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Envelope-to: info@smbdu.com
Delivery-date: Wed, 11 Apr 2018 09:41:29 -0500
From: "Dave Novak" <davenovak@webhstech.com>
To: "'Chris Farrugia, DDS'" <info@smbdu.com>
Cc: "'Geoff Lusty'" <geoffl@webhstech.com>
References: <000001d3d0ff$d1852c40$748f84c0$@webhstech.com> <B6078003-D5FB-49FF-B9CF-FAD9719FC06E@smbdu.com>
In-Reply-To: <B6078003-D5FB-49FF-B9CF-FAD9719FC06E@smbdu.com>
Subject: RE: Meeting Summary with Dr. Covatto
Date: Wed, 11 Apr 2018 10:40:48 -0400
Organization: Healthcare Support Technologies, Inc.
Message-ID: <002b01d3d1a3$15844220$408cc660$@webhstech.com>
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Great comments and insight for us, Chris. Thank you!

 

 

From: Chris Farrugia, DDS [mailto:info@smbdu.com] 
Sent: Tuesday, April 10, 2018 10:06 PM
To: Geoff Lusty <geoffl@webhstech.com>
Cc: Ryan Wakim <ryanwakim@fortunemgmt.com>; Amanda Cantelmi
<amandac@webhstech.com>; Dave Novak <davenovak@webhstech.com>
Subject: Re: Meeting Summary with Dr. Covatto

 

Comments below..

On Apr 10, 2018, at 2:12 PM, Geoff Lusty <geoffl@webhstech.com
<mailto:geoffl@webhstech.com> > wrote:





Hi Everyone,

 

Below is a summary of the main topics discussed at our on-site meeting with
Dr. Covatto (local dentist) and Tiffany (his biller).  He is overall very
encouraged and excited about the possibility of working with us and rolling
out OSA services to his patients.

 

*	Credentialing/Enrollments: Reimbursement will be the same OON with a
GAP exception. Have we determined if there are any in-net providers for OA
treatment?

*	HST has started enrollment activity to get him "in-network" with top
payers.  This will need to be a service that our new organization provides -
especially if Dentists (like Dr. Covatto) have in-network reimbursement
strategies.
*	We'll need to plan for a very long Medicare OSA implementation
timeline. as Medicare DME enrollment will be 6-9 months minimum.  Other
medical services could start sooner (they don't require the MC DME)
*	He wants to continue toward an "in-network" reimbursement strategy
as he feels his patients would not consider his services as an out of
network provider (high deductibles and out of pocket costs would be a
deterrent). Reimbursement AND deductibles will be the same when OON with a
GAP exception.
*	Medicare DME Supplier:

*	He is going to make a decision soon on whether or not to start this
lengthy and costly process. Costly?
*	Ultimately, to be "in-network" with all major payors, he will need
to get set up as a DME supplier. 
*	Many/most major payers in PA are requiring it.
*	We recommended he go ahead and start.

*	Past Medical Billing Failures:

*	He tried billing some medical services in the past and was not
successful (not OSA services)
*	He attended the "beginner" training held by Chris!
*	He felt training was good, but claims the training didn't ultimately
work. Didn't get to the "good stuff" in Advanced Course!
*	We explained that (based on the limited information we've seen) his
failures were related to:

*	His documentation wasn't supporting medical necessity / policies
*	He wasn't in network, so no matter what it would have failed anyway 
*	He used CODE for billing, and never received a single denial/EOB
back from them (zero payments, no discussion on why)

*	Plan and Next Steps for billing medical services (except Sleep):

*	Long Term:

*	Continue with enrollment activities to get him in-network with major
payers See Short term below.
*	He will make a decision on DME Supplier soon, most likely he will do
it
*	We will continue to build out our workflow and pricing for OSA
billing services

*	Short Term:

*	Contact payers to see if there are any GAP Exception opportunities
that would allow him to start trying to bill for medical services soon
(while waiting on in-network credentialing). The easiest way for a general
dentist to go in-net is after the insurance company issues a gap because
they don't have an in-net provider. Basically writing a letter to the
medical director to the effect: "You don't have an in-net provider. I'll
come in and save your company a ton of work issuing gap after gap."
*	He will be reviewing additional sample LMNs on other medical
services to be prepared to start in case he can get some GAP exceptions

