Sleep therapy is all about reinforcing patients’ compliance with their care, and the primary way to achieve that lies in ensuring they have the right mask for them. Comfort remains king. But there are several patient factors that mask fitting traditionally hasn’t taken into account, but probably should have. Well a new technology, MaskFit AR, is trying to change that. Cox Tan-Ngo, the CEO of A R Medical Technologies , talks about how his company and its technology is trying to change mask fittin...
Jan 10, 2022•20 min•Season 3Ep. 62
For the past 18 months, only one trend has impacted the entirety of the HME industry, and of course, that trend has been COVID-19. Joining the podcast to discuss how the pandemic has affected accreditation for HME providers are José Domingos, the president and CEO of the Accreditation Commission for Health Care ( ACHC ), and Tim Safley, the program director for ACHC. Both guests explain how their company responded to the public health emergency, how that influenced CMS, and explore how they—and ...
Nov 16, 2021•26 min•Season 2Ep. 61
Staffing solutions are becoming an increasingly important part of how HME providers run their business. They let providers more nimbly expand and contract their staff based on referral partner and patient needs while pursuing new market opportunities. One new staffing solution is rtNOW , a company that provides telehealth staffing of RTs. Chuck Stadler Jr, the president and CEO of rtNOW joins the podcast to discuss his service and how it helps sleep and ventilator providers better serve patients...
Nov 04, 2021•15 min•Season 2Ep. 60
Equipment management sits at the heart of nearly everything HME providers do, but recent trends such as Covid-19 and the increased emphasis on infection control have made this fundamental business process all the more critical. Founder and CEO of the accreditation organization The Compliance Team Sandra Canally, RN, discusses what goes into effective HME equipment management, why it’s crucial from a business and care perspective, and how providers can optimize their equipment management....
Oct 05, 2021•20 min•Season 2Ep. 59
What happens when your best employee isn’t exactly your employee? HME staffing firm Tactical Back Office was born out of an HME provider seeking a new way to create flexible, scalable teams for HME providers. The goal was to find staff that could be relied on to carry out back-office and front-office functions at top performance levels for the long haul. The result is what Tactical Back Office founder and CEO Todd Usher calls insourcing, and it’s something he’s developed into a growing staffing ...
Sep 28, 2021•20 min•Season 2Ep. 58
HME providers and accrediting organizations share a common dilemma: Providers are trying to fill new and unique care segments as well as rapidly take advantage of market opportunities. They also face a constant flood change management challenges. At the same time, those providers still need to get accredited. So how do accreditation standards become similarly flexible to help providers remain strategic? Jackie King and Dan McPhilemy of Community Healthcare Accreditation Partners (CHAP) discuss h...
Sep 20, 2021•23 min•Season 2Ep. 57
Any sleep provider will tell you resupply is a critical component of patient care and therapy outcomes, as well as a fundamental element of their business performance. They’ll also tell you it is a costly and complex workflow desperately in need of as much automation as possible. Enter “no-touch resupply.” Michael Lorenz, vice president of resupply software for Brightree , joins the podcast to describe the technology behind no-touch resupply, how it radically refines workflows, and what kinds of...
Aug 24, 2021•29 min•Season 2Ep. 56
As the delta variant of COVID-19 makes a greater and greater impact on American healthcare, post-acute care and HME providers are really starting to feel its presence, particularly on the supply side of the industry. Spectrum Medical Supply CEO Steve Ackerman explains how, just as the delta variant is starting to impact post-acute care, HME providers’ costs have really started ramping up. What can be done?
Aug 20, 2021•26 min•Season 2Ep. 55
While COVID-19 ramped up the need for telehealth and remote connectivity for both HME patients and remote and distributed HME workforces, the need for security HME providers’ data predated the pandemic. Jerry Dennany, Chief Technology Officer for Brightree , discusses the factors that have been driving the need for more remote security, the increasing number of healthcare data attacks, and how providers can take steps to secure their data both in terms of technology and business processes....
Jul 29, 2021•17 min•Season 2Ep. 54
The year marks the big year for DMEPOS accreditation renewal for HME providers, and a major part of that process is the site survey. And, when it comes to those site surveys, there are some common pitfalls providers need to know to avoid. Matt Gruskin, credentialing director for the Board of Certification and Accreditation , points out regularly occurring site survey issues that can be easily prevented, and also discusses how providers can deal with corrective action plains, as well. If you want...
