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Leaving Las Vegas

March 31st, 2009

Observations from Medtrade Spring: the weather offered a welcome break from scraping my windshield in Pennsylvania. The exhibit floor at the Las Vegas Convention Center appeared very small compared to past years. Attendance seemed to be up a tick from Long Beach last year. I enjoyed visiting with long-time (I don’t call them “old,” because they aren’t old) friends. I was even surprised by one who’s no longer working in the HME industry.

Oxygen reform, reimbursement cuts, and competitive bidding were the main topics of conversation. They also hung like a dark cloud over most proceedings.

I truly get a thrill when I can tell HME providers, “Yes,” when they ask me if our HME software can solve a current hurdle they’re facing. I got to say, “Yes” a lot throughout the week.

Another silver lining on the exhibit floor was the number of startups planned. I feel good about that entrepreneurial spirit. In spite of the industry and the hoops they must jump through, these business people can see niches where they can fit into the marketplace.

I’ve never seen so many families with young children on the Vegas strip. There’s always new construction around Las Vegas Boulevard, but I understand that some projects have been halted due to the state of the economy. The casinos became more crowded as the weekend neared, echoing the observations of our cab driver.

If you attended Medtrade Spring, what attracted you the most? The education? The opportunity to join the united front against current policies? The manufacturers?

If you didn’t attend Medtrade Spring, do you believe you missed anything?

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Leaving (for) Las Vegas

March 24th, 2009

Medtrade Spring returns to Las Vegas this week following a year’s hiatus in Long Beach, CA. I’m not sure what to expect on the exhibit floor; however, I received a couple of clues since arriving Monday (March 23rd) evening.

First of all, I’ve never seen McCarren International so empty as I stepped off the plane. Only one of the signature slot machines in the gate area was generating any income. The walk/tram ride to Baggage Claim had never been this uncrowded. The taxi stand, usually featuring one of the longest lines in the US, offered rides with no waiting.

Our cab driver forecast this type of year for Sin City from the very beginning. You see, the Consumer Electronics Show (CES), the largest international show of the year for Las Vegas, is always held the very first week of the year. As far as business activity is concerned, this huge show sets the tone for the rest of Las Vegas’ year.

Sitting down? According to our driver, the CES was down by one-third in 2009.

So what does this mean for Medtrade Spring? At one time, Medtrade was the industry event that no one could afford to miss.

Well, the Las Vegas Convention Center seemed to be lightly attended today (March 24th). Hopefully, that’s because many attendees were already settled into their seats at various educational events.

The exhibit floor itself doesn’t appear any larger than last year’s event in Long Beach. Exhibiting hours have also been cut, beginning each day at 11 AM rather than 10.

We’ll find out more over the next couple of days. However, we can take all this as a sign of the times; or, we can offer new ideas for our industry.

What better ways can you offer to organize and bring HME providers together? What better ways can we team providers with manufacturers and software partners? Are we at the point where we want to conduct all business online?

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Jive Talkin’

March 16th, 2009

I occasionally scan a few blog posts in an effort to improve my communication skills. MarketingProfs usually offers relevant content, but really hit home for me when referencing this post from Editorial Emergency. (It’ll only take about two minutes to read the post, I promise.)

You may also understand the challenges of a well-established company that continually adds value and service for its customers. When your competitors stoop to half-truth hype, outrageous offers, curious rebranding, and inconsistent pricing, you’re tempted to duke it out at that level. After all, you have the truth on your side.

At one time or another, we’ve all been mesmerized by “an offer you can’t refuse.” But I really like what this post conveys, because I’ve always been about “making lasting connections. And establishing a brand that offers genuine value. And treating potential clients with respect.” (The sleep part may be somewhat overrated, because I’m often guilty of burning the midnight oil.)

My advice? Outlast the guerilla marketing tactics. Time usually smokes out the charlatans.

As long as you remain responsive to your customers, you don’t need rebranding or infomercial-type hype. I know it isn’t exciting, but if your HME business needs to produce results, remember this: you can’t deposit hype.

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Retail in HME

March 11th, 2009
Compared to third-party orders, waiting for CMNs, delivery, and payers setting your reimbursement rates, retail is a breeze. You (and the market) set the rates, you get paid right away, and the customer walks away with new purchases in hand.

One of our HME software clients in New Jersey prides itself in its retail operation, which composes the majority of its overall revenue. Why shouldn’t you take advantage of these efficiencies, too?

If you already offer retail items, have you considered how inviting your retail environment may be for your customers? What about your retail assistants? Are they familiar with the various products you offer?

At least one independent resource can provide you with practical retail ideas, and he has the track record to back up those ideas. Mike Tracey is a 30+ year HME veteran and advocate, including experience with multiple start-ups and designing more than a half dozen brand new HME locations.

Mike also expanded a number of HME businesses while using our HME software. You can learn more about Mike’s accomplishments on his site.

Mike plans to guest blog here on retail and a number of other HME-related topics. I look forward to his input.

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Privacy, Please

March 10th, 2009

Failure to properly safeguard patient information can be costly. A large pharmacy chain recently settled a HIPAA Privacy Case for a cool $2.25 million. That certainly got my attention!

According to an Email from the HHS Office for Civil Rights (OCR), media reports alleged that patient information maintained by the pharmacy chain had been disposed of improperly “in industrial trash containers outside selected stores that were not secure and could be accessed by the public.” Under the HHS resolution agreement, the chain agreed to pay a $2.25 million resolution amount and implement a robust corrective action plan that requires Privacy Rule compliant policies and procedures for safeguarding patient information during disposal, employee training, and employee sanctions for noncompliance.

What does this mean for you? Among other things, be sure to implement adequate policies and procedures to appropriately safeguard patient information during the disposal process; and, adequately train employees on how to dispose of such information properly.

OCR has posted a new FAQ document addressing the Privacy Rule requirements for disposal of protected health information (PHI). You can also access OCR’s new health information privacy pages.

Have your company’s HIPAA compliance officer routinely review the privacy and security rules to shore up any potential issues in your operation. An accreditation inspection should smoke these out for you; however, you’ll sleep better if you review your procedures and communicate with employees on a more regular basis.

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Words

March 5th, 2009

Since I was a teenager I’ve written newspaper columns, trade magazine articles, 29-second television copy, 59-second radio copy, messages for on-hold systems, paper-based marketing materials, online marketing materials, various newsletters, and even homilies for my church. So, why has it taken me so long to begin to blog?

I’m passionate about writing. I enjoy the business of HME software. So, again, why delay?

I dove into this business in January, 2000, so I don’t consider myself an expert. I know my way around our software products, but I’ve never worked a day in an HME business.

That’s why I truly want this blog to become a dialogue. If you’re willing to communicate here about current procedures in your HME business and how HME software can better help you, I’m willing to begin writing about the very business about which you’re passionate.

Don’t worry. I also intend to allow true experts to guest blog here. The more ideas that we can bring to the forefront, the better for everyone to share in the spoils.

I’m looking forward to this new writing challenge. I hope you are, too. I invite you to subscribe as we embark on this perpetual journey toward HME efficiency.

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