*	Sleep/OSA services discussion:

*	We talked about the "turn key" approach we are taking with offering
OSA services.  Discussed our goal of delivering an end-to-end solution for
him to be able to provide these services.
*	He *really liked* the idea of integrating the Telemedicine services
where his patients would never need to leave the practice to get the HST
ordered/read.
*	He would be happy to absorb the cost of the Telemedicine visit (we
need to think about pricing/cost) and thinks other Dentists would easily
agree
*	He said the value of having them connected to an MD while in his
office is huge because there's zero chance of losing the patient
*	He and his staff thought it was a great concept/idea.  Others are
pitching similar solutions but none with  Telemedicine. 
*	He is sending me literature from some competitors trying to get him
to buy into their program/equipment (Sleep Group Solutions -
<http://www.sleepgs.com/> www.sleepgs.com)

*	This is what they are trying to sell him: (
<http://join.sleepgroupsolutions.com/products/sgs-dental-sleep-medicine-pack
age/#axzz5CIWt0GRw>
http://join.sleepgroupsolutions.com/products/sgs-dental-sleep-medicine-packa
ge/#axzz5CIWt0GRw)
*	They wanted $69 to have an MD interpret the sleep result (Dr.
Covatto was willing to absorb this fee)
*	They wanted him to buy their HST equipment (investment of around
$30k). The 30k includes a Rhinometer and Pharyngometer he doesn't need. The
HST equipment (Embletta) they sell (and I use) is about $5k.

*	Dr. Covatto seemed to think he did *not* need an MD to provide a dx
of OSA (we told him that he did need an MD, but could differ from payor to
payor). Absolutely has to be dx by sleep MD regardless of payor. 

 

Question for Chris (from Dr. Covatto):

1.	How are you delivering/supplying the HSTs to patients? We give
equipment to patient and instruct in use.  are you supplying them to
patients?  What is the cost per test (to you)? $70 to have it read (Interp
studies)+ disposable supplies. Dr. Covatto is trying to figure out who will
be providing the actual Home Sleep Test.  He wants to do it himself if
possible. I have some ideas on how he could do this and work around UPMC's
policy... the most important thing is a diagnosis report that includes OA as
suggested therapy in addition to PAP.
2.	Do you have any additional sample Case Study material (scenarios,
LMNs, etc) for any medical services (not OSA) that we could pass on to Dr.
Covatto for them to review. That's what the Advanced book is all about! He'd
like to review more examples and then try recoding/documenting his recent
services to see if we can get some paid. Thought the plan was Sleep/OSA
first, then bring other things on board..

 

Geoff Lusty

Vice President

HST | Healthcare Support Technologies


www.webhstech.com <http://www.webhstech.com/> 

Office: (724) 304-4864

Toll Free: (800) 372-7790

Fax: (724) 384-0620

HST is a CareTracker PM and EMR Channel Partner.
Visit our Web site <http://www.webhstech.com/>  for details on our
integrated Medical Billing, PM and EMR solution.

This email and any files transmitted with it are confidential and intended
solely for the use of the individual or entity to whom they are addressed.
If you are not the intended recipient, you are hereby notified that any
disclosure, copying, distribution or taking of any action in reliance on the
information contained in this e-mail is prohibited. If you have received
this email in error, please immediately notify the sender.

 


