Industry Matters Podcast

A podcast to deliver business solutions, best practices, government updates, reimbursement advice and more to healthcare providers and practitioners.

Episodes

2020

 Knee and Back Braces: What You Need to Know About Billing, Reimbursement, and Audits

In this episode, Wayne van Halem, President of The van Halem Group, and Ronda Buhrmester, Senior Director of Payer Relations for VGM & Associates, work through the important details around billing, reimbursement, and audits when it comes to knee and back braces, the two categories included in Competitive Bidding Round 2021.

 Connection Over Convenience: How to Make Your Connection with Customers More Valuable Than Convenient

Today, we sit down with Christina Throndson, Business Development Strategist of Hellman, a division of VGM. COVID-19 is a hot topic, but how can it not be? It's the reason we've all been forced to change our lifestyle for many months. While your target audiences may not have changed, their behaviors and expectations have. As we begin to carefully approach "living as usual,” Christina chats with us about what methods of adaptation are necessary to capture and connect with our customers and prospects. 

For more information, you can contact Christina at 866-621-4514 or at [email protected] You can also check out Hellman’s websites at hellman.com and hellman.com/OTS. 

To order a customizable video created by Hellman, visit hellman.com/myvideo/.

​​ (U.S. Rehab) A Deeper Dive into Telehealth and Complex Rehab - Part II

This is the second podcast on a new course being developed for telehealth in complex rehab. This podcast will examine the finer details like procedures, documentation, service and repair, and reimbursement with a variety of experts.
 

 "Owning It" with HME Woman of the Year Award Winner, Patty Mastandrea

In this episode we sat down with Patty Mastandrea, Chief Executive Officer (CEO) of MedCare Equipment Co., LLC, headquartered in Greensburg, Pennsylvania. She has more than 30 years of experience in healthcare and has demonstrated expertise in business development and healthcare operations throughout her career. And, most recently she won VGM's HME Woman of the Year award. This award is in its fifth year and recognizes one woman in the industry who has made significant contributions throughout her career to her company, community, and the HME industry. The award was presented during a special virtual ceremony on Oct. 22. 

 Celebrating Respiratory Care Week

In honor of Respiratory Care Week from Oct. 25-31, we chat with Nikki Strait, a respiratory therapist (RT) from Medical Service Company about what her profession means to her. 

 6 Ways to Make CPAP Repair Less Painful

In this episode, we visit with Ronda Buhrmester, Sr. Director of Payer Relations & Reimbursement for VGM & Associates, and Dan Meyer, Chief Revenue Officer for Repair Authority, about providers’ most pressing questions about CPAP repair and how Repair Authority has the solutions providers are looking for.

For more information, contact Repair Authority at [email protected] or visit www.repairauthority.com. 

 (OPGA) O&P Insights: Helping Your Practice Reach Its Full Potential

In this episode, Todd Eagen sits down with Lesleigh Sisson, owner of O&P Insight. They discuss how O&P Insight, a consulting business, offers comprehensive, specialized business training and policy and procedure manuals for practice management, workflow, staff development, and compliance to help O&P practices be more profitable, provide better care, and be more efficient. To learn more, visit https://www.oandpinsight.com/.

 (Essentially Women) Celebrating Strong Women During Breast Cancer Awareness Month

In this episode we talk with Lori Miller and Jamie Lee! October is Breast Cancer Awareness month and we wanted to highlight some of the amazing women who impact this industry every day and those strong women who have not only conquered breast cancer, but dominated it! Lori Miller is the manager at Naturally Yours in Illinois. Lori is also a certified mastectomy fitter. Jamie Lee is not only a breast cancer survivor, but she is a business owner, a model, has walked the runway, and continues to be a force to be reckoned with.

  (OPGA) Return of Audits: What O&P Providers Need to Know 

In this episode, Todd Eagen, President of OPGA, chats with Wayne van Halem, President of The van Halem Group, about the return of CMS audits and what it means to orthotic and prosthetic providers. For more information, visit www.vanhalemgroup.com.

