Issue link: https://read.dmtmag.com/i/45026
24 Providers Colorful clothing entices new referral sources BY ELIZABETH DEPREY, Associate Editor Quality Home Healthcare uses colorful scrubs to woo prospective referral sources into seeing what else the provider has to offer. WETUMPKA, Ala. – Provider Peter Czapla is trying a different approach to attract new referral sources: selling scrubs. "Our sales force, when they go in and see the referral sources, p - - m d 2 i WWW.HMENEWS.COM / NOVEMBER 2011 / HME NEWS No more 'plain Jane' scrubs sees everyone is wearing scrubs," said Czapla, general manager of Wetumpka, Ala.-based Quality Home Healthcare. Selling scrubs increases the company's retail offerings and cash flow, with the added bonus of helping referral sources see everything that the company has to offer, Czapla said. Quality Home Healthcare also offers a full line of DME. "When they come to purchase the uniforms from us, it's anoth- er way to establish a relationship with them," said Czapla. "They come in to buy a top and they say, 'Wow, you guys have a lot of stuff. Next time I need to send a referral to a medical supplier, I'll know you guys have everything.'" Czapla's found referral sources are willing to shell out a few extra bucks to get scrubs that are more durable. Another request: colors and prints. "A lot of folks we talked to don't like the 'plain Jane' uniform," said Czapla. HME BELTS CONTINUED FROM PAGE 23 "The return is too low and the expectations are too high in terms of service turn- around time, documentation and the prospects for audits." Provider Seth Auerbach e Securi -T ® Cost-Effective Ostomy S Accessories & Appliances d a P g brought in a consultant to assess ways Komfort & Kare Home Medical Equipment & Supplies could improve efficiencies. In a move that might have seemed unthinkable a few years ago, the provider said "no" to one of its long-time refer- ral sources. "I told a state agency we are not going to supply them any more because we have not received payment in quite some time," said Auer- bach, president of the West- mont, N.J. company. "We're being more strict, and look- ing at it payer by payer." HME M&A CONTINUED FROM PAGE 23 population. People are living lon- ger and they want to stay in their Genairex® is your Securi-T Equivalent Products at an Exceptional Price Medicaid Cuts are Affecting Your Ostomy Business Call the "Reimbursement Experts" Now! www.genairex.com 877-577-3048 homes longer. HME: What are potential buyers saying about the industry? Offerdahl: There's some concern about what may or may not hap- pen, but no matter what changes from a policy standpoint, it still has exciting growth opportuni- ties like expanding into multi- ple locations or offering home medical equipment in a couple of segments. HME: Why do buyers and sellers use a company like yours? Offerdahl: They want to sell with- out other people knowing they are thinking about selling. We also do screening of potential buyers and help get multiple buy- ers. On the buyer's side, they are looking at different firms simulta- neously. Maybe they're relocating, or buying a business because they can't find a job. HME r s m H a l P o y e o W C d e e u r S i t y c f e o N t r y p S e n t c 1 o t o l S r w o e S a b m l e B r l o s t c 2 p s o t l i c P a m o r s d n m S e e e s t a o S r s r t t i p s c e W s o t a p r S m e h f a s - D a B n y o i