Offer Remedies in Health Care
Earn a healthy client base through pain-relieving products.
Offer government-approved health insurance claim forms and you gain a health-care client's attention. Offer to ease the pain of insurance claim processing and you gain a client for life.
This is important advice for distributors selling to the second largest industry in the United States. With tough competition coming not only from other independent distributors but from low-bidding directs, distributors seeking success in health care should consider offering remedies to soothe some of the market's biggest headaches—insurance claims.
According to Jim Magdaleno, sales manager for government-approved forms manufacturer TFP Data Systems, Oxnard, Calif., one of those remedies comes in the form of the jumbo insurance claim envelope. Holding up to 50 unfolded forms, Magdaleno says this product reduces claim processing time considerably.
How so? According to Magdaleno, the need for insurance claims to be mailed unfolded is becoming increasingly important as more and more clearing houses for insurance companies are utilizing scanning equipment to process the forms. Unfolded forms, he added, prevent processing delays.
"As a rule, claims enclosed in these envelopes get processed, on the average, seven days faster than forms received in No. 10 envelopes, which are creased and may cause equipment jamming," said Magdaleno. "This is especially important to a practitioner performing a $5,000 procedure who wants to receive a return on the claim as soon as possible."
Another opportunity for sales in health care is through industry-compliant claim forms. Two of the most prevalent are the CMS-1500 and the UB-92, both of which are approved by the National Uniform Claim Committee (NUCC), the National Uniform Billing Committee (NUBC), Centers for Medicare and Medicaid Services (CMS), and the American Medical Association (AMA).
While UB-92s are used primarily by hospitals—a major sales opportunity in itself—CMS-1500s are utilized by hospitals, in addition to non-institutional groups such as medical practices, laboratories, ambulance services, medical groups and the entire Medicaid industry. "The CMS-1500 form is the most widely used business form in the United States," said Magdaleno.