 10 Ways to Keep Your Employees Engaged During a Pandemic

In this episode, we sit down with Arienne Martinez, director of training and development for HOMELINK, a division of the VGM Group. Arienne chats with us about her recent article that was featured in the latest VGM playbook, “Protecting Your Most Important Asset: Your People,” about keeping your employees engaged during the pandemic, especially with much of the workforce working remote. 

To read this article, visit vgm.com/playbook and download "Protecting Your Most Important Asset: Your People."

 Follow Your Strengths: Maximize Your Potential and Your Team's Potential

In this episode, we sit down with Paul DiMarco and discuss how to maximize your team by identifying their strengths through the Clifton StrengthsFinder program. To learn more about this program, you can download this StrengthsFinder document or reach out to Paul at vgm.com/contact.

 Operations Leadership During a Pandemic, a Chat with HOMELINK Vice Presidents of Operations

Shannon Eckhardt, Ryan Longhorn, and Monica Rogan are all VPs of Operations at HOMELINK, a subsidiary of VGM Group. In this episode, they join us for a conversation about operations the size of HOMELINK and how this group has adapted this year during the COVID-19 pandemic.

 Continuing Respiratory Care...Remotely

VP of Sales Dave Lyman talks with Jeff Murray of Philips Respironics about new technological advances that can help providers continue to service their customers remotely, even for mask fittings. Listen in to learn about their three options: good, better, and best!

 (U.S. Rehab) U.S. Rehab Launches a New Telehealth and Complex Rehab Technology Educational Course

Dr. Mark Schmeler, Associate Professor and the Vice Chair for Education Training in the Department of Rehabilitation Science & Technology at the University of Pittsburgh, Dan Fedor, Director of Reimbursement for U.S. Rehab, Kyle Walker, Director of Operations of Assistive Technology with VGM Homelink, and Greg Packer, President of U.S. Rehab, talk about a new educational program focused around telehealth and CRT. 

 Billing and Reimbursement Update with Ronda Buhrmester

In this episode, Ronda provides an update on a variety of billing and reimbursement topics, including mass adjustments for non-rural areas, post-public health emergency and waivers, the oxygen equipment national coverage determination (NCD), competitive bidding, and more! 

 Benefits of an All-Cloth CPAP Mask

Listen in as Dave Lyman, vice president of sales at VGM & Associates talks with CEO and Founder of Circadiance, David Groll, about the SleepWeaver mask, the soft cloth CPAP mask.
 

 The New World: Seizing Opportunity in a World of Disruption

In this episode, VGM CEO Mike Mallaro shares with listeners the importance of leadership through the pandemic and what opportunities await in HME, identifying “new normal” keys to operating your business and how to adapt a new strategy to evolve your business post-pandemic. 

 (U.S. Rehab) Celebrating CRT Awareness Week August 10-14

Help us celebrate CRT Awareness Week August 10-14 as Greg Packer, President of U.S. Rehab talks with Tim Ascherl and Dr. Mark Schmeler about the importance of access to CRT and repairs. 

 CMS Audits Resume August 3, 2020

In this episode, we chat with Wayne van Halem and Kelly Grahovac of The van Halem Group about the CMS audits returning today, August 3, and what DMEPOS providers need to know. For more information, visit https://www.vanhalemgroup.com/.

 HME News Business Summit 2020

Join us as we talk with Liz Beaulieu, Editor of HME News, about the upcoming virtual HME News Business Summit. Register at www.hmesummit.com. 

 Billing and Reimbursement Chat with the Experts: CMS-1713, Telehealth Moving Forward, and New ABN

Ronda Buhrmester and Dan Fedor discuss the rule CMS-1713 related to Change in Orders and Face to Face, including master list and required list, as well as SWO recommendations. They also chat about the current and future environment for DMEPOS providers as far as telehealth, continued need for ongoing rentals, supplies and repairs, and a new ABN.

 Discover Why All Providers Need to Know About Wound Care

Listen in as we talk with Heather Trumm, Director of VGM Wound Care about the importance of all DMEPOS providers paying attention to wound care. Heather also covers new education materials available for VGM Members, and resources that can help you get started in wound care. 

