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• Congratulations to Dan Casper, the 2020 VGM Sales Associate of the Year VGM & Associates is excited to announce that Dan Casper has won the VGM Sales Associate of the Year for 2020.
• Member Spotlight: Tim Van Antwerp, Owner, Van's Medical Equipment of Lakeland Tim Van Antwerp has been a VGM member since 2008, but his story goes back a long way.
• Cybersecurity Outlook for 2021 Jeremy Kauten, CIO and Senior VP of IT for VGM Group, Inc., discusses the cybersecurity outlook in 2021.
• VGM Announces New Date for Heartland Conference VGM's annual Heartland Conference has shifted from June 14–16 to Sept. 13–15, 2021. All networking and educational events will remain the same, including tracks in respiratory; accessibility; rehab; leadership; operations; billing and reimbursement; and sales, marketing, and retail and more.
• An Inside Look with Clint, Episode 5: VGM Wound Care Clint recently sat down with director of VGM Wound Care, Heather Trumm BSN, RN, CWON to discuss the VGM Wound Care program and all of its offerings that VGM members can take advantage of to grow their wound care business, including an upcoming Diabetic Program.
• 5 of the Biggest Workforce Trends for 2021 The COVID-19 pandemic has changed our entire world. Some of that change is here to stay. Sara Laures, Chief People Officer of VGM Group, Inc. recently wrote about five things you should know as you embark on a new year with your employees.
• Let's Talk About CPAP Fittings and Inventory Management with Philips Respironics and VGM Fulfillment Dave Lyman, VP of Sales for VGM & Associates, talks with Business Marketing Managers from Philips Respironics and the President of VGM Fulfillment about different options for fitting patients for CPAP masks as well as inventory management.
• VGM Wound Care Launches New Program Guide The Wound Care Program Guide is your resource on how to determine if a wound care program is right for your business, how to get started, developing your program, and provides resources and contacts.
• Healthcare at Home: Telehealth for Orthotics and Prosthetics Originally featured in “VGM Playbook: Forecasting 2021” by VGM & Associates, president of OPGA, Todd Eagen, discusses how telehealth will most likely continue to be used in a majority of O&P practices post-pandemic.
• The First Quarterly Buyer's Guide Is Available Now VGM & Associates has released a new resource for our members, our Quarterly Buyer's Guide.
• The New World: Seizing Opportunity in a World of Disruption While we all faced disruption and adversity in 2020, our industry emerged with tremendous opportunities ahead of us. The pandemic was an inflection point. Inflection points change trajectory and unlock the prospect of more healthcare at home. Tomorrow looks better than yesterday.
• COVID-19 and the Future of Retail Rob Baumhover looks at strategies HME business can use for retail during and after the COVID-19 pandemic
• "VGM Playbook: Forecasting 2021" Now Available! “VGM Playbook: Forecasting 2021,” now available for download, will help you identify and focus on the issues that will affect you and your business.
• An Inside Look with Clint, Episode 4: VGM Retail Rewired VGM Retail has been Rewired, and we are so excited to be here to help you rewire your business too. Clint recently sat down with Rob Baumhover, Director of VGM Retail, to discuss how VGM Retail has been rewired to help your business remain profitable during and after the pandemic.
• Member Spotlight: Faisal “RJ” Poonawala, General Manager at Spring Branch Medical Supply A VGM member since 2014, Faisal 'RJ' Poonawala has contributed significantly to his community during the pandemic.
• HME Past, Present & Future: State Of The Industry / Benchmarking Update / Round 2021 & Beyond This report is a summarized version of the presentation by Mark Higley at the 2020 HME News Business Summit Sept. 15–17.
• Funding in 2021: Are You Ready? In this podcast, billing and reimbursement experts Ronda Buhrmester and Dan Fedor discuss the funding landscape in 2021 and cover ongoing COVID-19 waivers, the payment rates (fee schedule, SPA, etc.), and what we are seeing as the most common denials and how to avoid them.
• The Importance of Diversity, Equity, and Inclusion in Your Business If there's anything 2020 taught us as an industry, it's that adapting to a changing marketplace is no longer optional. Keeping up can mean the difference between growing your business and simply staying afloat. If you have not begun prioritizing diversity, equity, and inclusion (DEI) in your business, now is the time to start. Read more on what it means, why it matters and small steps business owners can take.
• Using Net Promoter Score to Measure Customer Satisfaction Your company can probably survive without a customer satisfaction metric, but should it? And if you did want to measure customer satisfaction, where would you start? Stephanie Hookham explains how VGM uses NPS as a tool to gauge customer satisfaction.
• Key Marketing Priorities for HME Providers in 2021 Now that 2020 is officially in the rearview mirror, it's time to get strategic in 2021 with resources, priorities, and investments. From a marketing perspective, healthcare delivery models have undoubtedly changed. Lindy Tentinger discusses key marketing priorities that can help your company achieve its business goals and set it up for continued success.
• Navigating Lead Generation Safely Lead-generating companies are prevalent in the industry and are legal, but it is essential that providers understand exactly what service they will provide and how they will do it.
• Member Spotlight: Leo Levine, Owner, Merrick Surgical Supplies & Home Care Meet Leo Levine, owner of Merrick Surgical Supplies & Home Care! A VGM member since 2019, Leo has taken what he's learned during his time as a member and used it to help him grow his business.
• What Healthcare at Home Means for DMEPOS This year has been one of the most taxing years in history for everyone. We have all been keeping safe at home, which has caused the need for DMEPOS to be even more critical. As we close out the year, it's good to reflect really what does healthcare at home mean for our industry?
• An Inside Look with Clint, Episode 3: Mark Higley and the Importance of Benchmarking Clint talks with Mark Higley about the importance of benchmarking. Each year VGM partners with HME News to provide and then analyze an industry benchmark survey.
• “VGM Playbook: Turn Data Into Revenue” Now Available! What are best practices for analyzing data? What exactly can you do with it to make better business decisions? Experts from VGM have provided their insight in the latest installment of the VGM Playbook!
• How to Build Relationships with Payers and Referral Sources Craig Douglas outlines important factors to consider when building relationships with referral sources and payers
• Mourning the Loss of an Industry Titan VGM mourns the loss of an HME titan. Mal Mixon was a maverick leader in the creation of the HME industry along with others, including our founder Van G. Miller.
• Goodbye 2020, Hello 2021 I think we can all agree, 2020 has been an “unusual” year in a myriad of ways, many of which we want to put behind us. What can we expect in 2021? Much of the same? Back to normalcy? A few areas of predictions I see going into 2021:
• COVID-19 Resources: Upcoming Obligations and Deadlines Craig Douglas provides an overview of documentation requirements for the Paycheck Protection Program and the HHS Provider Relief Fund.
• 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.
• Member Spotlight: A Look Back at Our Amazing Members! This year, we had the pleasure of featuring some of our amazing VGM & Associates members who do so much for the DMEPOS industry.
• Connection Over Convenience: How to Make Your Connection with Customers More Valuable Than Convenient 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.
• An Inside Look with Clint, Episode 2: Market Data Clint Geffert sits down with Ryan Ball from VGM Market Data.
• COVID-19 Healthcare Data Insights: Bringing together key data sets to help answer critical questions pertinent to COVID-19 The COVID-19 outbreak caused by the novel coronavirus has a profound impact on our healthcare delivery and support systems, our economy, safety, and overall way of life. Using data from various sources can help answer key questions about COVID-19, including questions on who's at risk for COVID-19, which areas of the country have adopted telehealth strategies, and more.
• The Positives and Negatives of Competitive Bidding Round 2021 There are many aspects of competitive bidding, and there are both positives and negatives to the decisions CMS decided to take Round 2021.
