1. During Tough Financial Times Collaborative Partnerships Are More Important Than Ever—Part 2 Sara Sack, Ph.D. Director of Assistive Technology for Kansans

3. 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.

4. 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

5. 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

6. 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

7. Looking for Partners: Who Buys AT/DME? (continued) 2009 survey of 10 DME suppliers in Kansas of equipment costing more than $1,000 SourceRangeAverageWeighted score Medicare80-33%56%9.9 Medicaid55-10%19.7%6.9 Private Insurance 25-4%11.2%6.8 Other38-2%9.4%6.2 Self Funded10-1%2.3%3.8 Voc. Rehab3-2%.7%1.8 Veteran’s Admin. 5-2%.7%1.8

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….

9. 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.

10. 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)

11. 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)

12. 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)

13. 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

14. 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

15. 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

16. 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

17. Income Received for Benefit/Service Public ImageAssociated with positive program Seen as environmentally or socially responsible Seen as fiscally responsible Customer BenefitsProvide 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

18. Income Received for Benefit/Service (continued) Benefits Business/Cuts CostTrack 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

19. Other Benefits or Services? Additional benefits or services that were not included in the list…..

20. American Physical Therapy Association

21. Volunteer Match

22. Wheelchair Help

24. Christopher & Dana Reeve Foundation – Quality of Life Grants

25. Country Distribution List

26. Are all wheelchairs going to countries other than US?

27. Wine for Wheels

28. Rotarians

29. Kansas Health Foundation

30. Kansas City Young Matrons Raise $100,000

31. Methodist Healthcare Ministries

33. Questions ? Contact Sara Sack, Kansas University Center on Disabilities, 2601 Gabriel Ave., Parsons, KS. 67357 620-421-8367 or ssack@ku.edussack@ku.edu

34. Thank you for attending this session! Please help us improve the quality of our conference by completing your session evaluation form. Completed evaluation forms should be submitted as you exit or to staff at the registration desk. Thank You!