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Category: The Oxygo Difference

Portable Oxygen Concentrators: What are they and how do they work?

By Laura Frederick
February 24, 2020 Category: The Oxygo Difference, Popular

Portable oxygen concentrators, or POCs, are lightweight medical devices that dispense oxygen while being highly portable. They allow those prescribed medical oxygen to carry their own oxygen supply with them wherever they go, eliminating dependence on bulky and heavy oxygen tanks. The lightest POC on the market, the OxyGo FIT, weighs just 2.8 pounds. In the past decade POCs have made an enormous contribution to the effectiveness of oxygen delivery therapy. They are easier for patients to use and less expensive for providers to service. Before their development, patients needing oxygen at home depended on heavy oxygen tanks to dispense their oxygen. They were tethered to these tanks and could not leave home easily. Their only option to get out of the house was to attach themselves to smaller oxygen tanks on wheels and drag those tanks around with them. Such tanks can still be used today but they are obtrusive, call attention to the person using them and have restrictions as to where they

Why the #1-Rated POC is NOT Selling Direct

By ROB SALTZSTEIN
October 03, 2018 Category: The Oxygo Difference

OxyGois known for its amazing customer service, sales and marketing support. And its brand,Applied Home Healthcare Equipment, has long been trusted by providers as a resource for oxygen filling, technical and regulatory support. Recently, and for the second year in a row,OxyGo POCshave been independently rated as the industrys best ahead of all competitors. Independent analysts surveyed and researched the top brands in the industry, and OxyGo is rated #1 over and over again. Check out the independent study:www.oxygo.life/best-poc.pdf We wanted to know their secret With a great brand and unit, why wont OxyGo follow suit with all the other big manufacturers selling direct? I think patients get the best carethe care they needfrom providers. Thats why we connect patients that contact us with providers to get their OxyGo. We dont sell direct to patients, for cash or otherwise. Victoria Marquard-Schultz, Managing Director of OxyGo, is clearly passionate about providers and what they do

Trust Your Gut to Make the Right Choice

By Victoria Marquard-Schultz
May 27, 2018 Category: The Oxygo Difference

You may have heard ofThe Centipedes Dilemma: A centipede was happy quite! Until a toad in fun Said, Pray, which leg moves after which? This raised her doubts to such a pitch, She fell exhausted in the ditch Not knowing how to run. An ancient Chinese philosopher I studied in college had simple advice: Your first or second choice is probably your best choice. Dont overthink. Go with your gut feeling. Dont waste your time thinking of too many alternatives. If you are buying a car, for example, and your first color choices are red and blue, dont waste your time looking at yellow or orange or silver. Your happiest decision, the decision that is most likely to end up being the right decision for you, is red or blue. Translated into todays world, this means listen to your instincts. Give your first impressions strong weight, as they are most often correct. Do I hire this person? Do I buy this house? Do I buy this car? Do I go ahead with the deal? Your gut feel is based on your personal

The OxyGo Difference

By Dave Marquard
May 04, 2018 Category: The Oxygo Difference

An acquaintance recently asked me how providers of home healthcare equipment might define what I like to think of as The OxyGo Difference. Id love to have your help answering that questionin fact, Ill provide $100 Amazon gift card to those who submit what I think are the three best responses. Here is what I believeand hopeour customers would say, if asked: We have been doing business with Applied for many years and they have always been responsive and provided great customer service that exceeded our expectations. We thought we would give their OxyGo POC a chance. Turned out we loved the OxyGo POC because it is just a great product, dependable as heck and has lots of patient demand. We bought more than we had planned and it keeps on selling. ~ Karen P Frankly, we are one of the largest sellers of POCs in the U.S. and we can and do have the pick of any POC we want to offer to our patients. We adopted POCs early and we paid for adopting them early too, with lots of out- of- box failures,

