Webinar Recording: Zero-Friction DME & Family Communication with Qualis & Betterleave

Medical equipment and family satisfaction don’t always go hand in hand, but they should. When equipment arrives late, is confusing to use, or isn’t right for the patient, families notice. And when they notice, it shows up in your CAHPS scores and online reviews.
In this special Lunch & Learn, hosted by Betterleave and Qualis, Betterleave CEO Cara Abbott and Qualis Regional Director of Sales Natalie Jensen dive into the hidden connections between DME, caregiver confidence, and family experience. From delivery breakdowns to over-ordered equipment and bedside coordination stress, this conversation pulls back the curtain on how improving DME workflows can support families, protect your reputation, and give nurses their time back.
Key Takeaways:
✔️ 40% of CAHPS Questions Tied to DME
Missed deliveries and poor training don’t just frustrate families—they hit your scores hard. Learn how DME affects satisfaction across categories.
✔️ Your Vendors Represent You
The driver showing up with equipment is your hospice, in the family’s eyes. Natalie shares how Qualis ensures white-glove delivery and respect in every interaction.
✔️ DME Should Be Forgettable (In a Good Way)
If equipment shows up on time, works perfectly, and doesn’t need chasing down, families barely notice—and that’s a win.
✔️ Smarter Routing, Live Tracking, Real-Time Proof
See how Qualis offers simple tracking and improved ordering with EMR integration, saving hours for clinical teams every week.
✔️ Cost Savings Without Clinical Compromise
Low air loss mattresses are a classic overspend—Natalie explains how Qualis helps hospices spot unnecessary utilization and reduce costs without sacrificing care.
WEBINAR TRANSCRIPT
Hi, everybody. Welcome to our lunch and Learn today hosted by Betterleave and Qualis. My name is Cortney Swartwood and I'm the Senior Marketing Manager here at Qualis. I'd like to take a moment just to thank you all for joining today's session, which is 0 Friction, DME and Family communication, How to Keep equipment, family caregivers, and CAHPS all humming. So while you guys are waiting for your Uber Eats vouchers to get to you, I do have a few extra little tidbits that'll be helpful to make sure that you have the best webinar experience possible.
On your screen, you're going to see the most important components of today's session. You're going to see the presentation itself, a Q&A window and a survey. All of the windows that you see there are resizable, movable, and adjustable. So set it up however you'd like. Please drop any and all of your questions directly into that Q&A window, not the chat window. We ask that you use that Q&A section because we're going to use that to track and answer any questions that do come in. And then you can also feel free to use that space to reach out if you're having any kind of technical issues.
And we should be able to have somebody from our team help out with that. The survey window that you see there allows you to provide feedback on today's session and to request additional information about a variety of our solutions. There's also a toolbar at the bottom of your screen, and then you'll see a resources icon within that toolbar. If you click on that icon, you'll be able to download today's slides. Lastly, the webinar today is being recorded, so we will get a link out to you so that you can watch the on demand recording and share it with your teams.
Likely tomorrow we'll be able to get all of that out to you. All of that being said, thank you for bearing with me for my housekeeping stuff, but I'd like to go ahead and introduce your two speakers for today. Joining us from Qualis is Natalie Jensen. She's the Regional Director of Sales. And then from Betterleave, we have the CEO, Cara Abbott. Thank you both so much for putting this conversation together and for joining us today. I'm going to go ahead and pass the mic over to Cara to introduce herself and tell you a little bit more about Betterleave.
Awesome. Thank you. We're so excited for this conversation today. I remember when I met you, Natalie, we were gosh of the conference and then since then we had met at several conferences and I just remember heading off with you and saying, OK, this is some this is an expert in the space, has been in it for multiple years across kind of different touch points of the journey and really believes in tech forward solutions, really believes in efficiency and automation. I thought, Oh my gosh, we have to get on a webinar together.
So thanks for taking the time. I'm super, I'm super excited to dive into all things DME, which admittingly I don't know that much about. So this will be a really good conversation and an eye opening for me. But before we do that, a little introduction with myself. This, as you mentioned, I'm Cara, I'm the founder and CEO of Betterleave. We're an early stage family caregiver support communication tool. We're about 3 years old and we really wrap our arms around family members throughout the post acute journey, starting from home health through palliative and Hospice. And the great thing about how we operate as an extension of your team is that you can really focus on groups, can really focus on the patient experience.
