HomeCare Experts


For updates on legislative and regulatory issues, the inside scoop from Washington and advice on better ways to run your business, check these exclusive HomeCare columns every month.

Accreditation Now

Mary Ellen Conway, RN, BSN, is president of Capital Healthcare Group, LLC, Bethesda, Md., which provides health care management expertise in accreditation preparation and survey follow-up, operations assistance, design of quality improvement programs and outcome measures. She can be contacted by phone at 301/896-0193 or through www.capitalhealthcaregroup.com.

New PECOS Accreditation Process Takes Effect Jan. 6

Enroll to avoid being denied by CMS

The Bottom Line

Miriam Lieber is president of Lieber Consulting, Sherman Oaks, Calif., specializing in operations management and reimbursement for the HME industry. You can reach her at 818/789-0670 or by email at miriam@lieberconsulting.com.

Be a Leadership Influence

Build trust in your people through expectations, vulnerability and dedication

Sales Notebook

Louis Feuer is president of Dynamic Seminars & Consulting Inc. and the founder and director of the DSC Teleconference Series, a teleconference training program. He can be reached at www.DynamicSeminars.com or by phone at 954/435-8182.

Benefit From Complaints

Prepare your business to handle negative customer feedback in a beneficial way

Washington Wit & Wisdom

A specialist in health care legislation, regulations and government relations, Cara C. Bachenheimer is senior vice president, government relations, for Invacare Corp., Elyria, Ohio. Bachenheimer previously worked at the law firm of Epstein, Becker & Green in Washington, D.C., and at the American Association for Homecare and the Health Industry Distributors Association. You can reach her by phone at 440/329-6226 or by e-mail at cbachenheimer@invacare.com.

AAHomeCare Update

Tom Ryan is the President and CEO of the American Association for Homecare. He can be reached at (202) 372-0753 or tomr@aahomecare.org.

Tyler J. Wilson is former president and CEO of the American Association for Homecare, headquartered in Arlington, Va. He can be reached at tylerw@aahomecare.org. For more information on critical homecare issues, visit the association’s website at www.aahomecare.org.

Wayne Stanfield is former vice president of provider relations at the American Association for Homecare, and former president and CEO of the National Association of Independent Medical Equipment Suppliers (NAIMES). Wayne is co-owner of a northern Virginia DME supplier and executive director of the Home Care Alliance of Virginia (HCAV). You can reach him at 434-572-6779 or wstanfield@hcav.com.

Four Reasons Collaborating Can Benefit AAH and CMS

It is time to press the reset button.

Working Down Denials

Sarah Hanna is a reimbursement consultant and vice president of ECS Billing & Consulting, Tiffin, Ohio, and specializes in proper billing protocols, Medicare coverage guidelines and billing office procedures. She can be contacted at 419/448-5332 or sarahhanna@bright.net.

Additional Documentation Requirements

Stay aware of medical coverage changes and what written proof you need upon request.

Compliance University

Neil B. Caesar is president of the Health Law Center (Neil B. Caesar Law Associates, PA), a national health law practice in Greenville, S.C. He also is a principal with Caesar Cohen Ltd., which offers compliance training, outsourcing and consulting and the author of the Home Care Compliance Answer Book. He can be reached By e-mail at ncaesar@healthlawcenter.com or by telephone at 864/676-9075.

Selling to Potential Partners

Effective compliance programs provide reassurance to important third parties

Law School

Jeffrey S. Baird, Esq. is chairman of the Health Care Group at Brown & Fortunato, P.C., a law firm based in Amarillo, Texas. He represents pharmacies, infusion companies, home medical equipment companies and other health care providers throughout the United States. Baird is board-certified in health law by the Texas Board of Legal Specialization. He can be reached at 806/345-6320 or jbaird@bf-law.com.

Examine the Requirements of the Medicare Anti-Kickback, Stark and Applicable State Statutes

Understand the ins and outs of providing gifts to physicians

Marketing Matters

Colette Weil is managing director of Summit Marketing, Mill Valley, Calif., a consulting firm specializing in strategic marketing and program development. You can reach her at cweil@summitmktg.com or 415/388-5303.

Washington Outlook

Seth Johnson is vice president of government affairs for Pride Mobility Products Corp. and is based in Washington, D.C. He is also the vice-chair of the AAHomecare Rehab and Assistive Technology Council. In his role with Pride, Johnson lobbies on Capitol Hill, the White House and CMS on major policy issues impacting rehab providers. Before joining Pride, Johnson was the vice president of government affairs for AAHomecare.

Audit Relief Legislation

Potential reform is on the horizon for the DMEPOS auditing process

NAIMES Notes

Wayne Stanfield is former vice president of provider relations at the American Association for Homecare, and former president and CEO of the National Association of Independent Medical Equipment Suppliers (NAIMES). Wayne is co-owner of a northern Virginia DME supplier and executive director of the Home Care Alliance of Virginia (HCAV). You can reach him at 434-572-6779 or wstanfield@hcav.com.

Fool’s Gold

Medicare reimbursement fees are arbitrary and artificial, bearing no resemblance to actual HME/DME...

Case Studies

Edward Vishnevetsky is a health-care attorney and commercial litigator at Munsch Hardt Kopf & Harr, P.C., and frequently speaks and writes on the topic of Medicare audits at the state and national level. He can be reached at 214-855-7546 or evish@munsch.com. Learn more at www.munsch.com.

Avoid an Employee Lawsuit

Follow these points to better protect yourself under the Fair Labor Standards Act

Shelly Sez

Shelly Prial is a well-known authority on the HME/DME industry and president of Prial Consulting. He and his wife Thelma can be reached at shelly.prial@att.net.

Get the Most out of Your Attendance at Medtrade This Fall

How to prepare for the upcoming show.

Capital Commentary

Bradley Smith, ATP, is a former DME owner and currently a vice president for American Healthcare Capital and consultant for BMS Consulting, advising DMEs on a variety of management topics. He can be reached at 817-793-3773 or brad@americanhealthcarecapital.com.

How to Create Clear Value

Consider your buyer’s interests when undergoing an acquisition or transaction

Oxygen Applications

Bill Wood is an RRT who is responsible for U.S. Homecare at Nonin Medical, Inc. Nonin invented finger pulse oximeters and is a leader in noninvasive medical monitoring. For more information, visit www.nonin.com/homecare.

Oxygen Conservation

An opportunity to save, in more ways than one

Software Solutions

Dave Cormack is an entrepreneur with an international track record of building successful customer-centric organizations. Since 2005 he has served as president and CEO of Brightree. Go online to www.brightree.com.

How to Select a Software Provider

Your best fit will measure priorities, reduce risk and increase productivity

Open House

Marketing for Home Accessibility

Three essential questions to answer before you get started

Retail Revolution

Jack Evans is president of Malibu, Calif.-based Global Media Marketing, an HME consulting firm specializing in retail sales, layout and operations. You can reach him at jevans@retailhomecare.com or 310-457-7333.

How to Outsell the Chain Stores

Maintain the upper hand with exceptional customer service and specialty product options

HME Insights

Documentation Processes

Be proactive by keeping updated product paperwork and required medical record components