GAME READY RENTAL PROGRAM GUIDE
www.vgmtherapy.com
TABLE OF CONTENTS > > > >
INTRODUCTION .......................................................................................................... 3
SECTION 1: ABOUT THE GAME READY RENTAL PROGRAM....................................... 4-6
SECTION 2: WHY YOU SHOULD ADD THIS PROGRAM TO YOUR PRACTICE ...............7-9
SECTION 3: HOW TO GET STARTED ...................................................................... 10-12
Game Ready Rental Program Guide | 2
INTRODUCTION VGM Therapy Members, We would like to present to you a new opportunity available exclusively to VGM Therapy members. VGM Therapy has partnered with Game Ready® to offer a full-service rental program that allows your practice to offer a higher standard of care, and faster therapy and recovery time. This gets your patients back to work and sports activities, while driving revenue into your clinic locations. Game Ready is the recovery technology of choice for thousands of patients, elite athletes, athletic trainers, professional teams in every sport, special military forces, and the world’s foremost orthopedic surgeons, sports medicine doctors, and physical therapists. Inspired by human endeavor and driven by technological leadership, Game Ready is dedicated to developing the most innovative and effective products for helping people get back to what matters after injury or surgery. As cuts to reimbursement continue, the Game Ready program allows for new revenue sources as well as new dollars in workers’ compensation and other patient/care segments. With this program, Game Ready and VGM Therapy have created a cost-effective, revenue generating opportunity that can grow your PT business. PT practices will have the resources and ability to leverage new referral sources and grow revenue generating partnerships. Plus, your practice will always have the most up-to-date equipment and technology. Game Ready will switch out your unit as new technology is developed. It is our hope that this program will help support and bring new revenue generating opportunities through the doors of your practice, and provide faster recovery and treatment solutions to get your patients back to work or the athletic field after injury or surgery. We are excited to partner with Game Ready as a part of Avanos Medical to bring this program to our membership community. Sincerely,
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VGM Therapy
Introduction
SECTION 1: ABOUT THE GAME READY RENTAL PROGRAM This full-service rental program provides your practice with access to (5) GRPro 2.1 and (1) Med4Elite. The cost to participate in this rental program is $500 per month for the use of: •
GRPro 2.1 (5 units)
•
Med4Elite (1 unit)
While purchasing the equipment outright can be prohibitively expensive for many practices, the full-service rental program offers the Game Ready equipment at an affordable cost, freeing up cash flow. It also means your practice will always have the most up-to-date equipment and technology. As new technology comes available, Game Ready will switch out your units. GAME READY MODELS
BENEFITS OF THE PROGRAM 1. Increased Revenue As reimbursement levels continue to be reduced, the Game Ready/VGM Therapy rental program allows for new revenue sources. That means new dollars in workers’ compensation and other patient/care segments. 2. Cost Effectiveness Game Ready and VGM Therapy have created a cost-effective, revenue generating program that can grow your PT business. 3. New Referral Sources By participating in this program, PT practices will have the resources and ability to leverage new referral sources and grow revenue generating partnerships. 4. New Technology
GRPro 2.1 This portable cold and compression system helps reduce opioid consumption, decrease pain and swelling, increase post-op range of motion, and increase satisfaction with the recovery process. This system provides faster, deeper-penetrating, and longer-lasting cooling in treating injuries and surgery recovery.
Through the Game Ready and VGM Therapy program, your practice will always have the most up-to-date equipment and technology. Game Ready will switch out your unit as new technology is developed.
Med4Elite This multi-modality, dualuser recovery system integrates cryotherapy, thermotherapy, rapid contrast therapy (RCT), and intermittent pneumatic compression therapy (IPC) for surgery recovery and chronic injury. This machine helps decrease pain and swelling, reduces opioid consumption, reduces joint and muscle stiffness, and increases blood flow to the treatment area.