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</o:shapelayout></xml><![endif]--></head><body lang=3DEN-US link=3Dblue =
vlink=3Dpurple><div class=3DWordSection1><p class=3DMsoNormal><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif;color:#1F497D'=
>Great comments and insight for us, Chris. Thank =
you!<o:p></o:p></span></p><p class=3DMsoNormal><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif;color:#1F497D'=
><o:p>&nbsp;</o:p></span></p><p class=3DMsoNormal><a =
name=3D"_MailEndCompose"><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif;color:#1F497D'=
><o:p>&nbsp;</o:p></span></a></p><div><div =
style=3D'border:none;border-top:solid #E1E1E1 1.0pt;padding:3.0pt 0in =
0in 0in'><p class=3DMsoNormal><b><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>From:</span><=
/b><span style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'> =
Chris Farrugia, DDS [mailto:info@smbdu.com] <br><b>Sent:</b> Tuesday, =
April 10, 2018 10:06 PM<br><b>To:</b> Geoff Lusty =
&lt;geoffl@webhstech.com&gt;<br><b>Cc:</b> Ryan Wakim =
&lt;ryanwakim@fortunemgmt.com&gt;; Amanda Cantelmi =
&lt;amandac@webhstech.com&gt;; Dave Novak =
&lt;davenovak@webhstech.com&gt;<br><b>Subject:</b> Re: Meeting Summary =
with Dr. Covatto<o:p></o:p></span></p></div></div><p =
class=3DMsoNormal><o:p>&nbsp;</o:p></p><p class=3DMsoNormal>Comments =
below&#8230;&#8230;<o:p></o:p></p><div><div><p class=3DMsoNormal>On Apr =
10, 2018, at 2:12 PM, Geoff Lusty &lt;<a =
href=3D"mailto:geoffl@webhstech.com">geoffl@webhstech.com</a>&gt; =
wrote:<o:p></o:p></p></div><p =
class=3DMsoNormal><br><br><o:p></o:p></p><blockquote =
style=3D'margin-top:5.0pt;margin-bottom:5.0pt'><div><div><p =
class=3DMsoNormal><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>Hi =
Everyone,<o:p></o:p></span></p></div><div><p class=3DMsoNormal><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>&nbsp;<o:p></=
o:p></span></p></div><div><p class=3DMsoNormal><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>Below is a =
summary of the main topics discussed at our on-site meeting with Dr. =
Covatto (local dentist) and Tiffany (his biller).&nbsp; He is overall =
very encouraged and excited about the possibility of working with us and =
rolling out OSA services to his =
patients.<o:p></o:p></span></p></div><div><p class=3DMsoNormal><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>&nbsp;<o:p></=
o:p></span></p></div><ul style=3D'margin-top:0in' type=3Ddisc><li =
class=3DMsoNormal style=3D'mso-list:l0 level1 =
lfo1;-webkit-text-stroke-width: 0px;word-spacing:0px'><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>Credentialing=
/Enrollments: <span style=3D'color:#E63B7A'>Reimbursement will be the =
same OON with a GAP exception. Have we determined if there are any =
in-net providers for OA treatment?</span><o:p></o:p></span></li></ul><ul =
style=3D'margin-top:0in;-webkit-text-stroke-width: 0px;word-spacing:0px' =
type=3Ddisc><ul style=3D'margin-top:0in' type=3Dcircle><li =
class=3DMsoNormal style=3D'mso-list:l0 level2 lfo1'><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>HST has =
started enrollment activity to get him &#8220;in-network&#8221; with top =
payers.&nbsp; This will need to be a service that our new organization =
provides &#8211; especially if Dentists (like Dr. Covatto) have =
in-network reimbursement strategies.<o:p></o:p></span></li><li =
class=3DMsoNormal style=3D'mso-list:l0 level2 lfo1'><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>We&#8217;ll =
need to plan for a very long <span =
style=3D'color:#E63B7A'>Medicare&nbsp;</span>OSA implementation =
timeline&#8230; as Medicare DME enrollment will be 6-9 months =
minimum.&nbsp; Other medical services could start sooner (they =
don&#8217;t require the MC DME)<o:p></o:p></span></li><li =
class=3DMsoNormal style=3D'mso-list:l0 level2 lfo1'><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>He wants to =
continue toward an &#8220;in-network&#8221; reimbursement strategy as he =
feels his patients would not consider his services as an out of network =