 (U.S. Rehab) Why Standing Power Chairs are Worth the Investment

U.S. Rehab’s Tyler Mahncke sits down with Permobil’s Ashley Detterbeck, Clinical Education Manager, and Daniel Kalk, Permobil’s Territory Sales Manager. In this episode, we discuss the how Permobil has adapted to working with patients virtually, as well as the history, helpful tips, and overall benefits of the standing power chairs.

 Maximizing Profitability in a Complex Respiratory Program

In this episode, VGM’s Dave Lyman and Ronda Buhrmester discuss how providers can build a profitable complex respiratory program.

    
​​ Breaking Down PDPM and PDGM with VGM Wound Care and 3M

Reimbursement changes can be a challenge to keep track of in the healthcare industry. Heather Trumm, Director of VGM Wound Care interviews Yesenia Banks, Reimbursement Manager of 3M KCI, to help us better understand the recent Medicare reimbursement changes known as PDPM and PDGM. 

    
 (U.S. Rehab) CRT Repairs and Reimbursement: What you Need to Know

Repairs can be challenging to navigate in the CRT and reimbursement environment. Listen in to this episode of Industry Matters to hear from Patrick Meeker, VP of Ability Products,
Dan Fedor, Director of Reimbursement and Education for U.S. Rehab, and President of U.S. Rehab, Greg Packer as they cover the tough topics you need to understand. 

Please see this note from President of U.S. Rehab, Greg Packer regarding this podcast.

 (OPGA) The Importance of Outcomes in Orthotics and Prosthetics

In the O&P industry, nothing is constant, especially when it involves outcomes measurements. That is why OPGA has partnered with Vanguard Metrics and Analytics to offer The Lower Limb Mobility Management Program (L2M2). This program is actually an outcomes measurement tool. Listen to this podcast to hear from OPGA President, Todd Eagen, and Brian Gustin, founder of Vanguard Metrics and Analytics to learn more. 

 VGM’s Next Steps Guide with John Gallagher

In this episode, we sit down with John Gallagher, vice president of VGM Government Relations, to discuss their latest resource now exclusively available to VGM members. “COVID-19: VGM’s Next Steps Guide A blueprint guide preparing your business for the new environment” is all about assisting employers in making (re)opening decisions during the COVID-19 pandemic, especially to protect vulnerable workers.

 (OPGA) New Technologies from Ossur: Balance™ Foot S and Balance™ Foot S Torsion

In this episode, President of OPGA, Todd Eagen, has a conversation with Ossur's Tyler Hocz about new products from Ossur - the Balance™ Foot S and Balance™ Foot S Torsion.

 (OPGA) New Technologies from Ossur: Iceross Seal-In® X Locking Liner and Icelock® 562 Hybrid
 

 Business Development Strategies For COVID-19 Environment and Beyond

In this episode, Dave Lyman, VP of Respiratory and Sales and Ryan Ball, Director of VGM Market Data, discuss business development strategies that providers can use during the COVID-19 environment and beyond.

 (VGM Live at Home) Learning about the Green and Health Homes initiative and Aging in Place

VGM Live At Home vice president, Jim Greatorex, interviews Nina Creech about the Green and Healthy Homes initiative.
 

 DMEPOS Forecast: More Healthcare at Home

This episode gives listeners a glimpse of behind the scenes at VGM Fulfillment with President, Jeremy Stolz, and a look ahead for DMEPOS providers with VGM Group CEO, Mike Mallaro.

 (U.S. Rehab) Start With Yes: A Chat with Bellevue Healthcare's President, Joel Gallion

U.S. Rehab President, Greg Packer, asks Joel Gallion, President at Bellevue Healthcare in the state of Washington, what it's been like on the front lines of the COVID-19 pandemic.

 Heartland At Home

Listen as Mandi Joyner, VGM & Associates Director of Marketing and Communications, talks with Heartland Committee Members Jill Blaser and Kelly Kopriva on what Heartland will look like this year through a new virtual format, but with the same great education and networking opportunities!

 Finding out how COVID-19 Impacts our VGM Members

VGM Members Liam O'Keeffe (On The Mend Medical Supplies & Equipment) and Jacob Kwaiser (Adaptive Modification Solutions) talk with VGM Live At Home vice president, Jim Greatorex about their personally and professional experiences with COVID-19.