Creating a Successful Referral Network

By Erin Clark
March 04, 2018 Category: The Oxygo Difference

It is no secret that strong, reliable referral sources are crucial to any providers business. An effective, high-caliber network will give any HME the extra boost to reach its bottom line, establishing a strong reputation and setting your HME apart from the others. Making sure your customers are satisfied and have positive experiences with your level of service will of course help grow your network. A happy customer will pass along your name to potential prospect, who will then be more likely to reach out to you directly. But while relying on your customers to serve as ambassadors to your business is essential, it is important not to overlook your peers right within the HME community. Providers who work within a hospital setting have challenges unique their independent counterparts. Because of this, it may be easy for a hospital-based HME provider to feel alone, or feel that their access to resources is limited. This can be especially true of smaller hospital-based HMEs with fewer than

Setting Achievable Goals for Your Business

By Erin Clark
March 03, 2018 Category: The Oxygo Difference

Its no surprise that having and achieving business goals are critical for any kind of success. Goals are necessary to help you identify who you are, what you want and how you can grow as a provider. But for many, the process of identifying your goals can seem more daunting than it needs to be. Heres a quick guide on setting goals efficiently, so you can dedicate more time to actually achieving them. 1. REMOVEthe roadblock Taking those first steps toward identifying your goals can be intimidating. The best thing to keep in mind is that there is no right way to start, nor is there a perfect time. So jump in with both feetbrainstorm a list of anything and everything that could help achieve your bottom line. 2. REFINEyour vision Now go back through the list from your brainstorming session and start fleshing it out into actionable items that are broken down into steps. This means youre making your goals SMART: specific, measureable, attainable, realistic and time-based. 3.

Recognizing the Famous… and Not So Famous

By Victoria Marquard-Schultz
February 19, 2018 Category: The Oxygo Difference

I was intrigued by an article I read recently inCristaux, a design manufacturing company with a global vision that specializes in custom awards and other high-end forms of recognition. It rated the most famous awards in the world that annually bestow recognition and fame on their recipients. You may not be familiar with all of them you may disagree with the rankings but you probably have heard of many of them. 1: The Nobel Prize multiple categories such as medicine, literature, chemistry, physics and many more. 2: The Booker Prize Britains most prestigious literary award. 3: The Academy Awards A billion viewers worldwide watch the Oscars handed out to actors, directors and best movies of the year. 4: The BAFTA Awards The UK equivalent of the Emmys honors film and TV achievements. 5: The Palme dOr The most prestigious prize at the Cannes Film Festival. Recognition of hard work and talent counts! Awards presented within your own DME business will not be seen

Tips To Help You Grow Your Business

By BOB MCQUOWN
February 15, 2018 Category: The Oxygo Difference

In 2005 I was given the responsibility of starting a new homecare company from scratch for theCleveland Clinic. It was structured to focus only on providing respiratory products and services for the home. We were classified not as a DME but as a DMR (Durable Medical Respiratory) company. For those of you not familiar with the Cleveland Clinic, its a huge medical system consisting of 10 hospitals, 18 family practice centers, and over 47,000 employees. U.S. News World Report ranked it the #2 medical system in the country. I knew it was going to be a daunting task, but I felt the experiences I had obtained in my career had well prepared me for the challenge. During that journey, I was fortunate to pick up tips along the way that helped me sustain yearly double-digit financial growth and keep our turnover rate around 0.4%. Here are five of the tips I found to be among the most beneficial over the years: 1. Make your employees your number one priority and the rest

365 Days of Marketing

By ROB SALTZSTEIN
February 12, 2018 Category: The Oxygo Difference

Have you considered building special promotions that relate to national healthcare days and months? WHY NOT?Opportunity knocks all year round! Did you know, for example, that March 1 is International Wheelchair Day? Or that October 8 is National Oxygen Awareness Day? Or that November is COPD month?There are cool things you can do to promote many of the products you sell around these official days and months. Here are eleven inexpensive marketing ideas you might want to consider Making hot chocolate or coffee available Using festival lighting to illuminate products Holding a special events sale Decorating your website with event-related elements Offering a prize drawing from a box on one of your best-selling products Renting a talking robot or parrot to attract attention Promoting the day, week or month with colorful posters Advertising an event or sale in a local paper or on radio/TV Displaying a cash saving sign Giving away something of value to every person

