Learning to Do the Right Thing

What does “doing things the right way” mean in the home medical equipment industry? For me, it has multiple meanings. First, it means following the rules, not looking for loopholes in the Medicare system. I was taught that by my in-laws and mentors, Paul and Phyllis Kraemer, pioneers in the HME industry.

An activist, my father-in-law testified in front of the U.S. Senate about providers who were sending referral sources on lavish vacations just to receive a referral in return. At the time, kickbacks were prevalent, and he felt strongly that every provider should have an even playing field. He took that stand even though it was unpopular with his colleagues and referral sources.

Unfortunately, it took many, many years for CMS to face this problem and implement an anti-kickback statute.

In addition, my in-laws taught me that “doing the right thing” also means running a profitable business with the help of software and management reports.

Trained as a CPA, Paul created some innovative management reports that taught HME suppliers how to run their businesses. After all, he and his wife owned two HME businesses of their own, so they had a vested interest in ensuring the financial data was correct and available. Because of this expertise, their billing service was used by some 500 client companies.

My orientation and focus on what software can do for an HME company is a testimony to the Kraemers. They taught me to think critically about ways to improve operations, maximize the use of software and how to use management reports to gauge progress. They also taught me that integrity is virtuous, and that training providers on how to operate honest and scrupulous companies is a must. In fact, I still use much of their wisdom today when I speak at industry events.

Paul passed away this year, and I will truly miss him for all he did for me and for the HME industry as a whole. I will do my best to perpetuate his teachings, and dedicate mine to him.

Clean Up Order Intake

Just as profitability through a well-run and honest business was of paramount importance to Paul Kraemer many years ago, it continues to be a challenge today. Through proper order intake, abundant documentation, Medicare compliance, electronic billing and management reports, you should be able to maximize profitability. How so?