 Connor's Cuddles

This is an episode you won't want to miss. We talk with VGM Member and Founder of Connor's Cuddles, Christine Strutt about being a member and why she started her amazing organization.

 (OPGA) OPGA and Nymbl: Exploring New Technologies 

Todd Eagen, President of OPGA and Josh Lau, CEO and Founder of Nymbl Systems discuss the importance new technologies play in Orthotics and Prosthetics (O&P) profession.

 HME Now is the Time to Serve and Shine

Ronda Buhrmester and Ty Bello offer their insights on relaxed CMS policies and the opportunity for the HME community during the COVID-19 pandemic.

 COVID-19 Update April 13, 2020

Wayne van Halem and Miriam Lieber discuss loosened CMS requirements amidst the COVID-19 pandemic, as well as operational and leadership changes in the field.

 COVID-19 Updates for DMEPOS Providers

VGM's Payer Relations experts Ronda Buhrmester and Craig Douglas team up to give an update on COVID-19 for DMEPOS providers.

 Preparedness Beats Panic...Pandemic Planning and COVID-19

VGM Group's Information Security Officer, Jay Bracken, outlines a framework for pandemic planning in the midst of the COVID-19 pandemic.

 (VGM Live At Home) Home Accessibility and the Overhead Lift Market

Vice President of VGM Live at Home, Jim Greatorex, is joined by James Philpott of Savaria/Span America to discuss the overhead lift market and opportunities for dealers.

 Reimbursement Update with Ronda Buhrmester

Join us for a new monthly series with VGM's billing and reimbursement expert, Ronda Buhrmester. In this episode, Ronda discusses the January 2020 changes to order requirements, upcoming webinars and opportunities to connect with her at Medtrade Spring.

 2020 HME Outlook and Leadership Chat with Miriam Lieber

This is the first episode of a new leadership series featured on Industry Matters. VGM's Lindy Tentinger is joined by Miriam Lieber, President of Lieber Consulting LLC, for an informal chat about the 2020 outlook for the HME industry, leadership and employee engagement thoughts.

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2019

 (VGM Live At Home) A Closer Look at the Pilot Stairlift Line

VGM Live at Home's Vice President, Jim Greatorex, is joined by Andy Scothern, National Sales Director of the Merit Health Products Pilot line of products to discuss the stairlift market.

 (U.S. Rehab) Adaptive Technology for CRT Patients

U.S. Rehab President, Greg Packer, is joined by Director of Miller's Adaptive Technology, Jim Diamond to discuss new products and technology available at a special price exclusive to U.S. Rehab members.

 The Four Pillars of Wound Care

Host Brian Thompson discusses the four pillars of a great wound care program with Amanda Yavorsky of McKesson Medical/Surgical

 (VGM Live At Home) Bathroom Modifications: The Key to a Good Home Access Program

Host Brian Thompson brings together Jim Greatorex of VGM Live at Home and Joe Hayden, the National Program Manager at Bestbath, for a discussion about home modifications for the bathroom.

 Are You Looking at Patients as Payers?

Host Brian Thompson sits down with VP of Brightree Patient Collections, Jennifer Leon, to discuss the paradigm shift in the DMEPOS industry regarding looking at patients as a predictable source of cash flow.

 (VGM Live At Home) Benefits of Circadian Lighting in the Home Setting

Vice President of VGM Live at Home, Jim Greatorex, is joined by OK Technologies founders Bill Kahler and Ted O'Brien to discuss the benefits of circadian lighting in the home.

 Back to Basics, 4 Ps for HME Retail Cash Sales

Wes Hopper, Field VP Strategic Sales for McKesson Medical Surgical, joins host Brian Thompson to discuss the retail cash sales opportunity in the DMEPOS marketplace.

 Competitive Bidding Questions Answered

Host Brian Thompson gets competitive bidding questions answered by VP of Payer and Member Relations, Craig Douglas.