And so, you know, we kind of blend this idea of patient experience and family experience, really making sure that family members are connected. And so obviously it, it ties perfectly into medical equipment and the needs and the issues and the scheduling and, and family members being satisfied. So it's a perfect segue to our our conversation today. Natalie and I want to hand it over to you to introduce yourself and a little bit about call us too. Yeah, thanks, Cara. Super happy to be here. You said made a couple conferences, definitely hit it off.
Like you said, we're both passionate about hospice and not only that, but providing quality care for patients. And it's not often that you see companies that are truly founded with the mission to really positively impact patient care. So as Cortney introduced earlier, I am the Regional Director of Sales for Qualis. We are a medical DME medical equipment company, management company, so focused on providing vendor management, simplifying your ordering process, EMR integrations, all the great things, allowing your nursing staff to focus on patient care, not hunting down medical equipment. So super excited to be here and to jump in with you, Cara.
I love it. We about early we're running kind of what we call like a little mini series of webinars and what I'm calling this are like really pivotal inflection moments that can trip up family members and their experience. And we focused with the focus on pharmacy before and I know you have background in a pharmacy as well. We've also, we've also focused on the kind of the bereavement experience of these moments in time and going right into equipment like when things don't work, when things don't arrive on time like that can leave a pretty big impression on families, which ultimately is going to trickle into your CAHPS.
So this is like a perfect conversation. I'm going to flip over here to the next slide. We only have about 20 minutes, so it's going to go really fast. It's a lunch and learn. Natalie and I are going to try to give you really practical takeaways from groups that we work with, some tips and tricks that are low cost or free, as well as some paid options of, of what you can do to implement some new processes. Please make this conversational. I like to say this as well, like ask questions to ask, like we have the chat open.
So if there's anything that sticks out or you, you want to know more on, like please ask us. And what we're really going to dive in today is how you know, the DME and family caregiver communication experience impacts both your bottom line and top line. So how does it help you drive revenue? How does it increase your CAHPS scores, online reviews, happy families, but also operational efficiencies? How do you keep your staff happy and doing less admin work? So these are some of the, these are some of the topics that I think we're going to really focus on, but please make it conversational.
Everybody in the everyone that's on this today, like please, please jump right in and ask questions. So, Natalie, OK, the first thing we talked about yesterday when we were, we were like, OK, what are the three biggest areas or bullet points that are important with to family? The first thing that came to mind was continuity of care. And when I think of continuity of care, I think everybody's on the same page and every family member and every patient is receiving the same consistent experience no matter what referral source they came from, no matter what condition, no matter where they're located.
There's this, there's this piece here around consistency. Walk me through based on your background and what you've seen in this space, like how important is DME and metal medical equipment and arriving on time no matter if it's in the home or the facility. Like how important is this consistency piece for DME in the? Space, well, it's, it's huge, right? I mean, DME is super invasive and we see the patients and their families at their most vulnerable, right when they've accepted service and they're kind of getting that water bucket to the face of, Oh my gosh, I'm end of life.
My family member, my mother, father, whoever it is is going to pass away soon. And then we bring in a bunch of equipment and then on the back end when the patient passes, we're coming back in and removing the equipment that you know, the family member, you know, use and the family members see left in the home. So we have to be really aware of the timing and cognizant of how we are representing ourselves to the patient in the family because it matters. It matters in your CAHPS, it matters in your reputation. If an error is made, typically the family members not going to see it as an error on the DMV vendor, they're going to see it as an error from the Hospice.
So we have a lot of targets that we have to be aware of and having that continuity of care, making sure that our deliveries are on time, that our drivers look put together, that they teach the patient and the caregivers how to use the equipment and that they're respectful, courteous, all these kinds of things. And that that translates for every patient, for every program across the board. Oh, I love that you had on two things that I want to dive into. One, you said training. So this is a big one for me because in the last webinar we did around pharmacy, I think there was a set that was like 90% of family.
