Page 27 - HME Business, August 2017

needed and they heal. This saves everyone — the patient, insurer and the country — money.”
Regarding the future of orthopedic soft goods, Scott sees a trend toward a tougher market that demands that a product does what it is adver- tised to do or receives severe penalties for trying to get around the system.
“More strict enforcement of the real PDAC terminology and matching actual clinical indica- tions with the code is going to be essential in attaining reimbursement but also weeding out those companies and sales forces that do not
do so,” he says. “A glaring example is the L3807 Splint Code. This is for a customizable splint that treats wrist and hand injuries, not a thumb Spica splint that is indicated only for thumb problems. Our L3916 Miracle Splints treat exactly what is
on the authorization scripts and allow protected motion and healing. That is the type of appropri- ateness that is essential today. Enforcement and accountability on the part of expert sales teams is the biggest challenge I see in the future.”
Brad Wimsatt is the director of Business Development for SAI Therapeutic Brands. One of SAI’s brands is the OTC Professional Orthopaedic
program, which offers a mix of products that are engineered for therapeutic perfor- mance and comfort.
“Any person with strains, aches, or pains would require support on the given
area,” Wimsatt says. “This section should
be broken into three categories: minimum, medium and maximum support. They are necessarily marketed toward a specific group or gender. Knee, wrist, ankle, elbow and back are the most common injury prone areas needing support. Many professions or sports players could use these items as support to prevent injury. For example, a construction worker may use a back support to prevent strain to the back, while a high school football player may wear a knee brace to prevent knee injury during play.”
Wimsatt says that having a nice selection of product that captures the minimum, medium and maximum support would let you address the injury at all levels. Community awareness and
outreach, as well as connecting with the local athletic directors, would be a plus. Other tips he suggested include:
• Weekly and monthly specials
• Product awareness
• Staff education
• Signage and a sales expert who can direct
the patient to the correct product
• Seasonal displays in high-traffic areas
“SAI provides a great deal of product training
to staff members along with videos about proper fitting and care instructions,” he says. “Staff education is vital to eliminate further injury
or return of products. You also want to make
sure the section is organized in a way that your customer doesn’t get lost looking for product. All too often these showroom sections can become a mish-mash of product, which causes confusion during the shopping process. Brands with packaging that educates and sells itself is a definite plus.” n
Joseph Duffy is a freelance writer and marketing consultant, and a regular contributor to HME Business. He can be reached via e-mail at joe@prooferati.com.
Renew
Renew
Rethinking
What’s Inside:
Respiratory Claims Audits . . . . . . . . 22 News, Trends & Analysis . . . . . . . . . . 8 RenewingAccreditation ........... 14 Product Solutions: Diabetes . . . . . . . 25 TheLatestHMEInventory.......... 26 HME’sNextBigCategory? ......... 30 A Fresh Look at This Category Could Create
Financial First Aid
Wound care can patch up provider profits.
What’s Inside:
Claims Data Treasure Hunt . . . . . . . 20 News, Trends & Analysis . . . . . . . . . . 8 FineTuningPortableO2........... 14 GlucoMe’s Diabetes Management . 25 Therapeutic Footwear Options . . . . . 26 AdoptingaRetailStateofMind.....30 Why Providers Should Explore This Service Category
As providers continue
t t o o d d i e v v e e r l s o i f p y a t h n e d i r i m r e p v l e e n m u e e n s t t s r e t r a a mt e s g , i e s patient groups, and referral partners, t s h e e r v y i c a e r e s a s t s a a r t n i n o g p t p o o s r e t u e n wi t o y u t o n d p u c a t r a e Band-Aid on hemorrhaging income. Wound care offers providers an
e m f a f e r k c e t i t v er e a a v c e h n , u b e e c f o a r u s e e x t o e f n t d h i e n g w i t d h e e i r variety of related referral partners and
patient groups that need these products and services. Furthermore, from a care perspective, becoming part of a patient’s “wound care team” affords providers the ability to make dlifrea.m(Watitchimthperroigvehmt pernotdsuinctaspaantdient’s e b x e p n e o r t t h i s i e n , g t h s h e o r r e t s o u f l t ms c i r a a n c u s l o o m u s e ) t . i m e s
p r o B d u u t c w t o a u n n d d c c a a r r e e k r n e o q w u i l r e e d s g s e p , e a c n i fi d c thusly many providers aren’t sure where to begin — and they might even feel a little intimidated. However, setting up a wound care practice is not nearly as hard as it might seem. This month’s cover story talks to
some experts in the field to outline the market basics, the various wound care products that play well in the HME space, and the payment oppor- tunities for the HME provider. In addition, it provides a listing of key vendors serving each of the main wound care product categories.
