The uncertainty that remains a constant in the home medical equipment industry fortunately is alleviated by the solutions HME software programs offer. Providers can streamline business functions, increase claims accuracy, decrease denials and fully manage their companies’ assets while remaining compliant with ever-changing regulations. Yet, a significant challenge remains: How can providers better use available technology to take full advantage of their software’s existing features? Freedom from the burdensome paper trail is a tremendous benefit, particularly in this industry, which is overly dependent on forms. “Instead of being bogged down with paperwork, HME software can take you from your purchase orders right through to electronic claims and accounts receivable as one integrated process,” says Brian Williams, marketing manager for Computer Applications Unlimited in Harrisburg, Pa….

A burgeoning population, health conditions and diseases that are merely treated — not cured — and more efficient diagnostic practices make the respiratory market a solid profit center that continues to increase. Jacquelyn McClure BS, RRT, director of Lubbock, Texas-based The MED Group’s National Respiratory Network, says home oxygen and treatment for sleep-disordered breathing are the segments of the respiratory market that are bringing providers the most revenues, but adds that information technology is also making a strong impact. According to McClure, technologies that can replace routine activities to free up labor for complex problem-solving and assessment activities are on the rise. Baby boomers are moving into an age group or category where they are needing or requiring supplementary oxygen, says Ron Richard, Poway, Calif.-based…

Ever hear the one about the home medical equipment deliveryman who simply left the oxygen concentrator on the end-user’s front porch and drove off? How about the tale of the temp who picked up the phone but, unable to answer any of the caller’s questions, finally told the customer to call back in three days? Then there was the customer service representative who responded to a caller asking if the manager was in by saying only, “No.” These are just a few of the horror stories of the HME business, tales from the trenches of staffing and training gone wrong. Such incidents, say industry consultants and providers, can slice into profits by undermining your reputation, increasing the number of after-hours and emergency calls and driving…

When it comes to building a home medical equipment business, it pays to have the right tools. No, we’re not talking wheelchairs and oxygen concentrators here — we’re talking about financing and protecting your company as it grows. The choices HME providers make in obtaining loans, leasing equipment and taking out insurance can help construct a firm business foundation — one that experts say can be the difference between success and failure. But understanding your options in these areas can be complicated and confusing. What, for example, is the best way to fund expansion? When should a provider lease equipment? Which insurance coverage is must-have and what is optional? For answers to these and other questions, HomeCare sought advice from industry professionals and successful providers….

It always rewards me to hear from home medical equipment providers — the conversations are great. These entrepreneurs are always filled with unique ideas about ways they plan to improve their businesses and increase their profits. They tell me how they will remodel and change their showrooms. I applaud their efforts and always encourage these providers to follow through on their ideas. But, when I ask the same providers a few weeks later how they are progressing with their plans, too often I hear something like this: “Well, Shelly, you know how busy we are and I just never got around to it.” This does not sit well with me. Why? These providers did not make a commitment to themselves to follow through on good…

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…

If you want to learn how to do retail, go to Wal-Mart. No, don’t laugh. It’s good advice for home medical equipment providers, industry players say. The giant retailer has perfected the art of displaying, marketing and moving its wares, and a trip down its wide aisles can reveal much about successful retailing. In an environment that hasn’t looked kindly on the HME provider for some years, successful retailing could make the difference in whether your bottom line is black or red. Indeed, a successful retail operation can jump start your cash flow and reduce your dependency on third-party payers, according to industry consultants who, along with HME retailers, shared with HomeCare insights into how to beef up retail sales. “If you want to learn…