Page 38 - HME Business, October 2017

BECOMING A COMPLETE POST-BREAST PROVIDER
• Help others
• Remind yourself every day you are working to make the world a better place “HME providers should be interested in this market due to the additional
revenue source it provides,” Jensen says. “From the compression garments immediately following surgery, skincare for sensitives during cancer treat- ments, off-the-shelf and custom breast prosthesis, mastectomy bras, hats, wigs and lymphedema treatment are all part of the suite of products a breast cancer patient may need. While many of these are reimbursable items, there is a healthy amount of cash sale items as well.”
According to Jensen, an HME provider must have or carry the following to grow a successful post-mastectomy business:
• Certified mastectomy fitter on staff
• A portion of your floor space dedicated to women’s health, preferably a warm, inviting environment with private fitting rooms
• Post-surgical garments that allow for drain tubes
• Breast prosthesis – Off-the-shelf and custom breast forms are available from many manufacturers. While Medicare does not currently cover custom breast prosthesis, many third-party payers do. Some women may also be willing to pay for the option if it makes them more comfortable.
• Mastectomy bras
• Camisoles and lounge wear
• Swimwear
• Skincare
• Personal hygiene items
• Hats, turbans
• Wigs and hair pieces
• Breast cancer awareness gift items
• Lymphedema and compression garments
Agreeing with Neel, Jensen added: “Becoming a certified mastectomy fitter is not as easy as it sounds. In addition to the required educational credits and exams, a candidate must also work under another certified mastectomy fitter for a specified number of hours. The mentor must sign off that the candidate has completed the required experience and training for certification.”
But as noted earlier, certified fitters bring the knowledge and often the compassion needed to serve this population.
“It is important for HME providers to understand that women are used to being the caregiver,” Jensen says. “For most women, they’ve spent years putting their own needs behind those of her family and loved ones. Being on the other side of the table will bring out emotions of fear, anxiety and depression. HME providers and mastectomy fitters need to be encouraging and compassionate.”
Jensen also says that to be successful in this market, it is important
to create a warm and inviting space for the patient to feel comfortable. Separating the post-surgical experience from the clinical environment is important in drawing patients in to a provider’s store.
Once a customer is in the store, there is a potential for cash sales. Magennis says her cash sale items include wigs, skin care products for patients going through radiation, non-metallic deodorants, and some compression items. Her tips for store success include:
• You can’t train a person’s heart and character but that’s what you need in your staff to make it successful. They must have compassion for patients.
• Along with the information your certified mastectomy fitter brings to the store and shares with other employees, mastectomy product vendors offer garment training that employees can attend. Attendees can then share that information with the rest of the staff.
• Build your referral relationships with surgeons, oncology doctors,
Becoming a Certified Mastectomy Fitter
With the increase of mastectomies being performed as an outpatient pro- cedure, patients are often launched into their new reality with trepidation. The HME provider needs to be prepared to equip the patient with the proper garments, answer questions about the products and procedure, and instill confidence to help support this traumatic change. A certified mastectomy fitter is trained to do this and much more.
“These patients are in real need of qualified guidance, and if an HME provider gains the patient’s trust during this pivotal time, the provider can earn long-term business, as women are frequently the decision-makers when it comes to purchasing HME products for the entire family, from children and spouses to aging parents,” says L. Bradley ‘Brad’ Watson, BOCO, BOCP, LPO, Chair of the BOC Board of Directors, Owner of Clarksville Limb
& Brace in Clarksville, Tenn. “The high potential of this business model coupled with the personal satisfaction of helping these patients make the market very desirable to many providers.”
Steve Fletcher, CPO, LPO, American Board for Certification in Orthotics and Prosthetics (ABCOP), which offers certification for mastectomy fitters, says having a certified mastectomy fitter on staff is required by Medicare for billing and to provide post-mastectomy care. In addition, many insurers follow these Medicare guidelines as a standard of care.
According to Watson, The Board of Certification/Accreditation (BOC) was the first credentialing organization to develop and offer this certification, and since then has certified thousands of fitters around the country.
“Trained and certified mastectomy fitters are integral to the physical and emotional well-being of patients,” he says. “A certified mastectomy fitter is qualified to provide and supervise the assessment, treatment plan development and implementation, follow-up and practice management
of women using external breast prostheses and other post-mastectomy products. Certified mastectomy fitters are recognized professionally as
having completed education and training that give a provider expertise and credibility. In today’s competitive marketplace, having a mastectomy fitter certification can be the advantage a provider needs.”
Eligibility prerequisites to take BOC’s Certified Mastectomy Fitter
exam are successful completion of an entry-level education program and 120 hours of documented patient care. From the date you submit your application, you have three years to register for and successfully complete your exam, which costs $150. Once you become certified, you will renew your certification annually and meet continuing education requirements to maintain your certification.
For ABCOP, to become certified, a provider must take a basic fitting training course, and complete 125 to 250 hours of patient care experience depending
on qualifications. The training course is usually one day and can cost between $100 to $125. The training covers breast cancer types, stages and surgeries; breast anatomy and pathophysiology; and how to measure, fit and select product. It also covers regulatory issues, billing and basic patient management.
According to Fletcher, all certified mastectomy fitters must complete 10 hours of continuing education specific to post-mastectomy during their five-year certification cycle.
For more information, contact:
The Board of Certification/Accreditation (BOC) www.bocusa.org
(877) 776-2200
American Board for Certification in Orthotics and Prosthetics (ABCOP) www.abcop.org
(703) 836-7114
36 HMEBusiness | October 2017 | hme-business.com HME for Women’s Health