Page 40 - HME Business, April 2018

HME Inventory
Shoes designed to combine style with comfort
Vionic’s Brisk Miles line of therapeutic footwear combines biomechanical support innovations with the season’s on-trend looks. The company aims to prove that style doesn’t need to hurt. The shoes
feature the company’s Advanced Motion System
(AMS) technology, which combines a podiatrist- designed orthotic with a exible, cushioned outsole and a lightweight, breathable upper. Vionic Group LLC
(888) 882-7954
www.vionicshoes.com
Braces promote non-invasive pain relief
The Aspen OTS Line of braces delivers non-narcotic, non-invasive pain relief solution via support and direct independent compression.
The patented pull‐through sizing mechanism and highly
visible size indicators allow for quick and easy
adjustments while the low-pro le design enables them to be comfortably and easily worn underneath clothing. Each brace can t waists ranging from 28‐54 inches and up to 64 inches with the extension panel.
Aspen Medical Products
(800) 295-2776
www.aspenmp.com
A 360-degree view of provider performance
TeamDME! XL combines all the tools providers need to manage their front and back of ce. Features include customizable work ow templates, e-eligibility, e-purchasing, e-dropships,
EHR and mobile delivery apps.
Providers an use accurate, real-
time data to make informed
nancial decisions. Because
all back end of ce functions
are included, providers have a 360-degree view of their nancial health. TeamDME!
(888) 832-6363
teamdme.com
Renew
Renew
What’s Inside:
2017 New Product Awards 20 News, Trends & Analysis 8 AnnualSoftwareSurvey 26 BoostingMobilitySales 12 CompressionSolutions 32 LivingintheMicro-Moment 34 Are Providers’ Marketing and Sales Ready for the Baby Boom?
Boom has progressed through history it has left a massive impact Whether it was the beginning of targeted youth market- ing, the summer of love, or the groovy disco era, the 76 4 million-person age
cohort has dramatically in uenced American culture, politics and history Now it’s impacting HME
As a market of HME consumers,
baby boomers greatly differ from previous generations For starters, they lead extremely active lifestyles, with even their eldest members engaging in serious athletic pursuits, such as marathons and triathlons Well into retirement, boomers want to keep living independently for as long as
t t h h a e t y h c e a l n p , t a h n e d m n ed e o d t h m a e t d i c a l p r o d u c t s Boomers also have re ned consumer tastes and want products to re ect them Gone are the days of “bent metal” when it comes to HME For instance, looking at bath safety products, Boomers want tastefully designed items that will look at home in their interior design They expect
Hc o M n E s u p m r o e d r - u c c u t l t s u t r o e r s e e n e s c i b t i t l h i t o i e s s e k i n d s o f BaTbhyoBsoeoamrerjeupstretsweontfascaentsenotfirheolywntehwe marketing and sales challenge for HME providers Read this month’s cover story to learn more
Reaching
What’s Inside:
Sleep Business Strategy
News, Trends & Analysis
2018 Oxygen Audit Trends
Mobility Product Solutions
HME Product Inventory
DEHP and Catheter Users 30 The Strategic Landscape for the New Year is Falling Into Place
What’s Inside:
Accreditation Renewal Time 21 News, Trends & Analysis 8
PWoortuanbdleCOarxeygOepnpSoortlutnioitniess 2164 HMEProductInventory 28 SalesCoachingvsManaging 30
Providers Must Mine the Deep Roots of Their Patient Data
Like ancient oak trees with roots that delve deep into the earth, HME providers can tap into vast storehouses of patient data And truly, that data is worth a fortune
As providers work to expand their revenue streams in the face of declining public and private payer reimbursement, they must work to maximize their existing patient relationships, and also develop new appeals that resonate with entirely new clients and referrals The data that providers amass over the course of doing business and providing care can help make that happen Unfortunately, most providers aren’t leveraging their data to anywhere near t u h n e d l e e r v s e t a l n t h d e t y h s e h e o l u e l m d e b n e t s T t h h e a y t mn e a e k d e t o up an effective data mining strategy and understand the sorts of measures, procedures and technology tools they need to implement in order to carry out that plan Moreover, there are a number of concerns related to digging into and using patient data, such as legal considerations, that providers miunsitngincsotrrapteograietes into their data
theThviasrimouosntahs’pseccotvseorfsdtoartyaemxainminigneasnd how providers can start digging into their patient data to produce results that will help their businesses grow Harvesting
Your Patient Data Page 16 February 2018 Volume 25, Number 2 hme-business.com
18 8 12 23 26
Piecing Together
Harvesting
Your Data
As the Baby
2018
For 10 years,
HME Business
10 key trends that will impact providers this year.
has published its annual “Big 10” list, so it’s tting that this year’s edition speaks to a maturing industry that has learned to adapt to changes At the outset of publishing this list, there was a sense of urgency; that the trends impacting the industry were burning items that required immediate attention That wasn’t surprising given that HME was an industry that had seen relatively smooth sailing for so long, but was suddenly facing major regulatory, funding and market shifts But now things are different This industry has seen massive changes and weathered them Now, new strategic concerns don’t send
p g r e o t v t i h d e e mr s t s h c i r n a k m i n b g l i a n b g o I u n t s n t e o a t d o n c h l y a t n h g e e s responses to those trends, but the potential upsides, as well
Suf ce to say, 10 years later, this list serves an entirely different mindset Where this year is concerned, the trends we’re seeing fall into place for the next 12 months include regulatory issues such as H R 4229 and MsuecdhiacasrbeilRliendg Tnaopne-aRsesilgienfe, sdtrantdegies
rterevnednsuesudcihvearsid icsatrtiboun,teadndopbeursaintieosnss and e-commerce Take a look at the full list to see how you might need to adjust your 2018 strategy
HME’s Next Generation
How Providers Can Connect with Baby Boomers
Growing your business by
tapping into claims and
patient data.
Baby Boomers
Page 14
The Annual
Big Ten List
Page 13
December 2017 Volume 24, Number 12 hme-business.com
January 2018 Volume 25, Number 1 hme-business.com
What’s Inside:
Medtrade Spring Product Preview 24 News, Trends & Analysis 8
Approaching e-Commerce 14 Remote Monitoring for Oxygen 21 Compression Products 28 Expanding Urology Revenues 30
PORTABLE OXYGEN
TAKING OXYGEN BUSINESS STRATEGY
TO NEW HEIGHTS.
Oxygen’s Low- to No-Delivery Model Sees More Advances
Portable oxygen has
revolutionized the way that oxygen providers both care for patients and run their businesses Instead of tanks, they provision portable oxygen concentrators to patients who can take those devices anywhere they like For patients, POCs have added a freedom that’s been unattainable with the tank-delivery paradigm With POCs, patients can now easily travel via air, rail, boat and car with higher con dence and comfort Moreover, increased ambulation has been demonstrated to improve patient outcomes and reduce the probably of hospital readmissions
For providers, they now have a business model that is essentially designed to cut operating costs That model has allowed them to adapt to the myriad reimbursement challenges that have bombarded the oxygen industry, and helped them differen- tiate themselves to referral partners
In the time that oxygen’s low- to no-delivery business and care model has expanded, providers have gained a number of insights that have helped them implement further ef ciencies and increase their business and care effectiveness This month, we talk to various experts about how portable oxygen providers can take their businesses to the next level
Building on Portable Oxygen’sGains Page16
March 2018 Volume 25, Number 3 hme-business.com
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HMEBusiness | April 2018 | hme-business.com
Management Solutions | Technology | Products
Holly Wagner is a freelance writer covering a variety of industries, including healthcare. David Kopf is the editor of HME Business.