HMEB Podcasts

HMEB Podcast

The HME Business podcast offers an insider’s view into the home medical equipment (HME) industry. Host David Kopf, the executive editor of HME Business magazine and HME-business.com, examines key HME news, trends and developments, and interviews various experts to find out how HME provider owners and operators can run efficient, profitable and growing businesses while providing service and care that cements lasting patient and referral relationships. If you’re an HME industry professional, and you want to stay in the loop about smart business strategy and tactics, this podcast will become a regular listen for you.


No-Touch Resupply

Aug 24, 2021

Any sleep provider will tell you resupply is a critical component of patient care and therapy outcomes, as well as a fundamental element of their business performance. They’ll also tell you it is a costly and complex workflow desperately in need of as much automation as possible. Enter “no-touch resupply.” Michael Lorenz, vice president of resupply software for Brightree, joins the podcast to describe the technology behind no-touch resupply, how it radically refines workflows, and what kinds of business efficiencies and care benefits providers can reap through this innovation.

Duration: 30 min


The Delta Variant and HME’s Supply Side

Aug 20, 2021

As the delta variant of COVID-19 makes a greater and greater impact on American healthcare, post-acute care and HME providers are really starting to feel its presence, particularly on the supply side of the industry. Spectrum Medical Supply CEO Steve Ackerman explains how, just as the delta variant is starting to impact post-acute care, HME providers’ costs have really started ramping up. What can be done?

Duration: 27 min


Securing Remote HME Patients & Workers

Jul 29, 2021

While COVID-19 ramped up the need for telehealth and remote connectivity for both HME patients and remote and distributed HME workforces, the need for security HME providers’ data predated the pandemic. Jerry Dennany, Chief Technology Officer for Brightree, discusses the factors that have been driving the need for more remote security, the increasing number of healthcare data attacks, and how providers can take steps to secure their data both in terms of technology and business processes.

Duration: 17 min


Common Accreditation Site Survey Pitfalls and Corrective Action Plans

Jul 20, 2021

The year marks the big year for DMEPOS accreditation renewal for HME providers, and a major part of that process is the site survey. And, when it comes to those site surveys, there are some common pitfalls providers need to know to avoid. Matt Gruskin, credentialing director for the Board of Certification and Accreditation, points out regularly occurring site survey issues that can be easily prevented, and also discusses how providers can deal with corrective action plains, as well. If you want to have your accreditation ducks in a row, this episode’s a must-listen.

Duration: 26 min


Top-Line Legislative, Regulatory & Payer Relations Issues

Jul 16, 2021

The return of Medtrade West also saw the return of the American Association for Homecare Update, in which HME Business’s David Kopf, as well as the audience, queried the association’s President and CEO Tom Ryan, along with Vice Presidents Jay Witter, Kim Brummett and Laura Williard, on a broad range of topics. For folks who couldn’t make the update, HMEB I circled back with Witter, Brummett and Williard to get the low down on some of the top line items they wanted to make sure providers had on their radar.

Duration: 32 min


Five Referral Sales Challenges Facing HMEs Right Now

Jun 10, 2021

As U.S. healthcare emerges from the COVID-19 PHE, HME providers face five referral sales challenges that they must overcome if they want to succeed in the “new normal.” HME sales expert Ty Bello, CEO of HME sales coaching and consulting firm Team@Work, reviews those challenges and then outlines multiple ways HME providers can tackle each. If you’re looking for concrete sales strategies for the here-and-now reality of today’s referral sales market for HME, listen to this episode.

Duration: 26 min


The Rise of the Value-Based HME

May 21, 2021

Brace yourself! COVID-19’s impact on U.S. healthcare might be fading, but not the patient demand. If anything, you can expect increased patient needs and a broadening set of requirements from your referral partners. Are you ready? Founder and CEO of The Compliance Team Sandra Canally, RN, is seeing some serious pent-up demand in the marketplace. Pair that with new services and capabilities that HME providers started offering to contend with the pandemic, and we could see the rise of what Cannally is calling the value-based HME business. What does that mean for you? Listen and find out.

Duration: 28 min


COVID-19 Lessons From a Policies & Procedures POV

Apr 27, 2021

HME businesses have adapted to a considerable number of changes during COVID-19, but what ones will stick around for the long haul? Tim Safley, the program director for the Accreditation Commission for Health Care (ACHC) has been in an interesting position when it comes to helping providers integrate new policies and procedures into their operations and workflows. He talks about the major changes the industry has experienced, such as infection control and telehealth, what ones will last, and what things we probably should have been doing all along.

Duration: 34 min


Telehealth Evals for Complex Rehab

Apr 20, 2021

When the COVID-19 pandemic, one sector of post-acute care that got hit hard was complex rehab, but there was an silver lining: CMS and other payers relaxed the guidelines around telehealth as a means to carrying out patient evaluations. One company that has been at the fore of that technology is TeleHealth Clinical Evals, and its CEO, Bill Paul, joins the podcast to talk about the importance of telehealth for CRT, the technology and tools involved, the problems they solve, and the benefits telehealth brings to patients and providers alike.

Duration: 29 min


The Return of Medicare Claims Audits

Apr 07, 2021

Worried about audits? Maybe you should be. After hitting pause on claims audits during the COVID-19 PHE, CMS surprised everyone last fall by announcing it would resume those audits. Well now CMS has started restarting audits and audit expert Wayne van Halem, president of The van Halem Group, joins the podcast to discuss how CMS’s resumption of TPE, RAC and other audits programs is progressing, as well as what expanding resources at OMHA might mean or HME providers.