• Applying Telehealth to Complex Rehab Technology Telehealth applies to all segments of our industry in different ways. Because of COVID-19, it is much safer to have as few people as possible physically present for a wheelchair evaluation for a new piece of equipment. However, not all patient populations are suited to be evaluated by telehealth due to their disease-state.
• Introducing a new video series with Clint: Strategic Imaging Services Clint Geffert recently sat down with Mike Reyhons from Strategic Imaging to talk about their services.
• "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, and winner of the 2020 HME Woman of the Year Award.
• Competitive Bidding Round 2021 Updates The Round 2021 Competitive Bidding Program has (finally) offered an update as to its status. CMS released a notice that only two of the categories will move forward on schedule: knee and back orthotic braces (NIV was already out due to CMS' decision on Covid-19). This means that 13 categories will not move forward in Round 2021.
• VGM & Associates Announces 2020 HME Woman of the Year: Patty Mastandrea Patty Mastandrea is 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.
• Telehealth and the Five Predictions of the Future of Healthcare VGM members are beginning to embrace telehealth for deliveries, troubleshooting, and customer service. Recently, Tony Santangelo, Regional Sales Manager for Updox, hosted a webinar on their telehealth platform and interviewed Eric Mongeau, National Sales Director for Aeroflow on the five predictions of the future of healthcare.
• Discover Something New in the Mastectomy Market About 1 in 8 women in the United States will develop invasive breast cancer over the course of her lifetime. Breast cancer is the second most common cancer diagnosis for American women, second only to skin cancer. The breast cancer market isn't disappearing anytime soon. As an HME provider, you are in a unique position to help serve this population.
• VGM Calls for Heartland Conference Speakers VGM is now accepting proposals from prospective speakers for its annual Heartland Conference.
• SoClean Launches Device to Disinfect Phones, Keys, Household Items SoClean recently launched Device Disinfector, which allows for multiple small household items to be disinfected in 10 minutes. Using activated oxygen, it kills up to 99.9% of bacteria and viruses.
• 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.
• Jurisdictions B and C: Claim Payment Alert 151 MUE Incorrect Processing CGS Administrators recently sent out a news alert for Jurisdictions B and C. They aware of a claim payment issue in which some claims may have applied Medically Unlikely Edit (MUE) values incorrectly on the dates September 23, 2020 and September 24, 2020 only. Claims may have paid or denied in error as a result. CGS is correcting this issue and has indicated that it is a number 1 priority with them.  For more information, watch Ronda's vlog.
• HME - Past, Present & Future: State of the Industry/Benchmarking Update I was honored to recently present at the 2020 HME News Business Summit, which was held Sept. 15-17, and, due to COVID-19, in a first-time “virtual” format. My session included a series of data, trends and analysis as to the state of the industry from 2010 to the present, and included financial and operational highlights from supplier submissions applicable to their 2019 results. Here is a summary of the presentation.
• Helping Your Employees Rebuild and Find Happiness Every employee has a different set of circumstances coming at them, especially so far in 2020. While taking care of our employees, we still have businesses to run. To be successful, the best leaders will start with their employees. How do you help your employees to rebuild themselves and also find happiness?
• DMEPOS Warriors: Michael Tracey with Aspirus At Home Medical Equipment VGM & Associates always enjoys highlighting our members who are a shining example of excellence in DME. The current business environment can be difficult to navigate and generating revenue can sometimes be a challenge. However, Michael Tracey shares with us how he helped lead Aspirus At Home Medical Equipment to success and provides tips for how Aspirus generates revenue.
• 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.
• Medtrade 2020 in Atlanta Now a Virtual Conference Medtrade 2020 in Atlanta recently announced that their in-person event has been canceled. They will be hosting a virtual conference in its place, November 4-5, 2020.
• Post-Pandemic: The Rise of Post-Acute Care, Key Panel Takeaways Clint Geffert recently moderated a panel for the HME News Business Summit with the industry's largest players that discussed the role HME providers played in keeping patients with milder cases of COVID-19 in their homes and acting as the pressure-release valve for overwhelmed hospitals. The panelists did such a nice job answering these questions (and more), Clint shares the key points that he took away from the session.
• 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.
• “VGM Playbook: Protecting Your Most Important Asset: Your People” Now Available! VGM & Associates has released the latest installment of the 2020 playbook, “VGM Playbook: Protecting Your Most Important Asset: Your People.”
• 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.
• Conquer Your Mind and Get Out of Your Own Way Originally featured in “VGM Playbook: Developing Your Skills for Next Level Leadership,” VGM's Lindy Tentinger introduces ways to become a better leader, both at work and at home.
• VGM Announces 2020 HME Woman of the Year Award Finalists Four finalists have been named for the 2020 HME Woman of the Year. The winner will be announced during a special virtual ceremony on Oct. 22. Now in its fifth year, the award, sponsored by VGM, recognizes one woman in the industry who has made significant contributions throughout her career to her company, community, and the HME industry.
• What Is Emotional Intelligence (EQ) and Why Is It Important? How well you do in your life and career is determined by both IQ and EQ. IQ alone is not enough; EQ also matters. In fact, psychologists generally agree that among the ingredients for success, IQ counts for roughly 10% (at best 25%); the rest depends on everything else—including EQ.
• DMEPOS Warriors: NuCara Home Medical: Weathering the Storm of 2020 A few weeks ago, devastating storms hit Iowa and Illinois and caused widespread destruction, power outages, loss of internet and phone services, gas shortages and more. But those challenges were just the beginning of what was to be figured out and fixes for many VGM & Associates members who were impacted by the Derecho 2020.
• Billing and Reimbursement Update with Ronda Buhrmester In this episode, Ronda provides an updates 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!
• DMEPOS Warriors: Genesis Home Medical A few weeks ago, devastating storms hit Iowa and Illinois and caused widespread destruction, power outages, loss of internet and phone services, gas shortages and more. But those challenges were just the beginning of what was to be figured out and fixes for many VGM & Associates members who were impacted by the Derecho 2020.
• Derecho Storm Impacts Midwest Providers A few weeks ago, devastating storms hit Iowa and Illinois and caused widespread destruction, power outages, loss of internet and phone services, gas shortages and more. But those challenges were just the beginning of what was to be figured out and fixes for many VGM & Associates members who were impacted by the Derecho 2020.
• DMEPOS Warriors: CarePro Health Services A few weeks ago, devastating storms hit Iowa and Illinois and caused widespread destruction, power outages, loss of internet and phone services, gas shortages and more. But those challenges were just the beginning of what was to be figured out and fixes for many VGM & Associates members who were impacted by the Derecho 2020.
• Return of the Audits Very quietly in a document released in July, ironically entitled “Coronavirus Disease 2019 (COVID-19) Provider Burden Relief Frequently Asked Questions (FAQs),” CMS announced that audits will resume on Aug. 3, 2020, regardless of the state of the public health emergency (PHE). This news took quite a few by surprise, including me.
• DMEPOS Warriors: UnityPoint At Home A few weeks ago, devastating storms hit Iowa and Illinois and caused widespread destruction, power outages, loss of internet and phone services, gas shortages and more. But those challenges were just the beginning of what was to be figured out and fixes for many VGM & Associates members who were impacted by the Derecho 2020.
• Featured Service: The van Halem Group There's been a lot of questions and confusion surrounding telehealth services and how they relate to DMEPOS claims. This article by Wayne van Halem, originally featured in “VGM Playbook: Technology and the Patient Care Continuum Guide to Remote Work,” addresses whether or not telehealth services can be used to qualify a patient for an item of DMEPOS during the PHE.
