The Business of Your Business

CURRENT PEDORTHICS Volume 41, Issue 1 www.pedorthics.org

Under the Business End of the Microscope Office Accreditation Efforts Eased with Help From PFA

Tips for Surviving the Down Economy Business plans

Pedorthic Footwear Association (PFA), 2025 M St., NW, Suite 800, Washington, DC 20036 The Business of Your Business

CURRENT PEDORTHICS Volume 41, Issue 1 www.pedorthics.org

Is Your Office Ready for its Closeup? Office Accreditation Efforts Eased with Help From PFA Tips for Surviving the Down Economy Business Plans

Pedorthic Footwear Association (PFA) 2025 M St., NW, Suite 800, Washington, DC 20036

CURRENT PEDORTHICS

Volume 41, Issue 1

Feature Copy

FEATURES Departments 12 PFA Helps You Write the Book 4 From the Editor New Tool Eases Your Office Accreditation Efforts 6 Letter to the Editor By Author 8 Ask the PFA Board of Directors 17 Lead Through Adversity: How to Succeed in Greatest Challenges Facing Today’s Economy Pedorthic Profession By Author 28 Industry News 36 Vendor News 20 Write It Down: How to Create a Successful Business Plan 38 Pedorthic Industry Events By Author 40 Resource Center 24 13 Tips for Small Businesses to Thrive 43 Pedorthic Educators Directory By Author 44 Product Reference Guide New! PFA Current Pedorthcs Advertiser Logos 48 Web Resources

CURRENT PEDORTHICS • Volume 41, Issue 1 1 CURRENT PEDORTHICS

Pedorthic Footwear Association Board of Directors Executive Committee Headquarters Staff President: Dane LaFontsee, C. Ped. Vice President: Kristi Hayes, C. Ped. Executive Director Treasurer: Liz Chiles, C. Ped. Secretary: Jamie Dick, C. Ped., PT Brian K. Lagana Immediate Past President: Randy Stevens, C. Ped. Directors Membership Services Coordinator John T. Hooper, C. Ped. Caroline Stainback Stuart L. Pressman, C. Ped., CO Arthur Smuckler, C. Ped. Director of Education Michael D. Veder, C. Ped., CO, BOCO Faith Ballard, C. Ped., CO Al Baggett Harlon Compton, C. Ped., CO Tamara A. Daulton, C. Ped. Education Associate Pedorthic Educators Liaison: Rick E. Sevier, C. Ped. Lauren Kemp Vendor/Manufacturer Liaison: Stephen O’Hare Legal Counsel: Allan J. Weiner Director of Meetings and Conventions Medical Advisors John Rubsamen Raymond L. Fritz, DPM, C. Ped. Allan B. Grossman, DPM, FACFAS Exhibits and Sponsorship Coordinator Craig Young, MD Wayne Horton

Editorial Staff Director of Marketing Jay Strother...... Publisher and Editor William Wargo...... Art Director Gina Spear Patrick Williams...... Design/Production Marketing Coordinator Advertising & Services Kevin Hurley Caroline Stainback...... Membership Tracey Aaron ...... Current Pedorthics Government Relations Director Wayne Horton...... PFA Symposium William H. Applegate

Current Pedorthics (ISSN 1552-8111) is published bimonthly by the Pedorthic Footwear Association (PFA), 2025 M St., NW, Suite 800, Washington, DC 20036. Telephone: 202-367-1145 or 800-673-8447, Fax: 202-367-2145, Web site: www.pedorthics.org, E-mail: [email protected]. Copyright© 2009, PFA. All rights reserved. No part of this publication may be reproduced in any manner without ­written ­permission. Letters to the Editor and other unsolicited material are assumed intended for publication and are subject to editing. Articles in CP do not necessarily reflect the opinion of PFA, its Board of Directors or its employees. CP’s use of trademarked names is done in an editorial fashion intended to benefit the trademark owner, with no intention of trademark infringement. Subscriptions are available for $45 per year in the United States ($65 outside USA). Back copies, if available, may be purchased for $5 U.S. If you have any questions regarding display advertising or classified ads, please e-mail Tracey Aaron at [email protected]. Please send all product- and industry-related press releases to [email protected].

2 CURRENT PEDORTHICS • Volume 40, Issue 6 Our customer service reps told us we should change our pedorthic ad to tell practitioners Pedorthist about the products that they get requests for day after day. Some of these have been around for awhile and are proven winners. And some of them are new products that everyone seems excited Preferences about. But all of them are worth taking a look at if you haven’t tried them before. So call your friendly, knowledgeable PEL customer service rep today and order an old friend — or a new favorite.

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Pedorthic Ad_C.indd 1 9/21/07 11:58:22 AM From the Editor

Dear PFA Members, Reflecting back on the past year we hope you have • Volume 41, Issue 3: Government Affairs and enjoyed watching your professional publication, Coding (all you ever needed to know but didn’t Current Pedorthics change and grow. The PFA understand) Editorial Staff in conjunction with the Marketing, • Volume 41, Issue 4: Pathologies (for Advanced, Communications and Editorial Committee, technical Pedorthists) comprised of PFA Board Members and volunteers, • Volume 41, Issue 5: Materials and Techniques have been working closely to bring you a more comprehensive look at pedorthics today. In 2009, Your comments, suggestions and other you will see several more changes and additions, contributions are valued, needed and appreciated! along with themed issues that will run the entire gamut of pedorthics. I request that if you have a topic you’d like to read or write about or you’d like to volunteer to assist We need your stories, professional experience and information to continue to put out a top-quality the committee, please contact me immediately: magazine. We may not all be great writers, but [email protected]. each of us have unique practices, points of view, On behalf of the PFA Editorial Staff and my techniques and cases that can be shared, compared, committee, we thank you for your continued researched and written about. support and urge you to get involved with the only Here’s the Current Pedorthics line-up for 2009. professional publication dedicated to pedorthics Please choose the issue(s) that best suit your and your businesses. expertise and get in contact with us! Sincerely, • Volume 41, Issue 2: Green Issue (green footwear companies, materials, orthotics, etc) Kristi Hayes, C. Ped.

4 CURRENT PEDORTHICS • Volume 41, Issue 1 CurrentPedorthicsAd_March08:ABC 5/13/08 6:48 PM Page 1

The American Board for Certification in Orthotics, Prosthetics & Pedorthics

Our mission is to establish and promote the highest standards of professionalism and patient care in the delivery of orthotics, prosthetics and pedorthic services.

We’re proud of this mission, and proud to serve the pedorthic community. Stand tall with fellow Certified Pedorthists by having your pedorthic practice ABC accredited.

ABC Accreditation

COMPREHENSIVE PEDORTHICS

330 John Carlyle St., Suite 210, Alexandria, VA 22314 T: 703-836-7114 F: 703-836-0838 www.abcop.org Letter to the Editor

Dear Current Pedorthics, I wanted to take a few minutes to first of all thank the There are companies, some with C.Peds. on staff, that take Pedorthic Footwear Association for the efforts you are putting this practice to even further. They NEVER see the patient. forth on behalf of all of us and to also let you know what They mail a foam box and shoe catalog to them, tell them to I am facing and feeling out here on the front lines. step in the box and send it back with the choice of shoe they want. This kind of practice is not being scrutinized. My wife Tami and I, both C.Peds., own a small retail and therapeutic shoe store in Sherman, Texas. It is the ONLY Just like in any profession, we have our bad C.Peds. and facility like this in the area. We have one other employee who these folks should be weeded out when they are found out. helps us with office work and retail sales. Our main source However, I believe the vast majority of pedorthists are honest, of income is Medicare’s TSD program. We have been working hard-working individuals who take their profession very extremely hard to promote and build our retail sales but the seriously. last couple of months, sales have dropped considerably. I have my application for accreditation in to ABC. I have my I spend three or four days a week out on the road seeing procedures manual sitting here next to my desk. I have made patients in their homes while Tami handles things in the it through about 5 percent of it. I just can’t seem to find the store. I not only see patients but I also handle all of the time to get it all done. I guess I could quit seeing patients for accounting and required governmental issues related to a few weeks.

WE LOVE PEDORTHICS! WE LOVE HELPING OUR PATIENTS AND CUSTOMERS! It is very rewarding to help folks with their foot problems and we are VERY good at it, but sometimes I wonder if it’s all worth it anymore.

running a business. This leaves very little time in my It is hard enough to make a living providing diabetic shoes schedule for anything else. I work 10-11 hour days – and now, with all the extra dollar and time costs, it’s looking sometimes seven days a week. We love what we do and take almost impossible. patient care very seriously, but it is getting harder and harder to be excited about coming to work. WE LOVE PEDORTHICS! WE LOVE HELPING OUR PATIENTS AND CUSTOMERS! It is very rewarding to help You are so right when you say that we are the most qualified folks with their foot problems and we are VERY good at it, group of providers to work with the TSD benefit and yet but sometimes I wonder if it’s all worth it anymore. There is are being so unfairly singled out. My main competitors are pharmacies who have individuals trained for one day by already a serious lack of good, qualified providers in our area their shoe suppliers. Under Texas law this is perfectly legal! to service patients properly and if we go away there will be Pharmacists have no training in pedorthics and yet they are another 1,000 patients being under or ill served. allowed to do this. They are not being scrutinized by CMS! There are two O & P companies here in town that provide It seems like the best group of providers of diabetic footwear, diabetic shoes if they have to. They are not being scrutinized. pedorthists, are being made to fight for their lives while the The podiatrists in town supply shoes but it’s not them doing other, less qualified providers are being given a free pass. the fitting, it’s an employee. They are not being scrutinized. Makes no sense at all. We had a company come into town recently, set up shop in Again, I appreciate all that you are trying to do and if there is a motel, took molds of patients’ feet and then mailed them anything I can do to help, please don’t hesitate to call on me. their shoes. This company even has C.Peds. on staff and they told me the C.Ped. was doing the work, but I don’t feel that Jeff Talmage, C.Ped. was the case. Even if it was, mailing shoes to patients is just Sole Centric down right BAD practice. This is not being scrutinized. Sherman, Texas

6 CURRENT PEDORTHICS • Volume 41, Issue 1 Gramercy Ad:Layout 1 10/15/08 4:31 PM Page 1 Ask the PFA Board of Directors

Editor’s Note: This issue introduces a new recurring department in Current Pedorthics. You will read here your board members’ responses to timely questions. Let us know if your thoughts align with those of your leaders. We want the association to foster communication and open dialog. E-mail your reactions to [email protected].

Challenges and Solutions assuming an active role in determining their future and We posed this question posed to PFA’s Board of Directors: ensuring their position in a very competitive market place. “What do you believe to be the greatest challenge currently This is best accomplished through participation in state-level facing the pedorthic profession?” rulemaking, federal-level lobbying efforts and becoming active in national associations [like PFA].” The PFA Board and its members believe that there is more than one challenge that we are facing today and Growing the profession through education and certification our intentions are to address the major concerns of our is vital to the profession’s longevity and survival. Challenges membership. The directors have undergone full board pop up daily with recruiting interest in pedorthics. Again, training to understand how to properly identify the needs marketing efforts by PFA will help. However, it will take of the profession as a whole, plan out and accomplish the the educators and accrediting bodies as well to assist in the professions biggest goals. marketing endeavor to truly boost us to the next level. Through surveys, one-on-one discussion and unsolicited We must inspire interest in people searching for a career feedback with the membership we compile information path and those that are already affiliated in some way with throughout the year so we can hold planning sessions to pedorthics, footwear, orthotics or related products. PFA’s address the ever-changing needs. In 2008, the board completed education pathways and tools are the best they have ever a strategic planning and rebranding session and used our been and we will continue to reach higher. membership challenges and needs to mold the goals. “Credentialed Pedorthists look at the shoe, orthotic, It’s vital for PFA’s membership to understand that the board brace or shoe modification as one unit. We look at the of directors has its best interests at heart and in today’s biomechanics, gait, weight, age, activity level, mobility of poor economic conditions; we are tweaking our plans to patient and medical history. We cannot afford (nor can our accomplish the common goals to further our profession and society) to lose this type of trained individual. We have cement its position in the healthcare marketplace. Having to start in our own communities, educating the public said that, here are the biggest challenges the Pedorthic on Pedorthics” says Liz Chiles who serves PFA’s COPE, profession is facing and what we’re doing about it: marketing and executive committees. The preservation of the certified and licensed pedorthist and Kristi Hayes, PFA’s vice president agrees: “The growth of the fight for survival of the pedorthic business is a challenge our industry is a must, no more talking or debating about and PFA’s top priority. it. If everyone does his or her part to market the pedorthic profession and lift up the credentialed pedorthist, we will “The current economic malaise makes it especially tough for experience tremendous growth and success. It’s a big effort small businesses to ensure profitability. If they don’t make a profit or cannot get access to a bridge loan until the economy and we all need to come together and dig deep. PFA does rebounds they’re toast,” says PFA Vendor /Manufacturer not have a ‘let’s fly solo’ mentality: We are ready and willing Liaison Stephen O’Hare. While PFA cannot, of course, assist to work with other associations, educators, members, our members with loans, we can and do provide valuable medical professionals and the public to get the job done, tools and education to increase the credentialed pedorthists whatever it takes. Our board and our staff are dedicated value to the public and other healthcare professionals. to accomplishing the goals at hand to take our profession higher than ever before. I believe in pedorthics and its Our marketing efforts have expanded to include public communities’ willingness to pitch in. There’s no question education and a much broader approach to teaching what a what must be done for survival, simply put: education, credentialed pedorthist is, does and how they can help the recruitment, communication, marketing, governmental community. It’s a big job and a heavy burden of responsibility involvement and networking with our community –but at that falls upon the board and the staff of PFA, we cannot do the next echelon.” it alone. Director Harlon Compton had this to say: “Being defined by Rick Sevier is the PFA Educational Committee chairman. wrong impressions of what a certified pedorthist does in the He says that “Apathy [is a challenge]. Certified and licensed marketplace [is an issue]. When someone else sets our value, pedorthists need to become more actively involved in we experience limitations.” determining their future. In these economically challenging times, defensive posturing in business will only temporarily PFA has plans to roll out campaigns to sharpen public stave off the inevitable damage and demise of businesses. perception about pedorthics and awareness about Pedorthists need to take a proactive/offensive position, credentialed pedorthists versus non credentialed entities.

