Issue link: https://read.dmtmag.com/i/48253
Rx and Specialty 28 Providers Support surfaces: 'Do the right thing' BY THERESA FLAHERTY, Managing Editor GWCC – Wound care costs the healthcare system $11 billion annually and that creates oppor- tunity for providers who want to grow their support surfaces busi- ness, says Mitch Yoel, executive vice president of business devel- opment and government affairs for Drive Medical. "Brand your company as a knowledge resource," said Yoel, at Medtrade in October. "There's a bigger opportunity than just fill- ing orders." That means understanding the differences between Group 1 and Group 2 support surfaces; knowing the advantages and disadvantages of the various products; and being able to match specific product features with specific patient populations. "Each product has its niche in the market," said Yoel. "You don't need to be a clinician but you need to understand how these products work." There are several ways provid- ers can establish themselves as a WWW.HMENEWS.COM / DECEMBER 2011 / HME NEWS "knowledge resource," said Yoel. Those include quality assurance questionnaires and home envi- ronmental assessments. The No. 1 referral source for support surfaces: certified home health agencies. "Go to the right place, identify the decision makers and tell them something they didn't already know," said Yoel. "Do the right thing by the patients, and you will grow your business." HME NCPA CONTINUED FROM PAGE 27 plans for a national program, and although pharmacies and other retail locations are cur- rently exempt from bidding, the agency has said that could change. Additionally, the agency plans to apply bid prices to all diabetes supplies by 2016. "(Beneficiaries in Round 1 new Measure your success and map your future How do you measure up against other HME providers? Use this exclusive toolkit to fi nd out. 4 easy steps to success: Watch the Video of Financial Benchmark Survey presentation from the 2011 HME News Business Summit and follow along with the PowerPoint slides. Review the full results of the study that obtained that data. Complete the comparison spreadsheet that automatically calculates the difference between your company and industry averages. Grow your business! Watch the Video Review the study results Complete the comparison spreadsheet Grow your business Go to: www.hmenews.com/benchmark to order your toolkit today! Watch the Video Review the study results Complete the comparison spreadsheet Grow your business 2011 edition areas) are confused about where to go to get (supplies), are being pressured to switch to a differ- ent strip or they are just gener- ally dissatisfied with the service they are getting," said Coster. The NCPA's survey also takes aim at CMS's definition of mail order. In 2010, the agency expanded that definition to include any supplies shipped or delivered, by any means, to the beneficiary's home. That's a problem because 81% of phar- macies regularly deliver sup- plies, with 28% making 30 or more deliveries per month, according to the survey. HME HOEY CONTINUED FROM PAGE 27 INVASION OF PRIVACY However, cracking down on abuse doesn't mean unleash- ing the auditors, Hoey says. "Because the physician hasn't documented that they have prescribed four times daily checks with test strips, CMS says they won't pay and it's up to you to get the doc- umentation," he said. "Our members can't always get access to that documentation. CMS is also asking patients to show testing logs. We used to run into problems on scoot- ers and lift beds but this is 10 times more invasive." HME NHIA CONTINUED FROM PAGE 27 Access all the tools for only $149. infusion for years. Getting to a Medicare benefit that is broad- based and covers all infusion therapy is really the crux of our legislative efforts." The association has worked for several years to get Medicare to pay for home infusion therapy, most recently with the Medicare Home Infusion Therapy Coverage Act of 2011, introduced in July. The next step: collecting out- comes data to connect the qual- ity component of home infusion therapy with the cost savings, said Kramer. "From a payer perspective, they also want to see an outcome that prevents the patient from going back into the hospital," she said. "How do home infusion providers impact the patient's care to keep them home?" HME Business Summit