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CASE STUDIES Using the GRPro® 2.1 Cold & Compression Therapy System Seven post-market clinical follow-up studies have been completed, evaluating the benefits of Game Ready’s cold and compression therapy system for total knee arthroplasty (TKA), anterior cruciate ligament (ACL) reconstruction [2 studies], total hip arthroplasty (THA), hip arthroscopy, adult lumbar spinal surgery, and scoliosis surgery patients. Benefits of using the Game Ready system after surgery are listed below. •
Reduces patient opioid consumption and may allow for earlier discontinuation of opioid medications in certain patients
The results: Researchers found that the device did help reduce the need for narcotic medication in the first two weeks following the operation. And, there was a trend toward longer distances achieved in the six-minute walk test (6MWT). The biggest difference, however, was patient satisfaction. Patients who used the cryopneumatic cooling regimen showed significantly higher satisfaction rates than those with the control treatment. Learn more in “A prospective, multi-center, randomised trial to evaluate the efficacy of a cryopneumatic device on total knee arthroplasty recovery,” published in The Journal of Bone and Joint Surgery 94-B, Supple A: 153-6.
1,3,4,6,7
•
May increase patient satisfaction with the recovery process 1,2,5
Study 2: Reduced Pain and Shorter Hospital Stays
•
Increased post-operative range of motion in ACL patients 4
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Decreases pain 1,5,8
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Lower postoperative blood loss 8
•
May lead to early hospital discharge [shorter length of stay] in some patients.
The study: Both pneumatic compression and cryotherapy have been successfully used to manage acute tissue damage. Researchers tested what effect the Game Ready System (GRS)—which combines cyclic compression and cryotherapy—would have in total hip arthroplasty (THA).
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Study 1: Increased Patient Satisfaction The study: Pain, swelling, and inflammation are expected during the recovery from total knee arthroplasty (TKA) surgery. But can a device like Game Ready help? To find out, a prospective, multi-center, randomized trial was conducted to evaluate the effect of a cryopneumatic device on post-operative TKA recovery.
The results: What they found pointed to less use of pain medication, shorter hospital stays, less wound discharge, and less pain at six weeks following the operation.
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Learn more in “Cryocompression therapy after elective arthroplasty of the hip,” published in Hip International, 22 (05): 527-533.
Section 1: About the Game Ready Rental Program
Study 3: Deceased Use of Pain Medication The study: While cryotherapy has been shown to decrease postoperative pain after anterior cruciate ligament (ACL) reconstruction, less is known of the effects of combined cryotherapy and compression. To learn more, researchers looked at subjective and objective patient outcomes following ACL reconstruction, comparing combined compression and cryotherapy to traditional ice therapy alone. The results: Based on their findings, the use of combined cryotherapy and compression in the postoperative period after ACL reconstruction results in improved short-term pain relief and a greater likelihood of independence from narcotic use compared with cryotherapy alone. Learn more in “The efficacy of combined cryotherapy compression compared with cryotherapy alone following anterior cruciate ligament reconstruction,” published in The Journal of Knee Surgery 25 (02): 155-160.
Study 4: Improved Recovery of Range of Motion The study: Cryotherapy is a useful adjunctive analgesic measure in patients with postoperative pain following anterior cruciate ligament (ACL) surgery. And past research shows either static permanent compression or dynamic intermittent compression can be added to increase the analgesic effect of cryotherapy. Researchers aimed to determine which compression method provided the best results. The results: Dynamic intermittent compression combined with cryotherapy (i.e., Game Ready) decreases analgesic drug requirements after ACL reconstruction and improves the postoperative recovery of range of knee motion. Learn more in “Cryotherapy with dynamic intermittent compression for analgesia after anterior cruciate ligament reconstruction. Preliminary study,” published in Orthopaedics & Traumatology: Surgery & Research 100: 309-312, 2014. LEARN MORE AND GET STARTED For more information and to get started with this Game Ready program offered on behalf of VGM Therapy, contact Miranda Murphy by email Miranda.Murphy@vgm.com or by phone 855-458-6972.