A Wound Care
Services Overview . . . . Page 15
M a y 2 0 1 7 Volume 24, Number 5 hme-business.com
What’s Inside:
5 N We w a s y , s T t r o e n B d o s o & s t A P n a a t i l e y n s i t s C . l a . i . m . s . . . . . . . . . . 1 5 8 TSlheepLaTtehsetraHpMyESoInluvetinotnosr.y. . . . . . . . . . 3209
ResMed’sNewAirMiniCPAP ....... 32 ImagineeringCRTAccess .......... 34
Providers are Tackling Many Challenges and Opportunities tFhaot rmualtnitayskoinng ies awmyhtho, thtehyinkesed only gander at the current status of
Ht h Ma t E m p u r o l t v i t i a d s e k r i s n ’ g b i u s s v i n e e r y s s m e s u c t o h r r e e a a l l i i z t y e . anItinwdaussnt’rtyatlhwaatyhsatdhios pwearya.tSeodminehaow, stable and somewhat predictable Medicare funding market had to not only deal with a rapid influx of
c a o l s mo p e l x i c p a l o t i r o e n a s l l a n n e d w c h b a u l s l e i n n e g s e s s m, b o u d t e l s in order to survive Medicare’s constant reimbursement cuts.
And providers rose to the occasion. Now, providers have a constant eye on efficiency; they work to maximize their profitability; they work to lengthen
a t h n e d y e t x r a p c a k n t d h e t h i r e p i r e p r a f o t i r e m n a t n r e c e l a t b i oy n t h s h e i p s ;
n o u p mp o b r e t r u s n ; i t t h i e e s y ; t d h e e v y e a l o d p d n n e e w w m e x a p r k e e r t - tihsey; acnadn btheecyormegeublaertltyerebsuesairncehshseosw. That’s quite the juggling act!
That’s why we’re publishing our 10th annual HME Handbook. The hand- book highlights ways providers can continue to master the many chal- lenges and opportunities they face in order to build better businesses. This year we examine topics such as women’s health, performance metrics, and home access to name a few. Take a look at this year’s edition and see if it can’t lend your business a hand.
2017 HME Handbook . . Page 16
V o l u m e 2 4 , NJ u u n me b 2 e 0 r 1 67
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Management Solutions | Technology | Products
hme-business.com | August 2017 | HMEBusiness 27
Aging New Business What is aging in place? I s f p y r o i n u g g s o t o b my t i n h d e , d “ e a fi g n i n i t g i o i n n t p h l a a t c e fi ” r s t in usually means home access equip- ma w e n o t r , l d u p f u g l r l a o d f e w s i d a e n n d e r d e m d o o o d r e w l s a . y I s t ’ , s
Place complex product installations, measuring tapes, building codes, and c w o h n a t t r a a c g t i o n r g ’ s i n l i c p e l a n c s e e s m . B e u a t n s i s ? t I h t ’ a s t t r i me a e l l y t o view this product and service category
Providers need to think bigger when serving this market.
from a new perspective.
Why? Because patient demo- graphics demand it. The HHS Administration on Aging projects
that by 2030, there will be about
7 o 1 r . o 5 l md e i l r l . i o T n h e A m m e a r j o i c r a i t n y s o a f g t e h d o s 6 e 5 p y e e o a p r s l e wa n a d n t i n t o d e l i p v e e n i n d e t h n e t l i y r . h o m e s s a f e l y
h e T l p h e t h p o r s o e d s u e c n t i s o a r s n d a c s c e o r mv i c p e l i s s h t h t a h t a w t i l l goal are not limited to stair lifts and threshold ramps. There are all sorts
of existing DME categories that help seniors live in their homes — and that is exactly how HME businesses should be approaching the aging in place market, which many of them already serve via products that help seniors remain independent, healthy and safe. Read this month’s cover story to
see how an “out of the box” approach to aging in place could lead to
new opportunities.
Aging in Place
Product Categories . . . Page 16 A p r i l 2 0 1 7 Volume 24, Number 4 hme-business.com
2017 HME HANDBOOK
Mastering
Multiple Missions
Eight ‘how to’ articles to help providers improve, expand and succeed.
July 2017 Volume 24, Number 7
2017 Buyer’s
Guide
Your resource for charting a path to HME Success
hme-business.com