HME News

AUG 2019

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

Issue link:

Contents of this Issue


Page 11 of 32

HME NEWS / AUGUST 2019 / WWW.HMENEWS.COM 11 RESPIRATORY SOLUTIONS E-PRESCRIBING CBD Create new sales space BY MIKE CHORNEY Q. Why should I offer mesh nebulizers as a treatment option to my patients? A. Mesh nebulizers are increasing in visibil- ity and becoming more affordable. Recent research predicts they will become twice as Understand technology at hand BY DAVID GELBARD Q. How can I determine whether a new technology will be useful, and keep up with all of the different applications and files needed on a daily basis?" A. It can sometimes be overwhelming to manage all of the different workflows that come with embracing new technologies. Sometimes, even if a new tool seems useful, the headache of managing all of the different applications can negate the tool's benefits. A new technology is only useful if it does something new and different to improve your workflow. If your current workflow can accomplish 90% of what the new technology can offer, you have to determine if that 10% is worth learning a new system and managing it. Additionally, before adopting new technol- ogy, you should determine whether you have current systems in place that could tackle the problem at hand. Maximizing the technol- ogy you already have can help you determine what you might need moving forward. The second key component is under- standing how to best manage the technology you use on a daily basis. First, consistency is crucial. If you have technology to handle a specific task, always complete that task using that technology. Otherwise, it can get confusing to keep track of all of the work you do. Second, try and match your work- flow habits with those of your co-workers. If I know my correspondence with Craig and Jane is always done via email, I know exactly where I can find all of the informa- tion I might need. Understand what technology you current- ly have, identify where the gaps might be, determinr how useful a technology will be in closing that gap, and keep your workflow consistent. HME David Gelbard is the CEO of Parachute Health. Reach him at popular as traditional compressor nebulizers. Providers have a great opportunity to create a new space within their DME by educating customers on the advantages of mesh nebuliz- ers as a secondary device. Tabletop compressor nebulizers are a sturdy, inexpensive option for asthma treat- ment, and they offer great value for both patients and providers. However, they're cumbersome to transport. Portable mesh nebulizers are ideal for trav- el. Their precise engineering makes them high functioning machines in a small package. Mesh nebulizer technology centers around a very small internal disk with a constellation of tiny holes. When patients turn on the nebulizer, this disk vibrates rapidly and quietly to aerosolize medi- cation into a fine mist. The smaller par- ticles help patients inhale more medica- tion to reach the lungs. Mesh nebulizers also reduce treatment time to nearly half that of traditional units and can nebulize a greater range of medication, such as newer, specialty brands. Patients can take these handheld units to school or on vacation because they're so discreet: they often fit in a pocket or handbag. Manufacturers are increasingly designing units to fit into all lifestyles. Providers can explain the benefits of the mesh nebulizer as an ideal option for travel. Not only will this help patients get the most out of treatment, it creates room for DMEs to expand. HME Mike Chorney is the national accounts manager for Sunset Healthcare Solutions. Reach him at sales@ Follow a clear line BY ANDREW AMOTH Q. What are the proper dosage guidelines for CBD? A. The rising number of consumers begin- ning a CBD/hemp regimen is paired with questions regarding dosage and frequency. There are a number of variables and com- pliance considerations that leave a narrow path for providing information and guidance when addressing these questions. Suppliers need to follow a clear line when discussing dosage to provide the needed assistance. Studies conducted have concluded that there is a vast amount of additional research needed before specific doses can be defined. Consumers are advised to begin with low doses and titrate until reaching desired results. It is important to slowly introduce cannabinoids to the body's endocannabinoid system. CBD/hemp products are safe in high milligram doses. Specific dosing recommendations (i.e. "take 25 mg to help you sleep") fall outside of the acceptable messaging when discuss- ing dosage/titration. The FDA does not allow suggesting specific doses and will continue to do so until it oversees a clinical trial. Full spectrum hemp oil is the most com- mon type of formulation that regular CBD/ hemp consumers use. Consider the wide pro- file of cannabinoids and the accompanying "Entourage Effect" (in which the cannabi- noids act in synergy to magnify the effects). While this formulation offers the widest profile, studies will also need to be conduct- ed into specific cannabinoid combinations when defining dosage. Consumers look to their CBD/hemp pro- vider as a resource and dosage questions are the most common. Suggesting a titra- tion period is the most appropriate guid- ance when addressing these questions from patients. It is safe to suggest beginning with a low dose and increasing to find an amount that provides the desired effects. HME Andrew Amoth is director of sales and marketing for Green River Botanicals. Reach him at Andrew@ or 828-713-4211. Smart Talk CUSTOMER FINANCING Make it easy to pay BY TIM DONOVAN Q. How can I empower customers to get the equipment and supplies they need? A. Medical equipment and supplies can be expensive purchases and customers may face high out-of-pocket costs depending upon their insurance coverage. This can leave cus- tomers faced with hard decisions as they try to figure out how to pay for the equipment and supplies they want and need. They may: 4Choose less expensive products that may not meet their medical needs 4Pay with a credit card they depend on for other expenses 4Shop around for the lowest cost product, or 4Delay or decline their purchase all together. Each of these decisions is an opportunity to make their payment experience better. As a medical supplier you have an opportunity to turn what can be a stressful or overwhelming decision into a positive financial experience. You can help your customers move forward with the equipment and supplies they want and need by giving them additional payment options. By adding a healthcare credit card financing option to your business, you can offer customers another way to pay. In the era of healthcare consumerism, many customers are approaching their equipment and supply shopping experience the way they are approaching many of their other day-to-day purchases. Many custom- ers want and need payment options that pro- vide convenience and simplicity. And many customers want flexibility in how they pay and when they pay. If cost is a concern or a barrier, providing them an easy way to pay can empower them to move forward with a purchase. Additionally, you may even be able to offer them promotional financing and flex- ible monthly payments that fit within their budget. Improving their financial experience with you now, can make it easier for them to buy from you in the future. HME Tim Donovan is senior vice president, Synchrony, and chief marketing officer, CareCredit. Learn more at • 866-497-0472 The Bid Window is Now Open! Get Your Bid Bond Today! Apply online at

Articles in this issue

Links on this page

Archives of this issue

view archives of HME News - AUG 2019