Game Ready Rental Program Guide | 6
SECTION 2: WHY YOU SHOULD ADD THIS PROGRAM TO YOUR PRACTICE VGM Therapy and Game Ready have designed this rental program to create opportunity—for your clinic and your patients. Because Game Ready can reduce the recovery time following an injury, patients can get back to their work or athletic activities faster. And many are willing to pay out of pocket to do it. This makes Game Ready an attractive offering to referral and payer sources, which adds up to more revenue for the clinic. REASONS TO GET STARTED 1. Increased Patient Satisfaction Not only will you receive access to Game Ready equipment at an affordable price, you won’t have to worry about replacing it down the road. Game Ready will swap out the equipment as new technology comes available. 2. Improve Practice Efficiency through the simultaneous treatment of multiple patients. The rental model makes it easy to free up your cash flow, and the program allows for positive cash flow after just one month. 3. Enhance Practice Standardization among therapists Game Ready is designed to get people back to work or their athletic activities faster. By offering a solution patients and referral sources are looking for, you’ll drive revenue to your clinic. 4. Revenue Generation New revenue and referral sources that include cash and worker’s compensation based rentals.
5. It’s Got a Reputation Game Ready is a well-established company and part of Avanos Medical. It has strong brand recognition among athletes, trainers, PTs, and payer and referral sources. CREATE OPPORTUNITY AND GET RESULTS The Game Ready Rental Program has already been tested, ensuring clinics can realize the benefits it has to offer. To do this, we conducted a pilot program with several clinics, and you can find information about the clinics below. Clinic Profile Information Clinic 1 Location Town Population: 65,606 Average Monthly Patient Volume: 824 Number of PTs: 6 Payer Mix: Workers’ Comp 3.5%, Group Health 67.1%, Medicare 28.5% Clinic 2 Location Town Population: 41,920 Average Monthly Patient Volume: 838 Number of PTs: 6 Payer Mix: Workers’ Comp 9.6%, Group Health 68.8%, Medicare 21.5%
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Clinic 3 Location Town Population: 6,599 Average Monthly Patient Volume: 518 Number of PTs: 3 Payer Mix: Workers’ Comp 8.8%, Group Health 63.6%, Medicare 27.4%
Since the rental program includes five (5) GRPro 2.1 units and one (1) Med4Elite unit, you can ensure as many PTs and patients have access to the equipment as possible, all for one low monthly cost.
Section 2: Why You Should Add This Program to Your Practice
Data Outcomes All data outcomes are based on national averages for this model and reflect clinic examples based on varied patient volume. Clinic 1
Med4Elite
GRPro 2.1
Clinic 2
Med4Elite
# of Monthly Patients
100
Med4Elite Avg. Reimburse (97034/97016)
$16
Med4Elite Avg. Reimburse (97034/97016)
$16
$ Generated/mo
$1,600
$ Generated/mo
$1,280
Customer Payor Breakdown
UPSIDE
GRPro 2.1 Avg. Reimburse (97039/97010)
30
# of Monthly Patients
GRPro 2.1 80
72% Cash 28% WC
Customer Payor Breakdown
Region and Payer Specific
GRPro 2.1 Avg. Reimburse (97039/97010)
UPSIDE
20
72% Cash 28% WC Region and Payer Specific
Avg. Work Comp
1,000.00
Avg. Work Comp
1,000.00
Avg. Cash
$300.00
Avg. Cash
$300.00
Avg. Rental Total Revenue Generated
$496 30x496X.25 $3,720
Avg. Rental
$496 20X496X.25
Total Revenue Generated
$2,480
Net Revenue for Clinic Monthly
$5,320
Net Revenue for Clinic Monthly
$3,760
Net Revenue for Clinic Annually
$63,840
Net Revenue for Clinic Annually
$45,120
Clinic 3
Med4Elite
# of Monthly Patients
60
Med4Elite Avg. Reimburse (97034/97016)
10
$16
$ Generated/mo Customer Payor Breakdown
GRPro 2.1
$960 UPSIDE
GRPro 2.1 Avg. Reimburse (97039/97010)
72% Cash 28% WC Region and Payer Specific
Avg. Work Comp
1,000.00
Avg. Cash
$300.00
Avg. Rental
$496 10X496X.25
Total Revenue Generated
$1,240
Net Revenue for Clinic Monthly
$2,200
Net Revenue for Clinic Annually
$26,400
