For this episode of the HME Business podcast, we spoke with Sandra C. Canally, the founder and CEO of The Compliance Team. During the conversation, we discussed differences between DMEPOS retailers and suppliers, accreditation and certification, and more! Canally additionally shared some of the major highlights from The Compliance Team’s 2024 while looking ahead at the organization’s future. Thanks for listening!
Oct 24, 2024•29 min•Ep. 2
An efficient resupply system can improve the patient experience, support outstanding relationships with patients and referral sources, and provide additional revenue for home medical equipment (HME) suppliers. But finding the optimal resupply partner — one with an efficient resupply model that’s also secure — can be challenging. Mike Lorenz of Brightree discusses how a successful resupply system can elevate an HME business, and the importance of simultaneously emphasizing security.
Jul 08, 2024•26 min•Season 6Ep. 1
As crucial professionals in the healthcare continuum, home medical equipment (HME) providers must keep evolving and embracing change to better serve their patients. Matt Gruskin, Chief Operating Officer of the Board of Certification and Accreditation (BOC), discusses the value of education for the HME provider, and how better-educated providers can support better outcomes for consumers, referral partners and payers.
Nov 16, 2023•18 min•Season 5Ep. 8
Quality improvement is an integral part of achieving Home Medical Equipment accreditation and maintaining it. But how is quality improvement defined for an HME business, and what role should it play in a provider’s daily routine? Sandra C. Canally, RN, CEO and founder of The Compliance Team, discusses quality improvement best practices that can benefit providers all year long… and how to get started.
Sep 20, 2023•26 min•Season 5Ep. 7
An HME supplier’s success depends on building a team of fully trained, highly professional, and dependable staffers that are experts at what they do. But needing to frequently recruit, train, and onboard new staffers is costly in both time and productivity. In this podcast, Todd Usher of Tactical Back Office discusses remote staffing solutions — and the questions suppliers should ask to make sure they’re finding the best possible staffing partner.
Jun 30, 2023•26 min•Season 5Ep. 6
Many HME providers are opting to outsource their revenue cycle management or parts of their RCM for a lot of different reasons. Most of those reasons are focused on optimizing business performance, but there’s one more reason that might not immediately springs to mind: data security. Enida Mimani, director of Healthcare Solutions for Analytix Solutions explains how outsourcing RCM can help secure protected health information for HME businesses and their patients. Sponsored By Analytix Healthcare...
May 08, 2023•27 min•Season 4Ep. 87
The owners, operators and management of HME providers are currently contending with a tricky problem: There are certain roles within the HME business that require specialized knowledge, professionalism and dedication, yet the current job market means high employee turnover, transition and retraining. How can providers get the best talent for the job—and keep it? Jim Knight, the CEO of medical billing company ACU-Serve, has been solving problems like this in home healthcare for more than 30 years...
Feb 28, 2023•22 min•Season 4Ep. 86
HME businesses are facing staffing challenges that are impacting both their top and bottom lines, but there are outsourcing solutions that can help them. However, the key is to do it right, which means measurement and analytics. What are the metrics they should use to track and manage their performance? Sunil Krishnan, Vice President of Revenue Cycle Management at HME software company Brightree joins the podcast to share his expertise and insights. Sponsored By Brightree...
Feb 17, 2023•30 min•Season 4Ep. 85
We’ve all heard of outcomes-based and value-based care and how that trend is impacting provider care and business operations for HME providers, but what about sales? How do providers win over key referral partner and payer relationships in that environment? HME sales expert Ty Bello, RCC, president and founder of industry sales and management coaching firm Team@Work Coaching says that HME providers need to start engaging in outcomes-based selling, and joins the podcast to talk more about what th...
Jan 25, 2023•16 min•Season 4Ep. 84
Recent CMS audits of Medicare Advantage health plans uncovered roughly $12 million in net overpayments. Moreover, CMS said it was going to extrapolate the payment error rates across all Medicare Advantage plans to recoup an estimated $650 million. As a result, Medicare Advantage plans are now auditing the companies with whom they work—including HME providers. Audit expert Wayne van Halem, president and founder of the audit consulting firm The van Halem Group , discusses what this means for the i...
Jan 11, 2023•16 min•Season 4Ep. 83
In less than two weeks, the industry will pack its bags to attend Medtrade East , which runs Oct. 24-26 at Atlanta’s Georgia World Congress Center. This year marks some changes for the event before it moves to Dallas in 2023, and Show Director York Schwab joins the HMEB Podcast to discuss what’s new for Medtrade East. From a new hall, more exhibitors, a new schedule lineup, and revised educational offerings, there’s a lot to take in at the show.
