Stock and Bill Arrangements Can Diversify Revenue Streams

LAS VEGAS – O&P practitioners with stock and bill arrangements have an increased opportunity to connect with a physicians, however, such an arrangement comes with clear obligations for the practitioner, according to a presenter here at the 2011 American Orthotic & Prosthetic Association National Assembly.

Mahesh Mansukhani
Mahesh Mansukhani

“Your relationship with the MD has to be a very clean process,” said Mahesh Mansukhani, MA, president of Ossur Americas said.

In stock and bill arrangements, Mansukhani said practitioners keep their inventory in the physicians’ offices, however, the practitioners maintain the inventory and file all the claims. Such arrangements, he said, involve a large commitment from the practitioners to build clinical relationships. However, they present a real opportunity for O&P business to diversity revenue streams by showing physicians the full range of services that O&P practitioners can provide.

“Payers are asking for quality and this is your opportunity,” he said.

Mansukhani said for a stock and bill relationship to be successful, O&P practitioners must understand their local market before collaborating with a physician. They also must educate the physician about the products and clinical protocols and services they can provide. Mansukhani also advised for practitioners not to pay the physician to avoid any kickback allegations.

“That the safest financial arrangement for a O&P practitioner is not to pay the physician for the space that stores the inventory,” he said.

Additionally, he advised that verbal contracts and all the details of the services and products to be provided be formalized in written contracts with physicians.

Mansukhani M. O&P with ortho-care products. Presented at the 2011 American Orthotic & Prosthetic Association National Assembly. Sept. 19-22. Las Vegas.

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