WE NEED YOUR INSIGHT ON MEETING SPONSORSHIPS

DPM POLL

Does CME Support Matter?

EXHIBITOR POLL

Can You Afford More?

PLANNER POLL

Packages or A La Carte?

Tricks of the Trade - DPMs

Relate & Retain

Clinical Corner with Dr. Richie

AFOs & PTTD

Practice Partner Pearls

Coding with Comfort

Practice Partner Academy

Lower Extremity Edema & Arthritis

Tricks of the Trade - Vendors

Victory via Vulnerability

Tricks of the Trade - Planners

Sell Out When Sold Out

Meeting Calendar
Next 90 Days

PODIATRY POLLS

DPM POLL

Do you select vendors that sponsor meetings/education (i.e. that provide substantial support)?
Yes. I consider commercial support for CME events when choosing my practice suppliers.
No. Companies who sponsor meetings don't affect my vendor choices/selections.
I don't really even notice who is sponsoring meetings.

EXHIBITOR / VENDOR POLL

Do you prefer sponsorship options that are in package form or a la carte / itemized?
Packages. It's much easier to plan and organize.
A la carte. Packages usually include things I don't need.
Neither. It's all too expensive for little return.

MEETING PLANNER POLL

Have you found more success by offering sponsorship packages or individual, a la carte items?
Packages. We've tried itemizing, but it doesn't increase revenue/support.
A la carte. This allows more companies to spend more vs. a few companies spending a lot.
We haven't noticed any major difference either way.

TRICKS OF THE TRADE

Quick Tips for DPMs


Relate & Retain

Sarah Breymeier

Many times before sit down and figure out what I want to discuss in a given month's newsletter, I decompress by watching - well, everything. From "trash" reality TV to Oscar-winning dramas, I am often surprised by the unexpected insight I extract.


Last week I digested "Oppenheimer." If you're not aware of the movie, it is the story of Dr. J. Robert Oppenheimer - the director of the Manhattan Project (development of the atomic bomb during WWII).


Don't worry - this post is NOT THAT HEAVY.


After watching, I went down my usual rabbit hole of researching everything about this human as if he just suddenly became known. What I found useful for this newsletter was the reasons why Oppenheimer was selected for the position of Director of the Manhattan Project; because, apparently, there were other geniuses who may have seemed more fit for the task.


Instead of trying to hard to explain, I'll simply direct you to the segment that got me thinking about client/patient communication.

CLICK BELOW AND FAST-FORWARD TO MINUTE 30:00

Relevant clip from 0:30:00 - 0:32:37

Hopefully you are gathering that the point here is to USE THE LANGUAGE THAT SUITS YOUR AUDIENCE.


Oppenheimer sounded like a physicist when he was around other physicists; but he was socially aware enough to know that in order to get meaningful ideas across to anybody else, layman's terms needed to be utilized.


It's not uncommon to see individuals of higher education and/or experiences using jargon that is not familiar to most. Sometimes this is an accident, but other times it could be because the intelligent person thinks it is impressive. WRONG.


It's not going to get you the results you desire. Sounding smart is different than actually being smart. The smart choice is to relate to your audience to achieve your goal. If you are at a conference and your audience members are your peers - using 15-letter words is a go! Not in the clinic.


Make your patients feel safe; make them feel heard; make them feel like they can relate to you and watch your retention grow.


Thoughts? Questions? Email Me!

Sarah Breymeier: beheard@podiatrymeetings.com

CLINICAL CORNER with DR. RICHIE

AFOs & PTTD

When a patient is diagnosed with PTTD, clinicians often weigh the benefits of implementing foot orthotic therapy versus an ankle-foot orthosis like the Richie Brace®. While foot orthoses can be effective in the early stages of PTTD, they have certain limitations which are solved with the Richie Brace. When there is instability of the midfoot joints secondary to spring ligament rupture, foot orthoses are unable to control the deforming force of the tibia in PTTD conditions.

