The Business of DME: Winning Strategies for Orthopedic Practices

The Business of DME: Winning Strategies for Orthopedic Practices

If you’ve ever wondered how Durable Medical Equipment (DME) programs can transform your orthopedic practice—not just for profitability, but for patient satisfaction—this post is for you. DME isn’t just about stocking braces and crutches; it’s about building a smarter, more resilient business that puts patients first and keeps your clinic ahead of the curve.

Why DME Matters—Now More Than Ever

Let’s face it: today’s patients expect convenience and transparency. They want to know what they’re paying for, and they want it fast. Clinics that deliver on these expectations stand out in a crowded market. But with payer rules changing, costs rising, and consumer demands evolving, running a successful DME operation is more complex than ever.

Revenue Generation & Financial Responsibility

Upfront Collections: Collecting patient responsibility at the time of service isn’t just good practice—it’s essential. It reduces accounts receivable headaches and keeps your cash flow healthy.

Benefit Verification: Ever had a patient surprised by their bill? Tools like VeriPro™ can help you calculate deductibles and co-insurance accurately, so there are fewer surprises and happier patients.

Price Transparency: Did you know 65% of patients would switch providers after a surprise bill, and 59% would leave if cost transparency is lacking? Publishing clear pricing and communicating openly can be a game-changer for retention.

Compliance & Documentation

ABNs & Medicare: Always secure Advance Beneficiary Notices for non-covered items. It’s a simple step that can prevent big headaches down the road.

Same/Similar Rules: Avoid claim denials by checking prior DME history. A little diligence goes a long way.

Smart EHR Documentation: Use smart phrases in your EHR to ensure documentation meets LCDS standards—and automate wherever possible. Less manual work means fewer errors and more time for patient care.

Workflow Optimization

Pre-Op Fitting: Fitting patients before surgery reduces post-op delays, improves outcomes, and can even boost revenue.

Automation: Platforms like MotionMD streamline dispensing, billing, and inventory tracking. If you’re still using paper, it’s time to upgrade!

Protocols & Order Sets: Consider prescribing multiple products for a diagnosis or procedure, and give patients the choice to accept or decline. For example, ACL surgery might include cold therapy, a post-op knee brace, and crutches.

Navigating Market Dynamics

The Amazon Effect: Patients are savvy—they compare prices online. Clinics must clearly articulate the value of in-office dispensing. Remind patients:

•    You can’t return an Amazon item to the clinic, nor can we help with fitting if it’s bought elsewhere.
•    In-office dispensing ensures the right product and correct fit.
•    Professional fitting has real value and may justify a price difference.
•    What you order online may not match the picture—or your needs.
•    And remember, you’re hoping to meet your deductible anyway 

Practical Takeaways

•    Publish a clear cash price list for non-covered products.
•    Train staff on payer pre-auth and patient communication.
•    Use analytics dashboards to monitor year-over-year growth and profitability.
•    Audit your DME workflows regularly, explore automation tools, & reinforce compliance

Ready to take your DME program to the next level? Start with small changes—like improving price transparency or automating inventory—and watch your practice thrive. We are here to support you with resources, best practices, and a community of peers who get it.
           o    What’s your biggest DME challenge? Share your story in the comments or reach out to AAOE for                      more tips!
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Key Stats Sidebar
      •    65% of patients would switch providers after a surprise bill.
      •    59% would leave due to lack of cost transparency.
      •    Top 3 DME Challenges: Compliance, collections, inventory management.
      •    Automation Impact: Clinics using MotionMD report significant reductions in claim denials and faster              revenue cycles.
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Practical Takeaways
      •    Publish a clear cash price list for non-covered products.
      •    Train staff on payer pre-auth and patient communication.
      •    Use analytics dashboards to monitor YOY growth and profitability. 
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Call to Action

Audit your DME workflows today. Explore automation tools, reinforce compliance, and engage with AAOE resources to stay ahead in the business of DME.