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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 

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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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Accreditation: Invest in your success

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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

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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

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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

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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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Dan Meyer

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Repairs: Think differently about post-rental repairs

April 6, 2021Dan Meyer

Q. How can I best help patients who need repairs after the capped-rental period has ended? A. Finding help with repairs after the capped-rental period is a frequent frustration for patients. Maybe they bought their device online and don’t know where to turn. Or perhaps their dealer has gone out of business, or they can’t get help from their original provider. It’s equally frustrating for HME dealers who want to help patients who need repairs but must expend unreimbursed time...

Dan Meyer, Home Respiratory Equipment, Repair Authority


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Todd Usher

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Outsourcing: Barge right in

April 6, 2021Todd Usher

Q. What cost savings does a remote work force offer? A. As we decide how to best handle employees in a post-pandemic world, working from home poses more questions about how to best utilize current staffing. Consider the cost of working from home. Did you supply the PC/scanner/printer? Invest in remote time monitoring or IT infrastructure? Productivity software? What about trust? When I look at job openings online and find every DME around me is hiring for positions that can be filled by remote...

Home Medical Equipment, outsourcing, Tactical Back Office, Todd Usher


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Retail Opportunity: Shift from selling to empowering 

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Retail Opportunity: Shift from selling to empowering 

March 10, 2021Sue Chen

Q. My staff is afraid of “selling” to our customers. How do I get them over the stigma of selling HME products?  A. The answer is simple, because we are not “selling” anything - we are empowering. As HME retailers, our mission is my “Golden Rule of HME Retail”: empower every customer with engagement and education.  This rule is also what customers want. In fact, 97% of consumers...

HME retail, Nova Medical Products, Sue Chen


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mark Ludwig

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Technology: Make integration a reality 

March 10, 2021Mark Ludwig

Q. How can providers take advantage of changing patient pathways through new technology and partnerships?   A. Last month, 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, helping generate profitable growth and improving patient outcomes.  I thought I would build on that and dig deeper into technology enabled...

Bonafide Medical Group, Mark Ludwig, technology


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