8 CURRENT PEDORTHICS • Volume 41, Issue 1 Director Stuart Pressman, C. Ped, CO, says, “There is strength take us from being the ‘Shoe Guys’ to the next stage among in numbers and pedorthics is a specialty that is greatly needed other healthcare providers. Certainly, we are footwear by the overall population. We as credentialed pedorthists fit specialists, but we are so much more.” a huge niche in foot care. If we do not increase our numbers and bring others into our profession, it may hold steadfast, Art Smuckler, C.Ped. and director shared these thoughts: “I believe the greatest challenge currently facing the pedorthic but it might not get the recognition it deserves on a broader profession is understanding where we are headed rather than scale amidst the medical community. There are and always where we are now. It is important for pedorthists to realize will be entities that do not care for our succession as a that we are going through the purification of our profession. relatively small group pushing the limits to continue our If we observe what has happened to other professions in their growth as an allied health profession. But there are many who progressive stages we can learn a lot. The future of Pedorthics do wholeheartedly wish for our evolution. We are a group of will bring more education, a higher degree of knowledge and pedorthists numbering between 2,000 and 3,000 in a country greater public acceptance. Our knowledge of biomechanics of 300 million people. We are recognized by the government and how to propel a patient in motion is at a higher level now and by other countries. That is something to be proud of. than in the past.” Scores of men and women over five decades with tremendous passion have forged this profession. For a small group, we The bottom line is that Pedorthics has come a long way have made large waves!” from shoe store and shoe repair owners striving for a better way to make a mousetrap; our profession is ever changing Michael Veder had this to say: “We are at a crossroads in the and has evolved into a very specialized, far reaching and evolution of pedorthics. Are we going to define ourselves widely utilized allied healthcare profession. PFA is the only or let others do so? Are we specialists in conservative organization dedicated to the Credentialed Pedorthist and the management of the foot and ankle? Are we going to use Pedorthic profession and no matter what challenges face us the full scope of our practice? I believe a name change is from our past, present and future we will come together and important. The name Pedorthic Footcare Association would tackle them as a solid voice. We are one. ■

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CURRENT PEDORTHICS-08.indd 1 10/8/08 1:13:14 PM PFA Helps You Write the Book New Tool Eases Your Office Accreditation Efforts

By Author

ome tasks in life may never be fun – especially when you need to follow Sintricate instructions: filing tax returns, assembling a bicycle, programming your DVR. However, we live in an age that offers us great resources to ease the burden. Online assistance programs like TaxAct and TurboTax make filling out tax forms as easy as answering questions. Bike manufacturers offer 24-call support. And your cable company may be able to program your DVR remotely. Dealing with regulatory requirements can make any pedorthist feel the same unease as treading the tax table waters. These standards may seem overwhelming at first, but with time and the right resources, you can meet the challenge. Brett Richey, C. Ped., knows how to navigate regulatory processes. Richey, a third- generation certified pedorthist, worked and researched to ensure his offices met with the new standards for facilities accreditation. Fellow PFA members can benefit from Richey’s experience. He developed an online tool for accreditation called AccreditationChamp. Completing the steps outlined through this turn-key service will ensure your procedures manual and document meet accreditation requirements. And, just like TurboTax, the system guides you every step of the way.

continued on page 12

CURRENT PEDORTHICS • Volume 41, Issue 1 11 PFA Helps You Write the Book continued from page 11

“Completing an accreditation process will make your practice individual practice,” Richey advises. “The first step to that safer and more efficient, while bringing you into compliance process is actually reviewing the policies within the binder. with many of the laws and rules that affect your business/ Along the way towards full implementation, you will see practice,” Richey writes in the introductory materials to things that need to change in your day-to-day operations. the process. “This implementation is an active process, and Keep track of those items and the changes that you requires your participation.” implement. Those are proof that you are implementing your Quality Assurance and Improvement Program.” The centerpiece of the documents users receive from AccreditationChamp is the actual Professional DMEPOS This is not Richey’s first foray into helping professionals with Policy Manual (PDPM) for Facility Accreditation. It contains facilities accreditation. He originally developed similar walk- the customized policies and procedures that pedorthists must though programs for other industries with similar standards. implement to be compliant. This system also comes with the Richey’s educational and professional background gave him information necessary to create three other complementary a unique mix of experiences to apply to creating this system: binders: Apart of being a C. Ped. with a chain of eight pedorthic retail establishments, he also runs a training company and a central • Application Support Binder: This has information fabrication lab. Richey also holds an MBA and a law degree necessary to give to your on-site inspector. and has served as a CPA. • Documentation Compliance Binder: This is where you file many of your completed forms, surveys and checklists Richey served on the Pedorthic Footwear Association that require proof of documentation. Coding Committee and is a former member of the Facility • Right to Know Binder: This is where you file your MSDS Accreditation Committee for the American Board for sheets, as required by OSHA. Certification in Prosthetics, Orthotics, and Pedorthics. “Owning the binder is not the same as implementing the “I spent a lot of time writing the initial tutorial,” Richey says. policies it contains—you must customize this binder to your Now pedorthists can access the tools directly. continued on page 14

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12 CURRENT PEDORTHICS • Volume 41, Issue 1 Champion Your Work AccreditationChamp’s Checklists Help You Be Prepared

Brett Richey, creator of AccreditationChamp, knows that checklists are an excellent way to ensure you are prepared for inspections – and the entire accreditation process. Here is an excerpt of just one example of how clearly AccreditationChamp lays the groundwork. FINAL SELF CHECKLIST PRIOR TO • A copy of all federal, state and/or local compliance policy (PDPM 07.01). UNANNOUNCED SITE SURVEY professional licenses, certifications and/ • A copy of the facility’s Quality Assurance A few days after you send in your application, or registrations. program (PDPM 05.01). call the AO to ensure they received it. $$ THESE MUST BE POSTED IN PLAIN • A copy of the facility’s Patient Care Ask them at that time what the average VIEW. This would include: Policies (PDPM 03.01). or expected time is until your survey. ▪▪ Professional certification for • A copy of the facility’s blood-borne and individual practitioners. pathogen-control procedures document Remember, if the practitioners and/or ▪▪ Certificates of previous facility (PDPM 09.03). owners are going to be on vacation for an accreditation if this is a renewal. • A sample of all written patient extended period of time, and/or if there ▪▪ State professional board/Department instructions for all devices supplied are other times that would be seriously of Health license (if applicable). (PDPM 03.13 or 03.14 or their detrimental for a site visit (i.e. week of a ▪▪ Business License (or similar). replacements). computer upgrade, etc.) you can notify the • A copy of the Facility’s Right To AO in writing and ask for the inspectors ▪▪ Sales Tax License (or similar). Know Binder (downloaded from to NOT come during that time. The AO is ▪▪ Any other state or local license AccreditationChamp). not obligated to oblige, but often will— required to operate. providing it does not require incremental • Copies of federal and state required • A sample of a delivery receipt for all travel for inspectors. compliance posters (OSHA 3165 (see devices supplied to patient (PDPM 03.15 PDPM 09.01 page 2), Workman’s or its replacement). The inspector will arrive unannounced, and compensation disclosures, minimum • A sample copy of Patient Bill of Rights will produce photo identification. You must wage disclosures, EEOC disclosures, and Responsibilities provided to all make yourself available to the inspector. FMLA disclosures, etc.). beneficiaries (PDPM 03.12 or 03.41 The inspection can take from half a day to • Copies of employee files showing key (Spanish)). a day, sometimes more, depending on your required information (PDPM 01.04). • Proof of safety inspections and fire drills situation. If they find something missing or • Copies of completed employee (PDPM 09.04, 09.05 and 09.06). Filed in lacking—try to 1) fix it while they are still performance evaluations (PDPM 01.13). Compliance there, or 2) explain additional controls or • Proof of employee training on compliance • Documentation Binder. processes you have in place that mitigate issues (PDPM 07.01-last page). • Copies of any agreements with qualified the lack of that one item. You need to do • Proof of CPR/First-Aid training for outside contractors, if applicable, to your best job to put your best foot forward. practitioners. fulfill the responsibility to provide Be confident and explain to the inspector • Patient survey form and responses—with equipment, instruction, delivery, follow- what a great job you do. proof of actions taken in response to up treatment, fabrication or modification of the specific devices to be provided to • Have the following documents ready. survey responses (PDPM 05.02 and 05.03). patients (PDPM 07.11). These documents are the top documents • Medicare billing and coding errors log requested: (PDPM 07.01). Filed in Compliance • DMEPOS recall/expiration log (especially for DME and Oxygen). • Proof of Tax ID number and NPI. Documentation Binder. • Vehicle maintenance logs, if applicable. • Proof of Medicare Supplier number (not • Medicare complaint log (PDPM 07.02). necessary if new supplier). Filed in Compliance Documentation Binder. • The inspector will want to see your patient files for appropriate • Certificates of insurance for general • Log of patient injuries/adverse effects of liability listing the NSC and AO as the DMEPOS (if any). documentation. For DME and Oxygen, certificate holder and other insurance • HIPAA business associate contracts the inspector may want to conduct some as required by Federal, state, and local (PDPM 01.60). Filed in Compliance home visits. Patient files must be neat, regulations. Documentation Binder. orderly, complete, and contain: • Most recent 855S application (can be filled • A copy of the facility’s employee $$ Prescriptions and CMNs. out, but not filed, for new supplier). Filed handbook (PDPM 01.01). $$ Practitioner Evaluations. in Compliance Documentation Binder. • A copy of job descriptions (PDPM 03.01 $$ Follow up notes. • An organization chart and/or list of senior and 01.05). $$ Proof of delivery and provision of Use, management/governing body (PDPM 01.00). • A copy of the facility’s DMEPOS Care, Maintenance Instructions.

CURRENT PEDORTHICS • Volume 41, Issue 1 13 PFA Helps You Write the Book continued from page 13

Two-line pullquote

“PFA members who choose to use AccreditationChamp He cites the sample of a patient survey to use post treatment. simply go online and create an account,” Richey says. “Then This mechanism is required to fulfill the requirements, they have access to a lot of customized data. The system gives but most pedorthists don’t do them. “One is already prepared users an implementation checklist. For example, the tool in the materials. All the user has to do is customize it for gives you a step-by-step overview of what to expect from the the practice.” inspection process.” The system gives users tools to document and benchmark Richey says that the steps are very detailed. For example, their progress. And helps answer some perplexing questions. inspectors will work from a checklist of items required. “Because many offices will already have some form of this “Some things are easy to accomplish. For example, you’ll documentation, users can replace the templates offered with need to have a locking filing cabinet,” Richey says. Here, their own Word Documents or Excel spreadsheets – you’re you can store patient records and meet HIPPA requirements. your employee phone list,” Richey says. “You may have an But this is not the only specified measure to ensure patient existing policy that you like better than ours. That’s great. If privacy. you choose to keep your own policy rather than use one of ours, please rename your policy to the corresponding policy “Pedorthists are also required to maintain executed copies of number we use, so that all internal references throughout the many policy documents,” Richey explains. “One on patient document are consistent.” privacy, a HIPPA document, is necessary for all pedorthic practice employees. Others, like a document on Medicare Richey says that an office does not have to meet ALL criteria rules, are necessary only for employees on the billing side.” to become accredited. Regardless of an accredited pedorthics office size, “You’re “It’s a point system. You can receive a lot of dings and still eventually going to be doing it all,” he says. “Roll with not fail,” he says. “For example, if your office is in a historic the system and don’t get overwhelmed by the volume of building, you may not be meeting the requirement for information and documentation you must gather. Once handicapped bathrooms. These standards are not set out to AccreditationChamp is downloaded, pedorthists will have 50 make you do incremental work. The first question is this: to 75 percent of the information already finished.” Do you need to prove ADA compliance? Before you invest significant dollars, make sure the change is necessary.” When PFA-member podiatrists read through the checklist – which will take one to three hours, Richey says, they’ll realize Even if you do eventually need to meet these types of how many of the requirements they already have in place. standards, Richey says, it is wise to first contact your They just need to document them. accreditation organization. Staff members at ABC and BOC can help you differentiate the must-haves from the “And for those [areas] they don’t have completed, should-haves. much of the work has been done for them through AccreditationChamp,” he adds. The inspectors will be looking for evidence of quality improvement, Richey says, “so keep a detailed list of changes and improvements you make along the way—it will help you. Demonstrate a good-faith effort to implement and maintain your policies.” PFA members who opt to use AccreditationChamp receive more than the online checklists and documents: The service comes with phone consultations. This support is included in the price. Richey is proud of what this system does for pedorthics professionals. “We often hear that practitioners are petrified by the prospect of the process,” he says. “But they walk away from it happy they’ve gone through it.” ■

14 CURRENT PEDORTHICS • Volume 41, Issue 1 1ST

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By Joe Calhoon

magine Lance Armstrong’s best day. Do you feel the wind • Quitters have retired on the job. They are bitter and blowing against your sweaty face? Are there fans cheering depressed. Adversity has shut them down. They resent the Ias you cross the finish line? coasters and climbers. They are actively disengaged. Or, is there the scent of antiseptic, the chill of a thin gown, Adversity provides the opportunity to develop extraordinary and the buzz of fluorescent lighting in a dreary hospital character. Character inspires greatness. The character room? you develop helps you make greater contributions while overcoming adversity of all kinds. Surprisingly, Lance Armstrong said his best day was not on his bike but on his back; the day he learned he had cancer. Here are six ways to lead through adversity and keep The character he developed through this adversity helped climbing your mountains. Lance Armstrong win Le Tours de France a record seven times. His proudest achievement, though, was still to come. 1. Check your mindset. He has encouraged thousands of cancer survivors and raised There are approximately 6 billion people on the planet, and millions of dollars to fight the disease. it’s estimated that 2 billion of them live on $2 or less per day. Put it all in perspective: The U.S. standard of living is What adversity are you facing? Your ability to handle this the highest the world has ever seen. Kings and queens in adversity is one of the most robust predictors of your centuries past could not imagine our automobiles, televisions, personal growth, future contributions and happiness in life. or cell phones. Organizations that develop their capacity to handle adversity improve morale, performance and profitability. Blaming, Check out the Web site, www.GlobalGichList.com; if you whining and complaining are symptoms of individuals and enter your income as $20,000(U.S.), you will see you are in organizations beaten down by adversity. the top 10 percent of income1 earners in the world. Maintain perspective. Focus on what you have, not what you don’t Every individual and every organization has a unique have. Count your blessings. Have an attitude of gratitude. purpose, a mountain to climb, a contribution to make. There You’ll be happier and healthier. You’ll be a more attractive are three ways to deal with your personal and organizational person. Choose to be happy with what you have while you mountains. You can climb, camp or quit. pursue what you want. The French have a wonderful saying, • Climbers are relentless in their ascent. They are constantly noblesse oblige, that means with wealth, power and prestige learning, growing, adapting to change, and experiencing come responsibilities. life to the fullest. These individuals are energized by challenges and refuse to be insignificant in their life’s work 2. Develop your character. and their relationships. This group is a small percentage of Thousands of people were recently asked what is most the whole. They are engaged. important to them: • Coasters are usually retired climbers. They’ve lost their edge. They’ve exchanged their highest dreams and • What they have – possessions aspirations for the comfort and security of the common • What they do – achievements life. They put in their time. They’re getting by. This group • Who they are – character2 represents the vast majority of people. They are disengaged. continued on page 18

CURRENT PEDORTHICS • Volume 41, Issue 1 17 Lead through Adversity: How to Succeed in Today’s Economy continued from page 17

Approximately 95 percent said that their character is most leadership throughout the organization, perform much better important. About 5 percent said that their achievements than comparison companies. There are many indicators of an are most important. Only a few individuals value their enlightened organization: possessions more than their character and achievements. • The grow revenues four times faster. When have you experienced your most significant • They create jobs seven times faster. character development? Virtually everyone says, during • They grow owner equity 12 times faster. times of adversity. In order to effectively lead our lives and organizations through adversity, we must develop these • They produce profits that are 756 times greater. character qualities. During times of adversity,4 many people disengage. It’s easy • Courage is the quality of mind that enables you to to escape into habits of self-absorption and selfishness. encounter danger and difficulties with firmness and However, it’s more productive and satisfying to give your resolution. Associate with people who build your faith, not best efforts to serve others. You make a living by what you your fears. Limit your exposure to negative input. get. You make a life by what you give. Continue to give your • Perseverance is the continued pursuit of any endeavor or best efforts to serve others. Give to those less fortunate. The enterprise. This character quality is demonstrated as you principle of giving and receiving is the key to unlocking continue to climb your mountains. The entire world is success in all areas of life. facing unprecedented challenges and opportunities. Don’t quit now. 5. Achieve your most important priorities. • Integrity is doing what you say what you will do. Be Priorities are what matters most. They may be problems to honest with yourself and others. Build trust with those closest to you. Your relationships always matter most. solve; goals to achieve; and capacities to develop. • Patience is uncomplaining endurance; calmly and As you clarify and achieve your most important priorities, you contentedly waiting for something you hope for. The lack make progress in the most important areas of your life. Only of delayed gratification is a major cause of our problems. It you can make your unique contributions in these areas. To will also be a significant part of the solution. Produce more than you consume. Live within your means. prioritize effectively, ask yourself what are the most important actions you can take in each area. Then, prioritize the actions • Humility is freedom from pride and arrogance, a modest as follows: A = must do; B5 = should do; C = could do. Do the estimate of one’s own worth. The most respected leaders are servant leaders. The most valued employees are A priorities first, then the B priorities. You’ll always be focused those who consistently serve others. Acknowledge your on things that matter most. It has been suggested that one limitations and learn to work more effectively with others. minute of planning time may save 12 minutes in execution We’re all in this together. We need each other to succeed. time. Prioritize your list. Go to work.

