HME News

MAY 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 HM e N ew S / MA y 2018 / www. HM e N ew S .c OM 15 Fuller opens in Alabama NS m S ymp OSIU m C O N T I N u E D f R O M p R E V I O u s p A G E m ANUALS C O N T I N u E D f R O M p R E V I O u s p A G E mobility solutions and that's not just wheel- chairs. We see a real need in the market." t o get there, ns M plans to cross-train employees at existing branches in home accessibility, as well as add sales and account manager types. "We very much plan to leverage our exist- ing footprint," Mixon said. hme to weigh in during the Capitol Hill visits that were part of the n ational CR t Leader- ship & Advocacy Conference April 25-26. t he conference was also the perfect vehi- cle to increase the number of co-sponsors for H.R. 3730, which stands at 88. " n ot that there's a magic number, but 100 or more has a certain buzz to it," Clay- back said. Despite the disappointment of the omnibus bill, stakeholders have main- tained good momentum for H.R. 3730, most recently with bill sponsors Reps. Lee Zeldin, R- n . y ., and John Larson, D-Conn., writing a letter to House lead- ership encouraging action. "We have solid awareness, and it's just a matter of, what's the next opportunity for us?" Clayback said. hme AT p SURVE y C O N T I N u E D f R O M p R E V I O u s p A G E students have about complex rehab and assis- tive technology that we don't have data-driven answers to," he said. "We haven't done a good job promoting what we do." t he results of the survey will also be used to determine potential challenges in the pro- fession, such as shortages of A t Ps in certain areas or a population of A t Ps that is aging, s chmeler says. " i 'm still working with the same people that i 've been working with for 20 years," he said. "What if we find out the average age of an A t P is 50 and in 10 years we're going to have to replace 50% of our workforce, with demand only increasing? t hese are things that we need to know and prepare for—for our profession, for policymakers and for health plans." t he survey is, indeed, timely, says Laura Cohen, who has pushed for developing more formal "educational pathways" to increase interest in complex rehab and assis- tive technology professions, an evolution already experienced in O&P, which now has dedicated academic programs. "We have very few people coming up through the ranks," said Cohen, executive director of t he Clinician t ask Force. " t here are disincentives to getting into this industry, with the payment and policy changes, and there is no formal educational pathway to cul- tivate the next generation. t his helps." hme By Tracy Orze L , c ontributing Writer GADSDEN, Ala. – While opening a CR t business in rural Alabama might scare off even the most seasoned of industry veterans, Carter Fuller, who recently opened Fuller Medical s olutions, says that's his specialty. s ituated in a non-bid market about 90 miles southwest of Chattanooga, t enn., the six-employee operation offers complex rehab and mobility related products, and boasts a 1,300-square-foot retail showroom. " i 've been working in the rural markets and smaller towns all my life," said Fuller, who got his start in the industry more than 20 years ago helping his father sell mobil- ity products out of an attic in Ringgold, Ga. " t hat's what i love to do." While competitive bidding may be less of an issue for a complex rehab provider in a non-bid market, Fuller says reimburse- ment cuts have far-reaching effects. t here are also increased costs involved with servic- ing a rural area. But there are things provid- ers can do to strengthen their business, like narrowing their product offerings and doing one thing really well, he says. As for competition from national provid- ers, Fuller says they have their place, "but there's room for all of us." "When you build solid relationships in these small towns, they trust you and you become part of that community," he said. " t hat's what separates you." Once Fuller has a solid footing in the community, it hopes to grow the company into t ennessee and Georgia, which like rural Alabama, is underserved, but for a different reason: competitive bidding. " i hear from a lot of folks and clinicians in Chattanooga," he said. " t hey're struggling with the bid suppliers there and can't get what they need. i t's consolidation-related and bid-related, and it's a sad situation." hme once fuller medical solutions has solid footing here, it plans to expand to Tennessee and Georgia. You car o he e car or you. No matter how big or small your business, data management is critical to efficiency, reliability and growth. HDMS meets the unique challenges of running and growing your HME practice. Robust billing, customer service workflow management, pharmacy/infusion and inventory solutions along with a powerful API allow for tight integrations across platforms. From estimates and customer intake to patient care and billing, HDMS uses a strong built-in workflow engine through the entire process. Add HDMS Mobile and you've got real-time connectivity to your database. HME Providers Pharmacies Home Infusions Hospice Home Health Nursing Providers 810-653-5000 | Serving the nation's largest providers

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