HME News in 10

Welcome to a special episode of HME News in 10, sponsored by Rhythm Healthcare.

Today’s guest, Mitch Yoel, COO of Rhythm Healthcare, pulls back the curtain on what he calls the “hidden economy” of portable oxygen concentrators (POCs). Beyond the purchase price, providers often absorb the cost-of-service calls, tech labor, RMAs, loaners and downtime – expenses that can crush margins.

Yoel’s advice:

1. Measure service costs like you measure reimbursement
2. Partner with manufacturers who share downstream risk
3. Implement SLAs with exchange-for-new warranty programs

“I think providers who reframe oxygen as an uptime program – not just a product purchase – are going to own disproportionate referral share,” Yoel says. “They’ll enjoy better financials and deliver better outcomes for patients.”

Hosts: 
Liz Beaulieu 
Theresa Flaherty 
 
Guest: Mitch Yoel

Welcome to a special episode of HME News in 10 sponsored and developed by Strategic Office Support (SOS). 

Today’s guest is Steve Cela, CEO of SOS. He joins HME News in 10 to expose the invisible workflow leaks quietly draining revenue from even the best HME providers. His message is clear: It’s not staffing or reimbursement holding you back - it’s the leaks you can’t see.

In this episode, Cela encourages providers to embrace:

•  Visibility;
•  Automation; and
• Operational discipline.

As Cela puts it, “Change is a heavy lift, but the market is moving fast. The next five years will separate the winners from the watchers.”

Hosts: 
Liz Beaulieu 
Theresa Flaherty 
 
Guest: Steve Cela

Welcome to a special episode of HME News in 10 sponsored and developed by Direct Supply.  

In this episode of HME News in 10, Nick Bush, vice president of sales, Smart Products & Special Markets, at Direct Supply, explores how the growing trend of consumerism in health care is strengthening—not weakening—the role of HME providers. 

“I think a big portion of it goes to the service side of it,” he says. “Medical equipment is really a local game (because) there is so much emotion tied to health care product decisions. It’s a decision people want to make where they trust who they’re deciding to work with. Price becomes less relevant in those situations.”

Bush also shares insights on: 

• How distributors and providers can collaborate to leverage their unique strengths 
• Why speed has become the new currency in HME 
• What it means to approach the future with “eyes wide open” and a readiness to embrace new care models 

Hosts: 
Liz Beaulieu 
Theresa Flaherty 
 
Guest: 
Nick Bush

Welcome to a special episode of HME News in 10 sponsored and developed by Rhythm Healthcare.

 
In this episode of HME News in 10, Doug Francis, CEO of Rhythm Healthcare, talks about the HME “trailblazers” who are embracing portable oxygen concentrators.
 
“This is a provider who has invested, not only in the efficiencies that can be derived from POCs, but also turning that into clinical messaging to tell referral sources, ‘We’re a technology-forward company,’” he said. “When they take the time to educate on the benefits to the patient, and when they tell that story, they are seeing a 30%-plus increase in respiratory referrals.”
 
For Francis, the industry is at a tipping point where both the clinical community and the consumer are going to start demanding POCs – a great time to make the switch.

Hosts: 
Liz Beaulieu 
Theresa Flaherty 
 
Guest: 
Doug Francis

 

Welcome to a special episode of HME News in 10 sponsored and developed by ACU-Serve.

In this episode of HME News in 10 Jim Dragatsis, president of resupply at ACU-Serve, drills into the art of patient engagement and its impact on the success of an HME provider’s resupply program. 

What makes a resupply program thrive? Dragatsis shares how providers must tailor their communication strategies to patient demographics and preferences, continuously monitor attrition rates, and refine their approach to keep patients engaged. 

The payoff? Enhanced CPAP therapy adherence and consistent monthly revenue. 

Tune in for practical insights and a candid look at what it takes to make resupply work. 

Hosts: 
Liz Beaulieu 
Theresa Flaherty 
 
Guest: 
Jim Dragatsis

 

Welcome to a special episode of HME News in 10 sponsored and developed by Prochant.

Today’s guest is Joey Graham, CEO of Prochant. He joins HME News in 10 to talk about why revenue cycle management (RCM) is at the heart of the financial stability of HME providers, especially as they play “whack-a-mole" with new challenges like Medicaid cuts. He also talks about addressing the “silent killers” in the RCM process by leveraging tech-enabled automation and strategic partnerships. When done right, RCM “is nothing less than transformative,” Graham says.

Hosts: 
Liz Beaulieu 
Theresa Flaherty 
 
Guest: 
Joey Graham

Welcome to a special episode of HME News in 10 sponsored and developed by Healthcare Quality Association on Accreditation.

Today’s guest is Harold Davis, director of survey services for the Healthcare Quality Association on Accreditation. He joins HME News in 10 to talk about how accreditation improves patient care. “Most providers want to do things right,” he said. “Most are accepting of the accreditation process because they view it as a process that actually improves their business.” Davis also talks about why accreditation is a year-round endeavor. 

Hosts: 
Liz Beaulieu 
Theresa Flaherty 
 
Guest: 
Harold Davis

Welcome to a special episode of HME News in 10 sponsored and developed by Brightree. 
 
Today’s guest is Noel Tauzin, head of revenue cycle management for Brightree. He joins HME News in 10 to talk about how, when providers marry the power of technology with outsourced services, that’s “where the magic happens.” It unlocks their efficiency and growth, deepens their patient care, allows them to keep pace with payer requirements, and increases their adaptability to market changes. "I think this evolution positions providers to thrive in a dynamic health care environment, delivering high-quality, patient-focused services,” he says. 
 
Hosts: 
Liz Beaulieu 
Theresa Flaherty 
 
Guest: 
Noel Tauzin 

Welcome to a special episode of HME News in 10 sponsored and developed by MSI Health Solutions.

Today’s guest is Zeb Pirzada, president and CEO of MSI Health Solutions. Pirzada joins HME News in 10 to discuss the value of providers taking a hard look at operational costs to find savings through outsourcing, including delivery services. As a former provider himself, Pirzada speaks their language, he says.

“There’s a lot of small carriers out there that are not accredited and do not understand the HME industry,” he said. “MSI will bring in the industry expertise.”

Hosts: 
Liz Beaulieu 
Theresa Flaherty 

Guest: 
Zeb Pirzada

Welcome to a special episode of HME News in 10 sponsored and developed by Strategic Office Support. 

Today’s guest is Steve Cela, president of Strategic Office Support (SOS). He joins HME News in 10 to talk about how HME providers should look at their workflow and revenue cycle management as a machine that needs to be optimized and continually maintained. 

“It's beautiful to see, right, when you see an efficient machine,” he said. “Because in my mind, it’s dollars every time you touch something. When you see these companies that have their processes down right, when you see them creating templates that drop down, when you see them 30 days ahead on their recertifications and their PARs, so their resupply can just go right out the door and the resupply person is just cranking orders...It’s beautiful to see.” 

Cela gives us the keys to this machine, including maximizing your EMR, embracing AI and leveraging outsourcing. 

Hosts: 
Liz Beaulieu 
Theresa Flaherty 

Guest: 
Steve Cela