Last night saw the inaugural round of AAPPM Assistants Round-Table Conference Calls.  While the original idea was to have a single call with 10-12 participants, there was such strong interest that we ended up with three simultaneous calls, each with 10 or more voices.  It was great to be able to share ideas in real time and hear the voices of people whose names were so familiar.  This is planned to be a monthly event for Assistants who are members of AAPPM, and I predict it will be very popular.  Many thanks to Moore Medical, an AAPPM Corporate Sponsor, for making the calls possible.

With a big stack of Letters to share, and another great Gem from the collaboration between Drs. Hal Ornstein and Bill McCann with Lynn Homisak, we should get on with it!

 ~  Gayle

From:  Gail Bennett, PMAC
re:      Washington State Meeting

Hi Gayle,

I just want to encourage anyone thinking of attending the WSPMAA state seminar in Spokane in April.  I saw that Gabby mentioned that the Davenport is filling up fast.  If they do sell out, remember that Spokane is not all that big and there are other hotels downtown just blocks away.  The WestCoast Ridpath is just down the street, there is the Hotel Lusso and of course Travelodge which is a little more of a walk but a less expensive alternative.  There is the Red Lion and then across the river is the WestCoast River Inn and Inn at the Park and the Holiday Inn.  If I can assist anyone with finding a room in Spokane please do not hesitate to contact me. (509) 838-2929.

See you all in April!!! I know the WSPMAA will put on an awesome seminar, they have yet to let us down and with Jamie and Gabby working on it you know it will be great.

Gail Bennett, PMAC
Spokane, WA

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From:  Stacy Davis
re:      Educational Charts or Posters

Thanks for all the great advice.
Another question....does anyone know where to purchase patient education charts (posters of the foot)?

Thanks,

S. Davis

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From:  Verna Calderon, PMAC
re:      Input About ProxyMed

Dear Gayle,

We have recently upgraded our software to Medisoft Professional Networks Version 8.  We currently use Web MD to transmit out claims electronically.  We are not having a problem, but there is an extra step involved with creating a batch file to do the actual transmission.  The Medisoft techs recommended we switch to Proxy Med which can be accessed directly from Medisoft.  I was wondering if anyone is using ProxyMed and is willing to share their experiences.  It does seem to make more sense to do all applications from the same program, but I'm not familiar with ProxyMed and I'd hate to borrow trouble.  Any information or help would be greatly appreciated.

Thanks for doing such a great job.

Verna Calderon, PMAC
Howell, New Jersey

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From:  Sandra Lohrentz, PMAC
re:      Region III Meeting

Gayle,

In reply to Maggie Bova's letter about the Region III Meeting for Podiatric Medical Assistants, YES, there will be a meeting on May 19, 20, 2004 in Atlantic City at the Taj Mahal Hotel.  The meeting will be sponsored by ASPMA and not by the Region III doctors.  This is the reason their literature still states that they are not including an Assistant's Program.  More information has been sent to the assistant's in New Jersey, Pennsylvania, Delaware, West Virginia and Maryland (which is the surrounding area).  Anyone, anywhere in the country however, is invited to attend.  For more information contact ASPMA at www.aspma.org or 888-88ASPMA.  We hope to see all of you in Atlantic City.

Sandra Lohrentz, PMAC
Program Chairman, ASPMA
Cicero, IL

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From:  Sandra Lohrentz, PMAC
re:     Association Membership and Certification  (Jessica Skeen, Volume 64)

To: Jessica Skeen

In reply to your query about membership and certification in the American Society of Podiatric Medical Assistants, much of the information that you request is available to you on the ASPMA website www.aspma.org .  For further information you can contact Karen Keathley, PMAC, Membership Chairman of ASPMA at KarenPMAC@aol.com.  We feel that your podiatrist is correct in urging you to become a member and to ultimately become certified.

Sandra Lohrentz, PMAC
Executive Director, ASPMA
Cicero, IL

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From:  Tom Taylor, DPM
re:       Software for Designing Superbills

Do you know of a software package for writing a super bill?
We are finally having to do something about ours and have been delaying
due to the huge hassle it is going to be.  We are using Lytec and they have a
simple one but it is major to do our special kind of route slip.

Tom Taylor, DPM
Euless, TX

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From:  Gail Bennett, PMAC
re:      Robert Johnson, DPM

Fellow Friends in Podiatry,

As many of you know, Dr. Robert Johnson has passed away peacefully after a short illness.  Dr. Johnson served on the WSPMAA board for many years as advisor, and I will always remember the support and the great mentoring he offered.  Dr. Johnson will be remembered for his famous "sponsored" lunch at the mid winter board meeting.  These were not simply lunch, these were multiple course meals that he made.  My favorite (if I had a favorite) would have been his tenderloin pork roast with mashed potatoes, broccoli cauliflower and cheese sauce, pickled asparagus, fresh salad, palate cleanser, and fresh bread.  He opened his home and his heart and showed us all how creative he was.  He made ornaments for his yard and collected some very unusual items such as Fiesta Ware, Pyrex and California Raisins, to name a few.  Dr. Johnson, we will miss you!!!

