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Christina Throndson

Smart Talk

Marketing: Help them think of you

June 8, 2021Christina Throndson

Q. How can I stay "in front" of customers while we are still social distancing?  A. When you hear “stay in front of the customer,” you might first think of web and social media marketing tactics. True, these are important. You want customers to find you. But the best place to start is to leverage your expertise to “stay in front” of a patient’s pain points.  In our last article, we discussed Harold, a new CPAP user, and suggested ways to build a relationship...

Christina Throndson, Marketing, Moxie


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Curt Merriman

Smart Talk

Telehealth: Look outside the box

June 8, 2021Curt Merriman

Q. How can I grow my home ventilation program?  A. In part 1 of this series, I talked about “raising some eyebrows in a good way.” The topic was remote PAP setups. Let’s continue with remote ventilator follow-ups. The RT labor shortage has hit HME companies particularly hard, so looking “outside the box” for solutions is certainly a good idea.  Removing barriers to success is essential for providing telehealth in the home setting. This is important whether...

Curt Merriman, rtNow, Telehealth


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Matt Gruskin

Smart Talk

Accreditation: Rely on AOs to guide you

June 8, 2021Matt Gruskin

Q. How do I prepare for my accreditation site survey?  A. Once you’ve applied for DMEPOS accreditation, the next step is your site survey. This is how you demonstrate compliance with federal, state and local laws, and CMS regulations.   While the accreditation site survey process might seem intimidating, an accrediting organization (AO) that is invested in your success will guide you through with exceptional customer service. Here are some tips for how to prepare:  Document...

accreditation, BOC, Matt Gruskin


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Kelly Custer

Smart Talk

Legal Update: Know your waivers

June 8, 2021Kelly T. Custer

Q. What waivers related to the public health emergency do I need to keep track of?  A. On April 15, 2021, the U.S. Department of Health and Human Services (HHS) extended the public health emergency (PHE) for another 90 days, meaning the PHE will last until at least July 19, 2021. This PHE is expected to continue through at least the end of 2021. This is important news to HME providers since numerous waivers and flexibilities will continue to remain in place at a federal level during the duration...

Brown & Fortunato, Home Medical Equipment, Kelly T. Custer


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Marketing: Offer solutions before they are needed

Smart Talk

Marketing: Offer solutions before they are needed

May 12, 2021Christina Throndson

Q. How can I maintain relationships with customers?  A. Are you providing the information patients need to know after a purchase? It’s a question that businesses, especially in DME, need to consider. Patients rely on experts to tell them what to do, and if they’re not getting information from you, they’ll start looking elsewhere. Relationship building is vital for DMEs today, as we’ll learn in Harold’s story below.   Harold has...

Christina Throndson, Marketing, Moxie, VGM OTS


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Telehealth: Break HME paradigms 

Smart Talk

Telehealth: Break HME paradigms 

May 12, 2021Curt Merriman

Q. What is driving the telehealth landscape?  A. The next four articles are going to raise some eyebrows - in a good way! For the last six years, I have been involved in empowering respiratory care in new and exciting ways, and I will paint a picture of the emerging HME/tele-respiratory landscape.  Let’s start with remote PAP set ups.    Along came a public health emergency: COVID-19. This took the HME industry into the uncharted...

Curt Merriman, rtNow, Telehealth


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Accreditation: Invest in your success

Smart Talk

Accreditation: Invest in your success

May 12, 2021Matt Gruskin

Q. What should I look for in a DMEPOS accrediting organization?   A. DMEPOS accreditation enables providers like you to demonstrate that your business is following the regulatory requirements issued by CMS. Earning accreditation is required before a facility is eligible to bill Medicare and many insurance carriers, so it impacts your bottom line. Earning accreditation from a CMS-deemed accrediting organization...

accreditation, Board of Certification/Accreditation (BOC), Matt Gruskin


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Kelly Custer

Smart Talk

Legal Update: Remain diligent in tracking relief funds

May 12, 2021Kelly T. Custer

Q. Where are we with the Provider Relief Fund and what should I be doing?  A. The Taxpayer Certainty and Disaster Tax Relief Act of 2020 contains key provisions that appear to be at least partially responsible for the continued delay in a comprehensive Provider Relief Fund reporting program. While the Department of Health and Human Services issued updated reporting requirements, the reporting portal remains open only for registration purposes....

Brown & Fortunato, Kelly T. Custer, Provider Relief Fund


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Sue Chen

Smart Talk

Retail: Make marketing your mission

April 6, 2021Sue Chen

Q. Now that members of my local community are getting vaccinated for COVID-19, what are ways we can best market our products and services to encourage people to shop and spend in our stores? A. Marketing is the vehicle and primary communication tool to drive your retail sales. Therefore, without a marketing plan, you won’t have a strong sales strategy. In an era when consumers are bombarded with marketing and advertising just about everywhere they look and hear, the appeal, purpose and authenticity...

HME retail, Home Medical Equipment, Nova Medical Products, Sue Chen


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Dan Meyer

Smart Talk

Technology: Take 360-degree view

April 6, 2021Mark Ludwig

Q. How can providers take advantage of changing patient pathways through new technology and partnerships? A. Over the last few months, I focused on the value of Software as a Service (SaaS) tools and how effective they could be in maximizing outreach to patients, closing the patient-to-physician communication gap, increasing efficiency and improving patient outcomes. I will continue with that thinking but I thought I would start with an anecdote related to the Oculus Quest. I visited a friend...

Bonafide Medical Group, Interoperability, Mark Ludwig


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