Duration: 35 min


COVID-19 and HME: Going Forward

Mar 25, 2021

One segment of HME that has typified the entire industry’s experience with handling the disease has been sleep therapy. Now that we are in the middle of the vaccine rollout, sleep providers — like all HME providers — are seeing some light at the end of the tunnel. What happens next? Gary Sheehan, MBA, CEO of Spiro Health, who has shared his insights and perspectives during the pandemic, rejoins the podcast to discuss how sleep providers and the entire HME industry can transition into a post-pandemic reality and what that might look like.

Duration: 30 min


The New Normal for HME Sales Going Forward

Mar 16, 2021

If providers learned anything from COVID-19, it’s that they need a more robust and professionally aggressive selling process. Ty Bello, CEO of HME sales coaching and consulting firm Team@Work, explains why the new normal for HME sales will be grounded in market data and customer relationship management. He discusses how HME market data has grown will be the driving force helping HME sales teams to grow existing referral sources and open new ways to gain market share. Then, he delves into the power of CRM holds for sales teams and how they can leverage it for success. Sponsored by PlayMaker Health.

Duration: 24 min


Hey, Where's My Stuff? Managing HME Inventory in the Field

Mar 01, 2021

When it comes to inventory management and equipment maintenance, HME providers contend with a unique dilemma: they have a considerable amount of inventory overhead, and much of it is out in the field. Simply put, where’s their stuff? And as COVID-19 has driven treatment into the home setting, that challenge the issue has only gotten larger. Industry supplier McKesson’s Biomedical Solutions business offers some clever technology for tackling that challenge, and Dylan Ross, vice president and general manager of McKesson Biomedical Solutions stops by to discuss them.

Duration: 61 min


Managing the Digital Patient Experience

Feb 25, 2021

Various healthcare and market trends have been pushing the digital patient experience toward the home medical equipment industry for a few years, but COVID-19 set that motion on fast-forward. So what is the digital patient experience, why is it important to HME, and how do providers optimize and manage their patients’ digital experience? Nupura Kolwalkar, Chief Product Officer for HME software company Brightree joins the podcast to dive into the topic.

Duration: 30 min


HME Sales Leadership and Strategy in 2021

Jan 28, 2021

It’s 2021, and it’s time to think about how sales strategy will change for HME this year. Last year brought COVID-19 and with it considerable upheaval when it comes to HME sales, but providers learned several strategic sales lessons and innovated a number of creative solutions to tackle the PHE’s challenges. What lessons can they apply this year, and what changes can they expect? Joining the podcast to talk about those questions and a whole lot more is Ty Bello, CEO of HME sales coaching and consulting firm Team@Work.

Duration: 22 min


Renewing Your Accreditation in 2021

Jan 15, 2021

It's 2021, and with the New Year comes an accreditation renewal cycle for most DMEPOS providers. What do providers need to be thinking about this year and how should they be preparing? How has COVID-19 altered the accreditation process? What other factors could impact how providers proceed? Accreditation expert Sandra C. Canally, RN, the CEO and founder of accreditation organization The Compliance Team, shares her knowledge on these topics and more.

Duration: 26 min


Reassessing and Renewing Your Accreditation in 2021

Dec 03, 2020

The New Year is nearly upon us, and 2021 represents another big renewal year for DMEPOS accreditation. Moreover, during these three-year renewal cycles, providers often consider switching up their accreditation organization (AO). What are some the reasons that might make a provider consider switching things up? Is COVID-19 playing a role in that decision? What are the timing issues in play? What should they be asking AOs? Sandra C. Canally, RN, CEO and founder of AO The Compliance Team, shares her insights.

Duration: 23 min


CMS's Round 2021 Announcement and Proposed Rule

Nov 06, 2020

After weeks of radio silence, CMS finally announced Round 2021 and its proposed rule for rural providers. The announcement was shocking: it was only bidding two categories — both over-the-shelf braces — and punting on the 13 remaining categories. That news left the industry feeling somewhat in limbo and wondering what this meant for pricing and the possibility of futures rounds. Tom Ryan, president and CEO of the American Association for Homecare stopped by the HME Business podcast to clarify, share some insights, and chart a path forward.

Duration: 20 min


COVID-19: Going Forward

Oct 20, 2020

Sleep therapy is a perfect micro that defines the macro of HME when it comes to COVID-19. Sleep therapy providers have had to ascend a steep learning curve to reshape how they safely and effectively provide products and services. Now that we are seven months into the public health emergency, Gary Sheehan, MBA, CEO of Spiro Health, catches up with the podcast. He discusses sleep care, COVID-19, the lessons sleep providers have learned, and how those lessons might carry them into a post-pandemic future.

Duration: 16 min


Medicare Claims Audits: They're Ba-aack

Sep 18, 2020

Back on March 30, CMS suspended its claims audits for the COVID-19 Public Health Emergency. Well, CMS surprised everyone in August by announcing it would resume those audits.

Audit expert Wayne van Halem, president of The van Halem Group, discusses how CMS will likely phase back in the DME MAC Targeted Probe and Education, Supplemental Medical Review Contractor (SMRC) reviews and Recovery Audit Contractor (RAC) audits. He also outlines how providers should prepare, and tackles additional questions.

Duration: 22 min


HME Business Podcast