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Common Sense (and Dollars)

July 26th, 2010

Does anyone else think it’s amazing that a government that can make a trillion dollars disappear at the drop of a hat is gloating at the possibility of saving only $17 billion over ten years? It’s even more ironic that they’re proudly going through with National Competitive Bidding at the expense of job-creating small and medium businesses, who will simply erode the current tax base from both an employer and employee perspective.

I’m all for reining in waste at all levels of government, but where’s the common sense here? And this is before we ever get to the points of NCB sustainability.

Will hospital discharge planners need to coordinate with a half-dozen home care suppliers, three of which are out-of-state, to send one Medicare patient home? I can hear the 2011 conversation now:

“You’re saying that you can supply the hospital bed, but can no longer supply the oxygen?”

“That’s right. You see, we didn’t bid 30% below our cost; however, I’m sure the bid winner who’s three states away will be happy to take your call.”

All for $1.7 billion annually for ten years. Maybe Thomas Paine should be required reading to become a bureaucrat.

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A Happy Ending?

July 19th, 2010
HME Happy Ending

A feather in Medicare’s cap for rooting out more fraud. No matter how the publicity angle appears, this is good news for the HME industry.

You’re thinking, “Brian’s finally gone over the edge,” right? Maybe. (Of course, maybe you’d been thinking that for quite some time!)

For at least two reasons, I believe this is positive for legitimate HME providers.

#1 – You didn’t participate in this fraudulent activity, did you? So how can you be held responsible? Don’t fret over what you can’t control. We can’t control whether someone else decides to commit federal crimes.

#2 – Medicare did its job by uncovering these crimes using the current tools available to it. Rather than continuing to tighten the screws on law-abiding, beneficiary-serving HME providers, CMS went after the bad guys. And it worked.

If CMS continues this strategy, other bad guys may decide that bilking Medicare isn’t as profitable as they’d hoped. The result is that more of the Medicare budget will go toward the beneficiaries who deserve a certain level of care.

CMS looks good for its stewardship over our tax dollars. Real HME providers look good for continuing to lawfully provide the products, services and intangibles that you provide every day. Now, that story has potential for a mutual happy ending.

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Express Retail – Receipt & Report

July 13th, 2010
Web Edition Express Retail Sales

Fast retail transactions only make sense if they’re accurate. Throughout this series of posts, we’ve selected an existing customer, identified the products to be purchased, automatically assessed sales tax, and split the customer’s payment methods.

Once the leftover amount is $0.00 (either due to handing change to the customer or splitting the entire payment among various transaction types), Web Edition HME software displays a Checkout button. The Checkout button will not display until Change Due equals $0.00.

Web Edition automatically opens a new browser tab displaying the retail receipt. Here’s an example of a standard receipt, although you can customize a receipt to your specifications.

Since the receipt displays in your Web browser as a PDF, you can print it anywhere you want, including a 3-inch receipt printer. If your customer ever needs another printed receipt, you can easily accommodate. The duplicate will clearly display “Reprint Receipt” to signify that it isn’t the original.

At the end of each retail shift or the close of your business day, you can easily generate a Daily Cash Sales report to balance each cash drawer at each location and reconcile your bank deposit. You can view a quick sample featuring a single transaction.

Retail is included with your Web Edition HME software so you can easily tap into that revenue stream. Contact me or watch our quick video to learn more about how our express retail flow can help your HME business.

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No Precedent

June 1st, 2010
Web Edition HME Software PECOS Enrollment Check

The speculation on whether PECOS-related edits will deny your claims as of July 6, 2010, is maddening. The most we can say for certain is that it’s a possibility, and could be enforced retroactively.

Scary, huh? Even more frightening is that I can’t think of any business analogy of one party being denied reimbursement for services rendered due to the direct (in)action of another party, whose reimbursement is totally unaffected. Am I missing something here?

Now, on top of that scenario, CMS may allow your reimbursement prescribed by a non-PECOS enrolled provider after July 6. And then, some time this autumn, they can say, “You know what, Mr. HME? We’re a bit short on funds, so we’re going to reverse those claims from July 6 forward.”

Besides unifying behind a strong lobbying force like the AMA, the best you can do is use the best tools available to you to prepare for the worst-case scenario. I believe that includes our Web Edition HME software. Here’s why:

  • you add physicians and their accurate NPIs directly from the NPPES database;
  • you’ll know immediately whether a physician is PECOS-enrolled; and,
  • you’re as efficient as possible, because you never leave Web Edition to get the accurate information you need.

Each PECOS-enrolled physician is highlighted with a green background in the physicians’ smart lookup. Plus, when you select a prescribing physician for an order, you’ll automatically see a "PECOS Enrolled" message display with a green background.