Gail Bennett, PMAC
Former WSPMAA Executive Director
Spokane, WA

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From:  Inderjit Sagar

Dear Sir/ Madam ,

I'm a podiatrist working in England.  I have had employment in the NHS which included diabetes care and biomechanics.  I now have my own private practice which has been established for the last 7 years.  We as a family have been considering a move to Canada, and I was after some advice about podiatry in Canada.   I do have a BSC Hons in podiatry and I am also a registered acupucturist.  I would appreciate if you could call me or e-mail me with some information.

Thank you,
 
Indie Sagar, srch
00441618817067
indiesagar1@tiscali.co.uk.

As podiatrists, we have worked very hard to establish our good name.  We carefully consider any new product or service that we offer our patients and how it will reflect on our reputation.  Therefore, the first hurdle that most podiatrists have to overcome is, “what do I say to my patients?”  The thought of being perceived as a salesman, as well as cost factors and professionalism come immediately to mind.  Many branches of medicine have embraced in-office dispensing because healthcare providers have found it to be an ethical, cost-effective method of enhancing patient care at the point of service.  Following three simple rules of in-office dispensing and knowing what to say to your patients will be the catalyst for a successful program that you, your staff and your patients will embrace.

The first rule of in-office dispensing is to dispense what you know.  There is no possibility of speaking convincingly to your patients about a product that you know little about.  By dispensing known products, you will be current on the usage and potential side effects, as well as able to offer empirical evidence with regards to patient acceptance.  When presenting products (as well as services), do not pre-judge your patient’s ability to afford or want the products you offer.  Patient perceptions are generally different from what their podiatrists think they are.  Patients want your professional recommendations about foot care products.  They do not know how to sort through the myriad of foot care products in the marketplace, and count on you for advice.  It is your duty to make the most appropriate choice for their condition.   The majority of products are inexpensive enough that most patients will want them.  More importantly, the patients will want what these products will do for them.  Knowing your products will also facilitate the educational training of the staff.   

The second rule of in-office dispensing is to offer patients a choice of where to go for their products.  For example, often times the products may be obtained from you at the point of service or at a local drugstore.  In this case, offer the patient a choice of getting the products from you at a competitive price or “shopping around” for a better value.  The majority of patients will take the products from you for convenience alone, but everyone appreciates having a choice.  Do not push a patient into purchasing something when they have not demonstrated interest, and avoid encouraging products with patients whom you feel will not use them.  As in any of your other services, patient selection is paramount.

The third rule of in-office dispensing is to be specific.  Tell the patient exactly what their condition is and then tell them specifically what product they need (if any).  Do not hesitate to recommend your product, if appropriate, for your patient’s condition.  You carry it because you feel it is the highest quality offering for the specific problem. 

Assuming that you have become comfortable with the concept of in-office dispensing and you have selected a line of high-quality product offerings, what do you say to the patients?  The easiest method of knowing what to say is using a simple script.  Scripts are not read off a sheet of paper; rather they are committed to memory.  Use a mnemonic to remember exactly what to say.  It should not appear rehearsed and after a couple times it will come naturally.

One recommended mnemonic is DOPPLRR (Doppler), which stands for the following:

*  Diagnosis
*  Other treatments
*  Product(s) you recommend
*  Price
*  Length of time product will last
*  Results
*  Return visit

Here is an example of a script utilizing DOPPLRR:

“Mrs. Smith, the dryness of your feet is starting to create cracks called fissures which can split and bleed.  You have used petroleum jelly but the cracks continue.  To prevent this, I recommend 20% Urea cream (show the patient the container), which will not just moisturize but also eliminate the heavy skin buildup.  It costs $12.00 and should last 4 months with once-daily usage.  My patients have had good results with this cream.  When I see you in 3 months, we will talk about your results.  This product is available at local pharmacies but we have this available here for your convenience.”

By presenting your treatment plan confidently, your patient will feel good about purchasing the products that you recommend.  Patients also enjoy this rapport with their physicians, which is an added benefit to discussing the products that you dispense with your patients.


We would like to thank Bill McCann, DPM, President-Elect of the American Academy of Podiatric Practice Management, for his assistance with writing this Gem.

Previous "Gems" can be found on their own pages of the FootZine.com web site, at
http://www.footzine.com/FZ_90.htm


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"Life without chocolate is too terrible to contemplate."  - Dove chocolates

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Many thanks to all of you who write and respond to each other.  It's why we're here, of course.  I wish you all a great weekend, and some great chocolate!

  ~ Gayle