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“It’s worked really well. And it’s extended the care timeframe that a patient can be here, which engages that patient too. Obviously, it’s another potential charge add. But patients are happy and getting better sooner. Patients say this is the best part of their day, let alone the best part of therapy. So, I think it was a win-win for us.“ CLINIC MANAGER
“It allowed our clinic to become more profitable, more efficient, establish more of a patient-centric approach, and establish a basic standardization of care for how we treat our patients.” CLINIC MANAGER
“I have a couple people that are post-op foot right now, and I have definitely used the Game Ready equipment on them. Both of them love it and rave about it, and would probably come in to use the machine every single day if we let them. That has been a really good response.” PHYSICAL THERAPIST
“I’ve seen more staff use the Med4Elite every week since it has been up and running. What an incredible machine. And patients love it, we enjoy using it, we use it frequently. No question about it, this machine is awesome.” PHYSICAL THERAPIST
“I can’t believe the difference this machine makes getting the cold to go around the whole circumference of my hip. The compression along with the cold therapy really makes a big difference. I can’t believe how much the compression helps and how much more effective the cold feels deep around my hip. This is a game changer. I’m going to tell my orthopedic Dr. about how good this is!” PATIENT FROM WEST DES MOINES CLINIC
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LEARN MORE AND GET STARTED For more information and to get started with this Game Ready program offered on behalf of VGM Therapy, contact Miranda Murphy by email Miranda.Murphy@vgm.com or by phone 855-458-6972.
Section 2: Why You Should Add This Program to Your Practice
SECTION 3: HOW TO GET STARTED Adding a new therapy to your offerings can be daunting. However, VGM Therapy and Game Ready make it easy to get started. In this section, we outline some of the key opportunities and best practices you should consider to ensure you and your patients get the most out of the Game Ready equipment. If at any point you have questions, you can always contact Miranda Murphy by email Miranda.Murphy@vgm.com or by phone 855-458-6972. GAME READY TRAINING Before you can launch your program, PTs and clinic managers will need to complete some training. Game Ready has designed an educational site to get you up and running. The training is broken down into individual topics. Each topic has been thoughtfully curated to help you become an expert in all things Game Ready. Game Ready is committed to being the best at getting patients back to the things that matter. Their success starts with our people. This educational website will provide the tools needed for both individual and companywide success.
REVENUE GENERATING OPPORTUNITIES There are two primary models for generating revenue with the Game Ready equipment. Depending on your clinic setup and patient preferences, it may make sense for you to consider offering either or both models at your location. 1. Clinic Subscription Model Under this model, the patient or third-party payer* pays for access to use the Game Ready equipment in the clinic. While the equipment is easy to use, many patients feel better having a PT run the therapy. Similarly, many PTs find this model easier to handle. It removes the need to train patients on the equipment, and it creates another touchpoint between the PT and the patient. 2. Patient Rental Model Alternatively, if the patient likes the therapy, you could offer to let them take it home with them. Under this model, the patient or thirdparty payer pays to rent the equipment from you for in-home use. This does require a bit of training so the patient understands proper use of the equipment, but many patients prefer the convenience of having their therapy in the comfort of their own home. Whether you choose to employ one of the models or both, you will want to have a documented process in place. Here, we have an example of the process we used during the pilot program.