provider (high deductibles and out of pocket costs would be a =
deterrent).&nbsp;<span style=3D'color:#E63B7A'>Reimbursement AND =
deductibles will be the same when OON with a GAP =
exception.</span><o:p></o:p></span></li><li class=3DMsoNormal =
style=3D'mso-list:l0 level2 lfo1'><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>Medicare DME =
Supplier:<o:p></o:p></span></li></ul></ul><ul style=3D'margin-top:0in' =
type=3Ddisc><ul style=3D'margin-top:0in' type=3Dcircle><ul =
style=3D'margin-top:0in' type=3Dsquare><li class=3DMsoNormal =
style=3D'mso-list:l0 level3 lfo1'><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>He is going =
to make a decision soon on whether or not to start this lengthy and =
costly process. <span =
style=3D'color:#E63B7A'>Costly?</span><o:p></o:p></span></li><li =
class=3DMsoNormal style=3D'mso-list:l0 level3 lfo1'><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>Ultimately, =
to be &#8220;in-network&#8221; with all major payors, he will need to =
get set up as a DME supplier.&nbsp;<o:p></o:p></span></li><li =
class=3DMsoNormal style=3D'mso-list:l0 level3 lfo1'><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>Many/most =
major payers in PA are requiring it.<o:p></o:p></span></li><li =
class=3DMsoNormal style=3D'mso-list:l0 level3 lfo1'><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>We =
recommended he go ahead and =
start.<o:p></o:p></span></li></ul></ul></ul><ul style=3D'margin-top:0in' =
type=3Ddisc><li class=3DMsoNormal style=3D'mso-list:l0 level1 =
lfo1;-webkit-text-stroke-width: 0px;word-spacing:0px'><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>Past Medical =
Billing Failures:<o:p></o:p></span></li></ul><ul =
style=3D'margin-top:0in' type=3Ddisc><ul style=3D'margin-top:0in' =
type=3Dcircle><li class=3DMsoNormal style=3D'mso-list:l0 level2 =
lfo1;-webkit-text-stroke-width: 0px;word-spacing:0px'><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>He tried =
billing some medical services in the past and was not successful (not =
OSA services)<o:p></o:p></span></li><li class=3DMsoNormal =
style=3D'mso-list:l0 level2 lfo1;-webkit-text-stroke-width: =
0px;word-spacing:0px'><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>He attended =
the &#8220;beginner&#8221; training held by =
Chris!<o:p></o:p></span></li><li class=3DMsoNormal style=3D'mso-list:l0 =
level2 lfo1'><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>He felt =
training was good, but claims the training didn&#8217;t ultimately work. =
<span style=3D'color:#E63B7A'>Didn</span></span><span =
style=3D'font-size:11.5pt;font-family:"Calibri",sans-serif;color:#E63B7A'=
>&#8217;t get to the&nbsp;&#8220;good stuff&#8221; in Advanced =
Course!</span><o:p></o:p></li><li class=3DMsoNormal style=3D'mso-list:l0 =
level2 lfo1;-webkit-text-stroke-width: 0px;word-spacing:0px'><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>We explained =
that (based on the limited information we&#8217;ve seen) his failures =
were related to:<o:p></o:p></span></li></ul></ul><ul =
style=3D'margin-top:0in;-webkit-text-stroke-width: 0px;word-spacing:0px' =
type=3Ddisc><ul style=3D'margin-top:0in' type=3Dcircle><ul =
style=3D'margin-top:0in' type=3Dsquare><li class=3DMsoNormal =
style=3D'mso-list:l0 level3 lfo1'><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>His =
documentation wasn&#8217;t supporting medical necessity / =
policies<o:p></o:p></span></li><li class=3DMsoNormal =
style=3D'mso-list:l0 level3 lfo1'><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>He =
wasn&#8217;t in network, so no matter what it would have failed =
anyway&nbsp;<o:p></o:p></span></li><li class=3DMsoNormal =
style=3D'mso-list:l0 level3 lfo1'><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>He used CODE =
for billing, and never received a single denial/EOB back from them (zero =
payments, no discussion on why)<o:p></o:p></span></li></ul></ul></ul><ul =
style=3D'margin-top:0in' type=3Ddisc><li class=3DMsoNormal =
style=3D'mso-list:l0 level1 lfo1;-webkit-text-stroke-width: =