In the Know with OxyGo

By ROB SALTZSTEIN
February 03, 2018 Category: The Oxygo Difference

Say hello to Robert Bob Gunner, one of the most dedicated exercise fanatics in Sugarland, Texas. Bob, an OxyGo sales rep, has lived in the Houston area since 2010 when he moved to Texas from Denver, with his wife, Rhonda, and two children, both now adults. On any given day when not on the road, Bob usually spends about 35 minutes in his homes second floor workout room where he enjoys lapping the miles on his Octane Zero Runner Elliptical ZR7 running machine. Ive had a hip replacement and the machine reduces the impact of gravity on my ankles and legs and allows me to keep running, which I have always enjoyed doing, said Bob. Bob founded his medical healthcare rep firm in Denver in the mid 1980s and has enjoyed working with and meeting people in the home healthcare industry throughout his career. Im not in the business for a quick sale. I like building long-term relationships and helping my customers grow their businesses, said Bob. He puts about 35,000 miles a

Driving HME Costs Down and Profit Up

By ROB SALTZSTEIN
December 25, 2017 Category: The Oxygo Difference

The Home Oxygen Company(HOC), with offices in Modesto and Sacramento, California, is all about doing what it takes to survive and prosper in a state where DME supplier locations have shrunk by 60.8% since 2013. AnAmerican Association For Homecarereport this past July estimated that only 383 unique DME locations in California are still standing compared to 976 that served the same region in 2013. HOC uses every trick in the book to promote efficiencies. This includes hiring full-time employees in the Philippines who work at less than half the rate of American employees doing the same job. Looking to the Philippines for labor help, and embracing all the latest technologies, has allowed owner Todd Usher and his wife, Andrea Ewert, to save thousands of dollars every month. HHCT:When was Home Oxygen Company (HOC) founded and how did you become involved? When Andrea and I founded HOC I had 11 years in the HME industry. My start in the industry was in 1996 as a delivery

How to Recruit a DME Technician and Get Results

By ROB SALTZSTEIN
December 16, 2017 Category: The Oxygo Difference

Some classified ads are better than others. Here is one of the bestan extremely well written classified ad for a DME technician that was posted on a popular job site. Its an example of precision writing that could also function as a fine-tuned, first-rate job description for many equipment technicians working for DMEs. Theres no doubt that trusting your gut will lead you to the right candidate but a great job posting can help draw them to you. POSITION:Durable Medical Equipment Technician The DME Technician drives a box truck and receives a new route daily. Regular and reliable attendance at the employer designated work site is an essential function of this job. This person delivers, exchanges, sets up and picks up durable medical equipment, respiratory equipment and supplies at the patients physical location (e.g., residence, adult care home, assisted living, long term care facility, etc.). Technicians generally make 10-15 stops per day. They are the face of

Hungry for VC Money?

By DAVE MARQUARD
September 15, 2017 Category: The Oxygo Difference

Have you ever wondered what it might be like to be a venture capitalist and make the call on whether or not to invest up to $10 million or $15 million in someone elses idea? I recently had the opportunity to find out while attending a finance class at the Harvard Business School. In that class were founders or principals of three highly successful venture capital firms (VCs). One of them was an early investor in Apple and another in Facebook. And one of them admitted to turning down Garrett Camp, cofounder of Uber. At the time, this VC explained, Camp had a half dozen lawsuits against him in San Francisco alone. In talking with them they were kind enough to give me a quantitative framework for understanding the differences in investments involving foreclosures, leveraged buyouts (LBO) and typical VC investments. The math is pretty straight forward. In a business foreclosure, buyers might be willing to pay thirty cents ($0.30) on every asset dollar. In an LBO, a

OxyGo Day Proclaimed by the City of Westlake, Ohio

By DAVE MARQUARD
June 30, 2017 Category: The Oxygo Difference

FEBRUARY 16, 2017 WAS A BIG DAY FOR OXYGO, LLC. Westlake Mayor Dennis M. Clough issued a proclamation marking it as OxyGo Day in the city of Westlake. The proclamation noted how the companys concentrators improved a patients quality of life and how OxyGo, LLC and the Applied Companies, LLC had grown into a highly respected business, manufacturing and supplying more than 400 innovative respiratory care products. It also cited OxyGo, LLC for being a 2016 winner of the Case Western Reserve prestigious Weatherhead School of Management 100 list of fastest growing companies in Northeast Ohio. Dave Marquard II, owner and CEO of OxyGo and the Applied Companies, took great pride in accepting the award on behalf of all the OxyGo and Applied associates. It was our honor to be selected as a2016 Weatherhead 100 Winner. Established in 1988, The Weatherhead 100 awards are the premier celebration of Northeast Ohios spirit of entrepreneurship and the companies leading the way in Northeast Ohio, said