Achieve your most important priorities.

3. Live a balanced life of meaning and contribution. 6. Create an inspired definition of success. Make a list of the five most important elements of your life – Success is difficult to define. We all know people who have family relationships, vibrant health, personal faith, meaningful achieved what they aimed for only to make themselves and contributions at work, a satisfying hobby, a volunteer role, others miserable. Are these individuals still successful? Many and financial stewardship, for example. Now, number these others have discovered wealth and fame are short-lived and areas in order of importance. Put this list on a card and carry unsatisfying. There is much more to success than achieving it in your wallet or purse. Each area of your life invites you something. Success is best defined by our contributions to to make specific contributions that improve quality of life for others. That kind of success can be achieved by anyone in yourself and others. Living3 a balanced life means that you any economy. give your best in all areas. Work-life balance means that work Joe Calhoon is the President of PriorityAdvantage, a business intrudes on family as much as family intrudes on work. That’s growth firm based in Kansas6 City, Missouri. He has 25 years balance. Sometimes you choose to work longer. Sometimes of experience working with business owners and business you choose to invest more time with your family. leaders who want to develop higher performing organizations. In addition to helping start more than 20 new business 4. Become obsessed with your CEO – even if you are the ventures, he has served 500 different organizations on four CEO (and accountant and marketer and custodian …). continents. His newest book is On the Same Page- How to Small businesses that obsessively focus on serving customers, Engage Employees and Accelerate Growth. For more information employees and the firm’s owner (ourselves) while fostering visit www.joecalhoon.com or call (816) 285-8144. ■

18 CURRENT PEDORTHICS • Volume 41, Issue 1 Problem dogs? Make them happy again with Natural Step’s comfort and style.

Don’t get bitten by heel slip and ankle rub. Natural Step extra depth therapeutic shoes are designed by podiatrists and pedorthists to ensure comfort as well as fit. All of our shoes come standard with an out-flare heel, as well as a rocker bottom sole, and are available in four distinct widths. A combination last with a narrower heel helps keep dogs at bay… in style. To see how happy your patients’ dogs can be, call us toll free at 866-500-SHOE (7463) or visit www.naturalstepshoes.com. Write It Down How to Create a Successful Business Plan – and Survive and Thrive in a Down Economy

By Jason Kay

any pedorthists develop business plans when they The rest of your executive summary should fill in the start their practices. However, business plans are not important details that the mission statement glosses over. Mmeant to sit on the shelf. They are living documents. For instance, your executive summary should include a short history of the business, including founder profiles and During tough economic times, a strong business plan can start date; a current snapshot, listing locations, numbers of be the roadmap to keep your practice on track. These employees, and products or services offered; and a summary documents will help you navigate changes in customer of future plans and goals. behavior, difficulties in obtaining financing, and build credibility in your community. This section is a candidate for a bulleted format, which allows you to list main points in a manner that is easy to scan. Avoid Although writing a business plan can be a lengthy, using too much detail – remember, this section is a summary. intimidating project, it is not necessarily difficult. Here is an A page or two is usually sufficient for an executive summary. overview of how to write a successful business plan. Market Analysis What to Include in Your Business Plan The next section of your business plan focuses on market Your business plan needs to demonstrate that you have analysis. In order to show that your business has a reasonable thoroughly considered all aspects of running your business. chance for success, you will need to thoroughly research the To that end, the standard business plan has nine major industry and the market you intend to sell to. No bank or sections, covering everything from your business’s mission investor is going to back a doomed venture, so this section is statement to a detailed financial analysis. sure to fall under especially close scrutiny if you are looking for financing. Executive Summary Your market analysis should describe your industry, including The first – and most important – section of your business the size, growth rate, and trends that could affect the plan is the executive summary. This section is so important industry. This section should also describe your target market that it should literally be the first thing the reader sees – – that is, the type or group of customers that your company even before the table of contents. However, it should also intends to serve. The description of your target market be written last, as you’ll have a better understanding of the should include detail: overall message of your business plan after you’ve researched ✎ and written the other sections. distinguishing characteristics; ✎ the needs your practice and services will meet; One of the most important parts of the executive summary is ✎ what media and/or marketing methods you’ll use to the mission statement. The mission statement is only three or reach customers; and four sentences long, but it should pack the most punch out ✎ what percentage of your target market you expect to be of everything else in your business plan: Those four sentences able to wrest away from your competitors. are responsible for not only defining your business, but also capturing the interest of your reader. continued on page 22

20 CURRENT PEDORTHICS • Volume 41, Issue 1

Write It Down continued from page 20

In addition, your market analysis should include the results will need a section focusing on the products and services of any market tests you have done, and an analysis of the your business offers. This is more than a simple description strengths and weaknesses of your competitors. of your products and services, though. You will need to include these items: Company Description ✎ the specific benefits your products and services offer customers; After your market analysis, your business plan will need to include a description of your practice: ✎ the specific needs of the market, and how your services will meet them; ✎ the nature of your business; ✎ the advantages your products have over those offered by ✎ the needs of the market; your competitors; ✎ how your business will meet these needs; ✎ any copyright, trade secret, or patent information ✎ your target market, including specific individuals and/or pertaining to your product; organizations; and ✎ where any new products or services are in the research ✎ the factors that set you apart from your competition and and development process; and make you likely to succeed. ✎ current industry research that you could use in the Although some of these things overlap with the previous development of products and services. section, they are still necessary parts of your description. Each section of your business plan should have the ability to Funding Request stand on its own if need be. In other words, the description Only once you have described your business from head to should thoroughly describe your business, even if certain toe are you ready to detail your funding needs. This section aspects are covered in other sections. should include everything a bank or investor needs in order to understand what type of funding you want: Organization and Management ✎ how much money you need now; Once you have described the nature and purpose of your ✎ how much money you think you will need over the next practice, you will need to explain your staff setup. This section five years; should include many things: ✎ how the money you borrow will be used; ✎  the division of labor – how company processes are ✎ how long you will need funding; divided among the staff; ✎ what type of funding you want (i.e. loans, investors, etc.); ✎  the management hierarchy; and ✎  profiles of the company’s owner and management ✎ any other terms you want the funding arrangement to personnel; and include. ✎ employee incentives, such as salary, benefits packages, and bonuses Financials This goal of this section is to demonstrate not only good The financials section in your business plan supports your organization within the business, but also the ability to create request for outside funding. This section provides an analysis loyalty. Long-term employees minimize human resource costs of your business’ prospective financial success. The section also and increase a business’s chances for success, so banks and details your financial track record for the past three to five investors will want to see that you have an effective system in years, unless you are seeking financing for a startup business. place for maintaining your staff. The financials section should include these items: Marketing and Sales Management ✎ company income statements for prior years; The purpose of the marketing and sales section of your ✎ balance sheets for prior years; business plan is to outline your strategies for marketing your ✎ cash flow statements for prior years; products or services. This section also plans for company ✎ forecasted company income statements; growth by describing how the growth could take place. ✎ forecasted balance sheets; The section should describe your company’s marketing ✎ forecasted cash flow statements; methods, distributions methods, type of sales force, sales ✎ projections for the next five years – every month or activities and growth strategies quarter for the first year, with longer intervals for the remaining years; and Product or Services ✎ collateral you can use to secure a loan. Following the marketing section of your business plan, you The financials section is a great place to include visuals such

22 CURRENT PEDORTHICS • Volume 41, Issue 1 as graphs, particularly if you predict a positive trend in your ✎ credit histories for both you and your business; projected financials. A graph allows the reader to quickly take ✎ letters of reference; in this information, and may do a better job of encouraging a ✎ references that have bearing on your business and your bank or investor to finance your business. However, be sure products and services, such as magazines or books on that the amount of financing you are requesting is in keeping the topic (including Current Pedorthics); with your projected financials – no matter how impressive your projections are, if you are asking for more money than is ✎ company licenses and patents; warranted, no bank or investor will give it to you. ✎ copies of contracts, leases and other legal documents; and ✎ names of business consultants, such as your accountant Appendices and attorney. The appendix is the final section in your business plan. Essentially, this is where you put all of the information that Writing a Successful Business Plan doesn’t fit in the other eight sections, but that someone – Despite the quantity of information contained in your particularly a bank or investor – might need to see. business plan, it should be laid out in a format that is easy to read. Just like with any piece of business writing, it is For instance, the market analysis section of your business important to craft your business plan with your intended plan may list the results of market studies you have done audience in mind – and the bankers, investors, and other as part of your market research. Rather than listing the busy professionals who will read your business plan almost details of the studies in that section, where they will appear certainly won’t have time to read a tedious document with cumbersome and detract from the flow of your business plan, long-winded paragraphs and large blocks of text. you can provide this information in an appendix. Business plans for startup practices and business expansions Here are other examples of information that should be are typically between 20 and 40 pages long, but formatting relegated to an appendix: actually accounts for a lot of this length. A strong business

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CURRENT PEDORTHICS • Volume 41, Issue 1 23 Tips for Small Businesses to Thrive in a Down Economy

By Francie Dalton

f your thoughts are primarily fear based, if you’re or service complement? Invite these folks to be your advisory envisioning, the worse for yourself and your business. board. Meet quarterly to gain their advice on you business IIf your conversations are focused predominately on bad challenges. Advisory boards impose a level of scrutiny and news, then you’re seriously impeding your own success. accountability that both challenge and comfort. Ensure you get unbiased, unemotional, tough truths by not including Instead of giving succor to all the negative blathering, buckle friends and loved ones on the board. down and determine to take three actions every single day to improve revenue. Here are some suggestions. 5. Your pipeline is your lifeline. 1. Sell yourself and your services. You are a professional. NEVER stop prospecting. In good times or bad, keep your pipeline full! Even when you’re flush with business, don’t Be ruthlessly disciplined about generating business as your get complacent. Realize that if you wait to prospect until you top priority. Any activity that doesn’t secure new business need new clients; it’ll be too late to achieve immediate results. should be delegated, or done during non-business hours. Prioritize everything else around this fundamental principle. 6. You lag before you bag. Dedicate yourself to building your business – even you see The lag time between your first meeting with a qualified customers. client or referral souce and closing the sale is an essential 2. Find your ideal client. ratio for managing your productivity. The sales you bag today likely began at least three months ago! How do prescribing physicians know about you? Discover networking opportunities that will put you in front of 7. Play the numbers. this audience. What organizations do they belong to? Join Whether you enjoy it or not is irrelevant; networking is an them. What kinds of publications do they read? Read them. imperative. Learn how to do it well. If you want to survive What types of events do they attend? Attend them. This the lean times, you have to network regularly, and focus on information helps warm up cold contacts, and sets you apart helping others. Understand that networking is a numbers from most others who won’t go to this much effort. game. Play to win! 3. Work backward to move forward. 8. Don’t pander; ponder! If you’re tracking important ratios, you know how many Showcasing your wisdom without taking time to probe causal qualified prospect meetings it takes to generate one client, factors can be insulting. Instead, honor the complexity of and the average sale per client. With only these two pieces of client issues. Be inquisitive about their goals, frustrations, information, you can control how much you sell each month. hopes, and struggles. Then construct a matrix of options, and Determine desired sales volume, then conduct two to three augment this with the advantages and disadvantages of each. times the number of qualified prospect meetings required to achieve it. 9. Prepare to bend by predicting the trends: 4. Invite scrutiny. Be vigilant about monitoring relevant trends, because they’re always in flux. Even more importantly, anticipate and Whose business acumen do you admire? Who’s already successful in your field? Whose clientele does your product continued on page 37

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CMS Strengthens Efforts To Fight and help to ensure that only those suppliers who remain in the program furnish items to Medicare beneficiaries that are Medicare Waste, Fraud and Abuse considered reasonable and necessary from legitimate DME suppliers. The Centers for Medicare & Medicaid Services (CMS) recently announced it is requiring certain durable medical Suppliers who have had certain adverse legal actions imposed equipment suppliers to post a surety bond. In addition, against them in the past may also be required to post a higher CMS is announcing that it has revoked the billing privileges bond amount. All newly enrolling suppliers that meet the of more than 1,100 medical equipment suppliers in south requirements of the rule will be required to have a surety Florida and southern California and suspending payments to bond before they can enroll in the Medicare program. More home health agencies in the Miami-Dade, Fla. area. information about the new regulation can be found at www.cms.hhs.gov/MedicareProviderSupEnroll. CMS has issued a final surety bond regulation, required by the Balanced Budget Act of 1997, that makes certain suppliers While this regulation requires most suppliers to obtain a of durable medical equipment, prosthetics, orthotics and surety bond, some companies or organizations that supply supplies (DMEPOS) post a $50,000 surety bond. Existing these items are exempt from the surety bond requirement, suppliers must comply with this requirement by Oct. 2, 2009 including certain physicians and non-physician practitioners, while newly enrolling suppliers must meet this requirement physical and occupational therapists, state-licensed orthotic by May 4, 2009. This requirement was due in part to the large and prosthetic personnel, and government-owned suppliers. number of improper and potentially fraudulent payments To prevent fraud, CMS has revoked billing privileges of to medical equipment suppliers for furnishing medical 1,139 DMEPOS suppliers as part of the DMEPOS High-Risk equipment and devices to people with Medicare. The 2007 Suppliers Demonstration. This project began in October Medicare error rate report found approximately $1 billion in 2007 and focuses on DMEPOS suppliers in South Florida improper payments for medical equipment and supplies. and the Los Angeles metropolitan area. These suppliers, The surety bond requirement is designed to limit the who were paid a combined total of $265 million between Medicare program risk from fraudulent equipment suppliers continued on page 28

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©2007 Dr. Comfort Shoes All Rights Reserved Industry News calendar years 2005 and 2007, lost their billing privileges for They Want Proof: Document Proof not re-enrolling in the Medicare program and not meeting Medicare’s supplier standards. of Delivery

