Business Solutions

Power Mobility Tips to Help Protect and Build Your Business

Industry experts who contributed to this article share their top tips for your power mobility business.

Julie Jackson, director the Rehab business unit for Invacare Corporation

  • Join NCART and support the Separate Benefit Package.
  • Increase retail opportunities whether via a showroom or the Internet.

Patricia O’Brien, director of marketing and merchandising for Golden Technologies

  • Have a good selection of any product on the showroom floor without overwhelming the consumer, and power mobility is no different.
  • Use a good, better, best display for any product category. This display provides consumers with choices for different features, different sizes and at different price points so that the dealer can meet the needs of the vast majority of their clients.

Seth Johnson, vice president of government affairs for Pride Mobility/Quantum Rehab

  • Look at retail to expand your product offerings and increase revenue.
  • Have strong internal quality controls. Many Medicare denials are due to issues that could have been caught through internal screening, such as date stamping.
  • Make sure the documentation from the physician/clinician meets the statutory requirements.
  • Build or strengthen your relationship with your elected officials so they understand what you do, the patients you serve (voters), and the legislation that is important to your business.

George Turturiello ATP, CRTS of Northeast Med-Equip/Northeast Accessibility

  • Diversify: get into ramps and lifts to complement power.
  • Get into the accessibility arena.

Greg Packer, president of U.S. Rehab

  • The cheapest products aren’t necessarily the most cost-effective for providers in the long run. You are responsible for maintaining that product for 13 months, and the product should meet useful life expectations.
  • Patient satisfaction is key. A healthy patient is proactive and that prevents readmissions.

Georgie Blackburn, vice president of government relations and legislative affairs for BLACKBURN’S

  • Make sure staff fully understands the PMD LCD – it is involved.
  • Make sure your staff can interpret and understand medical necessity documentation to assure it meets policy.
  • Make certain your service department is comprehensive and fully trained. Provision of power mobility is only as good as the service that supports it for the life of the equipment!

This article originally appeared in the November 2014 issue of HME Business.

About the Author

Joseph Duffy is a freelance writer and marketing consultant, and a regular contributor to HME Business and DME Pharmacy. He can be reached via e-mail at joe@prooferati.com.

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