staff
MIAMI - Jerry and Amanda Hall of Hall-Moore Medical Supply in Jacksonville, Fla., are the recipients of the 2012 Robert Arado Outstanding Advocate Award, according to an AMEPA newsletter. The award is given to the provider who “has truly made a difference for the survival of the HME industry through personal commitment,” the newsletter said. While the Halls' business was not directly affected by Round 1 of competitive bidding, they traveled to Washington, D.C., to meet with Florida...
Balanced scorecard: Define your strategy
December 28, 2012Tom Cesar
A. When designing a balanced scorecard, start by asking: “What is our strategy?” To answer this question, the first step is doing a SWOT analysis, or another similar scanning assessment, followed by evaluation of issues, forecasting and goal setting.The strategic goals that you set represent the four key components of finance—customer, internal processes, learning and growth—that make up the balanced scorecard. It is crucial that you write clear objectives for evaluating actual...
AABCP forecasts 'good year'
December 28, 2012Theresa Flaherty, Managing Editor
HOUSTON - After a period of declining membership, the American Association of Breast Care Professionals (AABCP) says things started to turn around in 2012.The seven-year-old association, which represents individual and HME-based post-mastectomy fitters, saw its membership drop by nearly 20% in 2011, some of which Executive Director Rhonda Turner attributes to issues that included accreditation and certification changes.“I think people were burned out and didn't have the time, energy or financial...
Rearview 2012: Sleep, diabetes feel squeeze on all sides
December 28, 2012Theresa Flaherty, Managing Editor
Sleep therapy is such a booming business that it's hardly surprising sleep-related stories once again dominated the specialty provider sector in 2012. However, unlike with 2011, which saw a handful of potentially positive changes for providers, this year's top sleep stories highlight various encroachments on the market.Far and away, the biggest issue was CMS's requirement that providers prove supplies are “non-functioning” before they can replace them (“CMS does about-face on re-supply...