Jul 20, 2021•26 min•Season 2Ep. 53
The return of Medtrade West also saw the return of the American Association for Homecare Update , in which HME Business’s David Kopf, as well as the audience, queried the association’s President and CEO Tom Ryan, along with Vice Presidents Jay Witter, Kim Brummett and Laura Williard, on a broad range of topics. For folks who couldn’t make the update, HMEB I circled back with Witter, Brummett and Williard to get the low down on some of the top line items they wanted to make sure providers had on ...
Jul 16, 2021•31 min•Season 2Ep. 52
As U.S. healthcare emerges from the COVID-19 PHE, HME providers face five referral sales challenges that they must overcome if they want to succeed in the “new normal.” HME sales expert Ty Bello, CEO of HME sales coaching and consulting firm Team@Work , reviews those challenges and then outlines multiple ways HME providers can tackle each. If you’re looking for concrete sales strategies for the here-and-now reality of today’s referral sales market for HME, listen to this episode. Sponsored by Pl...
Jun 10, 2021•26 min•Season 2Ep. 51
Brace yourself! COVID-19’s impact on U.S. healthcare might be fading, but not the patient demand. If anything, you can expect increased patient needs and a broadening set of requirements from your referral partners. Are you ready? Founder and CEO of The Compliance Team Sandra Canally, RN, is seeing some serious pent-up demand in the marketplace. Pair that with new services and capabilities that HME providers started offering to contend with the pandemic, and we could see the rise of what Cannall...
May 21, 2021•28 min•Season 2Ep. 50
HME businesses have adapted to a considerable number of changes during COVID-19, but what ones will stick around for the long haul? Tim Safley, the program director for the Accreditation Commission for Health Care ( ACHC ) has been in an interesting position when it comes to helping providers integrate new policies and procedures into their operations and workflows. He talks about the major changes the industry has experienced, such as infection control and telehealth, what ones will last, and w...
Apr 27, 2021•33 min•Season 2Ep. 49
When the COVID-19 pandemic, one sector of post-acute care that got hit hard was complex rehab, but there was an silver lining: CMS and other payers relaxed the guidelines around telehealth as a means to carrying out patient evaluations. One company that has been at the fore of that technology is TeleHealth Clinical Evals, and its CEO, Bill Paul, joins the podcast to talk about the importance of telehealth for CRT, the technology and tools involved, the problems they solve, and the benefits teleh...
Apr 20, 2021•29 min•Season 2Ep. 48
Worried about audits? Maybe you should be. After hitting pause on claims audits during the COVID-19 PHE, CMS surprised everyone last fall by announcing it would resume those audits. Well now CMS has started restarting audits and audit expert Wayne van Halem, president of The van Halem Group , joins the podcast to discuss how CMS’s resumption of TPE, RAC and other audits programs is progressing, as well as what expanding resources at OMHA might mean or HME providers....
Apr 07, 2021•35 min•Season 2Ep. 47
One segment of HME that has typified the entire industry’s experience with handling the disease has been sleep therapy. Now that we are in the middle of the vaccine rollout, sleep providers — like all HME providers — are seeing some light at the end of the tunnel. What happens next? Gary Sheehan, MBA, CEO of Spiro Health , who has shared his insights and perspectives during the pandemic, rejoins the podcast to discuss how sleep providers and the entire HME industry can transition into a post-pan...
Mar 25, 2021•29 min•Season 2Ep. 46
If providers learned anything from COVID-19, it’s that they need a more robust and professionally aggressive selling process. Ty Bello, CEO of HME sales coaching and consulting firm Team@Work , explains why the new normal for HME sales will be grounded in market data and customer relationship management. He discusses how HME market data has grown will be the driving force helping HME sales teams to grow existing referral sources and open new ways to gain market share. Then, he delves into the po...
Mar 16, 2021•23 min•Season 2Ep. 45
When it comes to inventory management and equipment maintenance, HME providers contend with a unique dilemma: they have a considerable amount of inventory overhead, and much of it is out in the field. Simply put, where’s their stuff? And as COVID-19 has driven treatment into the home setting, that challenge the issue has only gotten larger. Industry supplier McKesson’s Biomedical Solutions business offers some clever technology for tackling that challenge, and Dylan Ross, vice president and gene...
Mar 01, 2021•20 min•Season 2Ep. 44
Various healthcare and market trends have been pushing the digital patient experience toward the home medical equipment industry for a few years, but COVID-19 set that motion on fast-forward. So what is the digital patient experience, why is it important to HME, and how do providers optimize and manage their patients’ digital experience? Nupura Kolwalkar, Chief Product Officer for HME software company Brightree joins the podcast to dive into the topic....