• Changing Workplace Culture Through Values Discovery Originally featured in “VGM Playbook: Developing Your Skills for Next Level Leadership,” Chief People Officer for VGM Group, Inc. Sara Laures shares her insight into how her team decided to use VGM's code of conduct as not just a legal instrument, but as a platform to identify and communicate the core values of VGM in a way that would inspire employees to say “yes” to our company, our customers, and our mission every single day. Learn how you can adapt these practices!
• ABC's of Fitting: Basic Foundations of Fitting Online Training Course You've asked for alternative solutions to in-person training and American Breast Care listened. They are proud to introduce the NEW! *ABC's of Fitting Basic Foundations of Fitting online training course! This learner-lead course is 100% computer-based and can be completed from the comfort of your office or home at your preferred pace! No inventory, product, or prior experience is required.
• The New World: Seizing Opportunity in a World of Disruption In this episode, VGM CEO Mike Mallaro will share 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.
• Return of the Audits HME Business recently wrote about the news that CMS planned to resume audits by Aug. 3 and that it took many by surprise. Then CMS said it would resume audits in a phased approach. What are the details and what can providers expect?
• 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.
• 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.
• Guest Letter From Creative Strategist Desiree Trimble While we all continue to adapt to new ways of working, marketers need to continue finding new ways to connect with customers. Last month, we talked about how social videos offer a simple and cost-effective way to stay in front of your audiences. But that's just the beginning. Here are some ideas to help you reach existing customers and perhaps even attract some new ones during this unique time.
• Marketing in Uncertainty Throwing my 2020 marketing calendar out the window was not something I anticipated. We have all had to re-think or adjust our strategies. Many of our lives have been altered and knowing how to navigate marketing during a pandemic is no easy challenge, so many of us just want to talk about and do things that don't remind us of COVID-19 while still being responsible in the face of uncertainty.
• Another Successful Heartland Is in the Books, All Thanks to YOU! Everyone at VGM would like to thank the more than 400 members that had at least one staff member attend our virtual conference—Heartland At Home. This year was certainly a break from the norm, but we're excited to announce that the 2021 Heartland Conference has been scheduled for June 14–16 in our hometown of Waterloo, Iowa. We look forward to bringing everyone back together for next-level networking, unparalleled education, and one heck of a fireworks show! We hope to see you there!
• DMEPOS Warriors: Brooke Strachan, Owner of The Boob Shop When hard times come, it's not always easy to think on the bright side. For Brooke Strachan, finding the positives in any situation is her philosophy, and this state of mind is what led to her owning her own business.
• More Details on Medicare Audits Beginning August 3 In recent meetings with CMS, The van Halem Group has learned that while the date to begin medical review functions is August 3rd, there will likely be a delayed time frame before audit requests officially go out. CMS is currently working to develop instructions for contractors and intends to take a "toe in the water” approach, as opposed to opening up a flood gate of audits.
• 2020 HME Woman of the Year Nominations Open Through August 14 Now in its fifth year, the award, sponsored by VGM, recognizes one woman in the industry who has made increasingly significant contributions throughout her career to her company, community, and the home medical equipment industry.
• VGM's Mike Mallaro on How to Get to the Other Side The COVID-19 pandemic has broken the mold for how the HME industry has always done business, but that can create opportunity—if providers are open to it, says VGM CEO Mike Mallaro.
• 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.
• CMS Directs Auditors to Get Back to it on August 3; Prior Auth Programs Get the Greenlight Too The van Halem Group released a blog stating that beginning August 3, MACs, RACs and the SMRC will 'flip the switch' and reinstate their audit functions. CMS notes that the waivers and flexibilities in place at the time of the dates of service of any claims potentially selected for review will also be applied.
• Home Medical Equipment Providers: An Underappreciated Solution (Until Now) Miriam Lieber wrote a guest blog for Salient Value about some of the recent wins for DMEs and how they have adapted during COVID-19.
• Decline in HME Providers Strains Those That Are Left HME News released an article about Medicare's competitive bidding program and how it has decimated HME providers' ranks over the past 10 years, and now those HME providers that are left are in the middle of a pandemic and facing Round 2021.
• 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.
• HME Business: What's Your Telehealth Plan? HME Business wrote an article about COVID-19 pushing U.S. healthcare to adopt practices it should have integrated years ago, and telehealth is at the top of the list. Why? Because it makes a lot of sense, especially for HME.
• HME Business: Being Social in the New Normal Ty Bello wrote an article that was featured in HME Business that focused on how COVID-19 forced us to adopt a set of new phrases and behaviors into our daily lives. Ty wrote that we can still do things to strengthen our lasting relationships with patients, caregivers, referrals, coworkers and all the people in our lives.
• Six Ways Healthcare Will Move Into Our Homes In an article from Philips, they note that in the face of COVID-19, many healthcare providers turned to remote patient monitoring and virtual visits to continue caring for vulnerable patients while minimizing risk of virus transmission and reducing the strain on scarce hospital resources. It has given a new and urgent impetus to implement digital health solutions at scale, with telehealth projected to grow by 64% in the U.S. this year alone.
• Heartland: Signs Ahead Point to ‘Growth' The HME industry has weathered its share of hardships and the current COVID crisis is no exception. But, as “first responders,” providers will get through this too, VGM's Mark Higley said in the kick-off last week to Heartland at Home.
• ADA Anniversary: A Time of Celebration, Cause for Improvements To commemorate the 30th anniversary of the Americans with Disabilities Act, VGM & Associates, U.S. Rehab and NCART have released a video featuring longtime champion and lead sponsor of the act, retired Sen. Tom Harkin.
• DMEPOS Warriors: Steve Huntington, Director of Finance for HME Home Medical Meet Steve Huntington, Director of Finance for HME Home Medical, a VGM member since 1986! An employee of HME Home Medical for five years, Steve has found that the power of networking opportunities provided by VGM and his state association, MAMES, have helped him and HME Home Medical thrive. We asked Steve more questions about his experience with the industry below!
• Referral Streams Begin to Return, Sleep Providers Say In a recent article from HME News, CPAP referrals dropped off when sleep labs temporarily closed at the peak of the coronavirus pandemic, but providers say things are picking back up.
• VGM's Next Steps Guide with John Gallagher In this episode, we sit down with John Gallagher, vice president of VGM Government, 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.
• HME News: Providers Navigate Changed Environment In the early days of the public health emergency, HME providers were focused on taking on discharged patients as hospitals made way for COVID-19 patients. Now, they're caring for COVID-19 patients themselves, according to a recent HME News article.
• VGM & Associates Release Series of Educational Resources For New Business Environment VGM & Associates have released three new resources to help members navigate the new business climate post-PHE. These resources include the latest edition of the VGM playbook, a remote guide to help members transition into a virtual working environment, and a re-opening checklist to help businesses prepare for the new environment.
• 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.
• VGM and HME News Team Up for the HME Financial Benchmarking Survey HME News and VGM & Associates have teamed up again for this year's benchmarking survey. What does this mean for you? First, you won't be asked to complete a benchmarking survey from both organizations. Second, participants will get the survey results for free, but with the increased responses from our joint efforts, you'll get a more accurate picture of the HME industry. It's a win-win!
• 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.
• Deadline to Apply for HHS Relief Payments (Round 2) June 3rd Those of you who received a payment from HHS between April 10 and April 24th (the payments that were automatically sent to you, that you didn't ask for or apply for) are able to apply for a second round of HHS Relief Payments. In fact, ONLY companies that received Round 1 HHS relief payments can apply for Round 2. I've included a few links below that are pertinent to the Round 2 application process.
• VGM & Associates, U.S. Rehab, and NCART Raise Awareness for the ADA 30th Anniversary / Launch Campaign Copy VGM & Associates, U.S. Rehab, and NCART are raising awareness for the 30th anniversary of the signing of the Americans with Disabilities Act (ADA). The anniversary campaign, which will run from May to July, will highlight the importance of equipment that meets an individual's needs and how the ADA's intent is a theme of our industry initiatives.
