Competing Forces Within: Balancing Sales with Successful Reimbursement

Presenters & Locations:
Dan Fedor, VGM Group, Inc. (Las Vegas, Riverside, Portland, Orlando)
Ronda Buhrmester, VGM Group, Inc. (Dallas, Pittsburgh, Chicago, Waterloo)

Presentation Overview:

All HME providers want to service their customers with timely delivery of medically necessary items. Everyone in the organization wants to do what's best for the customer but are they always doing what is best for the long-term success of the company? We all know sales are essential, however, if the reimbursement from the sale is recouped in a post-pay audit it is not a good sale. Is there such a thing as a bad sale?

Depending on who you ask within the office, the answer usually varies among team members (billing, compliance, ATPs, respiratory therapists and sales), as all have a different agenda/motivation when it comes to performing their job functions. Each is motivated and evaluated by a different measurable (claims paid, successful audits, sales quotas, servicing the patient in a timely fashion), which can compete with each other, and if not managed correctly, can jeopardize the long-term success of a company.

In this session, we will discuss some common scenarios where competing forces within must ensure they are ALL acting in the best interest of the company.