0px;word-spacing:0px'><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>Plan and =
Next Steps for billing medical services (except =
Sleep):<o:p></o:p></span></li></ul><ul style=3D'margin-top:0in' =
type=3Ddisc><ul style=3D'margin-top:0in' type=3Dcircle><li =
class=3DMsoNormal style=3D'mso-list:l0 level2 =
lfo1;-webkit-text-stroke-width: 0px;word-spacing:0px'><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>Long =
Term:<o:p></o:p></span></li></ul></ul><ul style=3D'margin-top:0in' =
type=3Ddisc><ul style=3D'margin-top:0in' type=3Dcircle><ul =
style=3D'margin-top:0in' type=3Dsquare><li class=3DMsoNormal =
style=3D'mso-list:l0 level3 lfo1'><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>Continue =
with enrollment activities to get him in-network with major payers <span =
style=3D'color:#E63B7A'>See Short term below</span></span><span =
style=3D'font-size:11.5pt;font-family:"Calibri",sans-serif;color:#E63B7A'=
>&#8230;</span><o:p></o:p></li><li class=3DMsoNormal =
style=3D'mso-list:l0 level3 lfo1;-webkit-text-stroke-width: =
0px;word-spacing:0px'><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>He will make =
a decision on DME Supplier soon, most likely he will do =
it<o:p></o:p></span></li><li class=3DMsoNormal style=3D'mso-list:l0 =
level3 lfo1;-webkit-text-stroke-width: 0px;word-spacing:0px'><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>We will =
continue to build out our workflow and pricing for OSA billing =
services<o:p></o:p></span></li></ul></ul></ul><ul =
style=3D'margin-top:0in' type=3Ddisc><ul style=3D'margin-top:0in' =
type=3Dcircle><li class=3DMsoNormal style=3D'mso-list:l0 level2 =
lfo1;-webkit-text-stroke-width: 0px;word-spacing:0px'><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>Short =
Term:<o:p></o:p></span></li></ul></ul><ul =
style=3D'margin-top:0in;-webkit-text-stroke-width: 0px;word-spacing:0px' =
type=3Ddisc><ul style=3D'margin-top:0in' type=3Dcircle><ul =
style=3D'margin-top:0in' type=3Dsquare><li class=3DMsoNormal =
style=3D'mso-list:l0 level3 lfo1'><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>Contact =
payers to see if there are any GAP Exception opportunities that would =
allow him to start trying to bill for medical services soon (while =
waiting on in-network credentialing). <span style=3D'color:#E63B7A'>The =
easiest way for a general dentist to go in-net is after the insurance =
company issues a gap because they don&#8217;t have an in-net provider. =
Basically writing a letter to the medical director to the effect: =
&#8220;You don&#8217;t have an in-net provider. I&#8217;ll come in and =
save your company a ton of work issuing gap after =
gap&#8230;&#8221;</span><o:p></o:p></span></li><li class=3DMsoNormal =
style=3D'mso-list:l0 level3 lfo1'><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>He will be =
reviewing additional sample LMNs on other medical services to be =
prepared to start in case he can get some GAP =
exceptions<o:p></o:p></span></li></ul></ul></ul><ul =
style=3D'margin-top:0in' type=3Ddisc><li class=3DMsoNormal =
style=3D'mso-list:l0 level1 lfo1;-webkit-text-stroke-width: =
0px;word-spacing:0px'><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>Sleep/OSA =
services discussion:<o:p></o:p></span></li></ul><ul =
style=3D'margin-top:0in' type=3Ddisc><ul style=3D'margin-top:0in' =
type=3Dcircle><li class=3DMsoNormal style=3D'mso-list:l0 level2 =
lfo1;-webkit-text-stroke-width: 0px;word-spacing:0px'><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>We talked =
about the &#8220;turn key&#8221; approach we are taking with offering =
OSA services.&nbsp; Discussed our goal of delivering an end-to-end =
solution for him to be able to provide these =
services.<o:p></o:p></span></li><li class=3DMsoNormal =
style=3D'mso-list:l0 level2 lfo1;-webkit-text-stroke-width: =
0px;word-spacing:0px'><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>He =
*<b>really liked</b>* the idea of integrating the Telemedicine services =
where his patients would never need to leave the practice to get the HST =