• Order a Custom Video From VGM As a VGM member, you make a huge impact on the lives of people in your community. Now, you can promote your services in a professionally made video. For just $90, you'll be able to post, share, and send your very own Bring It Home video. Hellman, a division of VGM Group, will add your logo to the end of the video, branding it as yours to use in any or all of your marketing.
• Episode 55: Heartland At Home Listen as we chat 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!
• Episode 54: Finding Out How COVID-19 Impacts Our VGM Members VGM Members Liam O'Keefe (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.
• Episode 53: Connor's Cuddles We talk with VGM Member and Founder of Connor's Cuddles, Christine Strutt about being a member and why she started her amazing organization.
• We Are All Adapting In Our Own Shoes: Coronavirus Confessions From My Shoes As a marketer, I knew early on that we were navigating uncharted waters and undoubtedly making history. The 2020 COVID-19 pandemic and the global response will not only forever change how we live, but it will end up in higher education curriculum in many aspects including public health planning, business continuity preparedness, manufacturing and inventory strategy, communication during and post pandemic, to name very few.
• Heartland Conference Goes Virtual: New Format, Same Great Education Due to the risks of COVID-19, Heartland Conference 2020 is going to be a little different this year—we're going virtual. But that's not the only big change. The online conference, Heartland At Home, is a member-exclusive benefit, so VGM members can attend and earn CEUs/contact hours at absolutely no cost.
• DMEPOS Warriors: Halo Wound Solutions Meet Tracy Lucas, co-owner of Halo Wound Solutions! Tracy has been a VGM member since 2016. Tracy and his business partner, Luke Esslinger, built their wound care business from the ground up, and they are now distributing wound care products nearly nationwide. We asked Tracy about how he got started in the HME industry and how that led to the growth of their business and ability to take care of their customers in the wound care space.
• CMS Reevaluates Accelerated Payment Program And Suspends Advance Payment Program An Accelerated/Advance Payment is intended to provide necessary funds when there is an interruption in claim submission. The expedited payments are offered in circumstances including natural disasters or national emergences, such as the COVID-19 pandemic. The temporary loan programs are available to both Part A and Part B providers/suppliers as resource to assist with cash flow disruptions.
• COVID-19 3.5 Emergency Relief Passes The House Today the House overwhemlingly passed the $484 billion agreement to deliver more pandemic aid to small businesses and hospitals, in addition to federal, state and local coronavirus testing. The President is expected to sign the bill either tonight or tomorrow.
• Episode 51: 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.
• Senate Passes The COVID-19 3.5 Emergency Relief Bill This afternoon, the Senate passed, by unanimous consent, the $484 billion agreement to deliver more pandemic aid to small businesses and hospitals in addition to federal, state, and local coronavirus testing. The House is expected to return Thursday for an in-person vote.
• April 16 UPDATE: The CARES Act Provider Relief Fund As most DMEPOS suppliers are likely aware, the Department of Health and Human Services (HHS) continues its distribution of $30 billion in funds from the $100 billion Public Health and Social Services Emergency Fund established by the Coronavirus Aid, Relief, and Economic Security (“CARES”) Act. Commencing April 10, all health facilities that billed Medicare in 2019 will receive a grant from the Fund.
• Paycheck Protection Plan and Economic Injury Disaster Loan Emergency Advance Run Out of Funds Thursday morning it was announced that the Small Business Association's (SBA) “Paycheck Protection Program” (PPP) had run out of funds. According to the SBA website, the agency is “currently unable to accept new applications for the PPP based on available appropriations funding. Similarly, we are unable to enroll new PPP lenders at this time."
• Episode 50: 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.
• Update: The CARES Act Provider Relief Fund As most DMEPOS suppliers are now aware, the Department of Health and Human Services has begun the distribution of $30 billion in funds from the $100 billion Public Health and Social Services Emergency Fund established by the Coronavirus Aid, Relief, and Economic Security (“CARES”) Act.
• VGM Releases Resource Tool for Economic Stimulus Programs Since the beginning of the COVID-19 pandemic, and especially since the government began releasing details of various programs that they were offering through their various stimulus packages, there has been a flood of information coming at all of us. The government has released three separate stimulus packages with multiple programs and features embedded within each one, many of which are designed to provide economic relief to businesses that are being impacted negatively by COVID-19.
• CMS Removes Non-Invasive Ventilators From Round 2021 Of The Competitive Bidding Program CMS announced today that due to the novel COVID-19 pandemic, the Centers for Medicare & Medicaid Services (CMS) is removing the non-invasive ventilators (NIV) product category from Round 2021 of the Durable Medical Equipment, Prosthetics, Orthotics, and Supplies (DMEPOS) Competitive Bidding Program. This was the first time that NIVs were included in the Competitive Bidding Program.
• Healthcare Providers Are Starting To See Their Share Of The Initial $30 Billion COVID-19 Payments This morning HHS announced that they would begin delivering the initial $30 billion in relief funding to healthcare providers in support of the national response to COVID-19 as part of the $100 billion provider relief through the CARES Act.
• N95 Respirator: Re-Use And Making Your Own We continue to hear from DME suppliers on the frontlines of this pandemic on the struggles with obtaining adequate amounts of Personal Protective Equipment (PPE). Our team has been collecting additional resources and helpful links on how to effectively clean PPE and create your own PPE.
• Health Care Policy Changes Due to COVID-19 Since the beginning of the COVID-19 pandemic, many payers, much like CMS, have modified their coverage policies and requirements around prior authorizations, face to face meetings with patients, documentation/signatures, etc. to allow DMEPOS suppliers to continue to provide equipment and services to their patients while minimizing risk to their staff, the patients, and physicians who treat those patients.
• Person Protective Equipment Shortage With mask being in limited supply, HME suppliers are scrambling to find masks and are often taking anything they can find. VGM is continuing our efforts to obtain, source, and/or uncover opportunities for our members as it relates to PPE offerings. We are in contact with our contracted vendor and distribution partners on a routine basis to get updates. We request and are provided updates with allocation procedures specific to distribution of these critical items.
• CMS Removing Barriers, DMEPOS Providers Remain Vigilant, and FEAT CMS announced last week that it would be removing Local and National Coverage Determination requirements for oxygen and other respiratory equipment such as PAP, RAD and ventilators, in addition to infusion products. By doing this, it opens up the ability to bill and receive payment for these products in instances that would not have warranted coverage before.
• A Breakdown of the SBA Paycheck Protection Program The Paycheck Protection Program (PPP) is the third phase of the government's $2.2 trillion government's relief package, the Coronavirus Aid, Relief, and Economic Security (CARES) Act. It was created to help small businesses cope with the COVID-19 outbreak.
• Helping You Navigate COVID-19 As we continue to try to decipher the vast amounts of information we get on a daily basis about the coronavirus and its impact on our healthcare system, economy, education, families, and all other facets of our lives, one fact is ultimately true—we are all in this together! Please continue to reach out to us with questions, feedback, and success stories.
• CMS Announces New Waivers and Rules to Help Healthcare Providers Yesterday, the Trump Admiration released an array of temporary regulatory waiver and new rules to help equip the healthcare community with flexibility during the COVID-19 pandemic. Our VGM Government team will continue to process the information and what it means for our members.
• Clarification on What is a “Healthcare Provider” in the FFCRA In phase 2 of the government's COVID-19 relief package, passed nearly 2 weeks ago and known as the Families First Coronavirus Response Act (FFCRA), there was language exempting certain business types from being required to offer expanded medical leave and sick leave to their employees. VGM clarifies these exemptions in the following article.