CMS is continuing to fight waste, fraud and abuse by home Recent claim reviews by members of the Medical Review staff health suppliers in the Dade County, Fla., area by suspending have revealed widespread deficiencies in proof of delivery payments and taking other payment and review actions. documentation. Some of the issues identified include: On Oct. 6, CMS initiated efforts to address potential waste, fraud and abuse by suspending payments to 10 home health • Lack of delivery documentation agencies and is continuing to review claims and payments to • Date of delivery not listed other agencies as resources allow. • Missing or illegible signature of person accepting delivery In addition to suspending payment, CMS is doing the following: • Designee relationship to beneficiary not documented • Incomplete description of the item(s) delivered • implementing extensive pre- and post-payment review of claims submitted by ordering/referring physicians; Suppliers are reminded that proof of delivery is one of the • validating claims submitted by physicians who order a high supplier standards as noted in 42 CFR, §424.57(12). Proof number of certain items or services by sending follow-up of delivery is required in order to verify that the beneficiary letters to these physicians; received the DMEPOS billed. Proof of delivery documentation • verifying the relationship between physicians who order a must be maintained in the supplier’s files for seven years. large number of home health services and the beneficiaries If the supplier delivers the DMEPOS directly to the for whom they ordered those services; and beneficiary, a signed and dated delivery slip offers proof of • identifying and visiting high risk beneficiaries to ensure delivery if it contains sufficient detail to identify the items they are appropriately receiving the services for which and verify that they were correctly coded. The delivery slip Medicare is being billed. continued on page 30

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should list the beneficiary’s name as well as the following The descriptive information concerning the DMEPOS item information for each item delivered: (i.e., the beneficiary’s name, the quantity, detailed description, brand name, and serial number) as well as the required • The quantity delivered, signatures from either the beneficiary or the beneficiary’s • A detailed narrative description of the item, designee should be included on this invoice as well. • The brand name (manufacturer), • The model name or number (if applicable), and Regardless of the method used to document proof of delivery, the beneficiary or a designee must sign and accept delivery of • The serial number (if available). the item(s). Suppliers, their employees, or anyone else having The date listed on the delivery slip should be the date the a financial interest in the delivery of the item are prohibited beneficiary or designee received the item. from signing and accepting an item on behalf of a beneficiary. When utilizing a shipping service or mail order, an example The relationship of the designee to the beneficiary must be of proof of delivery is the service’s tracking slip plus the noted on the delivery slip (i.e., spouse, neighbor, etc.). The supplier’s own shipping invoice. If possible, the supplier’s signature of the designee should be legible. If the signature of records should also include the delivery service’s package the designee is not legible, the supplier (or the shipping service) identification number for the package sent to the beneficiary. should note the name of the designee on the delivery slip. The shipping service’s tracking slip should reference each Claims for services which do not have proof of delivery or individual package, the delivery address, the corresponding the proof of delivery is unclear will be denied and, in the package identification number given by the shipping service, case of post-payment reviews, any identified overpayments and if possible, the date delivered. will be recovered. Suppliers who consistently do not provide Suppliers may also utilize a return postage-paid delivery invoice documentation to support their services may be referred to from the beneficiary or designee as a form of proof of delivery. the OIG for investigation and/or imposition of sanctions. continued on page 32

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The Advance Beneficiary Notice of 4. Denial of a request for Advance Determination of Medicare Coverage (ADMC) pursuant to Section 1834(a)(15) Noncoverage and Correct Use of When an item or service is provided to a Medicare beneficiary Modifiers GA and GY – Revised and is expected to be denied based on one of the four exclusions listed above, it is the responsibility of the supplier Both Medicare beneficiaries and durable medical equipment, to notify the beneficiary in writing through the use of the prosthetics, orthotics, and supplies (DMEPOS) suppliers have ABN before the item or service is delivered or purchased. certain rights and protections related to financial liability If the supplier issues a properly executed ABN with Option under the Fee-for-Service (FFS) Medicare program. These 1 selected by the beneficiary, the DMEPOS supplier must financial liability and appeal rights and protections are submit the claim to Medicare using the GA modifier on each communicated to beneficiaries through Advance Beneficiary Healthcare Common Procedural Coding System (HCPCS) Notices of Noncoverage (ABN) given by suppliers. code that is expected to be denied. The GA modifier indicates that the supplier has a waiver of liability statement on file. An ABN is a written notice the supplier gives to a Medicare beneficiary before providing items and or services that are Statutorily Excluded Items expected to be denied by Medicare based on one of the following statutory exclusions: The GY modifier indicates that an item or service is statutorily excluded or does not meet the definition of any 1. The item or service may be denied as “not reasonable and Medicare benefit. Some local coverage determinations (LCD) necessary” pursuant to Section 1862(a)(1) of the Social require the use of the GY modifier when the item or service Security Act may be excluded from coverage. In this situation, suppliers 2. The item or service may be denied due to an unsolicited are instructed to code the claim with the appropriate HCPCS telephone contact pursuant to Section 1834(a)(17)(B) code indicated in the LCD and append the GY modifier. 3. The supplier number requirements not being met Some examples of statutory exclusions where the GY modifier pursuant to Section 1834(j)(1) is required per policy would include: • An infusion drug not administered using a durable infusion pump • A wheelchair that is for use for mobility outside the home To determine if an exclusion of Medicare benefits exist, suppliers must review the applicable LCD and policy article for the item or service being provided. Suppliers are reminded that modifiers GA and GY should never be coded together on the same line for the same HCPCS code. It is important to distinguish situations in which an item is denied because it is statutorily excluded or does not meet the definition of any Medicare benefit from those situations in which at item is denied because it is not reasonable and necessary. Some examples of statutorily excluded items or situations include, but are not limited to: • eyeglasses or contact lenses—except those provided following cataract removal or other cause of aphakia; • Durable Medical Equipment and related accessories and supplies provided to patients in nursing facilities; • personal comfort items; and • orthopedic shoes or shoe inserts—other than those covered under the therapeutic shoes for diabetics benefit or those that are attached to a covered leg brace. A description of the statutory benefit items that are processed by the DME Medicare Administrative Contractors (MACs) can be found in the Jurisdiction C DME MAC Supplier Manual. Some examples of items or situations which do not meet the definition of a Medicare benefit include, but are not limited to:

32 CURRENT PEDORTHICS • Volume 41, Issue 1 • Parenteral or enteral nutrients that are used to treat a Voluntary Notification temporary (rather than permanent) condition; Under the new instruction for the revised ABN, the Centers • Enteral nutrients that are administered orally; for Medicare & Medicaid Services (CMS) advise that this • Infusion drugs that are not administered through a durable form may be used to voluntarily notify Medicare beneficiaries infusion pump; of an expected noncovered denial of Medicare payment due • Surgical dressings that are used to cleanse a wound, clean to the statutory exclusion of an item or service, or the item or intact skin, or provide protection to intact skin; service not meeting the definition of any Medicare benefit. • Irrigation supplies that are used to irrigate the skin or wounds; Section 1848(g)(4) of the Social Security Act states that • Immunosuppressive drugs when they are used for items that are categorically excluded from Medicare benefits conditions other than following organ transplants; (i.e. hearing aids, personal comfort items, etc.) are not • Most oral drugs; required to be submitted to the Medicare program by the • Oral anticancer drugs when there is no injectable or supplier. However, if the beneficiary requests the supplier infusion form of the drug; to submit the claim to Medicare, the claim should be coded • Nondurable items (that are not covered under any other with the designated HCPCS, however, neither modifiers benefit category); GA nor GY are required. The supplier and the Medicare • e.g., compression stockings and sleeves; beneficiary will receive a patient responsibility denial for the • Durable items that are not primarily designed to serve a noncovered services. medical purpose; e.g., exercise equipment. For additional instruction regarding the proper execution To access the LCDs and policy articles, please visit of an ABN, suppliers are encouraged to review the CMS the CIGNA Government Services Web site at Internet-Only Manual Medicare Claims Processing Manual, www.cignagovernmentservices.com. Select the DME MAC Chapter 30, “Financial Liability Protections,” Sections 50 and Jurisdiction C homepage, and then click on the Local 60 at: www.cms.hhs.gov/manuals. Coverage Determinations link.

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CURRENT PEDORTHICS • Volume 41, Issue 1 33 Industry News

Local Coverage Determinations and their HCPCS Codes

The following table outlines the current LCDs that a pedorthist would utilize, along with the HCPCS addressed in each LCD and a brief description of the LCD. Each LCD has a corresponding policy article that contains additional coding and coverage information. To access all of the current LCDs from each DME MAC, along with the corresponding policy article and other resources, visit the PFA Web site at http://www.pedorthics.org/InformationforDMEPOSSuppliers/ CurrentDMEMACLCDsPolicyArticlesandMore/tabid/248/Default.aspx.

Title Policy HCPCS Description Ankle-Foot/ L142 A9283, L1900, L1901, L1902, L1904, L1906, L1907, L1910, The purpose of a brace is to support a Knee-Ankle-Foot L1920, L1930, L1940, L1945, L1950, L1951, L1960, L1970, weak or deformed body member or to Orthosis L1971, L1980, L1990, L2000, L2005, L2010, L2020, L2030, restrict or eliminate motion in a diseased L2034, L2035, L2036, L2037, L2038, L2106, L2108, L2112, or injured part of the body. The AF/KAF L2114, L2116, L2126, L2128, L2132, L2134, L2136, L2180, orthoses policy addresses the medical L2182, L2184, L2186, L2188, L2190, L2192, L2200, L2210, necessity requirements for coverage and L2220, L2230, L2232, L2240, L2250, L2260, L2265, L2270, payment of these items. L2275, L2280, L2300, L2310, L2320, L2330, L2335, L2340, L2350, L2360, L2370, L2375, L2380, L2385, L2387, L2390, L2395, L2397, L2405, L2415, L2425, L2430, L2492, L2500, L2510, L2520, L2525, L2526, L2530, L2540, L2550, L2750, L2755, L2760, L2768, L2770, L2780, L2785, L2795, L2800, L2810, L2820, L2830, L2840, L2850, L2999, L4002, L4010, L4020, L4030, L4040, L4045, L4050, L4055, L4060, L4070, L4080, L4090, L4100, L4110, L4130, L4205, L4210, L4350, L4360, L4370, L4386, L4392, L4394, L4396, L4398

Orthopedic L11456 A9283, L3000, L3001, L3002, L3003, L3010, L3020, L3030, Orthopedic footwear are an integral part of Footwear L3031, L3040, L3050, L3060, L3070, L3080, L3090, L3100, a covered leg brace. The LCD provides the L3140, L3150, L3160, L3170, L3201, L3202, L3203, L3204, indications and limitation of coverage and L3206, L3207, L3208, L3209, L3211, L3212, L3213, L3214, the documentation guidelines. L3215, L3216, L3217, L3219, L3221, L3222, L3224, L3225, L3230, L3250, L3251, L3252, L3253, L3254, L3255, L3257, L3260, L3265, L3300, L3310, L3320, L3332, L3334, L3340, L3350, L3360, L3370, L3380, L3390, L3400, L3410, L3420, L3430, L3440, L3450, L3455, L3460, L3465, L3470, L3480, L3485, L3500, L3510, L3520, L3530, L3540, L3550, L3560, L3570, L3580, L3590, L3595, L3600, L3610, L3620, L3630, L3640, L3649

Therapeutic Shoes L157 A5500, A5501, A5503, A5504, A5505, A5506, A5507, The indications and limitations of coverage for Persons with A5508, A5510, A5512, A5513 and documentation guidelines for Diabetes therapeutic shoes are located in the LCD.

Medicare Billing Information for Rural Providers, Suppliers, and Physicians The publication titled “Medicare Billing Information Hospitals, and Swing Beds, is now available in print for Rural Providers, Suppliers, and Physicians (revised format from the Centers for Medicare & Medicaid Services October 2008)”, which consists of charts that provide Medicare Learning Network. To place your order, visit Medicare billing information for Rural Health Clinics, http://www.cms.hhs.gov/MLNProducts/01_Overview.asp, Federally Qualified Health Centers, Skilled Nursing scroll down to “Related Links Inside CMS” and select Facilities, Home Health Agencies, Critical Access “MLN Product Ordering Page.”

34 CURRENT PEDORTHICS • Volume 41, Issue 1 Legacy Provider Identifiers No Longer Allowed on Crossover Claims

The Health Insurance Portability and Accountability Act (HIPAA) of 1996 required issuance of a unique national provider identifier (NPI) to each physician, supplier and other provider of health care who conducts HIPAA standard electronic transactions. For a time, the Centers for Medicare and Medicaid Services (CMS) allowed transactions adopted under HIPAA to be submitted with a variety of identifiers: • the legacy provider identifiers only, • both the NPI and legacy provider identifiers, or • the NPI only Beginning May 23, 2009, legacy identifiers are no longer allowed on any inbound or outbound 837 electronic transactions. For coordination of benefits 837 crossover claims (in which the DME MAC sends processed claim information to a secondary/supplemental insurer), CIGNA Government Services (CGS) will include the supplier name, address and NPI as submitted on the incoming 837 claim file, as well as the Employer Identification Number/Social Security Number (EIN/SSN). The EIN/SSN is required, and it must be associated with the reported NPI for the electronic transaction to be accepted. Additionally, the Taxonomy Code will be forwarded to the secondary/supplemental insurer only if it was submitted in the incoming file. The taxonomy code is not used in Medicare processing, but if submitted, it must be valid according to the Washington Publishing Company Health Care Provider Taxonomy Code Set. Secondary insurers may reject any claim which does not contain information required for their processing. To be sure your claims are accepted by the beneficiary’s secondary insurer, you must ensure that these items are submitted in accordance with the requirements of both Medicare and the secondary payers. If you need information regarding the secondary payer’s requirements, you would need to contact that insurer’s electronic billing department.

Think outside the box.Live inside our shoes.

Women’s Advance Athletic Comfort E3730 (800) 225-2192 | [email protected] | www.advancefootwear.com

CURRENT PEDORTHICS • Volume 41, Issue 1 35 Vendor News

Nolaro24 launches the RX24 Quadrastep System Affordable Ready to Wear Orthoses with Custom Results The RX24 Quadrastep system is a revolutionary and tailored six quad specific functional orthoses are biomehanically approach to treating various foot types. For the past 10 years, tailored to that of a true custom prescription. To provide inventor Roberta Nole, MA, PT, C.Ped. has been treating superior patient education, a quad-specific information card and casting patients, evaluating symptoms, comparing gait, is included with each pair that features possible clinical evaluating casts and fitting patients. She is the owner of symptoms, key foot attributes, gait characteristics and more. Stride Custom Orthotics & Pedorthic Center specializing in biomechanical gait examination and rehabilitation of the foot The RX Quadrastep system is easy to learn and can be and ankle. quickly applied in a clinical setting. It also eliminates the need for costly and messy foot impressions that are often This research resulted in the creation of a patented clinical prone to error. The devices can be stocked in-house ready for algorithm that identifies and categorizes a patient’s feet into immediate fitting. For the first time, clinicians can classify a one of 24 foot-types. A patient’s foot-type will influence not patient’s foot type and dispense prescription based orthoses only their gait but the conditions and pathologies that afflict within minutes. Providing affordable ready to wear orthoses them throughout their lives. with custom results just became possible. The RX24 Quadrastep systems takes the concept a step For more information on the RX24 Quadrastep System, call further and simplifies the 24 foot-type medical model into (877) 792-4669 or visit www.whatsmyfoottype.com. six sub classifications known as quads that groups together four similar foot types. Each quad has its own very specific foot and gait characteristics. These foot types include severe pes cavus, mild pes planus, neutral, moderate pes planus, abductovarus forefoot and severe planovalgus feet. These

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36 CURRENT PEDORTHICS • Volume 41, Issue 1 Lucky 13: Tips for Small Businesses to Thrive in a Down Economy continued from page 24 maintain an awareness regarding forces that could affect the trends you’re monitoring. Doing so enables you to foresee and adapt to emerging trends before your competitors do.

