Checklist for Change

To convert to a non-delivery model, oxygen providers face several challenges. Scott Wilkinson, senior vice president of sales and marketing for Inogen, offers the following questions that should be considered:

• How do I finance it? Credit and cash flow management have always been a challenge for providers. Now they must finance assets that are three times their cost compared to the delivery model products. This has become particularly difficult with our [recent] economic meltdown. Many independent providers depend on the owner’s personal wealth for collateral against equipment financing — and we all know what has happened to everyone’s personal wealth lately.
• What is my strategy to convert my business to a new model? Providers need a strategy for conversion. A conversion strategy can be developed by patient segmentation, geography and so forth. A conversion strategy may be different for new patients versus existing patients. But a logical, methodical conversion strategy is essential for success.
• What products should I use? There continues to be a lot of confusion regarding which products are appropriate for different patient segments. While manufacturers can and should provide guidance regarding appropriate use of their products, providers need to do their own homework, evaluate competing products and make their own decisions regarding product selection for their patients.
  A few of the equipment questions that must be answered by providers are: Transfill versus portable concentrator or both? Which POC should I use? Should I use more than one? Are they robust? These questions are answered when providers evaluate the products themselves; those that sit on the sidelines won’t be able to make any sound decisions.