If you carry diabetic supplies, you might want to consider adding footwear to the mix.

Dealer/Provider: Why should HME providers get involved in selling diabetic footwear?

Larry Schwartz, CPed, CEO of Aetrex Worldwide Inc, Teaneck, NJ, responds: Diabetic footwear is a great benefit for people with diabetes and often a nice extension of business for HME providers who carry diabetic supplies.

D/P: Among HME providers, what is the biggest misconception about selling diabetic footwear?

Schwartz: There are several misconceptions about this program. It is important for providers to make sure that they have a qualified person fitting the footwear and inserts to the patient. It is not enough to just have a qualified fitter on staff. Also, it is critical that providers understand that they can’t deliver the footwear by mail and fittings must be done in person. We highly recommend that providers contact Medicare for guidance on these issues.

Another common misconception is that providers often think that if a shoe has a SADMERC letter, then it must be good for diabetic foot problems. It is important that providers take the time to learn about the different benefits of different footwear lines so that they can make the right selections for their patients. In addition, the patient should not choose the footwear style that they receive. This important decision should be made by the doctor and the professional fitting the patient.

Unfortunately, diabetes continues to be a growing problem, especially in the United States. This is one of the few Medicare programs (Medicare Therapeutic Shoe Program) that is designed primarily to prevent problems associated with diabetes. If a patient is fit properly with the right shoes and inserts, they can often reduce the likelihood of developing more serious foot problems such as ulcers or even amputations.

D/P: How can providers boost referrals among various clinicians? What type of clinicians should they pursue and what approach should they take?

Schwartz: Providers should network with any doctor or professional that often sees patients with diabetes. These include endocrinologists, general practitioners, podiatrists, foot and ankle orthopedists, diabetic educators, and others.