10. Don’t defer getting referrals. If you’re not comfortable asking your satisfied clients to provide referrals, do it anyway. Once you’ve delighted them, conduct a brief interview to learn what they valued most about working with you. Encourage them to spread the word about what you do.

11. Publicize or perish. Both credibility and sales increase from publishing articles or books, and speaking on your area of expertise. It’s not that hard. (You can even write for Current Pedorthics.) Every time you solve a problem for a client, produce an outline of the process from start to finish. Then fill in the outline, and voila, you have an article or a speech. Multiple articles can comprise a book. Writing a book is less daunting if you write only one chapter at a time without thinking of it as a book.

12. Value for free = service for fee. Consider providing an educational session to prospective clients at no charge, but structure the delivery so that they want more. For example, deliver the information you promised to deliver, but make reference to additional, high- value information your clients receive.

13. Break it down to build it up. Identify key result areas of your business, such as prospecting, delivery, marketing, speaking, new product development, etc. For each, write out measurable goals each quarter. Break these down into component parts, and include them in your calendaring tool. No matter how many of these tips you implement, your own outlook and attitude can diminish their effectiveness. Those who prevail in difficult times are the ones who steadfastly refuse to allow negativity to form a barrier to their success. They instead deliberately and diligently take constructive action, thereby refreshing and reinvigorating their minds and their spirits, enabling them to take more action, which refreshes and reinvigorates. ■

Francie Dalton is president and founder of Dalton Alliances, Inc, a Think outside the box.Live inside our shoes. Maryland-based consultancy specializing in the communication, manage- ment and behavioral sciences. Her new book, Versatility, published by Men’s Advance Athletic Comfort E3230 ASAE, is available at www.daltonalliances.com along with more informa- (800) 225-2192 | [email protected] | www.advancefootwear.com tion about her offerings. Reach her at (410) 715-0484

CURRENT PEDORTHICS • Volume 41, Issue 1 37 Pedorthic Industry events

MAY 2009 UPON REQUEST May 11 – 22 Eneslow Pedorthic Institute Foot Solutions, Marietta, GA 470 Park Avenue South @ 32nd Street, New York, NY Pedorthic Pre-Certification Course Training and Tutoring Program, Individual and Small Groups Contact Tracy Strickland, (866) 338-2597, ext. 206; Betty Hubauer, (866) Contact Sarah Goldberg, (212) 477-2300 ext 211 or 338-2597, ext. 201; or, Dr. William Faddock, (866) 338-2597, ext. 209 [email protected], or visit www.eneslow.com/epi COURSES JUNE 2009 Robert M. Palmer M.D., Institute of Biomechanics June 1 1601 Main St., Elwood, IN ABC Certification Exam Deadline Courses providing pedorthic education for the retail, Applications must be received by June 1st for individuals seeking to take clinical or biomechanical knowledge seeking pedorthist. the Summer 2009 ABC certification exams for orthotists, prosthetists, Also offering traveling courses to your area. Course dates pedorthists, technicians and fitters. Contact: ABC at 703/836-7114 for Levels 1-3 in a variety of locations in the United States, Hong Kong, Mainland China and Korea are available. June 5 – 6 Contact Pam Haig, (765) 557-7216; [email protected]; Orthotic Clinical Patient Management (CPM) Exam www.pedorthicbiomechanics.org ABC Clinical Patient Management Exam will be administered for orthotists in Chicago, IL; the application deadline for this exam is March 1. Contact: CFS Allied Health Education ABC at 703/836-7114 Pedorthic Certification: Exam Review This program focuses on supplying the student with the June 12 – 13 skills and knowledge needed to pass the ABC Certified Prosthetic Clinical Patient Management (CPM) Exam Pedorthic exam by presenting exam-like questions, ABC Clinical Patient Management Exam will be administered for prosthetists exploring possible answers, and discussing rationales for in Chicago, IL; the application deadline for this exam is March 1. Contact: correct and incorrect answers. ABC at 703/836-7114 Phone: (918) 266-3678 or visit www.LearnPedorthics.com for additional information. JULY 2009 Oklahoma State University OSU has uniquely designed courses to provide pedorthic July 6 – 17 education for the retail, clinical or biomechanical Foot Solutions, Marietta, GA oriented individual. Your next course option is to begin Pedorthic Pre-Certification Course by enrolling in our Level 1 Online Program. Then you Contact Tracy Strickland, (866) 338-2597, ext. 206; Betty Hubauer, (866) are required to attend a Level Two: Hands-On program. 338-2597, ext. 201; or, Dr. William Faddock, (866) 338-2597, ext. 209 Once you have successfully completed these courses, you may enroll in our Level 3 On-Line Program. Contact July 24 Jerry Wilson at (918) 293-5330 or Andrea Autaubo at (918) 293-5330, or visit www.osu-okmulgee.edu. Foot Solutions, Marietta, GA One Day Cram Session Scholl College at Rosalind Franklin University Contact Tracy Strickland, (866) 338-2597, ext. 206; Betty Hubauer, (866) Pedorthic pre-certification course 338-2597, ext. 201; or, Dr. William Faddock, (866) 338-2597, ext. 209 Contact: Ellie Wydeven, Special Programs Office, (847) 578-8410, [email protected], AUGUST 2009 or visit www.rosalindfranklin.edu/scpm/ce August 3 – 8 MONTHLY ABC Certification Written Exam Dates ABC certification exams will be administered for orthotists, prosthetists, Riecken’s Orthotic Labs pedorthists, technicians and fitters; the application deadline for these exams 5115 Oak Grove Rd., Evansville, Ind. SAFIO Class, second is June 1. Contact: ABC at 703/836-7114 Friday of every month. Four casting stands provided, limited to eight students. For more information, contact Darlene at 800-331-8040. SEPTEMBER 2009 September 1 ABC Certification Written Exam Dates Applications must be received by September 1st for individuals seeking to take the Fall 2009 ABC certification exams for orthotists, prosthetists, pedorthists, technicians and fitters. Contact: ABC at 703/836-7114

38 CURRENT PEDORTHICS • Volume 41, Issue 1 4EA4REE/IL ANESSENTIALOIL HASALONGHISTORY September 11 – 13 OFTRADITIONALUSE)TCONTAINSCONSITUENTSCALLED Australian Pedorthic and Medical Grade Footwear Association’s TERPENOIDS WHICHHAVEBEENFOUNDTOHAVEANTISEPTIC Annual Symposium ANDANTIFUNGALACTIVITY4HECOMPOUNDTERPINEN IS Sydney, Australia THEMOSTABUNDANTANDISTHOUGHTTOBERESPONSIBLE Call + (61) 02 9823 0684 or visit www.apmgfa.org.au for more information FORMOSTOFTHETEATREEOILSANTIMICROBIALACTIVITY)T HASBEENUSEDSAFELYANDEFFECTIVELYONSKINFOR September 30 CENTURIESASANANTI FUNGAL DISINFECTANTANDANTISEPTIC Mandatory Accreditation Deadline for Pedorthic and Post-Mastectomy Organizations The Center for Medicare and Medicaid Services (CMS) has announced that September 30, 2009 is the deadline for all DMEPOS patient care 4EA4REE5LTIMATES 4- organizations to obtain accreditation. Exemptions have been granted to 3OAKING#RYSTALS4- many providers, including O&P Facilities. All organizations providing post-mastectomy products and pedorthic services in any capacity (ELPS3OAK!WAY&UNGUSAND are not exempt from the accreditation deadline. For more information "ACTERIAFROM3KIN3URFACE on the exemptions, deadlines and ABC accreditation, please visit 4EA4REE5LTIMATES4-3OAKING#RYSTALS4- www.abcop.org/accreditation. Contact: Christine Michael at ISATHERAPEUTICFOOTSOAKFEATURINGAN [email protected] or (703) 836-7114, ext. 250. EXCLUSIVEBLENDOFTEATREEAND PEPPERMINTESSENTIALOILS %PSOMSALT OCTOBER 2009 ANDSEASALT4HISINVIGORATINGSOAK SOOTHESACHESANDPAINS RELIEVES October 30 ITCHINGANDSOFTENSCORNSANDCALLUSES Foot Solutions, Marietta, GA WHILEFIGHTINGFUNGUSANDBACTERIA One Day Cram Session ,EAVESFEETFEELINGREFRESHED CLEAN ANDSMELLINGGREAT
3IX OZPACKETS Contact Tracy Strickland, (866) 338-2597, ext. 206; Betty Hubauer, (866) 338-2597, ext. 201; or, Dr. William Faddock, (866) 338-2597, ext. 209 &UNGA3OAP4- .ATURALLY7ASHES!WAY&UNGUS november 2009 AND"ACTERIAWITH4EA4REE/IL November 16 – 21 &UNGA3OAP4-CLEANSINGWASHHELPSRELIEVENEW AD THEDISCOMFORTOFITCHINGANDDRYNESS ABC Certification Written Exam Dates ASSOCIATEDWITHATHLETEgSFOOTWHILEITCLEANS ABC certification exams will be administered for orthotists, prosthetists, ANDREFRESHESSKIN4HISPATENTEDSOAPISTO COME pedorthists, technicians and fitters; the application deadline for these ENRICHEDWITHTEATREEOIL)TCANALSOBEUSED exams is September 1. Contact: ABC at 703/836-7114 ASANALL OVERBODYSOAP WHICHMAYHELP CONTROLODOR YEASTINFECTIONS ACNE ANDOTHER November 19 – 22 COMMONSKINIRRITATIONSOZBOTTLE Pedorthic Footwear Association 51st Annual Symposium & Exhibition Gaylord Texan Resort & Conference Center, Grapevine (Dallas), TX Contact: (202) 367-1145; [email protected]; www.pedorthics.org Experience 4HE Difference! NOVEMBER 2010 !LL.ATURAL"ECAUSE)TS"ETTER November 18 – 21 4OTAL&OOT2ENEWALWITH4EA4REE/IL Pedorthic Footwear Association and the Pedorthic Association of %NERGIZES2EVITALIZES&EET
Canada North American Pedorthic Congress /URHEALTHYBLENDCOMBINES3HEA Hilton in the Walt Disney World Resort, Orlando, FL "UTTERAND4EA4REE/ILTOSOFTENAND Contact: PFA: (202) 367-1145; [email protected]; www.pedorthics.org; MOISTURIZESKIN!GENTLEANDCALMING PAC: (204) 975-8200; [email protected]; www.pedorthic.ca SOLUTIONFORCOMPLETEFOOTCARE

NOVEMBER 2011 !LSOTRY $AILY&OOT"ALM November 10 – 13 (EEL2EPAIR AND #ALLUS#REAMS Pedorthic Footwear Association 52nd Annual Symposium and Exhibition Albuquerque Convention Center, Albuquerque, NM Contact: (202) 367-1145; [email protected]; www.pedorthics.org 11234 Air Park Rd., P.O. Box 6444, Ashland, VA 23005 804 798 1891 800 446 3820 Fax 800 822 0180 www.agsfootweargroup.com

CURRENT PEDORTHICS • Volume 41, Issue 1 39 Resource CENTER

From coding and billing to Medicare compliance to reading foot and ankle x-rays, PFA has your interests covered. To order any of the new titles or the many classic titles already offered through the Resource Center, visit PFA’s web site, www.pedorthics. org and click on the Resource Center button. Alternatively, you may request a 2008 Resource Center catalog and order form by e-mailing your name and mailing address to [email protected], and placing “2008 Resource Center Catalog Request” in the subject line, or phoning PFA at (202) 367-1145.

Foot and Ankle Radiology This text/atlas of radiography introduces the scope of diagnostic radiology applicable to podiatric medicine, including normal and pathological presentations of the foot and ankle. It covers the principles of radiographic interpretation, normal and variant radiographic anatomy and development of the foot and ankle, systematic evaluation of bone and joint disorders, as well as bone and joint abnormalities. An excellent guide to the radiographic presentations of pathologic conditions, this book acquaints the reader with specific radiologic pathology of the foot and ankle and offers a solid understanding of general diagnostic radiology and pathologic correlation. It also demonstrates how to systematically analyze a radiograph and identify conditions that are intrinsic to the foot or that represent manifestations of extrinsic disease. By Robert Christman, DPM, FACPR, ABPOPPM, Director of Radiology; Associate Professor, Department of Medicine; Director of Online Learning; Temple University School of Podiatric Medicine Philadelphia, PA Hardcover, 608 pages.

PFA Members: $150 – Non-members: $170

Introduction to Podopediatrics Great for those who work with lower limb problems in children. Sixteen chapters on topics such as psychological considerations in children, pediatric gait, orthopedic conditions affecting children, orthotic management, and more. Edited by Peter Thompson, Russell Volpe. Forward by Justin Wernick, DPM. Hardcover, 371 pages.

PFA Members: $70 – Non-members: $95

Neale’s Disorders of the Foot: Diagnosis & Management General clinical guide to origins, diagnosis, and conservative management of common foot disorders. Chapters on functional disorders, and examination techniques. 25 contributors, mostly podiatrists. Edited by: Donald L. Lorimer, Gwen French, Maureen O Donnell, J. Gordon Burrow. Hardcover, 702 pages.

PFA Members: $85 – Non-members: $110

The Foot and Ankle in Sport Five major sections address athletic evaluation, sport syndromes, anatomic disorders in sports, unique problems in sports and dance, and athletic shoes, orthoses, and rehabilitation. Last section discusses the shoe in sports, foot orthoses, and rehabilitation of the elite athlete. Includes more than 400 illustrations. Editor: Donald E. Baxter, M.D. Hard cover, 407 pages.

PFA Members: $135 – Non-members: $160

Professional Shoe Fitting Manual Comprehensive textbook on shoe fitting. Discusses foot anatomy, problems related to shoes, problems of fitting, shoe anatomy, materials, lasts, and sizes, plus fitting for infants, children, and problem feet, and adjustments in fitting. Author: William Rossi, D.P.M. Soft cover, 160 pages.

PFA Members: $25 – Non-Members: $50

40 CURRENT PEDORTHICS • Volume 41, Issue 1 When the Shoe Fits DVD Educational 2 1/2-hour course in a DVD collection. Includes 2 DVDs, companion reference book, instructor’s guide, and 100-question test for reviewing the 11 instructional sections. Sections: foot evaluation and measurement, testing for fit, fitting the special foot, foot anatomy and biomechanics, worn shoe evaluation, plus more. Developed by PFA, AOFAS and NSRA.

PFA Members: $150 – Non-members: $250

Introduction to Pedorthics Sections include anatomy and foot function, disorders of the foot, pedorthic management of the foot, shoes, shoe therapy, shoe modification, pedorthic practice management. This classic pedorthic text is authored by PFA, with contributions from numerous practicing physicians and credentialed pedorthists. Soft cover, 310 pages.