• House Passes Coronavirus Stimulus Plan - HME Legislation Included! Heading To The President's Desk On March 27, the Coronavirus Stimulus Package, H.R. 748, passed the House. The bill will now head to President Trump's desk for his signature. Much needed reimbursement relief will be coming to home medical equipment suppliers! The bill includes language from H.R. 2771, which provides relief for areas deemed rural and non-rural by CMS.
• HME Providers Shift Business Models, Face Challenges HME News spoke with providers across the country about operations are anything but business as usual as they gear up to backstop hospitals during the coronavirus pandemic.
• U.S. Small Business Administration Offers Low-Interest Rate Loans The U.S. Small Business Administration (SBA) is offering designated states and territories low-interest federal disaster loans for working capital to small businesses suffering substantial economic injury as a result of the coronavirus (COVID-19).
• Senate Passes $2 Trillion Stimulus Plan. HME Relief Included! The massive Coronavirus Stimulus package passed the Senate just before midnight last night with a 96-0 vote. The bill will now head over to the House and has to be voted on by Unanimous Consent in order to pass. Since the House members will not likely fly back to Washington D.C. for a vote, the House announced they plan to vote on Friday by a voice vote.
• Out of Equipment? Too Much Equipment? SWAP IT. VGM would like to help our members help supply equal demand whenever possible. Some of you will run out of equipment, while others will be sitting on a surplus of that same equipment. We are opening up our vgm.com members only portal as a venue for providers to identify areas (both geographic areas as well as equipment categories) where demand is outweighing supply, or vice versa. Providers who so choose can share/rent/buy equipment to/from one another.
• Member Q&A: Am I an “Essential Business”? In every instance we are aware of right now, DMEPOS providers have been categorized as essential and may continue to operate, though it may make sense for them to change or scale back their operations temporarily, prioritizing what has to be done now and what can wait. Based on the information above, VGM feels comfortable stating that you, the companies who provide DMEPOS related products and services, are indeed essential during this COVID-19 pandemic.
• CPAP Devices Can Be Used as Ventilators During Coronavirus Outbreak, FDA Guidance Says As of March 22, new temporary guidance from the FDA allows hospitals to re-purpose existing products such as CPAP devices as ventilators, an effort to meet major shortages in the United States during the coronavirus outbreak.
• FEMA Heads Says Administration Will Use Defense Production Act to Obtain 60,000 Coronavirus Tests As posted on the nationalreview.com, the Trump administration is invoking the Defense Production Act as part of the COVID-19 pandemic response. Read More....
• Episode 49: 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.
• CMS Approves Medicaid Section 1135 Waivers for 11 Additional States A total of 13 states are now included. Click here for details.
• What HME Suppliers Need To Know About Personal Protective Equipment (PPE) States reached out to President Trump asking to empty the federal stockpile of PPE and medical supplies. We need to ensure home medical equipment suppliers receive priority access to critical supplies during this crisis to assist patients in healing at home. It is crucial that HME suppliers reach out to their county and state health departments today, letting them know what your company is doing to help during this crisis and your PPE supply needs to ensure patient and employee safety.
• Families First Coronavirus Response Act Signed This Week The Senate has passed (by a vote of 90-8), and President Trump has signed, the second COVID-19 relief package, known as the Families First Coronavirus Response Act (H.R. 6201).
• Q&A: Are DME companies (providers / manufacturers) considered "essential business" during COVID-19? A: (note: VGM is seeking further clarification from expert sources) The short answer it typically yes, they are considered essential and allowed to remain open and continue working.
• Episode 48: 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 in this latest podcast episode.
• President Trump Expands Telehealth Benefits for Medicare Beneficiaries According to CMS communications, the Trump Administration announced expanded Medicare telehealth coverage that will enable beneficiaries to receive a wider range of healthcare services from their doctors without having to travel to a healthcare facility. This will temporarily pay clinicians to provide telehealth services for beneficiaries residing across the entire country.
• CMS Releases Coronavirus Partner Virtual Toolkit The Centers for Medicare & Medicaid Services (CMS) release an email today with their Virtual ToolKit to help you stay up-to-date on CMS materials available on COVID-19.
• VGM Requests Congressional Support Regarding COVID-19 VGM Government recently sent letters to the offices of Secretary of HHS, Alex Azar and CMS Administrator, Seema Verma. The letters were also sent to the offices of Sen. Chuck Grassley and Sen. Ron Wyden (Chairman and Ranking Member of Senate Finance Committees).
• Pandemic Planning and Preparedness VGM Group just released a Pandemic Planning and Preparedness document to offer tips on pandemic preparedness planning that will allow your organization to respond quickly and efficiently to a pandemic situation.
• CMS Releases More Information Regarding Coronavirus Today, CMS sent out more information regarding safety amidst the coronavirus pandemic. The three articles and links below include more guidance about COVID-19 for healthcare workers, as well as more guidance about the Medicare Advantage and Part D plans. The guidance expands on the types of face masks that healthcare works can use.
• The Coronavirus and Workplace Readiness While we aren't experts at dealing with viral outbreaks, we've put together a comprehensive library of resources for you from organizations like the CDC and the World Health Organization, and you can find those materials in the right-hand column of this page. We'll continue to keep this site up to date as things continue to develop.
• CMS Announces Actions to Stem Spread of Coronavirus The Centers for Medicare & Medicaid Services (CMS) has called on health care providers to implement mandated infection control procedures in response to novel Coronavirus, or COVID-19. CMS is also issuing new requirements for state survey agencies and accrediting organizations for inspecting Medicare-participating health care providers across the country in response to the virus.
• Risk Insights - Protecting Workers From Coronavirus VGM Insurance recently shared in the Risk Insights the examination of what coronavirus is, how it spreads, and what employers can do to protect their workforce.
• Why Patients Who Want Choice Choose DreamWear Philips Respironics was the first to market with a complete tube-on-top family of products for CPAP therapy. The modular design of the DreamWear fits over 95% of patients with one mask platform that can accommodate nasal, full face, and pillows cushions. But the modularity is about more than convenience—it's about patient comfort. Patients can sleep in whatever position they choose while using CPAP therapy.
• Member Q&A From The van Halem Group: New Order Requirement and "Master List" I'm curious about this new order requirement. I see that Medicare updated the notice on 2/12/20, and I'm curious about the “Master List” of items that still needs a WOPD. I'm wondering if PAP equipment and supplies fall under the SWO or the WOPD. Can you help me understand?
• Member Q&A From Craig Douglas: Round 2021 of Competitive Bidding How is Round 2021 of Competitive Bidding going to impact my non-Medicare business, and what should I be doing now to prepare for those changes that are coming next year?
• What Do You, As An Employer, Need To Do About The Coronavirus? The Center for Disease Control (CDC) is closely monitoring the outbreak of COVID-19 (Coronavirus), and with a total of 15 confirmed cases in the United States as of February 28 and more than 450 tested, your employees may start asking questions about work, travel, how to help customers, etc.
• Recommendations From Health Organizations Health organizations like the CDC and OSHA recommend several tips to staying healthy during the COVID-19 outbreak.
• New VGM Members-Only Portal Now Available You are at the core of what we do, and we want to make sure you are learning, networking, and thriving every day. That is why we updated the VGM members-only portal! This new portal, exclusive to VGM members, is enhanced to help members find all the information and resources they need to help their business succeed.
• Meet Our Members: Don Whitney, COO and CCO of Inland Medical and Rehab Meet Don Whitney, COO and CCO of Inland Medical and Rehab! Don has been a U.S. Rehab member since 2012. We asked Don some questions about his role at Inland Medical and Rehab, his background, how they take care of their customers, and what it means to him to serve in this industry.