Caregivers. Are not trained in background to be caregivers. So you're coming into the home, it's invasive and let's say you're dropping off, I don't know, an average three to five pieces of equipment. I can just envision like a bed and oxygen tank and all these things. And you have the family who maybe is like really has no idea how to work it or has never seen it before. What are maybe one or two easy ways that providers can maybe help provide some training or some tools or maybe articles or resources on like how they can feel more comfortable with the equipment?
Like what have you seen? Sure. One thing that we really focus on the back end because you know, as a management company, our team and our staff is not interacting with the patients, but we're interacting with the vendors that do see the patients, right. So where we see a big value is 1. Training the Hospice staff how to use our portal, how to use that stuff, how to interact with the vendors. Then also really focusing with the vendors on what our level of care is so that when they go into the home, they can provide quality education to to the family members, making sure that they understand, you know, how to use a certain type of lift or how to lock in a bedside table, stuff like that.
On the back end. We're very good about providing those resources back to our Hospice partners as well, because the nurses are going to go into the home too on their weekly visits or whenever they're scheduled to see the patient. And it's likely the family will have questions for them too. So we're making sure that every person that they're exposed to who would have any touch points with the DME equipment is trained and capable to answer the questions that the family may have. I love that. I think about another option is in your admission packet, in your admission booklet, making sure as a Hospice group you have maybe some Flyers or information or PDFs or printouts of like here are the common pieces of equipment.
If you have any questions or here's here's like the number to call for the vendor. I think that is also like a really low lift, easy way to make sure people get some training. So I love that you also you also hit on CAHPS, which super important. I was really shocked by this dat. So I wanted to dive in here. 40% of CAHPS questions are directly impacted by equipment. I was super mind blown by this. I mean, when we, when I think about CAHPS, I think, you know, family experience, spiritual, emotional care, talk me through based on, you know, what your experience is like, how does DME kind of impact across different CAHPS areas?
And like, obviously it's really important. So you know what, what have you seen? Like we obviously listed some barriers here, but like how important is it to your CAHPS really? Well, like you said, it's 40% of of the CAHPS survey. So the the CAP survey actually was adjusted recently and a new version went into effect April first. But there are 39 questions on the new CAHPS survey, 8 of them are demographic 12 in the some of the 12 questions on there are DME, which is that you said 40%. So we're seeing stuff across like timeliness of health, you know, all those kinds of things.
When a family member has a late delivery, you know, typically happy customers are not as quick to go leave reviews as upset caregivers or family members, right? So making sure that we're providing quality equipment, that we're on time, that we're communicating, we're doing all these things and hitting all those different subsections of that survey, you know, definitely correlate because the family members watching that. And oftentimes when something goes wrong, the family members or the caregivers are stressed out. And when they react or reach out to the program, they may not be as nice as possible because they're stressed. They're losing a loved 1.
So if we can take the pressure off by providing clean equipment, on time equipment, making sure that we're training and that we're educating as we go through the process, then we're easing the burden of the Hospice, but we're also easing the burden of the patient and the caregivers. Yeah. Oh, I totally agree with you. I mean, I think this is a really big deal. And I think when you think a lot of the Hospice groups I talked to are really focused on revenue right now. And I know we're going to talk about that. But but when I think about what drives revenue, it's cap scores and it's also online reviews.
And, and I think about consumer behavior and when you have a really negative experience, like maybe the equipment's wrong, it's delayed, it doesn't get there on time. Consumers are more likely to leave negative reviews. We all know that. We've all been upset by like our favorite, let's say clothing store vendor and we've left like this is terrible experience. So you have to make sure you are always going above and beyond to get that positive experience and that positive feedback. And so I think about these cap scores a lot, especially on communication and communication with family, setting expectations.
Nobody likes surprises. Super, super important. And I think, you know, a way for a hostage group, like from a workflow perspective is like magnets. I don't know. This is when my mom was a house, there was a magnet on the fridge with phone numbers like in case you need to call these three. And I remember the the DME vendor being one of those on the on the fridge magnet. Just making it really accessible for for folks. That's great. OK, I want to pivot into our next.