Oct 14, 2022•14 min•Season 3Ep. 82
Medicare accreditation goes much deeper than simply being able to bill Medicare as a DMEPOS supplier. In fact, accreditation has considerable strategic value for HME providers when it comes to differentiating themselves in their marketplace, uncovering new opportunities, and demonstrating their expertise to referral partners. Matt Gruskin, the chief operating officer of The Board of Certification/Accreditation (BOC), returns to the podcast to how providers can make the most of their accreditatio...
Sep 30, 2022•19 min•Season 3Ep. 81
Everyone HME provider knows that if you’re going to be a DMEPOS supplier, then you need to be accredited to bill Medicare. But what if you’re an HME provider that doesn’t supply Medicare? More specifically, what if you’re a retail provider and need some way to demonstrate your expertise to your customers? Sandy Canally, RN, founder and CEO of accrediting organization The Compliance Team , joins the podcast to discuss a brand new certification program for non-Medicare providers....
Sep 27, 2022•23 min•Season 3Ep. 80
Running an HME or CRT business is filled with a dizzying array of complex workflows and unique business, funding and care protocols, practices and procedures. That’s why Bill Paul, who, as a one-time CRT provider, built a series of technology tools to help his business. Those tools went on to become the core of his current business, ATLAS Technology , where he serves as CEO. Paul and several of the ATLAS Technology team join the podcast to discuss the technology, telehealth, clinical care, and b...
Sep 16, 2022•28 min•Season 3Ep. 79
Ask any retail HME provider, and they’ll tell you that customer attitudes concerning the economy are impacting their buying habits. That’s not surprising, as monthly consumer sentiment data bears that out. Simply put, consumers are worried. So, how do retail HME providers manage those customer concerns during times of uncertainty? Sean Stapleton, CEO of MedGuard Protection Plans , joins the podcast once again to offer some strategies and tools that providers can employ to not only address those ...
Sep 09, 2022•22 min•Season 3Ep. 78
Resupply plays a pivotal role not only in sleep apnea patients’ therapy compliance and outcomes, but in the health of an HME provider’s business performance as well. That said, sleep resupply requires managing an enormous number of details for each patient. That’s why automating the process is so essential. Mike Lorenz, vice president of Resupply at HME software company Brightree , joins the podcast to talk about how far systems for automating resupply have come, the results they’ve achieved, an...
Aug 18, 2022•26 min•Season 3Ep. 77
Could Medicare finally fund seat elevation systems for power wheelchairs? For the first time ever, it’s looking possible. Medicare is opening its NCD up to review, which would mean a public comment period, and setting the stage for that was a virtual roundtable hosted by the National Council on Disability regarding funding the systems. Seth Johnson, the senior vice president of Government Relations for Pride Mobility/Quantum Rehab, joined the podcast to give us an insider’s view of the roundtabl...
Aug 09, 2022•29 min•Season 3Ep. 76
Up until the Covid-19 public health emergency was declared, telehealth wasn’t at the top of the list of HME providers’ priorities. Now, telehealth has become the norm in U.S. healthcare. Dr. Scott Martin, the medical director of TeleHealth Clinical Evals , and Maxine Paul, the vice president of operations for TeleHealth Clinical Evals, join the podcast to discuss how referral partners and patients have rapidly adopted telehealth, how HME providers can leverage telehealth to improve care and stre...
Jun 28, 2022•30 min•Season 3Ep. 75
On June 1 an armed assailant entered Tulsa, Okla.’s Saint Francis Hospital and opened fire, killing four people and injuring a number of other victims. How has that event impacted hospital security, and how might that in turn impact HME sales professionals? HME sales expert Ty Bello, president and founder of Team@Work Coaching , and security expert Ralph C. Jensen, editor-in-chief and content director of Security Today , join the podcast to share their insights....
Jun 23, 2022•27 min•Season 3Ep. 74
The transition to the homecare setting represents an omnipresent challenge for anyone involved in post-acute care — and particularly for HME providers. Vijay Kedar is the co-founder and CEO of Tomorrow Health , a company that has created a system that helps HME providers, referral partners, payers, patients and their caregivers coordinate more seamlessly. Kedar joins the podcast to talk about the issues surrounding the homecare transition and how HME providers benefit from smoothing that process...