How to Ride Oxygen’s Big Wave of Change to Greater Profits

By ROB SALTZSTEIN
June 14, 2017 Category: The Oxygo Difference

Jason Flanigan,OxyGosGeneral Manager, has seen the future and it is loaded with high profit potential for DMEs and HMEs that ride the wave of change taking place in oxygen delivery methods. The way to survive the future with oxygen is to get as many of your patients off cylinder delivery as you can, says Jason. The market is changing in favor of POCs because POCs are what patients want and POCs such as OxyGo make so much more economic sense in todays competitive and regulatory environment. Looking at it from voice of the doctor and the patient, Jason points out that availability and quality is the key. Medicare reimbursement numbers show a clear growing trend toward the use of POCs. Doctors want to know that the DME they recommend can take care of their oxygen recommendations and carry the POC products their patients need and the brands they request. Patients are demanding high quality products because they are seeing their co-pays rise and DMEs are making more cash sales because of

Surviving Lower Oxygen Reimbursement Costs

By ROB SALTZSTEIN
April 09, 2017 Category: The Oxygo Difference

Missy Cross is a veteran in Ohios homecare industry who is paying close attention to recent CMS oxygen reimbursement cuts that can be as high as 16 percent. CMS announced the cuts on March 15, 2016. Missy estimates she is mitigating these cuts by saving 38 percent or more on her oxygen costs by adopting theOxyGo Non-deliverybusiness model. OxyGo is a marketer of portable oxygen concentrators based in Cleveland, OH. For twenty-one years Missy has overseen DME equipment forOE Meyer, a Sandusky, OH based HME with five store locations. The difference between using POCs and cylinders is labor, said Missy, while reflecting on the growing POC use trend that allows HMEs to offset cuts and improve profitability with every new patient, patients that are distant or patients that use lots of tanks. There is no labor on the back end, Missy continued. The trickle-down cost savings from patients using POCs is substantial. The average oxygen tank delivery probably costs me about $50. So if I can schedule

Healthcare Marketing Tips to Help You Grow

By ROB SALTZSTEIN
March 22, 2017 Category: The Oxygo Difference

How many texts do you receive in a day? Emails? How many websites do you read each day? What about social media? Twitter? Facebook? With technology these days, the need to be an effective writer has greatly increased. Grammar and punctuation is something thats easily learned, and spell check can be a writers best friend but what makes writing good? Readable. Enjoyable. Effective. One thing might be humor. But how can you add that to business writing? Take a page from a legend. Will Rogers, the great American humorist, (1879-1935) still ranks today as one of the most liked U.S. writers of all time. He had a knack for making people laugh by making profound observations in a funny way that caused people to adore his writing style. Whether you are writing healthcare business letters or personal letters, or composing general or business e-mails, if you add humor to your writing, chances are you will get better readership and better response. Sage advice from marketing masters to help

Does Your Team Bring Its “A-Game” Every Day?

By VICTORIA MARQUARD-SCHULTZ
January 30, 2017 Category: The Oxygo Difference

As we begin this new year, I am willing to make a bet.I will bet the best performing DMEs and HMEs almost always are those homecare medical providers that have worked best together as a team. Achieving great teamwork is not easy. There are many pitfalls that stand in the way. Often its inflated egos or poor communication on the part of management. Or maybe its even over-communication. Nobody ever said: I wish I had received more e-mails from the front office. Whatever the cause, those organizations that work together as a team are the most likely to reach their goals. It has been my observation that teamwork is especially thwarted when job descriptions are perceived as being more important than personal contributions to the team. Perhaps the words of Bo Schembechler, Michigans famous football coach, best hit the nail on the head. As we head into the holiday college football bowl season many teams are more likely to win if they heed his words of advice. So are DMEs and HMEs: We are

Blog - The Oxygo Difference

Category: The Oxygo Difference

Portable Oxygen Concentrators: What are they and how do they work?