 Using Data to Grow Your Business

Host Brian Thompson talks to Director of VGM Market Data, Ryan Ball, about the opportunities for DMEPOS providers to utilize exclusive claims data to grow their business.

 (VGM Live At Home) EZ-ACCESS Opportunity for VGM Live at Home Members

Vice President of VGM Live at Home, Jim Greatorex is joined with National VP of Sales for EZ-ACCESS, Scott Crosswhite.

 Maximizing Retail and Cash Products in HME

Host Brian Thompson is joined by Director of VGM Retail, Rob Baumhover to discuss retail and cash product opportunities for HME providers.

 Bid Smart 2019, A Competitive Bidding Program Round 2021 Update with Mark Higley

VP of Regulatory Affairs at VGM, Mark Higley, gives an update on Round 2021 of the Competitive Bidding Program.

 (VGM Live At Home) VGM Live at Home Series, Lifting Lives with Harmar Mobility

The VGM Live at Home series continues with Vice President Jim Greatorex, joined by Senior Director of Sales at Harmar, Todd Bick, to discuss the powered lifts market.

 Understanding Compression Products

Christopher Miles, Senior Manager - Clinical Services at medi USA discusses compression products from off-the-shelf to custom, to new technology, reimbursement and recurring revenue opportunities for providers.

 Cybersecurity: Get Serious, Or It's Game Over

Host Brian Thompson has a cybersecurity chat with VGM's CIO and SVP of IT, Jeremy Kauten.

 (Essentially Women) Let Her Decide...Breast Cancer Patient Equity Act

Host Brian Thompson talks with Tom Powers (VGM Government Relations) and Nicole Jensen (Essentially Women) about the Let Her Decide campaign to drive signing the Breast Cancer Patient Equity Act into law.

 (U.S. Rehab) Why Outcomes Matter in CRT

Host Brian Thompson is joined by President of U.S. Rehab, Greg Packer, and Dr. Mark Schmeler, Associate Professor, Department of Rehabilitation Science and Technology at the University of Pittsburgh. The three of them discuss U.S. Rehab's Functional Mobility Assessment (FMA) and the importance of outcomes in the CRT industry.

 Wound Care and Ostomy...More Than Skin Deep

Host Brian Thompson chats with Director of VGM Wound Care, Heather Trumm, about the wound care and ostomy markets in the home medical equipment industry.

 HME Industry Snapshots

President of VGM & Associates, Clint Geffert, gives a sneak peek into VGM's latest member-exclusive playbook. Industry Snapshots: Forecasting 2019 is a resource for both providers and manufacturers that highlights and addresses trends, issues and opportunities facing the durable medical equipment, prosthetics, orthotics and supplies (DMEPOS) industry.

 (VGM Live At Home) VGM Live at Home ShelfGenie Launch, a conversation with CEO Andy Pittman

Host Brian Thompson hands off the mic to Vice President of VGM Live at Home, Jim Greatorex, for a conversation about the launch of ShelfGenie with CEO Andy Pittman.

 Where Does the Industry Go from Here...Competitive Bidding Reform with Mark Higley

The industry now has had time to digest the ESRD Final Rule and its impact. Where does the industry go from here?

 McKesson Brand DME Program

Industry Matter's host, Brian Thompson, talks to Jeff Bowman, VP of HME for McKesson Medical-Surgical, about the progress of the Mckesson Brand Durable Medical Equipment Program and its benefits for HME/DME providers.

 (VGM Live At Home) Tax Credits for Aging in Place, an update with Louis Tenenbaum

Join us with our new host, Brian Thompson, for a conversation about tax credits for aging in place with VP of VGM Live at Home, Jim Greatorex and Louis Tenenbaum, Founder of HomesRenewed.

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2018

 Check Your Supplier Status Immediately!

The VGM/U.S. Rehab reimbursement team of Dan Fedor and Ronda Buhrmester discuss the difference between participating and non-participating and why suppliers should consider to change their status as 2019 quickly approaches.

 Vendor Partner Contracting with VGM

VGM's Senior Vice President of Contracting, Scott Owen sits down with Industry Matters today to talk about the many contracting opportunities that VGM can provide to its membership.

