Abby Zeckser

HME providers are under constant pressure from rising labor costs, reimbursement compression, denials, documentation burden, payer complexity, and operational inefficiency. Yet many organizations still evaluate profitability decisions using surface-level metrics like allowed amounts, order volume, or top-line revenue.

This interactive workshop will show participants how to use EHR and operational data to understand their true cost-to-serve. Attendees will learn how intake, documentation, prior authorization, delivery, billing, collections, denials, rework, and overhead all impact profit.

Using a mock HME case study, attendees will work through a practical worksheet to calculate net realized revenue, direct cost, hidden labor, total cost-to-serve, and margin by payer, product line, and referral source. The session will also explore how these insights can inform payer negotiations, referral strategy, competitive bidding decisions, health-system contracts, managed care relationships, and operational improvement priorities.

Attendees will leave with a usable framework for identifying where margin is being protected, where it is being lost, and what data they need from their systems to make smarter business decisions.