Ortho DIRECT Recovery CARE Ortho DIRECT Overview Need

Ortho. DIRECT & Recovery. CARE

Ortho. DIRECT: Overview & Need in the Market • Hospitals • Outstanding opportunity to get facetime with Materials Manager to introduce Optimum. ALLIANCE. • Cost and Relationship sell. If the price is right and you form a good relationship with the buyer, they usually won’t stray. • Once the account is setup, Ortho. DIRECT requires the least work on the backend. Account could and SHOULD place orders on their own.

Ortho. DIRECT: Overview & Need in the Market • Local Schools • High School & College Athletes • Athletic Director, Athletic Trainer’s and Coaches are the focus • Prophylactic use keeps the players in the game and the W’s in the win column • Custom/OTS Bracing for Lineman • Gauntlet Pro, Ankle Stabilizer, Anchor & more for all athletes in all other sports (Football, Basketball, Volleyball, Soccer, Baseball, Softball, Golf, etc. ) • Opportunity to become resource to the School • Possibly leads into a relationship with the team physician

Ortho. DIRECT: Overview & Need in the Market • Orthopaedic Surgeons & Sports Medicine Physicians • Do their own billing and seem to be turning a profit • Ability to enhance relationship with the physician and office staff • Obtain Recovery. CARE business • Custom/OTS bracing • Post-Operative: be careful not to become the “Emergency Rep” or only get CPM business unless it will lead to more. More on this later. • Become a resource • Hybrid account: most physician’s cannot bill on HMO Insurances. • Plant the seed: encourage a physician to take a look at his/her collections on what they are billing (***It is recommended that this is done tactfully and cautiously to avoid alienating physician. )

Ortho. DIRECT: Proper Submittal • Email the bracing team for “New Account” forms or download from Sharepoint. Save these for future usage. The forms will contain the following: • Contract Pricing Agreement • Clinic Order Form • Direct Order Form • Optional • If the Account Calls, Faxes or Emails their own order • If you submit via email to the Bracing Team, example to follow

Ortho. DIRECT: Contract Pricing Agreement

Ortho. DIRECT: Clinic Info Form

Ortho. DIRECT: Rep Order Submittal

Ortho. DIRECT: Check Confirmation

Ortho. DIRECT: CM Impact & Best Business Practices • Do NOT put the lion’s share of your efforts into the direct model. Use it as a tool where needed to create insurance billing opportunities • CM Impact Example: Shoulder Immobilizer with Web Strap/Sling • • Cost: $5. 20 List: $8. 00 ($2. 80 margin) Max Discount: $6. 40 ($1. 20 margin) 50 immobilizers/month ($60. 00 - $140. 00)

Recovery. CARE

Recovery. CARE • Overview & Need in the Market • Home delivery versus PCF care • Post-Op Protocols with physicians and bundled services • Rehabilitative care from pre-op to post-op • Scope independent of PCF presence

Recovery. CARE • Post-Op Packages- Maximizing your Time • Examples: • ACL Reconstruction- CPM Machine, Cold Therapy Unit, Post-Op Knee Brace, and Functional Rigid Brace • Rotator Cuff Repair- Cold Therapy Unit, Stable Sling or Remedy 2. 0 • Spinal Fusion- BOA Slim Panel or TLSO & Stine Stim • Custom Rx Templates

Recovery. CARE: CSR & Workflow • How to Order a Brace? What Information is required? • Submit email containing the following, prior to measurements if possible: • Rx, Demos & Insurance Information • Clinical Notes and/or Op-report • Place holder part number (*gets the authorization started. Brace that is planning on being used should be submitted. This does not lock you in to this p/n if you need to use a different brace) • RFA/PR-2 (*Work Comp Orders Only) • Upon receiving the “okay to order” email, reply with the correct part number and size

Recovery. CARE: NOTES!!! • Why are notes important? • How do they relate to the PMI? • When are notes needed in this model? • Braces • Post-Op • Clinicals = Op-Report • Custom & OTS • CPM • Physician Notes • Activities of Daily Living (ADL’s) • Op-Report (Medicare and Blue. Cross) • Discharge Summary (Medicare Only)

Recovery. CARE: Submission • Fully Complete the POD, HIPAA, Non-Covered Release or ABN before submitting for billing (See Example or download from Sharepoint) • Submit Email • TO: PODRegion. Name@pacmedical. com • Example: PODHoneybadgers@pacmedical. com • CC: Rehab-Territory@pacmedical. com • Example: Rehab-San. Francisco@pacmedical. com • SUBJECT: IB or MEDICARE and Patient Name • Don’t Forget to Attach File

Recovery. CARE: Submission

Recovery. CARE: Cross Territory Credits • What happens if a physician crosses over into a different territory? • Advise calling the patient prior to sending to another Territory. Patients often have an incorrect address and could still be in your territory. • Can we share the order? • The order needs to be entered in the territory who is going to be handling the order. That way they are responsible for the cost, billing, and collection.

Recovery. CARE: CM Impact & Best Business Practices • Time Management • CPM’s as a stand alone versus Post-OP Protocols • Rental cold therapy example • HCPC Scorecards- Product Choice Matters!!