 HME Woman of the Year and 2019 Outlook with PRI

This week the 2018 HME Woman of the Year, Georgie Blackburn joins and we hear the outlook of Philips Respironics on 2019.

 Don't miss out on higher Medicare reimbursements due to your supplier status!

This week on Industry Matters, the VGM and U.S. Rehab reimbursement team of Dan Fedor and Ronda Buhrmester highlight supplier enrollment status, educational resources for billing staff and the process for managing natural disasters.

 Improving Revenue Cycle Performance

Improving revenue cycles is not an easy task. This week on Industry Matters we talk with Rob Boeye with Brightree about a state of the industry and where technology is moving forward to streamline work functions of the HME supplier.

 Exploring Telehealth within the HME Community

Today we sit down with Jeff Baird, Chairman of the Health Care Group of Brown & Fortunato to discuss what telehealth could look like for HME suppliers as the industry does everything it can to stretch each and every penny.

 (VGM Live At Home) The Home Modification Market is Seeing Huge Growth: Is your business ready?

The home modification market is seeing huge growth and no sign of slowing down as the Boomers are wanting to stay in the comfort of their own homes. With the outdated housing infrastructure in America creating a huge demand for home modification products, Jim Greatorex - VP of VGM Live at Home and Scott Crosswhite - National VP of Sales for EZ-ACCESS discuss how suppliers can address this huge demand of home safety products.

 OIG Report Claims Massive Compliance Issues with CPAP Supplies

This week Wayne van Halem and Ronda Buhrmester discuss a recent OIG report which paints a bad picture for CPAP related billing claims.

 Medicare Prior Authorization is Expanding - What you need to know!

Dan Fedor and Ronda Buhrmester of the U.S. Rehab and VGM Reimbursement team outline the Prior Authorization Demo expanding nationwide.

 Elite Leadership with Jared Johnson

This week we sit down with Jared Johnson, the Wednesday keynote at the VGM Heartland Conference to discuss "Elite Leadership" and what it means to motivate employees to be their very best.

 Bonus Episode: Heartland Highlights

In this bonus episode we discuss the highlights for the 2018 VGM Heartland Conference! From social events to the awesome education, we cover it all! 

 The Customer Service Revolution with John DiJulius

John DiJulius, the Tuesday morning keynote speaker at the VGM Heartland Conference discusses the customer service revolution as he describes how companies can thrive doing the basics of providing good customer service.

 (U.S. Rehab) Driving Outcomes Through the Functional Mobility Assessment

In this week's episode we sit down the the President of U.S. Rehab, Greg Packer to discuss complex rehab technology and the way that U.S. Rehab working to demonstrate the value of proper seating and mobility equipment.

 CMS Releases Interim Final Rule and Competitive Bidding 2019 Predictions

CMS has finally released the interim final rule which will provide reimbursement relief to rural areas, which VGM's Mark Higley and Ronda Buhrmester provide their insight and commentary on. We also touch on what the coming round of Competitive Bidding may look like and when it will be announced.

 Knowing Your Medicare Status is Crucial

This week we talk with Dan Fedor and Ronda Buhrmester of the VGM Reimbursement team about knowing your Medicare supplier status and making sure suppliers are using ABNs properly without possible risk.

 How Caretailing Drives Sales

Retail sales in healthcare can mean a lot of different things depending on the provider. In this week's episode we talk with the VGM Retail team on how to ensure that providers are maximizing their opportunities for sales without the patient feeling like their being sold to, rather than cared for.

 Driving Sales Under the "New Normal" of Healthcare

Ty Bello of [email protected] Coaching discusses what healthcare providers can do to survive and drive sales under the "new normal" of healthcare, under a constantly changing landscape. We also sit down with the President of the Oklahoma Medical Equipment Providers Association, Larry Dalton to talk about the grassroots success of their new state association.

 Healthcare Trends in 2018

In this week's episode we sit down with Clint Geffert, President of VGM & Associates to discuss what durable medical equipment and complex rehab technology providers are doing to address a challenging business environment.

 Teaser Episode

An introduction to Industry Matters, the topics the show will cover with a focus business solutions.