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ST throndson

Smart Talk

Marketing: Speak to their pain points

July 7, 2021Christina Throndson

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...

Christina Throndson, Marketing, Moxie


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Telehealth: Consider RPM monitoring

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Telehealth: Consider remote patient monitoring

July 7, 2021Curt Merriman

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,...

Curt Merriman, rtNow, Telehealth


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ST gruskin

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Accreditation: View corrective action as opportunity

July 7, 2021Matt Gruskin

Q. Should I be concerned if my accrediting organization requests additional information or corrective actions following my site survey?  A. Many businesses require some follow-up after the site survey is completed and before accreditation is awarded. The follow-up may include items such as: submitting additional documents, adding signage and moving supplies to a different location. When an AO requests corrective actions, don’t view it as failure. It is not unusual for a business to...

Accreditation, BOC, Matt Gruskin


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ST custer

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Legal Update: Document everything

July 7, 2021Kelly T. Custer

Q. What do I need to know about the updated requirements for Provider Relief Funds?  A.Suppliers across the country were pleasantly surprised with the release of updated reporting requirements and deadlines in connection with funds received from the CARES Act Provider Relief Fund (PRF).  With the prior July 1 deadlines looming, suppliers had been increasingly concerned with the reporting burdens and the amount of time available to gather final data and complete the submissions and...

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


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Christina Throndson

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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

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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

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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

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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

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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 

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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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