By Laura Frederick
February 24, 2020 Category: The Oxygo Difference, Popular

Portable oxygen concentrators, or POCs, are lightweight medical devices that dispense oxygen while being highly portable. They allow those prescribed medical oxygen to carry their own oxygen supply with them wherever they go, eliminating dependence on bulky and heavy oxygen tanks. The lightest POC on the market, the OxyGo FIT, weighs just 2.8 pounds. In the past decade POCs have made an enormous contribution to the effectiveness of oxygen delivery therapy. They are easier for patients to use and less expensive for providers to service. Before their development, patients needing oxygen at home depended on heavy oxygen tanks to dispense their oxygen. They were tethered to these tanks and could not leave home easily. Their only option to get out of the house was to attach themselves to smaller oxygen tanks on wheels and drag those tanks around with them. Such tanks can still be used today but they are obtrusive, call attention to the person using them and have restrictions as to where they

Why the #1-Rated POC is NOT Selling Direct

By ROB SALTZSTEIN
October 03, 2018 Category: The Oxygo Difference

OxyGois known for its amazing customer service, sales and marketing support. And its brand,Applied Home Healthcare Equipment, has long been trusted by providers as a resource for oxygen filling, technical and regulatory support. Recently, and for the second year in a row,OxyGo POCshave been independently rated as the industrys best ahead of all competitors. Independent analysts surveyed and researched the top brands in the industry, and OxyGo is rated #1 over and over again. Check out the independent study:www.oxygo.life/best-poc.pdf We wanted to know their secret With a great brand and unit, why wont OxyGo follow suit with all the other big manufacturers selling direct? I think patients get the best carethe care they needfrom providers. Thats why we connect patients that contact us with providers to get their OxyGo. We dont sell direct to patients, for cash or otherwise. Victoria Marquard-Schultz, Managing Director of OxyGo, is clearly passionate about providers and what they do

Trust Your Gut to Make the Right Choice

By Victoria Marquard-Schultz
May 27, 2018 Category: The Oxygo Difference

You may have heard ofThe Centipedes Dilemma: A centipede was happy quite! Until a toad in fun Said, Pray, which leg moves after which? This raised her doubts to such a pitch, She fell exhausted in the ditch Not knowing how to run. An ancient Chinese philosopher I studied in college had simple advice: Your first or second choice is probably your best choice. Dont overthink. Go with your gut feeling. Dont waste your time thinking of too many alternatives. If you are buying a car, for example, and your first color choices are red and blue, dont waste your time looking at yellow or orange or silver. Your happiest decision, the decision that is most likely to end up being the right decision for you, is red or blue. Translated into todays world, this means listen to your instincts. Give your first impressions strong weight, as they are most often correct. Do I hire this person? Do I buy this house? Do I buy this car? Do I go ahead with the deal? Your gut feel is based on your personal

The OxyGo Difference

By Dave Marquard
May 04, 2018 Category: The Oxygo Difference

An acquaintance recently asked me how providers of home healthcare equipment might define what I like to think of as The OxyGo Difference. Id love to have your help answering that questionin fact, Ill provide $100 Amazon gift card to those who submit what I think are the three best responses. Here is what I believeand hopeour customers would say, if asked: We have been doing business with Applied for many years and they have always been responsive and provided great customer service that exceeded our expectations. We thought we would give their OxyGo POC a chance. Turned out we loved the OxyGo POC because it is just a great product, dependable as heck and has lots of patient demand. We bought more than we had planned and it keeps on selling. ~ Karen P Frankly, we are one of the largest sellers of POCs in the U.S. and we can and do have the pick of any POC we want to offer to our patients. We adopted POCs early and we paid for adopting them early too, with lots of out- of- box failures,