ordered/read.<o:p></o:p></span></li><li class=3DMsoNormal =
style=3D'mso-list:l0 level2 lfo1;-webkit-text-stroke-width: =
0px;word-spacing:0px'><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>He would be =
happy to absorb the cost of the Telemedicine visit (we need to think =
about pricing/cost) and thinks other Dentists would easily =
agree<o:p></o:p></span></li><li class=3DMsoNormal style=3D'mso-list:l0 =
level2 lfo1;-webkit-text-stroke-width: 0px;word-spacing:0px'><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>He said the =
value of having them connected to an MD while in his office is huge =
because there&#8217;s zero chance of losing the =
patient<o:p></o:p></span></li><li class=3DMsoNormal style=3D'mso-list:l0 =
level2 lfo1;-webkit-text-stroke-width: 0px;word-spacing:0px'><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>He and his =
staff thought it was a great concept/idea.&nbsp; Others are pitching =
similar solutions but none with&nbsp; =
Telemedicine.&nbsp;<o:p></o:p></span></li><li class=3DMsoNormal =
style=3D'mso-list:l0 level2 lfo1;-webkit-text-stroke-width: =
0px;word-spacing:0px'><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>He is =
sending me literature from some competitors trying to get him to buy =
into their program/equipment (Sleep Group Solutions &#8211;<span =
class=3Dapple-converted-space>&nbsp;</span><a =
href=3D"http://www.sleepgs.com/"><span =
style=3D'color:#954F72'>www.sleepgs.com</span></a>)<o:p></o:p></span></li=
></ul></ul><ul style=3D'margin-top:0in' type=3Ddisc><ul =
style=3D'margin-top:0in' type=3Dcircle><ul style=3D'margin-top:0in' =
type=3Dsquare><li class=3DMsoNormal style=3D'mso-list:l0 level3 =
lfo1;-webkit-text-stroke-width: 0px;word-spacing:0px'><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>This is what =
they are trying to sell him: (<a =
href=3D"http://join.sleepgroupsolutions.com/products/sgs-dental-sleep-med=
icine-package/#axzz5CIWt0GRw"><span =
style=3D'color:#954F72'>http://join.sleepgroupsolutions.com/products/sgs-=
dental-sleep-medicine-package/#axzz5CIWt0GRw</span></a>)<o:p></o:p></span=
></li><li class=3DMsoNormal style=3D'mso-list:l0 level3 =
lfo1;-webkit-text-stroke-width: 0px;word-spacing:0px'><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>They wanted =
$69 to have an MD interpret the sleep result (Dr. Covatto was willing to =
absorb this fee)<o:p></o:p></span></li><li class=3DMsoNormal =
style=3D'mso-list:l0 level3 lfo1'><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>They wanted =
him to buy their HST equipment (investment of around $30k). <span =
style=3D'color:#E63B7A'>The 30k includes a Rhinometer and Pharyngometer =
he doesn</span></span><span =
style=3D'font-size:11.5pt;font-family:"Calibri",sans-serif;color:#E63B7A'=
>&#8217;t need. The HST equipment (Embletta) they sell (and I use) is =
about $5k.</span><o:p></o:p></li></ul></ul></ul><ul =
style=3D'margin-top:0in' type=3Ddisc><ul style=3D'margin-top:0in' =
type=3Dcircle><li class=3DMsoNormal style=3D'mso-list:l0 level2 =
lfo1;-webkit-text-stroke-width: 0px;word-spacing:0px'><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>Dr. Covatto =
seemed to think he did *<b>not</b>* need an MD to provide a dx of OSA =
(we told him that he did need an MD, but could differ from payor to =
payor). <span style=3D'color:#E63B7A'>Absolutely has to be dx by sleep =
MD regardless of =
payor.&nbsp;</span><o:p></o:p></span></li></ul></ul><div><p =
class=3DMsoNormal><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>&nbsp;<o:p></=
o:p></span></p></div><div><p class=3DMsoNormal><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>Question for =
Chris (from Dr. Covatto):<o:p></o:p></span></p></div><ol =
style=3D'margin-top:0in' start=3D1 type=3D1><li class=3DMsoNormal =
style=3D'mso-list:l1 level1 lfo2'><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>How are you =
delivering/supplying the HSTs to patients? <span =
style=3D'color:#E63B7A'>We give equipment to patient and instruct in =
use.&nbsp;</span> are&nbsp;<span style=3D'color:#5E30EB'>you supplying =