 

A simple method to detect spring ligament insufficiency is the single foot heel-rise test. Ask the patient to stand on one foot and then instruct them to "lift your heel " off the ground. Inability to raise the heel in single leg stance is the result of midfoot instability secondary to spring ligament rupture. When this happens, the tibia will be unconstrained across the talonavicular joint. 


The Richie Brace® is ideally designed to control tibial rotation which cannot be accomplished with a foot orthosis alone.  A secondary consideration may be insurance coverage. In Medicare patients, custom foot orthoses are not a covered benefit while ankle-foot orthoses are usually covered based upon medical necessity guidelines.


LEARN MORE FROM DR. RICHIE BELOW

What Do I Try First for PTTD? Foot Orthosis, Richie Brace, or Gauntlet?

PRACTICE PARTNER PEARLS

Comfort with Coding

Billing for Custom Orthotics

By Barbara Campbell, DPM

ComfortFit Labs Medical Director


Treatment of podiatric complaints with custom orthotics is an integral part of the practice of podiatric medicine. Podiatric physicians often have questions regarding proper billing for custom orthotics. Insurance coverage varies from insurer to insurer and so it is important for the podiatrist’s staff to check with each insurance company as to their recognized codes and policies regarding coverage and billing for prescription custom foot orthoses.

There may also be differences between plans within an insurer, so it is important to be aware of possible subtle differences. Documentation of codes and policies regarding coverage in the medical record can help to prevent issues regarding billing and payment. The podiatrist should be aware of these details so that they can direct and work with their staff as to the most appropriate billing.

 

The medical record should clearly document the patient’s podiatric complaint with the history of the complaint, previous treatments rendered, past medical and podiatric history that may be associated with the diagnosis(es) that you are wanting to treat with custom orthotics. I recommend sending a letter of medical necessity to the insurance company along with the associated medical record documentation. The letter of medical necessity should be detailed as to the specifics of the patient’s condition and why they need the type of device you are prescribing. The letter should discuss the specifics of the device including modifications you are using to treat the patient’s condition(s).

 

The most commonly recognized code for orthotic billing in podiatry is L3000. The AOPA, APMA and PFA have approved specific detailed descriptions regarding L-code clarification for the following codes; L3000, L3010, L3020 and L3030. The document is entitled L-Code Foot Orthotic Clarification and can be found online. This document gives a detailed description of each code to help the podiatrist select the most appropriate code. I recommend becoming familiar with the document. Of course, the podiatrist should use the code appropriate to the patient’s insurance coverage and policies.

 

The code L3000 is appropriate for a functional device with a heel cup height of 10mm or more. It provides both medial and lateral directive forces to control rear and forefoot motion. Code L3010 is appropriate for an accommodative/ functional device with a heel cup height less than 10mm. It is intended to control the forefoot through a longitudinal arch support. Code L3020 is appropriate for an accommodative/functional device with a heel cup height less than 10mm. It is intended to control the forefoot through a longitudinal arch and metatarsal support. Code L3030 is not typically used in podiatry as the device is formed directly to the patient’s foot by using an external heat source. Most commonly orthotics should be billed as L3000RT and L3000LT along with the proper diagnosis(es) codes.

Examples of billing for devices from ComfortFit Labs are presented. The prescription order form allows the podiatrist to select the heel cup height/depth which can then influence the code selection. Other design factors can also influence code selection.

 

1.    The Leather Shaffer is a low-profile device prescribed for longitudinal arch support. It is usually prescribed with metatarsal support to shift pressure from the metatarsal heads to the metatarsal shafts. If the heel cup height is less than 10mm then L3010(longitudinal arch support) or L3020(longitudinal arch and metatarsal support) could be selected.

 

2.    The Sport Orthotics, Adult Controller, Pediatric Controller are appropriately billed using L3000 as they fit the code description regarding heel cup height and control of rearfoot and forefoot motion.

 

There are additional codes that can be billed for along with L3000 but again they may not be payable by the insurance company. The unlisted casting code of 29799 includes casting supplies and the actual professional component of obtaining the mold by any means. This code can only be billed once (29799RT, 29799LT). Instead of 29799 one can use code S0395(S0395RT, S0395LT, professional component) along with A4580(cast supplies/plaster) or A4590 (special casting material/fiberglass). I would tend not to use the A4590 code as this is not a typical type of material to be used in casting for Berkeley shell type but for AFO devices.