Creating a Successful Referral Network

By Erin Clark
March 04, 2018 Category: The Oxygo Difference

It is no secret that strong, reliable referral sources are crucial to any providers business. An effective, high-caliber network will give any HME the extra boost to reach its bottom line, establishing a strong reputation and setting your HME apart from the others. Making sure your customers are satisfied and have positive experiences with your level of service will of course help grow your network. A happy customer will pass along your name to potential prospect, who will then be more likely to reach out to you directly. But while relying on your customers to serve as ambassadors to your business is essential, it is important not to overlook your peers right within the HME community. Providers who work within a hospital setting have challenges unique their independent counterparts. Because of this, it may be easy for a hospital-based HME provider to feel alone, or feel that their access to resources is limited. This can be especially true of smaller hospital-based HMEs with fewer than

Setting Achievable Goals for Your Business

By Erin Clark
March 03, 2018 Category: The Oxygo Difference

Its no surprise that having and achieving business goals are critical for any kind of success. Goals are necessary to help you identify who you are, what you want and how you can grow as a provider. But for many, the process of identifying your goals can seem more daunting than it needs to be. Heres a quick guide on setting goals efficiently, so you can dedicate more time to actually achieving them. 1. REMOVEthe roadblock Taking those first steps toward identifying your goals can be intimidating. The best thing to keep in mind is that there is no right way to start, nor is there a perfect time. So jump in with both feetbrainstorm a list of anything and everything that could help achieve your bottom line. 2. REFINEyour vision Now go back through the list from your brainstorming session and start fleshing it out into actionable items that are broken down into steps. This means youre making your goals SMART: specific, measureable, attainable, realistic and time-based. 3.

Recognizing the Famous… and Not So Famous

By Victoria Marquard-Schultz
February 19, 2018 Category: The Oxygo Difference

I was intrigued by an article I read recently inCristaux, a design manufacturing company with a global vision that specializes in custom awards and other high-end forms of recognition. It rated the most famous awards in the world that annually bestow recognition and fame on their recipients. You may not be familiar with all of them you may disagree with the rankings but you probably have heard of many of them. 1: The Nobel Prize multiple categories such as medicine, literature, chemistry, physics and many more. 2: The Booker Prize Britains most prestigious literary award. 3: The Academy Awards A billion viewers worldwide watch the Oscars handed out to actors, directors and best movies of the year. 4: The BAFTA Awards The UK equivalent of the Emmys honors film and TV achievements. 5: The Palme dOr The most prestigious prize at the Cannes Film Festival. Recognition of hard work and talent counts! Awards presented within your own DME business will not be seen

Tips To Help You Grow Your Business

By BOB MCQUOWN
February 15, 2018 Category: The Oxygo Difference

In 2005 I was given the responsibility of starting a new homecare company from scratch for theCleveland Clinic. It was structured to focus only on providing respiratory products and services for the home. We were classified not as a DME but as a DMR (Durable Medical Respiratory) company. For those of you not familiar with the Cleveland Clinic, its a huge medical system consisting of 10 hospitals, 18 family practice centers, and over 47,000 employees. U.S. News World Report ranked it the #2 medical system in the country. I knew it was going to be a daunting task, but I felt the experiences I had obtained in my career had well prepared me for the challenge. During that journey, I was fortunate to pick up tips along the way that helped me sustain yearly double-digit financial growth and keep our turnover rate around 0.4%. Here are five of the tips I found to be among the most beneficial over the years: 1. Make your employees your number one priority and the rest

365 Days of Marketing

By ROB SALTZSTEIN
February 12, 2018 Category: The Oxygo Difference

Have you considered building special promotions that relate to national healthcare days and months? WHY NOT?Opportunity knocks all year round! Did you know, for example, that March 1 is International Wheelchair Day? Or that October 8 is National Oxygen Awareness Day? Or that November is COPD month?There are cool things you can do to promote many of the products you sell around these official days and months. Here are eleven inexpensive marketing ideas you might want to consider Making hot chocolate or coffee available Using festival lighting to illuminate products Holding a special events sale Decorating your website with event-related elements Offering a prize drawing from a box on one of your best-selling products Renting a talking robot or parrot to attract attention Promoting the day, week or month with colorful posters Advertising an event or sale in a local paper or on radio/TV Displaying a cash saving sign Giving away something of value to every person

