In the HME business, the No. 1 issue typically is reimbursement — with good reason. Reimbursement directly impacts your bottom line. And, while my main focus as a consultant is on reimbursement — as should your focus be as an HME provider — I also like to step away occasionally from the “big” issue and focus on the smaller issues that make HME companies unique. How many times have you heard the phrase “It’s the little things that matter”? Whether related to service or operational protocol, the day-to-day tactics you employ to run your business successfully also impact your bottom line. Be Our Guest To make sure she takes care of the little things, Kelly Riley, director of ViaChristi at Home in Ponca City, Okla.,...

When you are fed up with the burden of working with Medicare, Medicaid and other third party payers, where do you turn? For many home medical equipment companies, retail is the answer. The idea of collecting cash up front is wonderful compared to completing the documentation required for third-party billing. For some, cash collections may mean meeting payroll. Moreover, it is far easier to train a retail clerk than to train a biller and a collector. So, why doesn’t everyone add retail to the business mix? From a practical perspective, many people do not turn to retail because the retail business is more difficult to operate than it appears. Why? Not only must retail salespeople have professional and courteous appearances, they also must be able...