Feb 25, 2021•30 min•Season 2Ep. 43
It’s 2021, and it’s time to think about how sales strategy will change for HME this year. Last year brought COVID-19 and with it considerable upheaval when it comes to HME sales, but providers learned several strategic sales lessons and innovated a number of creative solutions to tackle the PHE’s challenges. What lessons can they apply this year, and what changes can they expect? Joining the podcast to talk about those questions and a whole lot more is Ty Bello, CEO of HME sales coaching and con...
Jan 28, 2021•22 min•Season 2Ep. 42
It's 2021, and with the New Year comes an accreditation renewal cycle for most DMEPOS providers. What do providers need to be thinking about this year and how should they be preparing? How has COVID-19 altered the accreditation process? What other factors could impact how providers proceed? Accreditation expert Sandra C. Canally, RN, the CEO and founder of accreditation organization The Compliance Team , shares her knowledge on these topics and more....
Jan 15, 2021•26 min•Season 2Ep. 41
The New Year is nearly upon us, and 2021 represents another big renewal year for DMEPOS accreditation. Moreover, during these three-year renewal cycles, providers often consider switching up their accreditation organization (AO). What are some the reasons that might make a provider consider switching things up? Is COVID-19 playing a role in that decision? What are the timing issues in play? What should they be asking AOs? Sandra C. Canally, RN, CEO and founder of AO The Compliance Team , shares ...
Dec 03, 2020•23 min•Season 1Ep. 40
After weeks of radio silence, CMS finally announced Round 2021 and its proposed rule for rural providers. The announcement was shocking: it was only bidding two categories — both over-the-shelf braces — and punting on the 13 remaining categories. That news left the industry feeling somewhat in limbo and wondering what this meant for pricing and the possibility of futures rounds. Tom Ryan, president and CEO of the American Association for Homecare stopped by the HME Business podcast to clarify, s...
Nov 06, 2020•20 min•Season 1Ep. 39
Sleep therapy is a perfect micro that defines the macro of HME when it comes to COVID-19. Sleep therapy providers have had to ascend a steep learning curve to reshape how they safely and effectively provide products and services. Now that we are seven months into the public health emergency, Gary Sheehan, MBA, CEO of Spiro Health , catches up with the podcast. He discusses sleep care, COVID-19, the lessons sleep providers have learned, and how those lessons might carry them into a post-pandemic ...
Oct 20, 2020•16 min•Season 1Ep. 38
Back on March 30, CMS suspended its claims audits for the COVID-19 Public Health Emergency. Well, CMS surprised everyone in August by announcing it would resume those audits. Audit expert Wayne van Halem, president of The van Halem Group , discusses how CMS will likely phase back in the DME MAC Targeted Probe and Education, Supplemental Medical Review Contractor (SMRC) reviews and Recovery Audit Contractor (RAC) audits. He also outlines how providers should prepare, and tackles additional questi...
Sep 18, 2020•21 min•Season 1Ep. 37
Do you have a free five minutes between now and Aug. 31? Then you have time to protect a vulnerable patient group. Don Clayback, executive director of the National Coalition for Assistive and Rehab Technology ( NCART ), sits down with HMEB to discuss a campaign to convince lawmakers to add their signatures to a House sign-on letter urging CMS to not apply competitive bidding-derived pricing to accessories for manual complex rehab wheelchairs.
Aug 26, 2020•13 min•Season 1Ep. 36
Tom Ryan, president and CEO of the American Association for Homecare , stops by to discuss two key items: First, he shines a spotlight on the association’s Ambassador Program, a unique effort by high-profile industry stakeholders to get more HME providers involved in the association. Second, he discusses the current effort to get HME stakeholders to help convince lawmakers to sign a House sign-on letter calling on CMS to delay Round 2021 of competitive bidding. The deadline is July 29....
Jul 27, 2020•25 min•Season 1Ep. 35
Consumer financing is becoming commonplace in post-acute care, and that includes HME. In fact, with retail sales playing such a pivotal role in provider revenues, accommodating credit is downright essential. However, there are still providers who are unclear on healthcare-specific financing for HME. What do providers need to know to support healthcare credit cards — and reap the benefits? Randy Baldwin and Claude Royster of healthcare credit card company CareCredit share their expertise....
Jul 07, 2020•29 min•Season 1Ep. 34
Providers and vendors have deployed a lot of smart care tools and solutions during COVID-19. What happens after the crisis passes? Arturo Garcia, senior product manager of connected solutions for sleep therapy equipment maker ResMed , joins the podcast to look at how sleep therapy providers are leveraging virtual and digital solutions during the COVID-19 pandemic, and how those new protocols and care methods will improve sleep therapy in the post-pandemic future....
Jun 01, 2020•28 min•Season 1Ep. 33