• The Cost of Compliance – An Impassioned Plea to be Proactive Last year, The van Halem Group was engaged by several DME providers that were subject to a 6-year OIG lookback audit. Sadly, for companies that did not have a process in place for proactive chart audits, the 6-year look back resulted in a very expensive lesson. Lookback audits are here to stay, and it's never been more important for providers to have a comprehensive proactive compliance program, and this is one way that The van Halem Group can assist members.
• Episode 47: 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.
• Episode 46: 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.
• Member Q&A: Navigating the New VGM Website The new vgm.com website is enhanced to help members find all the information and resources that you need to help your business succeed.
• Episode 45: 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.
• Serve with Compassion—A VGM Member Spotlight Recently we interviewed Christine Strutt, VGM Member and Founder of Connor's Cuddles. Connor's Cuddles is an organization that honors Strutt's late son, Connor, who passed away from Non-Hodgkin's T-cell lymphoma. Join us as we unpack a lesson of resilience and kindness during uncharted territory.
• VGM's Top Moments of 2019 VGM had quite a year in 2019!
• Supplier Partner Updates: Feburary 2020 All VGM supplier partner updates for January 2020.
• From VGM Community Leaders: What to Expect in 2020 Now that the new year has arrived, we asked our community leaders at VGM what they are looking forward to in 2020 for respiratory/sleep, orthotics and prosthetics, women's health, wound care, and home modifications. Below are their responses:
• Issues With Medicare Post-Enrollment Even though the Medicare enrollment period ended last month, there are potential issues that suppliers and beneficiaries may face if they switched from Original Medicare (FFS) to a Medicare Advantage plan.
• VGM Government Team on Competitive Bidding and the Gap Period Craig Douglas and Mark Higley of the VGM Government team has provided their insight into the competitive bidding gap period the industry is currently experiencing. Read below to find out next steps, what to expect, and more information about this gap period.
• Compassion - The Key Ingredient to Success When working in the home medical equipment (HME) industry, providing exceptional customer service is incredibly important. It is a passion that providers must have. This passion and drive is what led Liam O'Keeffe to the HME industry, and it is what led to the beginning of On The Mend Medical Supplies & Equipment in 2016.
• JAY® Syncra™ Seating: Specifically Engineered for Tilt and Recline JAY Syncra Seating System is a cohesive and attractive seating system intentionally designed for tilt and recline. Available exclusively on the SEDEO® PRO™ seat frame, Syncra is a comprehensive seating system engineered so that the cushion and the back work in tandem to minimize movement and help avoid body displacement.
• New VGM & Associates Website Unveiled VGM & Associates is excited to unveil our newly redesigned website, vgm.com. While you will undoubtedly notice the fresh look, there is more!
• Episode 44: 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. For more information on the special promotion offered exclusively for VGM Live at Home members, contact Andrew directly at 239-772-0579 or email ascothern@meritsusa.com.
• The $11M Medicare Tool That Gives Seniors Wrong Insurance Information In a recent article from Medpage Today, it was reported that the federal government recently redesigned a digital tool that helps seniors navigate complicated Medicare choices. However, consumer advocates say it's malfunctioning with alarming frequency, offering inaccurate cost estimates and creating chaos in some states during the open enrollment period that started on October 15 and ends December 7, 2019.
• Choose the Best Scale for Your Customers! Professional home care scales are needed for a variety of personal wellness levels such as participants in physician monitored weight loss programs, patients with congestive heart failure, or those with nutritional problems.
• OIG to Review PMD Repairs and PAP Supplies The Office of Inspector General (OIG) has updated its work plan to include new reviews for PAP replacement supplies and power mobility device repairs. In a recent article from HME News, Medicare paid approximately $945.8 million for replacement supplies in 2017 and 2018, but OIG has previously found that most claims did not comply with Medicare requirements and that DME suppliers often did not have the documentation required to support the need for replacement supplies.
• Member Q&A: Billing, Reimbursement, and Documentation Below are a series of questions focused on billing, reimbursement, and documentation topics that U.S. Rehab Director of Reimbursement and Education, Dan Fedor, has recently encountered. An expert in all things related to mobility documentation, billing, and reimbursement, Dan Fedor provides his insight below to some hot topics facing the CRT industry, including ATP scribing, modifiers, and Medicare Advantage versus Original Medical Fee for Service (FFS).
• U.S. Rehab Announces 2020 Tech Training Dates and Locations U.S. Rehab and VGM are excited to announce the dates and locations for the 2020 Tech Training seminars.
• Lending a Helping Hand It takes a special kind of group to work in complex rehab technology (CRT). The daily challenges faced in getting equipment, supplies, and services to patients in need can sometimes feel like moving mountains. But when someone who's struggling gets access to the help they need, all the hard work is worth it. That's what motivates the staff at Handi Medical Supply every day.
• Are Inhalation Drugs the Next OIG Six Year Lookback Audit? Since 2010, the CMS's Comprehensive Error Rate Testing (CERT) program has identified nebulizers and related drugs (i.e., inhalation drugs) among the top 20 supplies with the highest improper Medicare payments. Based on prior reviews, the Office of Inspector General (OIG) conducted a nationwide review to determine if the suppliers included in the review complied with Medicare requirements when billing for inhalation drugs.
• Making Family Work: Oswald's Pharmacy on Six Generations of Serving the Community Alex Anderson loved growing up in his family's business, but he never thought he'd work there.
• Sen. Duckworth Meets With Breast Cancer Survivors As we kick off Breast Cancer Awareness month, Sen. Tammy Duckworth (D-IL), lead sponsor for S.562, the Breast Cancer Patient Equity Act, visited Second Act Mastectomy Boutique in Chicago to meet with breast cancer survivors.
• Show Me the Money: Working Smarter to Maximize Profitability for Your DMEPOS Business At the beginning of the year, VGM released Industry Snapshots: Forecasting 2019.
• Medtrade Recap Per usual, our team had another great year at Medtrade Fall. Whether it was our power lunch, expert led sessions, billing and reimbursement seminar, etc., we had a blast. More importantly, we hope you did too. To highlight all the fun, our very own Mike Thuesen of our video production team, created a video of our favorite elements from Medtrade 2019. We invite you to relive all the excitement with us.
• Clinical Support for Mediven Harmony Effectiveness! The recently published study conducted by Vanderbilt University shows the early detection of the presence of lymphedema in post breast cancer treatment and the use of mediven harmony products can significantly reduce debilitating advanced stages of lymphedema. Additionally, new products have been added to the assortment for more patient choices.
• CBD Suppliers: What to Know Before You Buy Know before you buy. Ask for a Certificate of Analysis from your distillate supplier to make sure the CBD you are purchasing doesn't contain unknown compounds. Find out more about our liquid chromatography process and how it compares to other distillation processes.
• Episode 41: 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. If you're thinking about getting into the home access business, the bathroom is a great place to start.
• Ronda Says: Are You Ready for Oct. 21? Group II Support Surfaces Enter Prior Authorization Program for All States CMS announced in Dec. 30, 2015 a finalized rule creating a program called Condition of Payment Prior Authorization Program for Certain DMEPOS items.
• Episode 40: 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.
• Member Spotlight: Jill Robbins and Terry Scott from Perfect Match Boutique Life-altering events oftentimes spark the entrepreneurial mindset and lead to the opening of new businesse...
• Member Q&A: What to Know About Mastectomy and CPAP Resupply Resupply season is here. That means many of your patients and clients have met their deductibles, and it&r...
• If Your Elected Officials do not Hear About Issues, They Cannot Take Action on Them Breast Cancer Awareness season is upon us, and everywhere you turn, you see pink ribbons, hear about commu...
• Episode 39: 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.
• Haven't Submitted Your Competitive Bids Yet? Here's What You Need to Know. The deadline to submit your competitive bids is Sept. 18. If you haven't already submitted your bids, make plans to do it this week.