Recommended Reading for Pedorthic Students

PFA Members: $99 – Non-members $149

The Complete Footwear Dictionary Over 4,000 footwear terms and definitions, with 100’s of shoe retailing, pedorthic and shoe fashion terms. 2nd edition added over 800 new terms & 160 illustrations to the terms & definitions contained in the original edition. Author: William A. Rossi, D.P.M. Hard cover, 310 pages.

PFA Members: $80 – Non-members: $105

Pedorthic Brochure Series Professionally designed and produced two-color brochures are designed to educate patients, their families, allied health providers and other pedorthic audiences. One brochure fits easily with a cover letter in a business envelope with a single first- class stamp for direct-mail efforts. The brochures are perfect for in-service meetings, education events or as handouts to customers and patients. Brochures are shrink wrapped in bundles of 50. Titles 1. Pedorthics - Footcare Through Proper Footwear 7. What is a Credentialed Pedorthist – 2. Diabetes & Pedorthics - Conservative Foot Care and Why Should I See One? 3. Arthritis & Pedorthics - Enhancing Mobility 8. Ten Tips to a GREAT Shoe Fit! 4. Sports Injuries & Pedorthics - Prevention & Recovery 9. Pedorthics - Footcare Through Proper Footwear 5. Shoes & Pedorthics - Therapy for the Feet (Spanish version) 6. Orthoses & Pedorthics - Treatment as Prescribed 10. Diabetes & Pedorthics - Conservative Foot Care (Spanish version)

PFA Members: 50/$20; 100/$35; 250/ $55 – Non-members: 50/$40; 100/$70; 250/$110

PFA Logoed Items (available to PFA members only) • “Member of PFA” Lapel Pins The pin has a clutch back to fasten it to clothing. $5 each. Quantities of 5 or more pins are $4 each. • “Member of PFA” Point-of-Sale Display 4” x 6” angled white plastic point-of-sale display features the “Member of PFA” legend encircling the association’s logo in blue against the white background. $10 each. Quantities of 3 or more are $9 each. • “Member of PFA” Window Decal The window decal is 5” in diameter and display’s the “Member of PFA” legend encircling the association’s logo. $1 each.

CURRENT PEDORTHICS • Volume 41, Issue 1 41 Pedorthic marketplace

HELP WANTED Full Time Certified Pedorthist FOR SALE Wanted Full-Time Position – Greater Ankle and Foot Centers of Georgia, a well AETREX I-STEP FOR SALE Boston, MA established 25 year old Podiatry Practice near Atlanta, is looking for a Certified Pedorthist to take Viper Kiosk Package including P1000 Pressure HealthDrive has a F/T position available for an over the responsibilities of the therapeutic shoe Plate, FIT Scanner, Software Included. experience C-Ped in the Greater Boston area. If program as well as the fitting of Ankle and Foot Excellent Condition. $1995 OBO. (509) 965-7170. interested, call Maria (toll free) at 877-724-4410 Orthoses. Additional responsibilities will include (121908) or email [email protected]. knowledge of Medicare procedures and guidelines, posting of charges; fabrication and modification Business software specifically Pedorthist Wanted For of AFO’s and shoes. designed for orthopedic shoe stores Chicago Area The following benefits will be offered: Orthopedic Shoe Store Automation (OSSA) will Rapidly growing DME company with a specialty in • Competitive base salary plus commissions help you manage and grow your business. OSSA diabetic footwear is looking for a Pedorthist in the • Full Medical/Dental Package available software is network ready and runs on a standard Chicago area. Responsibilities include traveling to • 401(k) with matching contributions PC with 2000, XP or Vista. Inventory patient’s homes and conducting diabetic footwear Microsoft management is a snap because OSSA uses fittings. Aggressive Compensation is rewarded Please e-mail resume and salary requirements to: the standard UPC barcode on the products to on a per fitting basis. Please send resumes to: [email protected] (011209) automate the inventory process. Records can be [email protected] transferred to OSSA from QuickBooks and other Pedorthist/Orthotic Technician record keeping systems. Features include: Position Wanted Multi specialty Medical Clinic in West Suburbs • Point of Sale of Chicago seeking part time C-ped to work Highly motivated professional and board certified • Inventory management pedorthist seeking full time employment. More with Ortho/Podiatry Department. Competitive than ten years of profitable sales history and compensation/benefit package. E-mail resume to • Patient records (unlimited) expert manufacturing of orthotics, custom [email protected] or contact Darlene Schodtler • Order processing molded shoes and pedorthic products. Passionate at (630) 782-7816 (111908) about patient care. Please request resume at • Scheduling [email protected] (010209) • Powerful mailing capabilities Full Time Managerial Position • Physician referrals linked to patient sale Apple Valley, MN “Foot Solutions” has an Sales Representatives Wanted immediate opening for a full time Managerial • Track advertising results Ace Medical Supply, Inc., is an aggressive growth- position. Duties include inventory management, • Diabetic reminder notices minded company that specializes in the fitting purchasing, payroll, footwear and custom arch • Employee sales performance and sale of diabetic shoes. We are seeking sales support sales. representatives throughout most of the U. S. Please • Commission processing We seek candidates (C. Ped.) that are enthusiastic, send your resume to [email protected] • Employee time clock or contact us at (877) 223-3676 (021709) sales and customer oriented. People who have the desire to work with unique and beautiful shoes, • Patient photo management custom footwear products and custom made inserts. • Full security Pedorthist for South Florida area Manager candidates will have previous retail • Patient charting American Diabetic Support Group is seeking a experience with recruiting, hiring and training their Board Certified Pedorthist for the South Florida area staff. Store hours 10-6 M-F, 10-4 Sat. • Document management (paperless office) to educate, evaluate and provide proper diabetic • Insurance code processing footwear to our patients. We are a growing DME We offer competitive pay/bonus. Contact Steve Supply company dedicated to providing quality care at 952-423-3338, or e-mail applevalley@ • Business reports and comfort to our customers. A Florida License footsolutions.com (100208) • Track sales from doctor referrals is a must. The Ideal candidate is sales oriented, • GMROI highly motivated and has a minimum of 2 years experience. We offer an excellent salary, incentive Help Wanted Call or Email Engwer & Associates at (412) program and benefits package. We will consider Nation wide Medicare provider looking for pedorthists 751-2433 [email protected] to schedule a relocation assistance. Email resume to: send resume to [email protected] or comprehensive online demonstration of OSSA. [email protected] (012109) contact Bill at (260) 483-3516. (021309) (121708C)

Classified Advertising Rates To place a classified ad contact Words PFA Member PFA Non-Member [email protected], 50 or fewer words $25 $45 send a fax to (202) 367-2145, or mail to Current Pedorthics, 51-75 words $45 $65 2025 M St., NW, Suite 800, 76-150 words $65 $125 Washington, DC 20036. The above rates are calculated by counting complete words. (A telephone number is counted as a complete word.)

42 CURRENT PEDORTHICS • Volume 41, Issue 1 Pedorthic Educators Directory

A PFA Pedorthic Educators Member exclusive, this directory highlights pedorthic education programs offered by member schools-in-good-standing. Statements about a provider or its services are the responsibility of the company and do not imply endorsement by the Pedorthic Footwear Association or its Board of Directors. The Australian School of Pedorthics International School of Pedorthics Contact: Casper Ozinga, Comfort and Fit Australia, Pty. Ltd. Contact: Kathy Meanwell 1/81 Darley St. P.O. Box 2748 Mona Vale, NSW 2103 Australia Broken Arrow, OK 74013 Phone: + (61) 2 9979 6099, Fax: + (61) 2 9979 6299 Phone: (918) 872-1212, Fax: (918) 872-1213 E-mail: [email protected] E-mail: [email protected] Website: www.apmgfa.org Website: www.pedorthiceducation.com CFS Allied Health Services, Inc. Northwestern University Prosthetic Contact: Rick Sevier, BS Ed., C. Ped. Orthotic Center 507 W. Denny St. Contact: Desmond Masterton, CO, C. Ped., LO, L. Ped. (IL) Catoosa, OK 74015 345 E. Superior, Rm. 172 Phone: (918) 266-3678, Fax: (918) 266-1657 Chicago, IL 60611 E-mail: [email protected] Phone: (312) 238-8006 Website: www.learnpedorthics.com E-mail: [email protected] ABC approved Certified Fitter of Therapeutic Shoes course. Website: www.nupoc.northwestern.edu Online and distance continuing education; CDs and DVDs; pedorthic exam review CDs. Oklahoma State University-Okmulgee Contact: Jerry D. Wilson, C. Ped. Eneslow Pedorthic Institute 1801 E. 4th St. Contact: Robert S. Schwartz, C. Ped. Okmulgee, OK 74447-3901 470 Park Avenue South @ 32nd St. Phone: (918) 293-5330, Fax: (918) 293-4603 New York, NY 10016 E-mail: [email protected] Phone: (212) 477-2300 or (800) ENESLOW Website: www.osu-okmulgee.edu Fax: (212) 353-2876 OSU offers both traditional classroom based classes as well as E-mail: [email protected] internet based distance learning classes at home. Website: www.eneslow.com Eneslow Pedorthic Enterprises was founded in 1926 to P.W. Minor serve the medical community and public by providing Contact: Gretchen DiFante footwear and related devices to prevent and relieve painful P.O. Box 678 and debilitating conditions that are managed at the foot and lower extremity. The Eneslow Pedorthic Institute (EPI) was 3 Treadeasy Ave. created in 1995 to enhance the pedorthic profession and offer Batavia, NY 14020 pedorthic education and training to healthcare professionals Phone: (585) 815-0659, Fax: (585) 343-1514 and the public. EPI is headed by Justin Wernick, DPM, E-mail: [email protected] CPED, Medical Director, and Robert S. Schwartz, CPED, Website: www.pwminor.com Managing Director and includes a multi-disciplinary faculty. Dr. William M. Scholl College of Podiatric Medicine Foot Solutions Corp. Pedorthic Training Center Contact: Ellie Wydeven Contact: William F. Faddock, DPM, C. Ped. 3333 Green Bay Rd. 1730 Cumberland Dr., Ste. 5 North Chicago, IL 60064-3095 Marietta, GA 30060 Phone: (847) 578-8410, Fax: (847) 775-6521 Phone: (866) 338-2597 E-mail: [email protected] E-mail: [email protected] Website: www.rosalindfranklin.edu Website: www.footsolutions.com Temple University School of Podiatric Medicine Contact: Kendrick A. Whitney 8th & Race Streets, Philadelphia, PA 19107 Phone: (215) 625-5373 E-mail: [email protected] Website: www.tmspm.temple.edu

CURRENT PEDORTHICS • Volume 41, Issue 1 43 Product Reference Guide

This reference guide is intended solely to make it easier for individuals, facilities and companies to locate pedorthic products. Companies listed in the guide are PFA vendor/manufacturer members. Companies may produce additional products beyond those listed, and most companies are pleased to provide additional information on request. As a courtesy to our readers, CP has noted the year the company joined PFA in parentheses after the company’s name. Inclusion in this list does not suggest or imply PFA endorsement of companies or products. For space reasons, company product descriptions are limited to 20 words or less. To‑arrange changes in your company’s listing, e-mail [email protected].

AGS Footwear Group (1995) Amfit Inc. (1996) Birkenstock Distribution USA, Inc. (1981) Shoe store supplies, fabricating materials, prefabricated Footfax-SL 3D Contact Digitizer, Footprinter Foam Casting Birkenstock Distribution USA, Inc. is the exclusive U.S. orthotics, heel cups and forefoot supports. System, precision CAD/CAM Carving Mill, accommodative importer, distributor and marketer of Birkenstock brand Ashland, VA...... 800-446-3820 and functional custom foot orthoses and orthotic sandals. footwear. We believe that comfortable, supportive footwear Fax...... 800-822-0180 Vancouver, WA...... 800-356-3668 leads to personal happiness and overall wellbeing. This belief E-mail ...... [email protected] Fax...... 360-566-1380 is why our products are designed around the concept that the Web site...... www.agsfootweargroup.com E-mail ...... [email protected] shape of the shoe should follow the shape of the foot. Web site...... www.amfit.com Novato, CA ...... 800-949-7301 Fax...... 415-209-4955 E-mail ...... [email protected] Web site...... www.birkenstockusa.com Acor (1979) Branier Orthopedic Custom Molded Shoes (2004) Custom and comfort footwear, inserts and materials. Apis Footwear Company (2000) Originator of Tri-Lam and P-Cell. Catalogue contains over 40 styles. Can duplicate any shoe on Women’s footwear, 103 sizes; men’s footwear, 98 sizes. Open the market. 12-day turnaround, great fit! Cleveland, OH...... 800-237-2267 stock for immediate delivery. Fax...... 216-662-4547 Sebring, FL...... 877-524-0639 S. El Monte, CA...... 888-937-2747 E-mail ...... [email protected] Fax...... 863-314-0083 Fax...... 626-448-8783 Web site...... www.acor.com E-mail ...... [email protected] E-mail ...... [email protected] Web site...... www.branier.com Web site...... www.bignwideshoes.com

Atlantic Footcare (2007) Prothotics prefabricated Therapeutic and Diasole polyurethane insoles are SADMERC coded and made in the Brooks Sports, Inc. (2001) USA. The Therapeutic is also available in anatomical and Walking/athletic shoes in women’s and men’s styles. Delivery Aetrex Worldwide, Inc. (1973) wide versions. includes special orders. Ready-made triple-density orthotics offering rearfoot posting & metatarsal support options. N. Smithfield, RI ...... 401-765-8600 Bothell, WA...... 800-2-BROOKS Fax...... 401-766-5327 Fax...... 425-483-8181 Teaneck, NJ...... 800-526-2739 E-mail ...... [email protected] E-mail ...... [email protected] Fax...... 201-833-1485 Web site...... www.brooksrunning.com E-mail ...... [email protected] Web site...... www.aetrex.com Atlas International (1994) For pedorthic needs. Complete range of materials, prefabs Chaco, Inc. (2004) and tools. Paonia, CO...... 970-527-4990 Affinity Insurance Services, Inc. (1998) Fax...... 970-527-4997 Affinity Insurance Services administers the PFA product Rancho Cordova, CA...... 800-545-6287 and malpractice liability insurance program. Designed for Fax...... 916-858-3320 pedorthists, insurance protection can be customized for E-mail ...... [email protected] C.N. Waterhouse Leather Co., Inc. (1998) each‑PFA member. Web site...... www.atlasortho.com Manufacturer and distributor of fine leathers, woolskins, Chicago, IL...... 800-544-2672 suede pig-skins, sheet goods and adhesives for use in the Fax...... 312-922-9321 pedorthic footwear and orthopedic industries. Bedford, MA...... 800-322-1177 Fax...... 781-271-0499 Alden Shoe Company (1969) E-mail ...... [email protected] Goodyear welt construction footwear for men. Middleborough, MA...... 508-947-3926 Fax...... 508-947-7753 Dansko, Inc. (2007) Every day we strive to make your world a little easier by Bintz Company, Inc. (1991) providing state of the art comfort footwear. From innovative AliMed, Inc. (2004) Distributor of pre-molded orthotics, comfort foot products, designs to retailer training, your comfort is our first concern. Orthopedic products including orthoses and orthotic sheet goods and fitting aids. Products from Birkenstock, We realize you lead an active life, and Dansko shoes are materials, orthopedic supports, walkers and shoes, Pedag, Spenco, Pedifix, Knit-Rite, Powerstep, Hapad, Sroufe, constructed with that thought in mind. Our footwear is an therapeutic modalities, diabetic footwear and more. Khepra and more. investment in your well-being. Styles may change, but our Dedham, MA...... 800-225-2610 Wheaton, IL...... 800-235-8458 philosophy remains the same. Fax...... 800-437-2966 Fax...... 630-653-5077 West Grove, PA ...... 610-869-8335 E-mail ...... [email protected] E-mail ...... [email protected] Fax...... 610-869-5764 Web site...... www.alimed.com Web Site...... www.bintzco.com E-mail ...... [email protected]