 

In summary the doctor and staff should be clear about which codes are payable by an insurance company. Accurate documentation of coverage and the patient’s podiatric history and exam can help create the most accurate billing. ComfortFit Labs aims to help doctors navigate billing concerns. Questions are welcome as we are here to help.

For more information contact Comfort Fit Labs 888.523.1600 

contact@comfortfitlabs.com

comfortfitlabs.com

PRACTICE PARTNER ACADEMY

Helping You Choose Strategic Partners for Your Practice


Watch our newest on-demand recordings and take away key pearls for hot topics affecting your patients and your practice.

Offloading the Arthritic Ankle with the Richie Brace®

Lymphedema & Compression Therapy in Podiatry

TRICKS OF THE TRADE

Quick Tips for Exhibitors


Victory via Vulnerability

Sarah Breymeier

I was browsing through the latest issue of EXHIBITOR Magazine and stopped when I saw the picture below....

It got me thinking about something - something that wasn't intended by the article, but got me thinking nonetheless.


WHAT IF WE SHOWCASED OUR FAILURES AT A MEETING??? Um, what? Why would a company ever want to highlight all the times they sucked?


Well - for one - it's DIFFERENT. Pointing out where your company has made mistakes is not a traditional strategy, therefore, it could stand out and get attention.


OK - but it's not good attention, right? Well - hear me out.... this is where you can flip it by showing why you can be trusted.

  1. You are willing to admit that sh*t happens.
  2. You are committed to making it right with your client base.
  3. You won't feed them a line of crap when you mess up.


Remember a few years ago when Dominos Pizza did something similar? If not, check it out...

People appreciate authenticity and "owning" your mistakes.


Take a note from Dominos and let DPMs know that while it isn't often, mistakes do happen - but you are the company that will make sure to get it right no matter what!


See just how victorious you can be with a little bit of vulnerability.

Thoughts? Questions? Email Me!

Sarah Breymeier: beheard@podiatrymeetings.com

TRICKS OF THE TRADE

Quick Tips for Meeting Planners


Sell Out Once Your Sold Out

Sarah Breymeier

Exhibit halls are getting harder and harder to sell out... or at least that's what I thought when Ann and I took on organizing the upcoming Balance Health Physicians Educational Conference.


I was definitely confident that we would hit our commercial support goals, but I was not expecting to get a multitude of requests to exhibit once we had hit our maximum capacity for booths. Suddenly, the cliche of you want what you can't have came into play.


Once I posted that the exhibit hall was SOLD OUT, we had a massive influx of requests to get in! I thought about how nice that would have been to get those requests two months ago vs. two weeks before the event.


So here lies the dilemma. I certainly don't want to encourage lying to vendors and stating that an exhibit hall is sold out, when it is, in fact, not sold out; but I definitely want to know how we can all harness this sense of urgency energy. Here are some initial ideas you may want to test:


  1. Make your early bird discount much shorter than the past. I've seen early bird specials go until the last 30 days before the meeting. That's not early. Create a short window and stick to it.
  2. Don't budge. What I mean is once you are sold out, don't make room to accommodate requests. This simply creates a precedent that there is always time to get in at the last minute. Yes, it might be a struggle to say "no" the first year, but if you can uphold the policy, you should see exhibitors taking your seriously the next time around.
  3. Select sites that have smaller spaces for exhibitors, resulting in exclusivity and a higher booth rate. I struggle with this one a little bit as I'm not a huge advocate for increasing exhibitor fees; but if this strategy results in more quality interactions between vendors and DPMs, the juice may be worth the squeeze.


These are some quick ideas to try. If you decide to take any of them on, we'd love to hear about it or help create a case study.


Thoughts? Questions? Email Me!

Sarah Breymeier: beheard@podiatrymeetings.com


90-DAY MEETING OUTLOOK
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