• August Recess Coming to a Close. VGM Hosts Rep. Abby Finkenauer and Sen. Chuck Grassley On Friday, Rep. Abby Finkenauer paid her first visit to VGM since being elected in 2018. Rep. Finkenauer t...
• SpiderTrac® 2.0 - High-Performance Outdoor Suspension Only Available on the Q700 M Climb curbs of up to 3" and enjoy a smoother, more responsive ride with the revolutionary SpiderTrac® 2.0 suspension.
• Providers Testify at the 2019 SBA Regulatory Fairness Hearing In August, the Small Business Administration (SBA) held a Regulatory Fairness Hearing to receive feedback from small business owners about the regulatory environment. Stakeholders that testified on behalf of the DME, CRT, and women's health industries included Georgie Blackburn of Blackburn's, John Letizia of Laurel Medical Solutions, Jasmine Jones of Cherry Blossom Intimates, and Nikki Jensen of Essentially Women/VGM.
• Episode 38: 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.
• Episode 37: Competitive Bidding Questions Answered Host Brian Thompson gets competitive bidding questions answered by VP of Payer and Member Relations, Craig Douglas.
• The Value and Importance of Bid Calculators for Round 2021 Competitive Bidding If someone would have told me a year ago that for the next round of Competitive Bidding (CB) a Durable Medical Equipment (DME) supplier could lose $100,000, $250,000, $500,000, or even $1,000,000 or more in revenue by bidding rates that were equal to the rates that are in place today, I would have said you were crazy.
• How Competitive Bidding Will Impact Reimbursement Rates for Non-Bid Areas So, you think that because you do not serve or operate within a competitive bid area (CBA), that Round 2021 of the Competitive Bidding (CB) program for DMEPOS products and services doesn't matter to you or doesn't impact you and your business? Think again!
• Top 3 Website Security Tips You Need to Know In our modern world, websites are a crucial part of attracting new customers and patients to your business or organization.
• Incident Response Planning: Who's Your Go-To Security Expert? When an organization has a breach in data or has been the victim of a cyberattack, we call this an inciden...
• Episode 36: 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.
• Episode 35: 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. They discuss the opportunity for VGM Live at Home members with the EZ-ACCESS partnership.
• How to Respond When Patient Data Has Been Compromised Every business should have a plan in place for how they will respond to a crisis.
• The Most Absorbent, Highest Performing Product Line From Attends to Boost Your Business Domtar Personal Care launched Attends Premier, the most absorbent and highest performing product line in t...
• Streamline Your Way to Pay With Rectangle Getting paid shouldn’t be an issue. It shouldn’t cost you money, take a lot of time, or interf...
• VGM Welcomes CleanCut CleanCut’s innovative line of aging in place bathtub conversion inserts offer a simple and cost-effe...
• Adaptive Equipment Giveaway Positively Impacts Local Children At the 2019 VGM Heartland Conference in June, four children were given adaptive tricycles that were specifically designed to meet their individual needs.
• IT Security Missteps for Healthcare Industry in 2019 When we know better, we do better. It comes to no surprise that every year there will be security breaches...
• Heartland Conference 2019 Recap This year's Heartland Conference was maybe the best it's ever been. The weather was fantastic...
• Vendor Spotlight: Rifton U.S. Rehab is excited to introduce Rifton as this month's highlighted manufacturer. A valuable partner of U.S. Rehab and VGM, Rifton is known throughout the industry for offering the most adjustable and durable adaptive equipment available, including a wide variety of gait trainers, lift and transfer devices, special needs chairs, standers, adaptive tricycles and more to both children and adults.
• VGM Technologies: Heartland 2019 Recap It’s one of the best times of the year at VGM. We were honored to attend the VGM Heartland confere...
• Episode 34: 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. Rob describes retail as "selling products for cash" with an HME provider employee uncovering a need/want from the customer and fulfilling on that with a customer experience big box or online retailers can't deliver.
• Zip Code Designation Changes – Affecting Reimbursement Rates   Between the first and second quarter of 2019, a to...
• Episode 33: Bid Smart 2019, A Competitive Bidding Program Round 2021 Update VP of Regulatory Affairs at VGM, Mark Higley, gives an update on Round 2021 of the Competitive Bidding Program.
• Episode 32: 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. Harmar Mobility offers a variety of lifts for the home, as well as vehicles, in order to keep people in their homes (where they want to be) as they age or become immobile. The two talk about the markets and dealer opportunities for stairway lifts, vertical platform lifts, home elevators and vehicle lifts.
• Episode 31: 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.
• A Necessary Partnership: HIPAA Compliance and Business Associate Agreements Your organization is likely always thinking of better ways to protect patients' private information throughout the course of business.
• Episode 29: Let Her Decide...Breast Cancer Patient Equity Act Join us in getting Medicare coverage for custom breast prostheses. The Let Her Decide Campaign seeks to pass legislation for Medicare to cover custom breast prostheses. Since many health insurance companies follow Medicare guidelines, it's important for women everywhere to pass this legislation so everyone can be allowed to choose the solution that works best for them.
• How Cookie Walls Violate GDPR According to the DPA Did you know that you may be in violation of GDPR? According to the DPA (Dutch Data Protection Authority),...
• Round 2021 Details Just Announced - Timeline Included This morning, CMS released the Request for Bid (RFB) details for the Round 2021 Competitive Bidding Progra...
• Oklahoma Sales Tax Exemption Bill Passes the State Senate! This afternoon, members of the Oklahoma Medical Equipment Providers Association (OMEPA) gathered at the Ok...
• HIPAA Compliance - Learn How Rectangle Health Can Protect Patient Data HIPAA regulates the disclosure of individuals’ health information – also called protected heal...
• VGM Welcomes Sprint Communications have dramatically transformed with the advent of wireless. With more than 30 years of exper...
• VGM Welcomes Kinetec USA Kinetec USA has been manufacturing the best continuous passive motion (CPM) therapy products in the world ...
• 4 Password Management Tips for Your Organization Passwords are the frontline defense for your organization and the gatekeepers of this are first your emplo...
• The Secret Lurker: Voice Squatting The opportunity to have virtual assistants in our home or in our business is an experience previously only...
• The Benefits of Being GDPR-Ready The culmination of HIPAA and the ever-growing cybersecurity threat due to the advancement of technology ha...
• From Our Friends at Sana Therapy Products – A Modern Medical Marriage We all know them. Those couples who have lived longer together than they have apart. Their advice: recogn...
• The 411 on Cyber Liability Insurance You have it on your car, your house, your office building and hopefully, even your life. But do you have c...
• VGM Welcomes Sana Therapy Products With opioid addiction and overdoses at an all-time high in the United States, The Joint Commission has a n...
• Episode 26: HME Industry Snapshots Projections by the Census Bureau estimate the number of adults ages 65 and over could increase to more than 71 million in 2030 and hit 88.5 million by 2050. The market for treatment of obesity, COPD, obstructive sleep apnea, diabetes, and other chronic conditions continues to expand. This uniquely positions our industry to help improve the quality of life for more patients than ever before.
• Episode 25: VGM Live at Home ShelfGenie Launch, a conversation with CEO Andy Pittman Exclusive for VGM Live at Home members.
• Round 2021 Competitive Bidding Details Announced From the desk of Mark Higley As VGM members are likely most aware from recent webinars and legislative u...
• Episode 23: 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?
• Destroy the Walls of Your Comfort Zone with VGM's First Playbook of 2019 By Clint Geffert, President, VGM & Associates It’s hard to believe that we are well into the fi...
• Changes to Competitive Bidding for 2019 By Mark Higley, VP, Regulatory Affairs, VGM & Associates This article is featured in “Industry...
• Episode 22: McKesson Brand DME Program The McKesson (MCK) Brand DME program provides a comprehensive one-stop shop for products, customer service & support and marketing resources for providers.