In the Know with OxyGo

By ROB SALTZSTEIN
February 03, 2018 Category: The Oxygo Difference

Say hello to Robert Bob Gunner, one of the most dedicated exercise fanatics in Sugarland, Texas. Bob, an OxyGo sales rep, has lived in the Houston area since 2010 when he moved to Texas from Denver, with his wife, Rhonda, and two children, both now adults. On any given day when not on the road, Bob usually spends about 35 minutes in his homes second floor workout room where he enjoys lapping the miles on his Octane Zero Runner Elliptical ZR7 running machine. Ive had a hip replacement and the machine reduces the impact of gravity on my ankles and legs and allows me to keep running, which I have always enjoyed doing, said Bob. Bob founded his medical healthcare rep firm in Denver in the mid 1980s and has enjoyed working with and meeting people in the home healthcare industry throughout his career. Im not in the business for a quick sale. I like building long-term relationships and helping my customers grow their businesses, said Bob. He puts about 35,000 miles a

Driving HME Costs Down and Profit Up

By ROB SALTZSTEIN
December 25, 2017 Category: The Oxygo Difference

The Home Oxygen Company(HOC), with offices in Modesto and Sacramento, California, is all about doing what it takes to survive and prosper in a state where DME supplier locations have shrunk by 60.8% since 2013. AnAmerican Association For Homecarereport this past July estimated that only 383 unique DME locations in California are still standing compared to 976 that served the same region in 2013. HOC uses every trick in the book to promote efficiencies. This includes hiring full-time employees in the Philippines who work at less than half the rate of American employees doing the same job. Looking to the Philippines for labor help, and embracing all the latest technologies, has allowed owner Todd Usher and his wife, Andrea Ewert, to save thousands of dollars every month. HHCT:When was Home Oxygen Company (HOC) founded and how did you become involved? When Andrea and I founded HOC I had 11 years in the HME industry. My start in the industry was in 1996 as a delivery

How to Recruit a DME Technician and Get Results

By ROB SALTZSTEIN
December 16, 2017 Category: The Oxygo Difference

Some classified ads are better than others. Here is one of the bestan extremely well written classified ad for a DME technician that was posted on a popular job site. Its an example of precision writing that could also function as a fine-tuned, first-rate job description for many equipment technicians working for DMEs. Theres no doubt that trusting your gut will lead you to the right candidate but a great job posting can help draw them to you. POSITION:Durable Medical Equipment Technician The DME Technician drives a box truck and receives a new route daily. Regular and reliable attendance at the employer designated work site is an essential function of this job. This person delivers, exchanges, sets up and picks up durable medical equipment, respiratory equipment and supplies at the patients physical location (e.g., residence, adult care home, assisted living, long term care facility, etc.). Technicians generally make 10-15 stops per day. They are the face of

Hungry for VC Money?

By DAVE MARQUARD
September 15, 2017 Category: The Oxygo Difference

Have you ever wondered what it might be like to be a venture capitalist and make the call on whether or not to invest up to $10 million or $15 million in someone elses idea? I recently had the opportunity to find out while attending a finance class at the Harvard Business School. In that class were founders or principals of three highly successful venture capital firms (VCs). One of them was an early investor in Apple and another in Facebook. And one of them admitted to turning down Garrett Camp, cofounder of Uber. At the time, this VC explained, Camp had a half dozen lawsuits against him in San Francisco alone. In talking with them they were kind enough to give me a quantitative framework for understanding the differences in investments involving foreclosures, leveraged buyouts (LBO) and typical VC investments. The math is pretty straight forward. In a business foreclosure, buyers might be willing to pay thirty cents ($0.30) on every asset dollar. In an LBO, a

OxyGo Day Proclaimed by the City of Westlake, Ohio

By DAVE MARQUARD
June 30, 2017 Category: The Oxygo Difference

FEBRUARY 16, 2017 WAS A BIG DAY FOR OXYGO, LLC. Westlake Mayor Dennis M. Clough issued a proclamation marking it as OxyGo Day in the city of Westlake. The proclamation noted how the companys concentrators improved a patients quality of life and how OxyGo, LLC and the Applied Companies, LLC had grown into a highly respected business, manufacturing and supplying more than 400 innovative respiratory care products. It also cited OxyGo, LLC for being a 2016 winner of the Case Western Reserve prestigious Weatherhead School of Management 100 list of fastest growing companies in Northeast Ohio. Dave Marquard II, owner and CEO of OxyGo and the Applied Companies, took great pride in accepting the award on behalf of all the OxyGo and Applied associates. It was our honor to be selected as a2016 Weatherhead 100 Winner. Established in 1988, The Weatherhead 100 awards are the premier celebration of Northeast Ohios spirit of entrepreneurship and the companies leading the way in Northeast Ohio, said

