HME News

MAR 2017

HME News is the monthly business newspaper for home medical equipment providers. This controlled circulation publication reaches 17,100 home medical equipment services providers, including traditional HME dealers & suppliers, hospital- and pharmacy-o

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Smart Talk 14 / march 2017 / hme news Online retail Billing On the one hand, it may seem that comprehensive HME software is cost prohibitive. On the other, you can't afford to go without it. There is an affordable answer. QS/ 1 ® 's SystemOne ® software provides a comprehensive, integrated system that manages orders, documentation, claims, inventory and accounts receivable – all while helping you maintain full compliance with Medicare regulations. And within budget. Think all comprehensive HME software is out of reach? © 2017 J M SMITH CORPORATION. QS/1, the QS/1 logo and SystemOne are registered trademarks of the J M Smith Corporation. To learn more about affordable and complete HME software visit , call 866.590.9493 or scan the code. Bring It On. Whatever your problem, QS/1 has a solution. Visit us at Medtrade Booth 653 Don't jump at new and great By Kamal Haddad Q. What are the best products to sell if i am trying to build my cash business? a . The short answer to that ques- tion is the answer you probably l ock modifiers into your system By Ted Jones Q. How do modifiers work? a . It is said that "big things come in small packages." This is true when it comes to modifiers. It's hard to imagine that two digits can stop you from getting reimbursed, but it happens. Let's talk about modifiers and how to use them. It's important to understand modifier basics. For example, for equipment, the first set of modifiers gives specif- ics related to the condition of the equipment provided: NU identifies a new product being purchased and RR identifies a rental prod- uct. When dealing with orthotics, or single-use equipment, there is generally no need for the NU as it is assumed the equipment is new and it would not be rented. For capped-rental items, the second modifier position indicates the month in which the equipment is being rented. For non-rental equipment/items that are not month specific, a second modi- fier may be required for informa- tional purposes. For example LT or RT (left/right) or the KX modi- fier, which indicates that "require- ments specified in the medical pol- icy have been met" and are on file. E q u i p m e n t / s u p p l i e s m a y require different modifiers based on the payer, so checking the pay- er's policies is imperative; getting the modifiers wrong will result in a denial of payment. The best place to start when determining modi- fier requirements for Medicare is the Local Coverage Determination (LCD) found on your DMERC's website. In some cases, the LCDs will make it very clear which mod- ifiers are required, while in other cases the usage may be a bit ambig- uous; reading the LCD in detail several times is important to get a clear comprehension of when and where to use a specific modifier. Remember, once you get paid with a set of modifiers, lock them into your system when billing the same services in the future. Don't let two characters keep you from getting paid. hme Ted Jones is CEO of bflow Solutions. Reach him at do not want to hear, "It depends." The long answer is determined by understanding your business focus and your customer mix. To build a successful retail busi- ness you must offer products that complement your current funded products and services. In other words, don't think in gen- eral terms about what people are looking to buy. Don't get excited about the next new great retail product at Medtrade. Instead, focus more on accessories and cash sale items that complement the products and services you already offer and your patients will benefit from. First of all, it's what you know. You already know that when someone is rent- ing a wheelchair, they need a cup holder, a cushion, a rain poncho, a bath transfer bench and so on. There is your answer! The next important issue has to do with which brand, what mix and which supplier to use for those items. The short answer again is, "It depends." The long answer has to do with product quality, your acquisition cost compared to average street selling prices, minimu;m order quanti- ties and the manufacturer's com- mitment to your success as an HME. When starting out, it is always good to work with a man- ufacturer or distributor that does not have product saturation and price erosion on Amazon, eBay and other online marketplaces. Finally, start thinking outside the box. Your primary objective should be to carry items that improve the lives of the patients you serve. But, do not forget the caregiver. hme Kamal Haddad is CEO of Health Mobius. Reach him at khaddad@ medtrade booth 653

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