We can’t force physicians to comply with PECOS any more than we can show CMS that dumping on home care actually raises health care costs. However, we could help you get the PECOS enrollment information you need faster. So we did.

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Home Care Business Opportunity Upswing?

May 4th, 2010

Really? I was surprised when I saw the headline, too. Here’s where you can read the entire article, which I discovered in Tim Rowan’s Home Care Technology Report.

Could the home care and HME glass really be half full? Feel free to add your comment.

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I Had Dinner with Stephen Strasburg Wednesday Night

April 8th, 2010

Yes, that Stephen Strasburg. If you’re not aware who he is, take a moment to Google his name.

Although the headline got your attention, it’s also just a bit deceptive. Allow me to clarify: Stephen and I mingled in the same room prior to dinner, and then had dinner in the same room, but not at the same table.

Before you label me “completely” deceptive, I did enjoy dinner (at the same table) with one of Stephen’s outstanding teammates, along with my family and some friends from the Harrisburg Senators fan club. That’s why I stated that the headline is “just a bit” deceptive.

The point? When you advertise your HME business, don’t attempt to deceive, even just a bit, because the people you’ll want to impress will see though the ruse.

As an HME software partner, we’ve tolerated deceptive claims from a competitor over the past few years. But we take the high road. We realize that these things usually have a way of working themselves out.

Build trust with your customers and referral sources. It’ll be appreciated long-term much more than a quick attention-grab.

Oh, and Stephen seems like a nice enough young man. I preferred to give him some space while I caught up with many of his teammates and coaches.

I still may drive to Altoona this Sunday so I can boast that I was there for his first professional start. If I do, at least that will be a legitimate claim.

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Special Delivery

March 29th, 2010

Here’s another perspective on setting your company above what a competitor can do. What do you offer your DME customers? The same or similar products as your competitor? So, how do you differentiate your company from the competition?

Maybe you’re thinking, “But look at the vast differences between our ‘XL3000′ and their cheap imitation. Potential customers will see right through that ruse.” Maybe so, but probably not.

Remember that you’re much more educated regarding the “XL3000.” Many potential customers may not get excited over those advantages.

Don’t worry. You’re not alone.

We, as an HME software partner, we face the same challenges as you. Some HME providers believe “all the software vendors do the same thing. As long as I can bill and get paid, ….”

And we say, “Wait a minute. The differences among us are like night and day.” So we either need to educate you regarding those differences (until your eyes glaze over) or accept the fact that HME software is now perceived as a commodity, like toothpaste. I know I need toothpaste, but I’ll buy whatever’s on sale when I need it.

The downfall of that analogy is that my tube of toothpaste may last a couple of weeks. If I don’t like what I bought, I’ll grab another brand next time.

HME software, which is critical to the management of your business, isn’t practical to purchase every couple of weeks. One owner once likened switching software to “having a fire.”

Even though we believe we offer the best HME software value, all the other vendors probably believe they do. So, although we’re very different, we face the same challenges as you with your “XL3000.”

We constantly scrutinize how best to “special deliver” our HME software and service to our awesome client base. They all may appreciate different benefits that our HME software provides, but they usually prefer to sing the praises of our people. I can accept that.

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Still Hearing Choruses on Health Care

March 24th, 2010

Let’s offer HME providers (and other business owners) some practical advice. How do you approach your staff regarding this issue?

Communication, as usual, is the key. Jennifer Benz of Benz Communications presents a template for you.

The Kaiser Foundation has a side-by-side comparison tool on its site, so you can select various components of different versions of the bill. The site also features a Health Reform Subsidy calculator that you may want to try.

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HME Refrain

March 23rd, 2010

To follow up “Listen to the Music,” here’s the HME refrain as presented by two HME media sources:

House Passes Health Care Reform from HME Business and AA Homecare Vows Fight on Health Reform Provisions from Home Care.

Any other sources? Any good news?

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Listen to the Music

March 22nd, 2010

My intention was to present some links to well-written articles and blog posts about health care reform in this space. Sadly, I couldn’t find any.

Everything I read today was either slanted one way or another; or, left me embarrassed by off-color and hateful comments for fellow Americans. That, in itself, is a pretty sad commentary. I certainly won’t promote either sort of poison pen (or keyboard).

Update: naturally, soon after I post, I’m trumped by Joan Cross, FAMES Executive Director, who obviously has much better research skills than I. Joan presented this article by Marrecca Fiore from AOL Health in a FAMES Email.

Are you aware of any [other] solid, unbiased stories? How about any related to the effect on HME providers? If so, please share so we can alert the whole class.

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