A Successful Competitive Bidding Model

Scott LloydJuly 29, 2014

Tools We Have Utilized for Success

SubcontractingMerging with contracted entitiesRevenue diversification

Subcontracting

Utilized to “fill gaps” in contractsFocus on serving patients – not growing revenueChallenges• Misalignment on acceptance policies• Capacity issues• Competence issues• Patient confusion (particularly multi-service)• Available dollars to divide

Keys to Success• Clear expectations in contract• Process collaboration

Merging Contracted Companies

Choosing acquisition targets with limited baggage

Revenue Diversification

Dedicating resources to non-HME businessesFocus on non-CB itemsRetail strategyFocus on non-CB geography

Scott Lloyd

Vice President of Respiratory & HME

Advanced Home Care, Inc.

(404) 328-8594

scott.lloyd@advhomecare.org