American Shoe Corporation (2003) Biomechanical Services Inc. (2004) DB Shoes Ltd. (2003) Custom shoe company. Complete lines for diabetic, arthritic Custom foot orthotics as well as lower extremity evaluation Manufacturers of PU direct injection moulded footwear in and geriatric patients. 15-day manufacturing time and fully systems, custom sandals, prefabs, balance therapy tools and EE, 4E and 6E fittings, all with removable socks. educational courses. Technical support services. guaranteed fit and finish on each pair. Rushden, Norhamptonshire, England . . 00 44 1933 359217 Bedford Hill, NY...... 914-241-0422 Brea, CA...... 800-942-2272 Fax...... 00 44 1933 410218 Fax...... 914-241-1974 Fax...... 714-990-4060 E-mail ...... [email protected] E-mail ...... [email protected] E-mail ...... [email protected] Web site...... www.dbshoes.co.uk Web site...... www.biomechanical.com Diacare/Accufit (2005) Marianna, FL...... 850-209-3514

44 CURRENT PEDORTHICS • Volume 41, Issue 1 Product Reference Guide

Doctor Specified (2008) Foot Efx Wholesale Foot Care J.H. Cook & Sons, Inc. (2004) The Doctor Specified line has been specially developed for Products‑LLC (2003) Shoe Modification Components, Foot Comfort Products and the discerning consumer or those among us with foot or Arch support, diabetic inserts, diabetic shoes and comfort shoes. Shoe Repair Supplies. Products from Aetrex, Spenco, Vibram general health issues. The line includes Diabetic and Medical and Soletech. Las Vegas, NV...... 702-259-0955 Grade categories, which feature socks that are specific in Granite Quarry, NC...... 704-279-5568 need and technically advanced. Fax...... 702-258-6544 E-mail ...... [email protected] Fax...... 704-279-5261 By incorporating features such as hand-linked seamless Web site...... www.footefx.com toes, extra-deep heel wells, and our proprietary Med Dry® Jerry Miller I.D. Shoes, Inc. (1977) moisture management system, we have produced a product Orthopedic, custom molded footwear. line unique to the U.S. market. Foot Management, Inc. (1984) Foot Management has been manufacturing orthotics for Buffalo, NY...... 800-435-0065 Hickory, NC...... 828-485-3316 30 years. Your casts are held for five years. Our semi-rigid Fax...... 716-881-0349 Fax...... 828-485-0049 orthotics are most popular with athletic shoes. Foot related E-mail ...... [email protected] products such as insoles, heel lifts, foot splints and turf toe Web site...... www.doctorspecified.com plates are available. Joseph H. Deacon Company (2000) Shoe modification and lab supplies. Same-day shipping. Pittsville, MD...... 410-835-3668 Dr. Comfort (2004) Fax...... 410-835-8966 Cherry Hill, NJ...... 800-355-7463 Dr. Comfort manufactures, warehouses and distributes the E-mail ...... [email protected] Fax...... 856-667-0665 finest quality extra-depth shoes for diabetics or patients who Web Site...... www.footmanagement.com E-mail ...... [email protected] need quality comfort shoes. Mequon, WI...... 262-242-5300 Frankford Leather Company, Inc. (1997) Justin Blair & Company (2001) Fax...... 262-242-9300 Diabetic seamfree socks, foot comfort products, shoes, shoe Manufacturer of Ralyn Shoe Care and Backroom Supplies E-mail ...... [email protected] modification/shoe repair supplies, foam impression kits, specialty and NightCare Foot Care. Distributor for Aetrex, Acor, Darco, Web site...... www.drcomfortdpm.com adhesives and more. Same-day shipping. Products from Apex, Herbal Concepts, Pedifix, Swede-O, Silipos and Therafirm. Soletech, Vibram, EVA, Sher, Dryz, etc. Catalogs available. Chicago, IL...... 800-566-0664 Dr. Kong Footcare Limited (2005) Bensalem, PA...... 800-245-5555 Fax...... 773-523-3639 Manufacturer of children’s, men’s and women’s healthy shoes Fax...... 215-244-4411 E-mail ...... [email protected] insoles, footcare accessories and computerized assessment E-mail ...... [email protected] Web site...... www.justinblairco.com software. 33 chain shoe shops in Hong Kong. Provides Web site...... www.frankfordleather.com check and fit services and healthy products for everybody. Kwai Chung, N.T., Hong Kong ...... 852-2744-2638 Gateway Shoe Machine, Inc. (2003) Fax...... 852-2744-8845 Lebanon, IL...... 800-752-7897 E-mail ...... [email protected] Fax...... 618-537-4131 Web site...... www.dr-kong.footcare.com.hk E-mail ...... [email protected] Web site...... www.orthopedicmachines.com Drew Shoe Corporation (1968) KLM Laboratories (2006) Men’s and women’s depth and comfort footwear in over Gerda Hoehm/Haflinger (2006) Valencia, CA...... 800-556-3668 150 sizes. Fax...... 800-556-3338 New York, NY ...... 212-949-6767 Email...... [email protected] Lancaster, OH ...... 800-837-3739 Fax...... 212-949-8833 Fax...... 740-654-4979 E-mail ...... [email protected] Gravity Defy Footwear (2007) Klogs-USA (2007) Web site...... www.drewshoe.com Sullivan, MO...... 573-468-5564 Sylmar, CA...... 818-833-4860 Fax...... 573-468-5560 Fax...... 818-833-4888 E-mail ...... [email protected] Edser (2007) E-mail ...... [email protected] The multidiscipline team at EDSER® consists of experts from the fields of medicine, engineering and informatics. Guard Industries, Inc. (1996) Kumfs Shoes N.Z., Ltd. (1998) With extensive experience in the orthopedic sector, it has Quality, thoughtfully designed shoes and sandals. Orthotics Components for shoe care, foot comfort, orthotics and developed and patented advanced systems exclusively for friendly with specialist designed removable contoured prosthetics. Complete listing of available products will be EDSER® to offer professionals a foot orthosis completely footbeds. sent upon request. customized and scientifically designed. El Dorado Hills, CA ...... 530-676-9960 St. Louis, MO...... 800-535-3508 Miami, FL...... 786-206-6117 Fax ...... 530-676-9965 Fax...... 314-534-0035 Fax...... 786-513-7760 E-mail ...... [email protected] E-mail ...... [email protected] E-mail ...... [email protected] Web Site ...... www.kumfs.com Web site ...... www.guardmfg.com Web site...... www.edserlabs.com Hapad, Inc. (1988) Landesman Bros., Inc. (2003) Euro International, Inc. (1997) Distributors of foot comfort products, pedorthic, orthopedic Hapad is a leading manufacturer of 100% natural wool Preformed insoles, diabetic shoes and materials in different and wound care supplies. Same day shipping. felt foot products and sports replacement insoles used hardnesses, especially for diabetics. for conservative management of common, painful foot Island Park, NY...... 800-852-8855 Tampa, FL...... 800-378-2480 complaints. Correctly sized, comfortably skived and adhesive Fax...... 516-889-1253 Fax...... 813-246-5998 backed for quick and effective adjustments in the shoe. E-mail ...... [email protected] E-mail ...... [email protected] Web site...... www.landesmanbros.com Bethel Park, PA...... 800-544-2723 Web site...... www.eurointl.com Fax...... 800-232-9427 E-mail ...... [email protected] Langer Inc. (2006) Feels Good Footwear (2006) Web Site...... www.hapad.com Deer Park, NY ...... 800-233-2687 Brookfield, CT...... 203-740-8504 Fax...... 631-667-1203 Fax...... 203-740-8503 InStride Shoes (2003) Email...... [email protected] Email...... [email protected] InStride is a manufacturer of Medicare reimbursable, multiple width footwear for diabetics that features the three LaZerFit (2006) Finn Comfort (1993) layer Custom Fit System. Cranberry Township, PA ...... 724-779-3893 Luxury comfort footwear. Men’s and women’s walking Hillsborough, NJ ...... 866-9-MY-FEET Fax...... 724-779-3895 shoes, sandals and boots featuring removable/modifiable Fax...... 908-359-7434 Email...... [email protected] orthopedic footbeds. Hand-crafted in Germany. E-mail ...... [email protected] Thousand Oaks, CA...... 805-375-0038 Web site...... www.instrideshoes.com Fax...... 805-375-0848 E-mail ...... [email protected] Web site...... www.finncomfort.de

CURRENT PEDORTHICS • Volume 41, Issue 1 45 Product Reference Guide

Lord Custom Molded Shoes, Inc. (1994) Pine Tree Orthopedic Lab (2007) Fashionable custom-molded shoes for men, women, and As an orthopedic lab, we offer physicians across the nation children. Guaranteed fit and service. high quality leather covered AFO’s (Ankle Foot Orthoses), Bohemia, NY ...... 800-SHOES11 Orthofeet, Inc. (1999) custom orthotics, semi-custom orthotics, and diabetic Fax...... 516-471-3090 Manufacturer and distributor of high quality depth-shoes inserts. For more information on a specific product line, and orthotics. please visit our website. MMAR Medical Group, Inc. (2003) Northvale, NJ...... 800-524-2845 We pride ourselves in manufacturing high quality devices Distributor of multiple diabetic shoe brands at manufacturer- Fax...... 201-767-6748 using the most durable materials possible. With standard direct wholesale pricing. Other products include AFO’s, ankle E-mail ...... [email protected] five business day turnaround, and exceptional customer braces and cam walkers. Web site...... www.orthofeet.com service, it is time to see what PTOL can do for you! Houston, TX...... 800-662-7633 Livermorefalls, ME...... 207-897-5558 Fax...... 713-465-2818 PAL Health Technologies, Inc. (2003) Fax...... 207-897 1117 E-mail ...... [email protected] Custom lab for prefabricated and custom ankle braces E-mail ...... [email protected] Web site...... www.mmarmedical.com and‑orthoses. Web site...... www.pinetreeorthpedic.com Pekin, IL...... 800-447-0151 MacPherson Leather Company (2005) Fax...... 877-957-5647 Prizm Medical, Inc. (2007) Seattle, WA...... 206-328-0855 E-mail ...... [email protected] Prizm Medical is the premier developer and manufacturer Fax...... 206-328-0859 Web site...... www.palhealth.com of electrotherapy devices for therapeutic pain management, E-mail ...... [email protected] increased blood circulation, improved range of motion, and retardation of disuse atrophy (muscle wasting) PartnerShip (2000) Oakwood, GA ...... 770-622-0933 Miami Leather Company (2001) PartnerShip, in cooperation with PFA, offers members-only Fax...... 678-714-7243 Wholesaler to the orthopedic, prosthetic, retail shoe and discounts and savings on small package shipping with FedEx E-mail ...... [email protected] shoe repair trades. Wide variety of products. Ground, and on large freight shipments with Yellow Freight. Web site...... www.prizm-medical.com Miami, FL...... 305-266-8328 Oberlin, OH...... 800-599-2902 Fax...... 305-266-8728 Fax...... 440-774-2823 ProBill, Inc. (Year???) E-mail ...... [email protected] Pedorthic billing nationwide, staff includes trained Web site...... www.miamileather.com PediFix, Inc. (2001) pedorthist, Susan Baker Mills. High quality pressure relief footcare products. Fast and accurate electronic Medicare and insurance filing, M. J. Markell Shoe Company, Inc. (1973) Brewster, NY ...... 800-424-5561 monthly follow-up. Men’s, women’s and children’s comfort and orthopedic footwear. Fax...... 845-277-2851 Salisbury, NC...... 704-636-8668 ext 224 Yonkers, NY...... 914-963-2258 E-mail ...... [email protected] Fax...... 704-633-4970 Fax...... 914-963-9293 Web site...... www.pedifix.com E-mail ...... [email protected] E-mail ...... [email protected] Web site...... www.rowanalliance.com Web site...... www.markellshoe.com Pedors Shoes (1999) Orthopedic shoes with a neoprene forefoot. Mobils by Mephisto (1998) Marietta, GA...... 800-750-6729 Extra-depth footwear with a removable footbed and natural Fax...... 800-446-3101 orthopedic support. Email...... [email protected] Franklin, TN ...... 800-775-7852 Web site ...... www.pedors.com Propet USA, Inc. (2000) Fax...... 615-771-5935 Leading manufacturer in men’s and women’s comfort Email...... [email protected] Pedorthic Technology Ltd. (2007) walking shoes. Available in up to 5 widths, sizes 5-13 in Web site...... www.mephisto.com Causeway Bay, Hong Kong...... 522-332-9375 women’s, 7-17 in men’s. Propet features a vast selection of Email...... [email protected] Medicare A5500 coded footwear with removable orthotics, Munro & Company, Inc. (2000) Web site ...... www.ezped.com secure closure and maximum customization. Hot Springs, AR...... 501-262-6156 Kent, WA...... 800-877-6738 Fax...... 501-262-6165 Fax...... 800-597-8668 E-mail ...... [email protected] Web site...... www.propetusa.com

PEL Supply Company (1995) P.W. Minor, Inc. (1968) Wholesale distributor stocks broad selection of finished Footwear products for foothealth. foot and arch products, materials and tools for fabricating Batavia, NY...... 585-343-1500 foot orthotics. Fax...... 585-343-1514 Cleveland, OH...... 800-321-1264 Web site...... www.pwminor.com Natural Step (2004) Fax...... 800-222-6176 Manufacturer of men’s and ladies’ handsewn moccasin E-mail ...... [email protected] Quality Outcomes, LLC (2007) extra-depth shoes. Available in a large selection of sizes and Web site...... www.pelsupply.com Quality Outcomes helps remove the stress and worry widths. associated with complying with the mandatory Medicare Jupiter, FL ...... 866-500-7463 Pepper Gate Footwear, Inc. (2006) accreditation process. Not just guidance and recommendations, Fax...... 866-540-7463 Pomona, CA...... 909-865-2171 but the leadership and expertise needed to maintain E-mail ...... [email protected] Fax...... 909-868-7252 your specific policies and procedures while ensuring Web site...... www.naturalstepshoes.com Email...... [email protected] your organization continues to comply with accreditation requirements. Let Quality Outcomes handle the organization New Balance Athletic Shoe/Aravon (1990) and paperwork burden so you can see more patients and A leading manufacturer of technologically innovative athlet- increase your profits! ic products. Recently debuted Aravon comfort performance Fredericksburg, VA...... 800-986-3004 footwear for women. E-mail ...... [email protected] Boston, MA ...... 617-746-2303 Web site...... www.qualityoutcomes.org Fax...... 617-746-6303 E-mail ...... [email protected] Web site...... www.newbalance.com