them to patients?&nbsp; What is the cost per test (to you)? </span><span =
style=3D'color:#E63B7A'>$70 to have it read (Interp studies)+ disposable =
supplies.</span><span style=3D'color:#5E30EB'> Dr. Covatto is trying to =
figure out who will be providing the actual Home Sleep Test.&nbsp; He =
wants to do it himself if possible&#8230; </span><span =
style=3D'color:#E63B7A'>I have some ideas on how he could do this and =
work around UPMC</span></span><span =
style=3D'font-size:11.5pt;font-family:"Calibri",sans-serif;color:#E63B7A'=
>&#8217;s policy&#8230;.. the most important thing is a diagnosis report =
that includes OA as suggested therapy in addition to =
PAP.</span><o:p></o:p></li><li class=3DMsoNormal style=3D'mso-list:l1 =
level1 lfo2'><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>Do you have =
any additional sample Case Study material (scenarios, LMNs, etc) for any =
medical services (not OSA) that we could pass on to Dr. Covatto for them =
to review. <span style=3D'color:#E63B7A'>That</span></span><span =
style=3D'font-size:11.5pt;font-family:"Calibri",sans-serif;color:#E63B7A'=
>&#8217;s what the Advanced book is all about!</span><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>&nbsp;He&#821=
7;d like to review more examples and then try recoding/documenting his =
recent services to see if we can get some paid. <span =
style=3D'color:#E63B7A'>Thought the plan was Sleep/OSA first, then bring =
other things on board</span></span><span =
style=3D'font-size:11.5pt;font-family:"Calibri",sans-serif;color:#E63B7A'=
>&#8230;.</span><o:p></o:p></li></ol><div><p class=3DMsoNormal><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>&nbsp;<o:p></=
o:p></span></p></div><div><p class=3DMsoNormal><span =
style=3D'font-family:"Calibri",sans-serif'>Geoff Lusty</span><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'><o:p></o:p></=
span></p></div><div><p class=3DMsoNormal><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>Vice =
President<o:p></o:p></span></p></div><div><p class=3DMsoNormal><b><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif;color:#006600'=
>HST<span class=3Dapple-converted-space>&nbsp;</span></span></b><b><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif;color:#7F7F7F'=
>| Healthcare Support Technologies</span></b><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'><o:p></o:p></=
span></p></div><div><p class=3DMsoNormal><span =
style=3D'font-size:8.0pt;font-family:"Calibri",sans-serif'><br></span><sp=
an style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'><a =
href=3D"http://www.webhstech.com/">www.webhstech.com</a><o:p></o:p></span=
></p></div><div><p class=3DMsoNormal><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>Office: =
(724) 304-4864<o:p></o:p></span></p></div><div><p =
class=3DMsoNormal><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>Toll Free: =
(800) 372-7790<o:p></o:p></span></p></div><p class=3DMsoNormal =
style=3D'margin-bottom:12.0pt;-webkit-text-stroke-width: =
0px;word-spacing:0px'><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>Fax: (724) =
384-0620</span><span =
style=3D'font-size:8.0pt;font-family:"Calibri",sans-serif'><br><br></span=
><b><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif;color:#006600'=
>HST<span class=3Dapple-converted-space>&nbsp;</span></span></b><span =
style=3D'font-size:11.0pt;font-family:"Calibri",sans-serif'>is a<span =
class=3Dapple-converted-space>&nbsp;</span><b><span =
style=3D'color:#ED7D31'>CareTracker PM and EMR</span><span =
class=3Dapple-converted-space><span =
style=3D'color:#E36C0A'>&nbsp;</span></span></b>Channel =
Partner.<br>Visit our<span class=3Dapple-converted-space>&nbsp;</span><a =
href=3D"http://www.webhstech.com/">Web site</a><span =
class=3Dapple-converted-space>&nbsp;</span>for details on our integrated =
Medical Billing, PM and EMR solution.<o:p></o:p></span></p><div><p =
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style=3D'font-size:7.5pt;font-family:"Tahoma",sans-serif'>This email and =
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