So we have three key talking point talking points for everyone on the call. I'll leave you with the three takeaways, but our second take away was just how, how can you as a group make sure that whatever technology you use is frictionless? So it's easy for the staff to use. There's not like a ton of training. It's easy for family members to engage with. No matter where the family members or where you know the DMV vendor is, it should all be consistent. So I would definitely want to dive and talk into talk a little bit about this. You know, you, you mentioned like, you know, it's pretty invasive process.
As soon as you're on service, we might come into your home. How do you think about providing a tool that is forgettable and invisible and less invasive? Like what? What? How do you guys think about that? Well, it's actually funny you mentioned that because we started with this kind of internal phrase that if we could make DMV forgettable, then like we've done our job. But it's so true that now we actually we use that. It's kind of like our unofficial catch line, if you will.
If, if as, as a Qualis member, like if we can make your DME experience forgettable, then we've done our job. Meaning that like again, we're not going to, you know, interact with the patients on the Qualis side. But if we can enable your, your nursing staff, your frontline clinicians to have a simplified ordering process where there's EMR integration built in, your demographics flow directly from your EMR indoor system. You can pull the patient up, simply order the equipment that you need to order. You as a trusted vendor have the option to choose which vendor you want and then know that it's going to be at the patient's home within two to four hours on a same day delivery, depending on what kind of delivery you choose.
Stat or regular that and you know what's going to be there then that is simplified, that is invisible, that is frictionless because you can count on the system to work and you know what's going to be there every time. Which takes things off the nurses plates and gives them back time to do what's really important, which is patient care. They're not chasing down equipment. They're not hunting down oxygen concentrators or trying to figure out why a delivery is late. Let us do that one with Qualis. It doesn't happen very often, but if it does, that's what our team is for.
So we take on that so you guys can focus on what's important, which is being at the bedside, being with the families, being with the patients. I love that. I mean you, you're Segway perfect. And then this next slide, which is like all about workflow, it's it's, you know, you have a team, you know, my guess is they're strapped. You know, maybe you're, you have a lean team. You're thinking about every minute of the day. You're going out into the field, you're coming back in the field. Like you don't want to have to be dealing with admin stuff like that's the reality.
But you have all these tools and systems. So it sounds like Qualis is really thinking about the frictionless workflow process. And I know here you mentioned yesterday, you know, you're saving hours and hours of teams time, which I think is really valuable and sometimes hard to see, right? It's hard to see that that he lost. And we see that Betterleave all the time with our family caregiver communication. It's like we're saving on average about 25% of routine phone calls coming in because we're proactively messaging families like, Hey, don't forget, you know, this is something around this equipment or don't forget this is your afterwards call line or like, Hey, we're here if you have any questions.
And because it's this proactiveness, we're able to reduce, you know, pretty significant amount of what I would call routine admin. And it sounds like your, your tool and your system does the same thing, which is how do you make the lives of the family members easy and it frictionless, but also the staff, which I think is really important. When the staff is healthy, when they're happy, healthy, recharged, you know, that's going to show in the patient outcomes, It's going to show in the family outcomes. Oh, absolutely. So important. So talk me through a little bit about how you know, some of the the dashboard and the visibility.
And I think visibility is really key here because when you think about visibility, it's like where is the equipment in the process? How when does it get picked up? You know, these things like to the minute are really, really important. Walk me through how you guys think about that workflow. Yeah, that's a great question. So a couple different things. We have our workflow that goes to like our actual ordering platform. And then we have like our dashboard that's specific to each Hospice.
And that dashboard will show kind of high level things that an exec might want to see on time deliveries, kind of usage meters, stuff like that, that you can just kind of take a look at a glance to see are we kind of hitting where we want to be? Or do we have areas that maybe we need to take a look and focus on in terms of like workflow for a clinician moving through our our platform just called DME. Plus, like I mentioned earlier, we integrate with many of the nation's leading EMRs and all of our Qualis partners today have EMR interfaces.
It's something that we offer just because technology is, is the big talk right now, right? So if our goal is to make things simplified and easier than having the EMR interface in place is less clicks for your nursing staff. So all of our partners have one. It's just something that we offer for everyone. But that anyway that interface brings in that ADT level stuff, the demographics and then they can just pull up the patient without having to enter any sort of free text. Sometimes a patient may be in a pending status and you may have to kind of.