46 CURRENT PEDORTHICS • Volume 41, Issue 1 Product Reference Guide

Remington Products (2000) Silipos, Inc. (1991) Thor-Lo, Inc. (2001) Insoles and sheet packages, rigid arch supports, viscoelastic Skin protection devices using an advanced polymer Statesville, NC...... 704-872-6522 heel cups, 3/4 and full insoles. technology incorporated into an entire orthotics/footcare Fax...... 704-838-6323 Wadsworth, OH...... 330-335-1571 product line. Fax...... 330-336-9462 Niagara Falls, NY...... 800-229-4404 Tidwell’s Orthotics (2006) E-mail Adress...... [email protected] Fax...... 716-283-0600 Coral Springs, FL...... 954-346-5402 Web site...... www.remprod.com E-mail ...... [email protected] E-mail ...... [email protected] Web site: ...... www.silipos.com Renia GmbH (2001) Trulife (2006) Specially-designed adhesives and components for the shoe Sole Custom Footbeds (2007) Jackson, MI...... 800-788-2267 industry, shoe repair trade, and O & P industry. Calgary, Alberta, Canada ...... 403-204-0907 Fax...... 800-245-3765 Cologne, Germany...... 49-221-6307990 Fax...... 604-608-3596 E-mail ...... [email protected] Fax...... 49-221-63079950 Web site...... www.yoursole.com E-mail ...... [email protected] Tru-Mold Shoes, Inc. (1980) Web site...... www.renia.com Tru-Mold Shoes offers a complete line of contemporary, fully accommodating custom-molded shoes, including the Thera- Rogers Corporation (1995) Medic Shoe package – the most flexible, highest value shoe Offers a wide selection of specialty materials for‑the health Soletech (1995) package for Medicare-eligible patients with diabetes. care industry, including PORON Medical urethanes, Bisco Salem, MA...... 800-225-2192 Buffalo, NY...... 800-843-6653 silicone materials and Polyolefin foams . Fax...... 978-741-2091 Fax...... 716-881-0406 Woodstock, CT ...... 860-928-3622 E-mail ...... [email protected] Fax...... 860-928-7843 Web site...... www.trumold.com E-mail ...... www.litporonhc.com Solidschuhwerk GMBH (2006) Web site...... www.rogerscorporation.com Tuttlingen, Germany...... 074-619-6120 Fax...... 746-196-1270 UCO International (1987) Materials, tools, and lab equipment for production of Ruby Leather & Orthopedic Company Inc. (1998) custom orthotics. Comprehensive line of pre-molded foot Milwaukee, WI...... 414-778-2288 Southern Leather Company (1996) orthosis and Quick-Sil silicone system. Fax...... 414-778-2047 7 locations nationwide. The most extensive pedorthic and shoe care/repair inventory in the industry. Inventory Wheeling, IL ...... 800-541-4030 includes Apex, Soletech, Eva, Vibram and Acor. Fax...... 847-541-4144 SAS Shoemakers (1992) E-mail ...... [email protected] Memphis, TN...... 800-844-6767 Web site...... www.ucointernational.com SAS makes comfortable shoes that care for all‑feet. Fax...... 901-946-1059 San Antonio, TX...... 210-921-7455 E-mail ...... [email protected] Fax...... 210-921-7460 Vibram-Quabaug Corporation (1998) E-mail ...... [email protected] Quabaug Corporation is the U.S. manufacturer of Vibram Web site...... www.sasshoes.com Spira (2004) soling products and Barge adhesives. El Paso, TX...... 866-838-8640 Fax...... 915-838-8641 North Brookfield, MA ...... 508-867-7731 STS Company (1997) Fax ...... 508-867-4600 Resin-impregnated tubular and fitted socks made to take E-mail ...... [email protected] foot and ankle impressions for custom shoes and foot/ankle Web Site...... http://www.vibram.us orthotic devices. Mill Valley, CA...... 800-787-9097 Walkwell International Laboratories (2006) Fax...... 415-381-4610 Boise, ID...... 208-343-8907 E-mail...... [email protected] E-mail ...... [email protected] Web site...... www.stssox.com Sroufe Healthcare Products LLC (2006) Custom diabetic inlays, casting foam boxes, pre-fabricated Wrymark, Inc. (1986) SafeStep (2004) orthotics and orthopedic softgoods. Pre-fabricated foot inserts; in-office orthotic fabrication Factory direct prices of various footwear brands. Ligonier, IN...... 260-894-4171 system; Resource Labs, central fabrication facility; and direct patient care facilities in central United States. Milford, CT ...... 203-874-7722 Fax...... 260-894-4092 Fax...... 203-723-0091 E-mail ...... [email protected] St. Louis, MO...... 800-969-3668 E-mail ...... [email protected] Web Site...... www.sroufe.com Fax ...... 314-991-5720 Web site...... www.safestep.net E-mail ...... [email protected] Superfeet Worldwide LLP (2003) Web Site...... http://www.wrymark.com Sequoia/Comfort Rite (1998) Ferndale, WA...... 360-384-1820 Quality comfort footwear in a variety of sizes and widths. Fax...... 360-384-2724 Xsensible Shoes (2002) E-mail ...... [email protected] Patented stretchable leather, nubuck and fabric footwear New Holstein, WI ...... 800-898-5556 in many styles. All stretchable materials are breathable and Fax...... 920-898-4605 Tekscan, Inc. (1994) wick moisture away from the foot. Broad range of pressure assessment and clinical/research Hickory, NC...... 828-328-4605 evaluation tools for use in orthotics, brace evaluations, joint Fax ...... 828-328-4842 biomechanics, and gait analysis. E-mail ...... [email protected] Boston, MA ...... 617-464-4500 Web Site...... http://www.xsensible.com Fax...... 617-464-4266 E-mail ...... [email protected] Web site...... www.tekscan.com Shoe Systems Plus, Inc. (2003) Complete line of orthotic and prosthetic equipment including finishers/grinders, vacuum pans, pumps, presses, industrial sewing machines, fume busters and more. Goshen, NY...... 800-354-6278 Fax...... 845-291-7097 Therafirm (A Division of Knit-Rite, Inc.) (1999) E-mail ...... [email protected] Quality medical-grade compression hosiery and diabetic Web site...... www.shoesystemsplus.com socks. Ellerbe, NC ...... 800-562-2701 Fax...... 910-652-2438 Web site...... www.therafirm.com

CURRENT PEDORTHICS • Volume 41, Issue 1 47 WEB ResourceS

Useful Web Sites for Pedorthists

Government Entities/Reimbursement/Coding/Billing www.acsm.org American College of Sports Medicine www.cms.hhs.gov Centers for Medicare and Medicaid Services (CMS) www.diabetes.org American Diabetes Association (ADA) www.medicarenhic.com National Heritage Insurance Company Jurisdiction A DME MAC www.aofas.org CT, DE, DC, ME, MD, MA, NH, NJ, NY, PA, RI and VT American Orthopaedic Foot & Ankle Society (AOFAS) www.administar.com www.aopanet.org AdminiStar Federal Jurisdiction B DME MAC American Orthotic & Prosthetic Association (AOPA) IL, IN, KY, MI, MN, OH, WI - (temporarily WV and VA) www.apma.org www.cignagovernmentservices.com American Podiatric Medical Association (APMA) Cigna Government Services Jurisdiction C DME MAC AL, AR, CO, FL, GA, LA, MS, NM, NC, OK, PR, SC, TN, TX VI www.apta.org American Physical Therapy Association (APTA) www.noridianmedicare.com/dme/index.html Noridian Administrative Services LLC Jurisdiction D DME MAC www.amputee-coalition.org AL, American Samoa, AZ, CA, Guam, HI, ID, IA, KS, MO, MT, Amputee Coalition of America (ACA) NE, NV, ND, Northern Mariana Islands, OR, SD, UT, WA, WY www.bocusa.org www3.palmettogba.com/dmecs/jsp/index.jsp Board for Orthotic/Prosthetic Certification (BOC) Durable Medical Equipment Coding System (DMECS) www.charcot-marie-tooth.org Online coding assistance from SADMERC Charcot-Marie-Tooth Association (CMTA) www.palmettogba.com www.nata.org Statistical Analysis Durable Medical Equipment Regional National Athletic Trainers Association (NATA) Carrier (SADMERC) www.pedorthic.ca www.palmettogba.com Pedorthic Association of Canada (PAC) National Supplier Clearinghouse www.twoten.org Two Ten International Footwear Foundation Links to Allied Health Organizations www.wocn.org www.aadenet.org Wound Ostomy & Continence Nurses Society (WOCN) American Association of Diabetes Educators (AADE) www.oandp.org Professional Publications American Academy of Orthotists & Prosthetists (AAOP) www.biomech.com www.aapmr.org Biomechanics American Academy of Physical Medicine & Rehabilitation (AAPMR) www.footwearnews.com Footwear News www.aaos.org American Academy Orthopedic Surgeons (AAOS) www.aopanet.org O&P Almanac www.abcop.org American Orthotic & Prosthetic Association American Board for Certification in Orthotics & Prosthetics, Inc. (ABC) www.oandpbiznews.com O&P Business News www.amerchiro.org American Chiropractic Association (ACA) www.acfas.org American College of Foot & Ankle Surgeons (ACFAS)

48 CURRENT PEDORTHICS • Volume 41, Issue 1 Product & Service Classifications Your First & Last Service Station Footwear Co. for mild/most serious foot problems

Pyramid of quality products & services Custom-made shoes/boots: available to all styles/colors for all your footcare needs severe deformities, Uppers modifications: change colors, lace x velcro®, LLD, LOP, etc. semi-surgical/surgical opening,, etc.. Outsole modifications: Rocker soles, stabilizers, lifts, "Small & Wide, Big & Tall" SACH, Charcot, etc... Custom-made Inserts (#513): off-loads, met-bar, met-pad, partial foot, etc.. We Cover All

Severe foot problems & diabetic feet: Fused metatarsalgia, fused ankle, AFO's: edema/swelling, Kids': 222-3, 225-3 (toddler's), 223-3, 224-3, 226-3, 227-1, fused joints, 228-1(Youth) orthoses, etc. Ladies': 8824, 8937, 447, 448, Men's: 9951, 503, 504, 557, 558, etc: Huge swelling/edema: 9301-X (ladies'), 502-X, 503, 504, Charcot: 9301-C, 502-C, 503-C, 504-C Custom-made, uppers/outsole Mis-matches: available for all styles, colors, widths modifications

Complicated foot problems & diabetic feet: mild 502-X xx-wide fleshy feet, swelling, bunion/bunionette, claw/over-lapped toe, smallest/biggest mild-charcot, AFO's, etc: sizes, bunion, Kids': 222-3, 225-3 (toddler's), 223-3, 224-3, 226-3, hammer toes,... 227-1, 228-1(Youth)

Ladies': 9301, 9301-C, 9302, 9106, 9108, 608, 618, Severe foot deformities, 503-C 9301-X 8935, 8936, 445, 446, 447, 448, 509, edema, etc.. Men's: 801, 802, 502, 503, 504, 555, 556, 557, 558, 509, 7021, 7022, 708, 718, Inserts: 201, 301, 305, 306, 307, 308, 309, 310, 718 502-C 9301-C Added-depth & double-depths for mild foot 9108 problems & neuropathy wider fleshy feet, complicated Ladies': 8812, 8824, 8825, 8825, 9201, 9202, /serious mild foot problems, diabetic foot 509 protectives for 9203, 9204, 9205, 9206, 9207, 9208, diabetics, 9209, 9210, 9211, 9212, 9213, 408, 9212 903, 905, 444-3, 445, 446, 447, 448 9209 Men's: 9901, 9912, 9921, 9923, 9925, 9928, 9931, 9951, 508, 505, 708, 718, 9501,

9502, 9504, 9505, 554-3, 555, 556, mild foot 557, 558 Inserts: 201, 301, 305, 306, 307, 308, 309, 310 9208

/diabetic problems 9213 9211 9207 9205 Toddler shoe sizes: 4, 4.5-11 in M, W Youth's 11, 11.5-6 in M, W, XW Ladies': 4.5-15 in aa,b,3e,5e,7e,10e,14e 9203 618 Men's: 5-20 in d,2e,4e,6e,9e,10e,14e

Apis Footwear Company 2239 Tyler Ave. S El Monte, CA 91733 Tel: 626-448-8905 Fax: 626-448-8783 www.bignwideshoes.com Footwear Co. Aetrex Essence Shoe Retailing Ad:Layout 1 10/1/08 11:02 AM Page 1

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From page 13: Side Bar

$$ Proof of HIPAA disclosure and $$ Reception (business office) areas standards). disclosure of Patient Rights and showing separate patient waiting $$ First aid kit. Responsibilities. areas and chairs with armrests $$ Fire extinguisher with valid inspection • Be prepared to take the inspector on a (separate from patient-fitting areas). certificate. tour to show him/her the following items: $$ Locking patient file cabinets or file $$ Protective equipment/procedures to $$ Company’s sign and numbered areas. meet blood-borne and other pathogen- address identifying your facility. Hours $$ Evidence of accounting/budgeting control regulations and procedures, of operation posted. system and possibly financial including appropriate medical waste $$ Posted licenses, registrations and statements and/or invoices for disposal program for the risk level certificates in public view (see list equipment purchased. associated with your business and above). $$ Evidence of after-hours phone system appropriate cleaning supplies. $$ Posted phone number for patient appropriate to risk category of devices. $$ Sufficient and appropriate levels of complaints in public view. (i.e., oxygen is required to have 24 inventory (varies by industry) and all hour assistance). $$ Posted mission statement in public inventory clean, unexpired, ready, and view. $$ Facility is generally neat, clean, and for DME, “bagged and tagged.” orderly. $$ Handicapped parking space(s) and $$ Separate areas for disinfecting entrance, including wheelchair $$ Fitting/consultation rooms, showing contaminated rental equipment and entrance(s) and ramp(s). doors, screens or curtains to assure storing clean rental equipment. privacy. $$ Appropriate sized entrances, doorways, $$ Delivery vehicle(s) meeting compliance hallways or other public areas $$ Fitting/consultation tables and chairs with federal, state, and local laws and according to ADA standards. showing disposable covers and/or regulations. surfaces that are readily disinfected. $$ Lavatory and toilet area(s) used by $$ Parallel bars; full-length mirror and patients and employees showing $$ For facilities that do fabrication or other appropriate walking devices appropriate handrails, soap dispenser, significant modification, laboratory (required for Prosthetic facilities, hand towels or hand dryers. area including accessible safety recommended for Orthotic facilities). equipment (e.g., flammable material $$ Exit signage in accordance with local regulations. Posted exit plan for larger storage, protective gloves, safety spaces. glasses, proper ventilation per OSHA

From page 23: Write it Down plan uses bullet points throughout to break up long sections points, but also convince the reader that your business and highlight its main points. Visuals such as tables and venture merits a financial investment. Your best bet is a well- charts are also used to quickly relay specific information, researched business plan, with an organized, easy-to-read such as trends in sales and other financial information. These format and clear, confident prose. ■ techniques ensure that the reader can skim the business plan quickly and efficiently. Jason Kay is a former professional business plan writer and provides busi- Think of your audience as only having 15 minutes to spend ness start up advice. He contributes to business magazines and Web sites on each business plan that comes across their desks. In that such as http://BudgetBusinessPlans.com, which provides business plan 15 minutes, you not only have to relay your most important writing services and business plan samples.

F CURRENT PEDORTHICS • Volume 41, Issue 1