How to Ride Oxygen’s Big Wave of Change to Greater Profits

By ROB SALTZSTEIN
June 14, 2017 Category: The Oxygo Difference

Jason Flanigan,OxyGosGeneral Manager, has seen the future and it is loaded with high profit potential for DMEs and HMEs that ride the wave of change taking place in oxygen delivery methods. The way to survive the future with oxygen is to get as many of your patients off cylinder delivery as you can, says Jason. The market is changing in favor of POCs because POCs are what patients want and POCs such as OxyGo make so much more economic sense in todays competitive and regulatory environment. Looking at it from voice of the doctor and the patient, Jason points out that availability and quality is the key. Medicare reimbursement numbers show a clear growing trend toward the use of POCs. Doctors want to know that the DME they recommend can take care of their oxygen recommendations and carry the POC products their patients need and the brands they request. Patients are demanding high quality products because they are seeing their co-pays rise and DMEs are making more cash sales because of

Surviving Lower Oxygen Reimbursement Costs

By ROB SALTZSTEIN
April 09, 2017 Category: The Oxygo Difference

Missy Cross is a veteran in Ohios homecare industry who is paying close attention to recent CMS oxygen reimbursement cuts that can be as high as 16 percent. CMS announced the cuts on March 15, 2016. Missy estimates she is mitigating these cuts by saving 38 percent or more on her oxygen costs by adopting theOxyGo Non-deliverybusiness model. OxyGo is a marketer of portable oxygen concentrators based in Cleveland, OH. For twenty-one years Missy has overseen DME equipment forOE Meyer, a Sandusky, OH based HME with five store locations. The difference between using POCs and cylinders is labor, said Missy, while reflecting on the growing POC use trend that allows HMEs to offset cuts and improve profitability with every new patient, patients that are distant or patients that use lots of tanks. There is no labor on the back end, Missy continued. The trickle-down cost savings from patients using POCs is substantial. The average oxygen tank delivery probably costs me about $50. So if I can schedule

Healthcare Marketing Tips to Help You Grow

By ROB SALTZSTEIN
March 22, 2017 Category: The Oxygo Difference

How many texts do you receive in a day? Emails? How many websites do you read each day? What about social media? Twitter? Facebook? With technology these days, the need to be an effective writer has greatly increased. Grammar and punctuation is something thats easily learned, and spell check can be a writers best friend but what makes writing good? Readable. Enjoyable. Effective. One thing might be humor. But how can you add that to business writing? Take a page from a legend. Will Rogers, the great American humorist, (1879-1935) still ranks today as one of the most liked U.S. writers of all time. He had a knack for making people laugh by making profound observations in a funny way that caused people to adore his writing style. Whether you are writing healthcare business letters or personal letters, or composing general or business e-mails, if you add humor to your writing, chances are you will get better readership and better response. Sage advice from marketing masters to help

Does Your Team Bring Its “A-Game” Every Day?

By VICTORIA MARQUARD-SCHULTZ
January 30, 2017 Category: The Oxygo Difference

As we begin this new year, I am willing to make a bet.I will bet the best performing DMEs and HMEs almost always are those homecare medical providers that have worked best together as a team. Achieving great teamwork is not easy. There are many pitfalls that stand in the way. Often its inflated egos or poor communication on the part of management. Or maybe its even over-communication. Nobody ever said: I wish I had received more e-mails from the front office. Whatever the cause, those organizations that work together as a team are the most likely to reach their goals. It has been my observation that teamwork is especially thwarted when job descriptions are perceived as being more important than personal contributions to the team. Perhaps the words of Bo Schembechler, Michigans famous football coach, best hit the nail on the head. As we head into the holiday college football bowl season many teams are more likely to win if they heed his words of advice. So are DMEs and HMEs: We are

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