Depending on the EMR types and stuff in, but more often than not, you're it's just directly in there and then you can move through the ordering simplify, just simply easily pull what you need and then it will the vendor you send it through the vendor will get the notification and then in the portal it'll show you like received. And that way you know that the vendors received it and they started to work on it. And then when it's delivered, you'll get a delivery confirmation of you know who was delivered by and date and time, stuff like that. So you can say if you have a question on a facility, 'cause you know what, they love to lose meds and equipment, you can go back and say what was delivered.
And so and so, you know, here's the proof. Here's a date, Standard Time. For that, I was at a conference, I don't know, two months ago and there was someone that said we should have visibility like when you order a Domino's Pizza. And I was like, OK, well, Domino's is not my favorite pizza, but it's a good analogy of like, you know, when your pizza, like the order went in, when it's delivered, how far away is when it's from your house? And it's like, why isn't that technology available? And it sounds like that process is that insight is really valuable and available with your solution, which is amazing.
Well, definitely. The nurses to, you know, if they're getting questions from the family, you know, where's my equipment or whatever the nurses have the opportunity to say, well, it's right here. It was delivered or let me find out. It just this arms them to have more information so they can make better, better communication, better, you know, better, just everything all around. We're trying to simplify them with this. And we know changes and conditions happen pretty rapidly in Hospice, I would say. And I remember when my mom was in the Hospice when that moment when she needed a wheelchair from a Walker to a wheelchair and it it was like, OK, this is the day.
And so, you know, it's not something where you can wait like weeks or months. You know, it really, it's like to the day. And I remember that discussion. And I remember being like, OK, well, who do I call and what do I need to do? And do I have to go pick it up? And so there. Yeah, as a family member, I was just like, how does all this work? And so having a system like yours could, could really make that easy. Like it's coming today, it's going to be delivered things.
Let us know like that's I can, I can see the real benefit because we did not have that. I had a physical store I went to to pick up the wheelchair. And so a little different experience that would have been really helpful. I think, you know, for me, OK, we have about 5 minutes left and you know, this is gone by super fast. We only have a couple more slides. The last thing that you and I talked about that was really important for agency is measuring everything that you do.
So the visibility we talked about, which is definitely a measurement tool, personalizations, how do you measure, you know, personalized experience? And also you talked about that data sharing piece that is so important, being able to have data sharing and partner with EMRs. I think honestly it's the way of the future and I don't know about your experience, but it's definitely interoperability of data. Everybody is talking about it. It is like, it is like the thing it it's kind of like a must have and, and super important. And we also already touched on how that drives revenue.
We talked a little bit of revenue and I like to I like to talk about, you know, how can these programs actually Dr. referrals, how can they drive revenue? How can they drive referrals? How can they boost your cap scores? And we touched a little bit on it. One thing I like to highlight, there was a study done that shows Google rating. So happy satisfied families or disgruntled families leaving. All my reviews actually has a correlation with kind of what you're going to see on your cap score. So it is really important to make sure you get this right.
And from a measurability perspective, like I'd love to walk through maybe an example or a case study or maybe a group that you have talk to me a little bit about when it went wrong or you know, what are some major challenges or pain points that can really affect something like this. I know we talked about yesterday, the beds, the beds a huge, a huge walk. Give me an example of what you've seen be a really challenging pain point for for a group or even at a facility. Yeah. So we're seeing a high utilization of Group 2 support specifically low air loss mattresses kind of up ticking here in Hospice.
And we know a lot of times these these specific equipment are driven by facilities. Facilities are wonderful. They love to spend your money and don't necessarily always understand the clinical rationale behind ordering what are demanding what what they want you to order, right. So we see them requesting low air loss mattresses even if the patient doesn't need a low air loss mattress. And if anyone ever laid on a low air loss mattress, they are horribly uncomfortable and a patient with a bed sore and sort of like skin lesion is, well, it might be beneficial for that. It's not comfortable, right?
So a patient that doesn't have that, why are we forcing them to be on something that's uncomfortable? So we see a high uptick in that. Not only are they oftentimes not clinically relevant, but they're also expensive and these facilities demand them. And if a Hospice pushes back, oftentimes the facilities will say, well, if you don't want to cover it, we'll find a different Hospice that will. So they kind of get them bent over a barrel to order equipment that really isn't relevant for this patient just because they want to market that out. Now, if it is clinically relevant, great, then order it. But there are ways, there should be ways in it.
