HME Business, April 2018

What’s Inside:
Smart Retail Purchasing 22 News, Trends & Analysis 8
Accrediting New Categories 12 EnteringRespiratory 13 BathSafetyProducts 25 ToolstoEmpowerYourTeam 30
CHANGING GEARS
Revving up standard power mobility’s revenues.
Special Insert Inside:
DME Pharmacy
Helping pharmacy owners and operators expand their DME businesses.
A S P E C I A LF RP OU MB L I C A T I O N
A p r i l 2 0 1 8
Exploring the
IT Options
How pharmacies should approach integrating DME management software.
ALSO INSIDE
Medicare DMEPOS Accreditation Renewal Strategies and Tips
hme-business.com
Providers Can
Build Successful
Standard Power
Business Models
Ever since the initial rounds of CMS’s competitive bidding pro- gram and the removal of the rst- month purchase option, providers of standard power mobility haven’t simply suffered some setbacks, they’ve seen their entire business models hit a dead end Like a cross country road tripper without a Road Atlas they’ve had to piece together entirely new pathways toward a pro table, sustainable business
But many providers have been able to successfully set a new strategic course Shaping today’s standard power mobility business model might not necessarily easy, but it can be done The key lies in nding out where the core revenues are, how to expand on that foundation, and then nd the products and strategies that can help supe up revenues and pro t margins The resulting strategy mixes retail and funded revenue, emphasizes forging the right vendor relationships, and requires pursuing new product avenues that appeal to mobility users
We talk to some key experts in this month’s cover story to see where the real standard power revenues are at, how to strike the right blend between funded and retail revenue, and how to caretail in ways that will cement long-standing relationships with your customers
Standard Power
Shifts Strategic Gears Page 16
April 2018 Volume 25, Number 4 hme-business.com