HME News

APR 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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Mobility h M e N ew S / A p R il 2018 / www.h M e N ew S . COM 13 NEW L O OK. SAME BIG HEART. OK. SAME BIG HEART. At NSM, we have rebranded to better reflect who we are and what we do. In the center of it all is our clients. Clients like Kelli. To learn more about our brand story and Kelli, go to NSMLetsGetMoving.com. By Liz Beau L ieu, e ditor Me D i CAR e: T AK e i T OR le A ve i T Roger Lichty has transformed his business over the past few years so that vehicle mobil- ity is now his No. 1 business. Mobility Con- nection in Rockford, Ill., offers everything from wheelchair accessible vans to vehicle lifts to driving controls. The emphasis: cash. "It's actually what's keeping us profitable at the moment," said Lichty, owner. Mobility Connection also provides per- sonal mobility and home access products and services, as well as living aids. The wheelchair accessible van business is increasingly dominated by chains, but Lichty says Mobility Connection has found success by emphasizing its broad product offerings and local service. "People don't like to travel to get their vehicle repaired," he said, "and we can com- pete with them on pricing." Mobility Connection still has a Medicare number and Lichty is an ATP so it still does some complex rehab business. But that busi- ness is getting fewer and farther between. "We're waiting for better things to come, notes fro M the field Diversification and billing if they come," he said. "If they don't, we'll probably get out. We can survive OK with- out Medicare—we're diverse enough." wATC h T h OS e R e M i TTANC e S Sylvia Toscano has noticed a trend of com- mercial payers denying purchases for acces- sories for power wheelchairs, even though they can be purchased or rented. "We're still having big struggles with these payers not processing claims accord- ing to contracts or per Medicare guidelines," said Toscano, owner of Professional Medical Administrators in Boca Raton, Fla.. "It's a lot of appeals; it's a lot of corrected claims." The likely problem: When these pay- ers load the Medicare fee schedule into their systems, accessories are listed only as rentals. "I feel like CMS should have to include the modifiers for the items that can be pur- chased," she said. Toscano says billing staff need to scruti- nize remittances carefully to make sure pay- ers are processing claims correctly. "It's easy to just let the system auto adjust, but you have to be actively looking for underpayments," she said. HME Smith: There are12-24 regional players that are growing in between the spaces, and they're in the game and ready to grow. HME: What's the allure of a regional? Smith: For most smaller providers looking to exit, they want to know what's going to happen to their employees. They want an environment that's similar to theirs. HME: Are regionals often competing with the nationals to buy these smaller players? Smith: A regional will make a competitive offer, right alongside a national. If there's only one offer, there's no competition, and there's no incentive to make a great offer. HME cally reduce that figure by a large percent- age point." For providers looking to create a home modification showroom of their own, Jim Greatorex, vice president of Accessible Home Improvement of America, a division of the VGM Group, says you'll need at least 1,200-square-feet to do the job right. "The one thing about home access products is that they're big and they take up a lot of space," he said. "If all you have is a corner, they'll have to be piled on top of each other to have any variety at all, so you have to commit to a reason- able amount of space to be an effective display." HME NSM REBRAND c O N T I N U E d F r O M PA g E 1 mobility challenges, not just wheelchair chal- lenges, keeping the door open to existing and future complementary businesses. "We're very excited about home access— that's a real area of need for our clients," he said of the company's home accessibility divi- sion, AccessNSM, which has grown to 14 locations in 12 states. "We worked to make sure the brand will grow with us." As part of the rebrand, NSM mailed to employees at their homes packets that includ- ed a coin emblazoned with its core values (honor, excellence, accountability, respect, teamwork and service, or H e ARTS) and a small card imprinted with its mission and vision statements. "I have my coin in my pocket right now," Buckley said. "It's a reminder that we're work- ing together with a set of core values." NSM's new tagline, "Let's Get Moving," hammers home that point, symbolizing how it is "working together" with clients to not only get them moving toward increased inde- pendence but also get the company moving toward improved cycle times and commu- nication. "We're all in," Buckley said. HME SMITH'S Q&A c O N T I N U E d F r O M P r E V I O U S PA g E HSS SHOWS OFF c O N T I N U E d F r O M P r E V I O U S PA g E

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