During Tough Financial Times Collaborative Partnerships Are More

Important Than Ever—Part 2

Sara Sack, Ph.D.Director of Assistive Technology for Kansans

Be Thoughtful When Selecting Program Partners• Maintain positive image and program integrity

• We came close to becoming known as a recycling program!

• Don’t accidentally “give away” your program—keep your program brand

• Make sure contract/obligations of any collaborative efforts are financially worth the effort• Don’t spend 30K to earn 20K. Remember to calculate staff

time and program costs.

Looking for Partners: Who Buys AT/DME?

• Survey of 1,414 recipients of personal care services regarding DME purchases (Carlson and Ehrlich study, 2002) • 37% Self funded• 18% Medicare• 16% Private Insurance• 5% Medicaid • 5% Veteran’s Administration• 2% Vocational Rehabilitation

Looking for Partners: Who Buys AT/DME? (continued)

• Answer may be different depending on the definition of AT• If you ask the question for technology costing over $1,000• And if you consider the technology by category and

population (adult versus child)

Note: these are exactly the questions that we need to ask to examine Return on Investment questions

Looking for Partners: Who Buys AT/DME? (continued)

• A major DME manufacturer and supplier works on the premise that wheeled mobility and seating is paid for by:• 29% Medicare• 28% Medicaid• 21% Private Insurance (including managed care)• 7% Veteran’s Administration• 3% Vocational Rehabilitation• 12% Other

Looking for Partners: Who Buys AT/DME? (continued)

• 2009 survey of 10 DME suppliers in Kansas of equipment costing more than $1,000

Source Range Average Weighted score

Medicare 80-33% 56% 9.9

Medicaid 55-10% 19.7% 6.9

Private Insurance

25-4% 11.2% 6.8

Other 38-2% 9.4% 6.2

Self Funded 10-1% 2.3% 3.8

Voc. Rehab 3-2% .7% 1.8

Veteran’s Admin.

5-2% .7% 1.8

Looking for Partners: Who Sells, Utilizes, or Comes Into Contact With People Who Use AT/DME?

• Potentially a very large group• DME Suppliers• Schools• Independent Living Centers• Specific health groups (ALS, MS, etc)• Hospice• Funeral Home Association/Directors• EMTs and Firefighters• Many others….

Looking for Partners: What Can Our Colleagues Tell Us About Partners?

• In 2008 Statewide AT Act Programs from 10 states and 2 territories secured $629,227 from collaborative partners

• In 2009 Statewide AT Act Programs from 12 states and 1 territory secured $772,679 from collaborative partners

• Funding received was from a variety of sources—State appropriations, Health & Human Services, CMS (Real Choice and Medicaid), Blind Services, restricted donations, and fines from a local law.

Looking At Current AT Reuse Collaborators

• Connecticut –MFP---$10,000 (2008 & 2009)• Florida-General Revenue--$50,000 (2009)• Georgia—General Assembly--$46,196 (08),41,577 (09)• Idaho—Department of Special Ed-- $135,000 (09)• Illinois- Human Services Div-Rehab Services—$22,989

(09) • Indiana---Older Blind Grant--$29,555 (08), State Fund--

$6,000 (09)

Looking At Current AT Reuse Collaborators• Kansas—Health Policy Authority--$244,579 (08)

$247,487 (09)• Louisiana—State Appropriations--$41,763 (08),

$28,406 (09)• Louisiana—Restricted Donations--$1,150 (08),

$11,165 (09)• Montana—Health & Human Services--$93,484 (08 &

09)• North Dakota—General Funds--$10,000(08 & 09)

Looking At Current AT Reuse Collaborators• Ohio—State Funds-- $$47,500 (08), $20,000 (09)• Ohio– Local Law 264--$38,000 (08)• Puerto Rico—State Approp.--$35,000 (09)• Vermont—Medicaid Infrastructure Grant-- $44,000

(08), $61,571 (09)

Presenting Your Case For Collaboration

• Consider the proposed outcome for the partner of working together—improved image, access to used equipment, needed service, cost savings?• Improved public image

• Associated with positive program

• Seen as environmentally or socially responsive

• Seen as fiscally responsible use of public funds

In-Kind vs. Cash Contributions

• In-kind contributions have financial value and reduce program costs

• Operational costs • Provide space• Cover phone and communication expenses• Serve as a distribution center—accept and store equipment

In-Kind Contributions (continued)

• Provide transportation• Pick up and deliver equipment, transfer equipment from site to

site

• Advertise program• Insert mailers in their materials (utility bills, HHS

communications, etc.)• Provide radio, television, or print ads

• Secure donations• #800 sticker, letters seeking donations, wills & gifting

In-Kind Contributions (continued)• Professional services

• Accounting services• Legal services• Financial planning, wills & estate planning

• Hold an event on your behalf• Collection drive• Stop A Fall campaign

Income Received for Benefit/ServicePublic Image Associated with positive program

Seen as environmentally or socially responsible

Seen as fiscally responsible

Customer Benefits Provide increased coverage to their clients (better service)

Provide service to individuals who would not be covered otherwise

Cover the un-insured or underinsured

Notified of recalls—improved safety

Income Received for Benefit/Service (continued)Benefits Business/Cuts Cost Track program inventory

Collect follow-up data

Collect consumer satisfaction data

Track and notify consumer of recalls (helps reduce liability)

Recover unused equipment for program

Reassign used equipment to customers

Provide equipment for short term use

Provide tax donation documentation for equipment and cash contributions

Other Benefits or Services?

• Additional benefits or services that were not included in the list…..

American Physical Therapy Association

Volunteer Match

Wheelchair Help

Christopher & Dana Reeve Foundation – Quality of Life Grants

Country Distribution List

Are all wheelchairs going to countries other than US?

Wine for Wheels

Rotarians

Kansas Health Foundation

Kansas City Young Matrons Raise $100,000

Methodist Healthcare Ministries

Questions ?

• Contact Sara Sack, Kansas University Center on Disabilities, 2601 Gabriel Ave., Parsons, KS. 67357

• 620-421-8367 or ssack@ku.edu

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