Settling, solutions and sales

Another 11 HME News TV interviews at Medtrade Spring today. Here are some quick hits:

Jim Hollingshead of ResMed on how the relationship between sleep manufacturers and providers has changed in the past few years due to the emphasis on compliance (due to more stringent policies) and the need for cash sales (due to declining reimbursement)—“It's about more than boxes and masks.”

Rick Worstell on the increase in the number of providers who are taking audits to the administrative law judge (ALJ) level—Their cash flow may get tied up for six months, but “they're not settling,” he said. The attitude to have, when it comes to audits: perseverance, he said.

Kevin Gaffney of Nielsen/Medtrade on what was at the top of a provider's to-do list at the show this year—“They're here for solutions,” he said. “They're looking for ways to expand their businesses.”

Mike Sperduti of Emerge Sales on what providers need to focus on to turn their businesses around—He said make sales the No. 1 priority and add new products. He said he's working with a provider who doubled her revenue in one year just by adding a pain management product that she discovered at Medtrade last year.

Don Clayback of NCART on the next step in efforts to advance a bill to create a separate benefit for complex rehab—He said the Disabilities Caucus in Congress is expected to hold a briefing on the Hill this spring to give industry stakeholders a more public opportunity to educate lawmakers on the bill.

Jay Witter at AAHomecare on efforts to fight competitive bidding—In addition to a bill to replace the program with a market-pricing program, stakeholders are pursuing a bill to delay Round 2 from July 1 to Dec. 31. Because CMS doesn't have to implement the program on July 1—just some time in 2013—they believe there won't be a pay-for.

Chris Kinard of QS/1 on why providers should do their homework before jumping into retail—“Retail may be the answer, but it may not be, depending on your demographics and other factors,” he said. If retail is not a good fit, providers still have options, he said, through horizontal (take existing products into new markets) and vertical (add new products to existing markets) growth.

Stay tuned to www.hmenews.com/videos in the upcoming weeks for full interviews from Medtrade Spring.

'Til next time!