• From Our Friends at LightSpeed – All-in-one Platform Means Big Savings Accepting payments in your store just got a whole lot simpler (and faster). Lightspeed has announced that ...
• Episode 21: Tax Credits for Aging in Place, an update with Louis Tenenbaum The vast majority of Americans consistently say that they want to remain in their homes while they age, but our housing and healthcare system aren't always constructed to support that choice. On this episode of Industry Matters Jim Greatorex and Louis Tenenbaum discuss some of the grass roots efforts that are working hard to update both. Join the HomesRenewed Coalition to take part in this important initiative!
• Where Does the Industry Go from Here? Competitive Bidding Reform... WATERLOO, IA – Ok…The industry now has had time to digest the ESRD Final Rule and its impact....
• Cybersecurity and HIPAA Compliance: 5 Ways to Master Both One single attack on your data network can cause chaos to your entire healthcare organization. One update ...
• Four Conditions to Look for When Choosing a Vendor Partner Nice work! You dissected the numbers, collected customer feedback, and detected the products your custom...
• From Our Friends at Health o meter® Professional Scales: New Portable Digital Chair Scale Health o meter® Professional Scales introduces the new 596KL Portable Digital Chair Scale. With its li...
• VGM Welcomes Aurora Manufacturing Aurora Manufacturing is working in conjunction with VGM to provide air fluidized therapy (AFT) beds to the...
• VGM Welcomes Zanotti Armor Zanotti Armor® is a manufacturer of premium safes and security options located in the Heartland of Ame...
• “The Upside”: An Inside Look with Permobil on the Creation of the Film Many people are familiar with the newly-released movie called “The Upside,” a film that portrays a friendship between Phillip Lacasse, a wealthy man with quadriplegia (played by Bryan Cranston) and Dell Scott (played by Kevin Hart), who is hired to help him. However, some people may not realize that one of the industry's largest manufacturers, Permobil, had a role in the production of this film.
• Update on Dually Eligible Beneficiaries by VGM Government Relations Good news coming from the CMS front regarding Medicare and Medicaid dually el...
• Be on the Ransomware Offense With Software Updates Imagine you’ve logged onto your personal computer. Everything freezes as you see a shining red ale...
• Why Fax Machines Pose a Risk to Health Data Is It Time to Ditch the Telefax? Many health care organizations still use fax machines to communicate i...
• Data – The Great Untapped Resource? By Ryan Ball, Director, VGM Market Data The HME community has faced many challenges over the past few ye...
• VGM's Fourth Business Playbook Is Ready for You NOW By Lindy Zars, Director of Marketing Strategy & Communication, VGM & Associates We are excited to...
• A Look at 2019 from the VGM Government Relations and Regulatory Team By John Gallagher, VGM Government Relations The New Year will bring the 116th Congress, which presents op...
• The Longevity Revolution: Help Your Patients Live at Home By Jim Greatorex, Vice President, VGM Live at Home VGM Live at Home invites you to join the HomesRenewed&...
• Inventory Management and Retail Store Experience From the Desk of Rob Baumhover Director, Retail Services, VGM Retail Providers looking to drive their bu...
• Oprah Selects Vionic Gemma Plush Slippers as One of Her Favorite Things! Congratulations to The Vionic Group for being included in Oprah’s Favorite Things holiday gift guide...
• Shadow IT: Danger Lurking in the Dark Shadow IT is just as ominous as it sounds. It’s when an individual within an organization accesses h...
• Getting a Grip on Your Mobile Device We use them every day. You’re probably using one now. Mobile devices are used in many aspects of our...
• Episode 20: 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.
• VGM's Top 18 Moments of 2018 We really cannot believe that 2018 is quickly coming to an end. While the industry continues to change and...
• Recapping the Mid-term Elections for the HME Industry By John Gallagher, Vice President, VGM Government Relations The commercials, phone calls, social media ad...
• Episode 19: 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.
• Episode 18: 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.
• Highlights from HHS' Cybersecurity Newsletter and What it Means for Your Healthcare Org Did you know that the U.S. Department of Health & Human Services publishes regular cybersecurity newsl...
• 6 Reasons You Need a Vulnerability Assessment No matter what security measures your organization has taken, you won’t really know the strength of ...
• Regina Gillispie Named the 2018 Van Miller Homecare Champion Award VGM is very excited to hear that our friend and fellow advocate, Regina Gillispie of Best Homecare in West...
• Georgie Blackburn Wins HME Woman of the Year Award Industry veteran Georgie Blackburn has been selected as the winner of the 2018 HME Woman of the Year. Bla...
• Plan for Success in 2019 With VGM Market Data When creating your strategic plan for 2019, it’s vital to have the right data. You need to know what...
• BlueJay Mobile Health We are pleased to announce that VGM has partnered with BlueJay Mobile Health, a leading provider in patien...
• CMS Expands Phone Demonstration Project CMS just announced the second level of appeals demonstration project is expanding into both jurisdictions ...
• From Our Friends at ProCircular: Keep Your Company and Customers Safe The year 2019 is a great year to start thinking about the “people” aspect of cybersecurity. ...
• From Our Friends at Knit-Rite/Therafirm: Their Story via Video We at Knit-Rite/Therafirm have recently commissioned a short video that details our story along with our p...
• Actsoft Since 1999, Actsoft’s mobile resource management (MRM) solutions have evolved from simple courier so...
• CURAE Finance CURAE Finance is a financing product aimed at empowering medical providers of all types to help patients a...
• Episode 17: 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.
• Cybersecurity Lessons, You Shouldn't Learn Them the Hard Way As a healthcare professional, you tell your clients to take preventative steps in regards to their health....
• Why Choose a Next Generation Firewall While your business goes about its day to day operations, cybercriminals are inconspicuously attacking you...
• HME Woman of the Year Finalists Announced The finalists for the 2018 HME Woman of the Year have been selected. Out of 39 nominees, four women will b...
• Episode 15: 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.
• VGM Welcomes Nature's Root "It All Started With a Seed." As a multi-award winning hemp company, it is Nature's Root's passion to...
• Episode 14: 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 Fulfillment Opens Distribution Center in Nashville, Supports Resupply Mailer Program By Mike McGill, VGM Marketing As the end of quarter three approaches, the team at VGM Fulfillment has bee...
• Enhance Your Learning With VGM Education By Cindy Diehl Yang, Vice President, VGM Education VGM Education values its customers – their time,...
• A Cool Tool - Interactive Map Pinpoints Where Reimbursement Lines Fall VGM Group has released a new tool for suppliers to use as they assess where CMS has deemed rural, non-rura...
• ABNs Are Being Used More Frequently – Required for Non-assigned Claims? Maybe. By Ronda Buhrmester, Director of Reimbursement, VGM & Associates   Does Medicare require ABNs fo...
• Episode 13: 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.
• Episode 12: 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.
• Episode 11: 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.
• Episode 9: 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!
• Episode 8: 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.
• Introducing the DMERT Group, Part 1: The Importance of Quality Standards for the CRT Industry U.S. Rehab has been working on a program for the last year that will grant more credibility to the CRT and DME industries. The Durable Medical Equipment Repair and Training (DMERT) Group is a new industry non-profit organization intended to provide proper certification to repair technicians in the DME and CRT arena.
• Episode 6: 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.
• Episode 4: 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.
• Episode 3: 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.
• Episode 2: Driving Sales Under the "New Normal" of Healthcare Ty Bello of Team@Work 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.
• Episode 1: 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. We also got a update on where legislative priorities for durable medical equipment providers are on Capitol Hill with Vice President of VGM Government Relations, John Gallagher.
• Teaser Episode An introduction to Industry Matters, the topics the show will cover, how to listen and when to tune in.