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GAME READY PROCESS 1. Patient is identified as needing a Game Ready unit
GAME READY DISPLAYS
2. Treating therapist obtains an order from the referring provider using the Game Ready Physician’s Prescription Form
To help you explain to patients how Game Ready works and the benefits it offers, we recommend having a display set up in your clinic (if possible). This is also helpful if you need to train patients on the proper use of the equipment or about the wraps needed before they take a unit for inhome therapy.
3. Treating physician (or Game Ready rep) should: a. Discuss cost with the patient b. Show the patient how to work the unit and put on the wrap c. Let the patient know someone from your office will contact them to go over paperwork and payment 4. Collect paperwork and information for the patient: a. Insurance information b. Workers’ compensation/liability information c. Patient email address, mailing address, and daytime phone number d.
Game Ready Physician’s Prescription Form completed and signed by their doctor
e. Serial number of the unit being given to the patient (if they are renting it for inhome use) f.
If they are post-op, note: i.
Date of surgery
ii. Where the surgery was performed g. What wrap was provided to the patient
Below are several ideas that can be used individually or together, depending on the space you have available: 1. Retail end units Set up this area to promote Game Ready with imagery or brochures for when patients are waiting to be seen. 2. Video Produce a video showing Game Ready equipment being used in the clinic with enticing messaging, such as: a. Recover Faster in Your Home. b. Enjoy Your Treatment? Take It Home With You. 3. Add an iPad or tablet to the front desk area with a slideshow, pictures, equipment information, or a video.
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4. Display the wraps and Game Ready signage above training tables where it will be visible to patients.
*Note: Coverage for Game Ready therapy varies from payer to payer. And, in some cases, the patient might pay more out of pocket when using a third-party payer than if they had simply paid cash. It is important to consider the payer mix at your practice, so you can help patients make the most cost-effective decision.
Section 3: How to Get Started
MARKETING RESOURCES With a plan in place, it is now time to start getting the word out to patients and referral sources. Make a list of your current and prospective referral sources and let them know that Game Ready is now available through your clinic. Email is a convenient way to do this, but don’t discount a mailed piece, phone call, or inperson visit. We have put together a packet of marketing pieces and some sample communications to make the process easier. •
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Each bifold measures 6.25” x 11” and will be printed on 80# dull cover paper stock, allowing you to present patients and referral sources with a professional print piece featuring your expertise, offering information, and clear call to action. Call Christina at VGM OTS today at 866-621-4514 to place your order! FORMS AND RESOURCES
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GRMed4 Elite Brochure
Documentation is key in any practice. VGM Therapy and Game Ready have collected some of the most frequently requested forms and resources so you always have the information you need at hand.
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GRPro 2.1 Patient Brochure
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GRPro 2.1 Rental Brochure
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Coding Guide: GRPro 2.1
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GRPro 2.1 Workers’ Comp Brochure
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Physician’s Prescription Form
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Provider Services Agreement
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SAR Form Request
Brochures
Sample Communications o
Referral Source Outline Guide
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Program Launch Letter to Referral Source
Order an Affordable, Branded Brochure Order turn-key bifold brochures branded to your company to inform and engage patients and referral sources of your new Game Ready® therapy offering. Created by VGM OTS, a sister company of VGM Therapy, this bifold template will feature your company: •
Logo
•
Colors
•
URL
•
Phone
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Name
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Accepted payers (e.g., HSA, FSA, work comp)
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Testimonial
•
Contact information including address, phone, fax, and URL.
LEARN MORE AND GET STARTED For more information and to get started with this Game Ready program offered on behalf of VGM Therapy, contact Miranda Murphy by email Miranda.Murphy@vgm.com or by phone 855-458-6972.
Game Ready Rental Program Guide | 12
GAME READY RENTAL PROGRAM GUIDE www.vgmtherapy.com