We should be having conversations around why are we just doing what's expected and we're not. It's maybe not full patient care. It's not quality. Patient care. I mean, you reminded me of a situation with my mom. She did get a sore and I went to TJ Maxx and I got a like egg crate memory foam to put on it because I was like, I didn't know that there were other bed choices. I thought we just had to have this, you know, kind of air thing that you were talking about and it just was not it was not great.
So it sounds like with your software, like if a family has a need, it's easy to switch or pick or whatever the best kind of standard is even maybe I think you you said, I think memory foam, maybe even the standard and some of the the beds that you guys have. So that to me is really important. And again, that's a huge satisfaction driver. It's going to impact your how poor. Like if I if my mom got a bed sore and it was because of the bed and I couldn't get the bed I wanted. Like that is definitely from a family satisfaction and communication perspective.
Like that's going to leave an impression and you hit on something that was really important too, which is OK. This is this is your referral source. How do you navigate that? You know, how do you how do you kind of guide and recommend and hold their hand a part of the process of what they want versus, you know, what's best for the patient? Like that seems like something that you guys can help maybe even with some of these hospice groups kind of navigate that tricky delicate bounce because you need the referral sources, right And you need to keep growing the referral sources, so.
Well, a lot of referral is cost of a house is about $9000. So it's not, it's not like we're talking not like a small sum of money. So we it's a delicate balance of keeping your referral source happy, doing what's best for the patient, and finding quality care at a good price like that, just down that middle. Yeah, amazing. It looks like we have about two minutes left. We have a couple questions in the chat. I'm going to move over to kind of our three big take away statements that we want to leave you with today.
But we have a question that is how does Qualis improve the family experience around end of life, especially when it comes to equipment coordination? That's the question. So like I said earlier, we don't directly have any direct contact with with the patients. But what we're going to do on the back end is work very heavily one with our vendors to make sure that they one look appropriate and their interactions are appropriate with not only family members, but patients and facilities, right. Because when we're going in, when our vendors are going in, we are a direct reflection and an extension of your team.
So we want to make sure that we've trained the vendors to be polite, be courteous, be knowledgeable, go above and beyond. So our goal is to provide again, that white glove quality service. And we do that by training our vendors because they're the ones that are going to be interacting with your family members. But we also want to make sure that the vendors are treating our partners with respect too, because they, you guys matter too. And if we, we need to keep both you happy and our vendors.
So we're in the middle, you know, doing that to keep you guys happy because if the Hospice staff is happy, the vendors are well trained and the family will be taken well, will be taken well. Care of I love that. I think piggybacking off of that, the I think Betterleave and Qualis is such a perfect webinar because you're the back end, you're the back office and then Betterleave this front of house. So we actually are the messaging service and the team that is responding to family members. And so I think as we develop and grow, like even thinking about working with Qualis around how can we help make sure, you know, family members are we're engaging with family members and we have the right information and training when it comes to DMEI think it's great.
We also have one last question. I know we're at time with one last question around how do you we're trying to improve the family experience, but we have staffing shortages. We don't really have time to implement new tech. It's it's something we see all the time. Teams are definitely squeezed. But the great thing is with batter leave, you can implement us within two meetings. Our tech isn't something that is going to take a ton of time and training and you're not going to have to to learn the system. It's literally within a couple, a couple of hours and a couple of meetings that you can be up and running in the messaging going out to out to your family.
So in terms of our tech, I'd probably have to say qual probably is and easy implementation and onboarding as well. We already talked about your integrations with the EMR. So you know, picking technology that is easy to use. I think it's super, super important. We are at time. This was so awesome. It goes by way too fast, like lunch and learns are like are great, but also so sad. So I'll leave you with this last slide. It's just more about us. If you want to contact Natalie, I put her e-mail here on the slide.
You can contact me in my e-mail. There's also some really cool ebooks and case studies if you want to dive in more. I'll leave this up here and also look. And now it looks like you guys are doing a free DMU evaluation, so that's really cool. Any last words? Yeah, any last words, