Volume 6, Number 45 December  20, 2017

Dear Healthcare at Home Colleague,

There was a strong reaction to our special issue about Salo Solutions acquiring Delta Health Technologies. In one form or another, with occasional name changes, Delta has been around since 1968. We thought the occasion of its acquisition merited a bit more of an in-depth look beyond the official press release. We had a great conversation with Delta president Keith Crownover this week. He gave us the background that makes the story far more interesting. Click on the headline below, "The Rest of the Delta Story."

If you were in attendance at this year's NAHC Annual Meeting, you may remember the NetSmart exhibit hall booth. On display was a fun voting system where passers-by would take a bagful of candy from one of six dispensers. Each dispenser had a sign with an important home care problem and the instructions were to take the candy from the one that "most keeps you up at night." When the final day came, three of the six dispensers had been emptied far more than the others. All three had to do with staff: recruitment and retention, compliance, and training.

Down the aisle from NetSmart, we found a new company that specializes in helping with recruitment and retention, the winning issue in the "keeps you up at night" sweepstakes. In today's report, do not miss guest author Taram Frumkin's description of a system developed by entrepreneur Assaf Shalvi, who has adapted the concept of "Demand Induction" to the needs of in-home care providers. Click on the headline "Building the Infrastructure for Nurse and Caregiver Recruitment."

Lastly, take note of the announcement of the new data sharing cooperative between Brightree and SHP. Customers of both vendors will enjoy real-time alerts and enhanced reporting.

Worth the trip
Registration is now open for the 2018 National Leadership Conference, co-sponsored by ElevatingHOME, the VNAA, and the Alliance for Home Health Quality and Innovation. It will take place at the Grand Hyatt in Washington DC, March 7-9. Members and non-members can register on the ElevatingHOME web site.

There is still room on the 7th Annual Compliance Cruise! Join me and home health attorneys Liz Pearson and Lou Bernard, with consultants Jim Plonsey and Cheryl Peltekis, on the Norwegian Escape, January 20-27. Learn the best ways to cope with new COPs and CMS payment structures. Contact Laurel Hamilton for details: (708) 895-0381 or laurel_mts@yahoo.com.

If I do not see you on the cruise, perhaps we can catch up the following week at Homecare100, Orlando, January 28-31.

Have a great week. Keep making a difference!


Editor signature
Tim Rowan

The Rest of the Delta Story
As soon as the Salo Solutions acquisition of Delta Health Technologies was announced Tuesday morning, we called Delta president Keith Crownover to ask how the deal developed. It was not the story we had anticipated.

Building the Infrastructure for Nurse & Caregiver Recruitment
Nearly every healthcare at home provider we talk to, both medical and non-medical, names staffing as their number one problem. Guest author Tamar Frumkin told us about a unique approach that is working for her company's clients.

CMS Reports 2018 Enrollment Figures
Despite a shortened enrollment period and drastically reduced public advertising campaign, the same number of people enrolled in ACA insurance this year as last year.

Brightree Introduces Integrated Alerting to Improve Reporting
New function exchanges data between Brightree and SHP.

When you click on these ads,
you make sure HCTR continues to come to you for free.

During the 4th Quarter of 2017, web sites of the above advertisers were visited by home care and hospice executives and staff 2855 times.

To inquire about placing your message here, contact:


Last Week's Most-Read Stories:
Texas Judge Gives Agency Director of Nursing 75 Years; Husband Gets 80
If you are going to commit Medicare fraud, do not do it within the jurisdiction of the U.S. Federal Court for the Southern District of Texas.
Salo Solutions Acquires Delta Health Technologies
Keith Crownover to remain as President. Salo's Tony Ott will become CEO. Acquisition said to expand the reach of one of Healthcare at Home's original software vendors.

As of this date, approximately 28,006,000 Baby Boomers have become Medicare eligible.

Notable Upcoming Conferences Free Webinars

*HCTR will see you there.

CONNECTED HEALTH: Remote Patient Monitoring and Telehealth Summit

6th Annual Care Coordination and Technology Congress

January 24-26
Renaissance Atlanta Waverly Hotel & Convention Center
Designing successful bundles without collaboration between inpatient and post-acute (PAC) providers inhibits the cost-savings opportunities that make bundled payment a valuable model for hospitals and health systems. Designing care management incentives and solutions for complex patients requires integration across hospitals, home care, and the extended continuum of provider organizations.
Register for in-person or online participation

2018 National Leadership Conference
ElevatingHOME Annual Meeting
March 7-9
Grand Hyatt
Washington DC
Information and registration

New England Home Care and Hospice 2018 Conference
Presented by Home Care Associations of:
New Hampshire
Rhode Island

April 25-27
Cliff House Maine Hotel
Cape Neddick

Information and Registration

Your state or national association meeting not listed? Send the details to Conferences@RowanResources.com using this format:

Conference Title
Sponsoring Association
Hotel or Conference Center, City, State

Juggling the New CoPs and Other Applicable Laws

Sponsored by Kinnser Software
Featuring Robert W. Markette, Jr., Esq., CHC, of Hall, Render, Killian, Heath & Lyman, P.C.
Thursday, January 25
1:00 - 2:00 pm EDT

Attend to Learn:

  • Why "legal representative" is a concept you should already be familiar with
  • What compliance with the nondiscrimination provision of the Affordable Care Act may mean for the new CoPs
  • Why you must be more aware of harassment issues and prepared to take action
  • How harassment issues affect your discharge policies

Free: Register here

Creating A Successful Preceptor Program in Home Health Care

Sponsored by Elevating Home
Michael Ward RN, BSN, Division Director; BAYADA Pediatrics; Margit Moran, RN, BA, Director of Pediatric Clinical Education at BAYADA

Thursday, March 29
1:00 - 2:00 pm EDT

Information and registration

Are You Marketing to the Wrong Person?
A Different Way to Get Home Health Referrals

Presented by Healthcare Synergy
Featuring: Melinda Rodriguez, PT, DPT, MSCS, LSVT
Date: Wednesday, March 7
Time: 10:00 a.m. PST; 1:00 p.m. EST

In this Webinar, you will:
  • Learn another way to market inpatient facilities other than discharge planners, case managers or social workers.
  • Discuss the role of Home Health in the challenging healthcare environment – Short Term Home health.
  • Describe the Continuum of Care Concept in the post acute care network
  • Identify strategies to reduce risk of acute care readmission.
  • Discuss options for discharge disposition for potential skilled nursing facility candidates to decrease SNF discharge rate for inpatient rehab units.


How to Attract and Retain Health System Relationships

Presented by Netsmart
Watch now


Compliance Program Basics

Presented by Curaport
Featuring: Stephanie Koehn, RMA, CPC, CPPM, CPCO

Tuesday, March 20
2:00 p.m. EDT

Fee (per attendee): $49
Information & Registration

This education session is approved for one (1) contact hour of Continuing Education for Nursing

The Hospice Cost Report
Prepare Your Way With Expert Advice from Maureen Laskowski

Presented by Healthcare Synergy

Monday, March 12
10:00 a.m. PDT; 1:00 p.m. EDT

Click here to register

Home Health Aide Skills and Documentation

Presented by Curaport

Featuring: J'non Griffin, RN, MHA, WCC, Owner & President, Home Healthcare Solutions, LLC
Thursday, March 22
2:00 p.m. EDT
Information and registration


*This education session is approved for one (1) contact hour of Continuing Education for Nursing



What Does Behavioral Health Have to do With Home Health Outcomes?

Presented by: Netsmart/DeVero
Featuring: Katherine J. Vanderhorst ,RN-BC,BSN and Dr. Amy Craven

Thursday, February 22
2:00 p.m. Eastern
Learn why integrating behavioral health with chronic care management can improve star ratings.

Many home health patients have co-existing Chronic Behavioral Health problems that are not dealt with. If not addressed, problems like anxiety and depression leave patients unable to self-manage diabetes, congestive heart failure, CHF, COPD and other serious medical conditions. This presentation will show why recognizing and managing behavioral health diagnoses and can have a positive outcome on your agency’s STAR ratings. Presented by Katherine J. Vanderhorst ,RN-BC,BSN and Dr. Amy Craven.


The Penalty Box Compliance Series Part 6: Audit-Proof Your Visit Notes

Presented by Curaport
Featuring Kristi Bajer, RN, MSN

Wednesday, March 21
1:00 p.m. EDT

Information and registration

*This education session is approved for one (1) contact hour of Continuing Education for Nursing

Webinar hosts, send your announcements to: Conferences@RowanResources.com

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