HME News

JAN 2018

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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Providers 12 www.HMenewS.CoM / jAnuAry 2018 / HMe newS By Theresa FlaherTy, Managing editor ATLANTA – As health care continues its shift from a quantity to quality care model, there's no simple answer as to how DME providers can make sure they're part of the picture, said attorneys recently . "(Accountable care organiza- tions) are like a rubix cube—it's really complicated to put together," said Matthew Agnew, an attorney with polsinelli, during a Medtrade session in October. "When you look at ACOs and the integration of DMEs, they are putting that cube together right. We want to get to that goal of having all the colors on the same side." ACOs, just one model under the larger quality care model, have the goal of incentivizing providers to save insurers money and, ultimate- ly, sharing in any savings. It's important to note, attorneys say: ACOs are not managed care, they are not insurance and they are not a physical location. "ACO is a term that gets fl oated a lot, so understanding what these are is important," said rossanna howard, an attorney with Brown & Fortunato. When it comes to partnering with an ACO, consultant Anna McDevitt says it's not all that differ- ent than what providers already do. "You develop the relationships the same way you developed refer- ral relationships," said McDevitt, Quality care model hailed as 'new frontier' silver lining of that value environ- ment is there is an opportunity for hME providers to keep and grow share where they are adding value." STeP CHAnGe Unfortunately, services like home infusion and home nursing are at the bottom of the list of what CMS and health plans think of as creat- ing value, says Driscoll. But that is changing. "We are seeing a step change reduction in cost and shifting patients out of the hospitals and nursing homes," he said. "It's not been a focus. It's certainly not the way legislation is organized, or some of the regulations." TeCHnoLoGy Leveraging data analytics and patient engagement will help pro- viders make inroads in getting the attention of CMS and health sys- tems, Driscoll says. "historically, doctors and regu- lators underestimated, frankly, the wisdom and insight of the typical patient and their family," he said. "Consumers are already ready, and already engaged and have their families engaged in home and com- munity-based care." HME things going on in Washington, D.C., right now, and we really have to keep ourselves in front of them. HME: What advice would you give other providers who are thinking about taking up the cause? Huntington: I know everyone is busy, but there are some days I just set aside a couple of hours and call a couple of offi ces or send out emails, particularly when we are trying to get *co- sponsors or there's a letter going around. What I've found to be effective is crafting your email and being sincere about the issues you are facing. HME HUNTINgTON C O N T I N U E D F R O M pA g E 1 1 DRISCOLL C O N T I N U E D F R O M pA g E 1 1 ERRORS C O N T I N U E D F R O M pA g E 1 1 CEO of Lab Tactical Consulting. providers also need to deliver value, and show that value to those decision-makers. That can take the form of patient satisfaction surveys and outcomes, McDevitt said. "This is a new frontier for the industry," she said. "You have an opportunity to jump on and help defi ne some of these things." HME are to be expected. "Were there errors? Yes," said Kim Brummett, vice president of regulatory affairs. "Is it a big enough problem, as another exam- ple (of problems with the bid pro- gram)? probably not. We will keep it in our arsenal." HME

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