Measuring the Health of the Revenue Cycle Moderated

Measuring the Health of the Revenue Cycle Moderated by Jim Knight C. E. O. ACU-Serve Corp

Moderator: Jim Knight: Chief Executive Officer, ACU-Serve Corp, Akron OH Jim has an accounting background and has performed implementation, consulting and training on home medical equipment software, as well as manufacturing and distribution accounting software. He has been in the home health care field for over 30 years and ACU-Serve is currently managing over a billion dollars of HME claims through its technology and outsourcing company. Jim attended the University of Akron for Accounting.

Panel Guests: Dan Bunting: Chief Operating Officer, Aero. Care Holdings, Orlando FL Dan Bunting is the Chief Operating Officer for Aero. Care Holdings, one of the largest HME providers in the country. Aero. Care has over 260 locations in 28 states. Prior to Aero. Care, Mr. Bunting was the CEO of evo Medical solutions, a mid sized manufacturer and distributor of respiratory products located in Adel, IA. Mr. Bunting got into the HME industry working as a delivery tech for Van Miller while attending graduate school. After graduation, Mr. Bunting started a DME company in Iowa, which eventually sold to Rotech Medical in the late 90 s. Mr. Bunting holds an undergraduate degree in accounting and finance from the University of Dubuque, and an MBA in finance from the University of Iowa.

Panel Guests: Bill Lobosco: Chief Executive Officer, Sunmed Medical, Marlton NJ Bill began his career as a pharmaceutical sales representative with Johnson and Johnson, where he learned early the value of technical expertise and putting the clinician’s practice first. From Johnson and Johnson, Bill joined KCI Medical where he quickly rose through the ranks to become Regional Vice President of their Home Care Program. It was at KCI that Bill first entered into the DME/Homecare environment and gained the sophisticated management expertise that characterizes Sun. MED’s corporate services programs today. Bill founded SUNMED Medical Solutions in 2002 with his partner Jane Rinn. Sun. MED is a direct outgrowth of the clinician support philosophy and management acumen that has driven Bill’s success. Since 2002, Sun. MED has grown into a nationally recognized provider of advanced inhome medical equipment.

Topics that will be covered • What are the KPIs (Key Performance Indicators) that our Panel uses to track the Overall Health of their Revenue Cycle? • What technologies are being used in conjunction with their Billing Platform to help achieve these goals? • How and what metrics are given to the employees to help attain the Company’s overall goals? • What if any of these Revenue Cycle Functions are outsourced and how has that impacted the business?

What are the KPIs (Key Performance Indicators) that are used to track the Overall Health of their Revenue Cycle? Example of Sun. Med’s Tracking

Example of Sun. Med’s Tracking Cont’d

What are the KPIs (Key Performance Indicators) that are used to track the Overall Health of their Revenue Cycle? Example of Aero. Care’s Tracking

What additional software/tools are your using on the Front-End to manage Intake Functions? Dan – • What is OTL and why was it created? • How has it changed your Business? Bill – • What are you using to help better manage your Intake workflow? • What has your system allowed you to get better control of?

Front End Measurements: What / How do you set goals for your Intake Teams? Do you have metrics/goals that your Intake Team is expected to hit in the following areas? • # of Orders entered / worked per day? • # of Patients worked? • Any Other Metrics? Do you measure or Track anything on the Patient Pay Front? • # of Orders where a Copay is collected up Front? • # of Orders where a Credit Card is collected up Front? • # of setups where your Intake team was successful on these areas? Do you have any metrics/goals for your Confirmation Team? • # of orders confirmed per day? • Any type of Accuracy Measure?

How else have you impacted your Intake Department? Are either or both of you outsourcing any of these Job Functions? If so what functions? If so, how has this affected your business? • Scalability? • Resource deployment? • Was time freed up to focus on other areas?

What additional software/tools are your using on the Back-End to manage Collection Functions? Dan – • Why was the decision to use a third-party software too to manage your Billing Center’s Collection versus the tools within your Billing Software Platform? Bill – • How has using the Clarity reporting tool helped your staff identify issues and trends versus standard AD-Hoc reporting?

How has outsourcing the some or all of your collections department job functions impacted your business? • Are either or both of you outsourcing any of these Job Functions? If so, what functions? • How has this affected your business? • Scalability? • Resource deployment? • Was time freed up to focus on other areas? • How has Cash Flow been impacted?

What information are you able to get from your Collection Department than you couldn’t get prior to Outsourcing? Quantified Statistics: • Where is my $ and why exactly is it there? – No more “problem of the day” explanations. Accountability: • Know exactly how many times Intake was responsible for downstream issues. – Eliminate the finger pointing • Ability to have a scorecard to know EXACTLY what a Collector’s denial rate and paid rate is. - Much easier for employee reviews

Example Reporting - Queues

Example Reporting – Intake Scorecard

Example Reporting – Collector Scorecard

Example Reporting – Clarity Reporting

Example Reporting – Clarity Reporting Drill down to quickly see what is over 90 and WHY?

Example Reporting – Clarity Reporting Drill down to quickly see what is over 90 and WHY?

The Health of your Revenue Cycle is in your Data. . How are YOU Measuring IT? Thank you!

Q&A

Contact Information Jim Knight: jknight@acuservecorp. com Dan Bunting: bunting. dan@aerocareusa. com Bill Lobosco: bill. lobosco@sunmedmedical. com

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