Jun 01, 2022•30 min•Season 3Ep. 73
We’re familiar with protection plans in our personal life, but there are some strong arguments why HME providers should consider offering them to their retail customers. MedGuard Protection Plans , is now offering these plans to the HME industry, and MedGuard CEO Sean Stapleton joins the HMEB podcast to talk about how offering product protection plans can help increase retail revenue, strengthen patient loyalty, and benefit the continuity of care.
May 23, 2022•20 min•Season 3Ep. 72
The world of HME is all about patient relationships — putting the patient front and center in the process. Maintaining patient relationships and maximizing patient engagement results in improved compliance and increased referrals. And it turns out the key to making that happen might be a lot more common than we realize. James Yi, the Director of Product Management over Digital Connectivity for industry software maker Brightree LLC , discusses the most effective approach to patient engagement and...
May 16, 2022•27 min•Season 3Ep. 71
VGM’s Heartland Conference is making its return as fully in-person event on June 13-15 in VGM’s hometown of Waterloo, Iowa, and is offering a lot of new features as well as familiar favorites. Conference Chair Jill Blaser visits the HMEB podcast to offer a taste of what’s in store with Heartland’s conference, expo and social events. From the hog roast to specialized conference tracks and a remodeled convention facility, there’s a lot to learn about. Bonus link: Prospective attendees can visit th...
May 13, 2022•11 min•Season 3Ep. 70
Vertical integration is a term that gets tossed around in healthcare, but what does it mean for the home medical equipment industry, and what should providers know about the trend? Laura Williard of the American Association for Homecare explains the trend and how it might impact the industry and outlines strategies for how the industry and providers can operate in such an healthcare marketplace.
May 03, 2022•14 min•Season 3Ep. 69
Have you been wondering about Round 2024 of competitive bidding? You’re not alone. AAHomecare’s Vice President of Regulatory Affairs Kim Brummett sat down with HMEB during this week’s Medtrade West event to discuss how the next round of competitive bidding might play out, what CMS might do, and where the program might be headed in the future.
Apr 07, 2022•13 min•Season 3Ep. 68
HME industry advocates are currently focused on two pivotal legislative fights: advancing H.R. 6641 and working with Senate contacts on approaches to preserve the current 75/25 blended rate for non-rural, non-CBA suppliers beyond the end of the public health emergency (PHE). Jay Witter, the senior vice president for public policy at the American Association for Homecare explains why both efforts are crucial and how providers can help. Then he offers a sneak peek at the upcoming AAHomecare Update...
Mar 24, 2022•30 min•Season 3Ep. 67
With Covid-19 on the wane, Medtrade West is returning to Arizona’s Phoenix Convention Center April 4-6, and the show offers some new features and creative tweaks on existing show content. In this episode, Medtrade Show Director York Schwab pulls back the curtain on the upcoming event to offer a sneak peek at what the conference and exposition has to offer this year.
Mar 11, 2022•14 min•Season 3Ep. 66
How well do you understand CMS’s Covid-19 vaccine mandate for providers and suppliers? Are you sure? It turns out that, while the agency didn’t directly include DMEPOS suppliers and DME pharmacies, those businesses might still need to comply with the guidelines if they want to keep doing business with certain referral partners. Sandy Canally, RN, founder and CEO of accrediting organization The Compliance Team , has been studying the issue closely and joins the podcast to share her insights....
Mar 01, 2022•16 min•Season 3Ep. 65
Covid-19 has forced a lot of change when it comes to respiratory services. How has the situation evolved for oxygen and respiratory providers and the clinical care team? John Medina, RRT, director of sales at CAIRE Inc. , and David Lyman RRT, RRT-SDS, vice president of VGM Respiratory , join the podcast to explore topics such as new variants, telehealth, frequent of RT check-ins, the pandemic’s impact on other home oxygen patients and much more. This is a deep dive into an ongoing situation. Spo...
Feb 14, 2022•36 min•Season 3Ep. 64
HME providers initially got a brief break from Medicare claims audits during the Covid public health emergency, but after resuming audits, the HME industry will face expanded audit challenges in 2022. And Medicare isn’t the only source of claims audits, either. Audit expert Wayne van Halem, president and founder of the audit consulting firm The van Halem Group , discusses what providers can expect this year and how an upcoming webinar can help them....
Jan 20, 2022•18 min•Season 3Ep. 63
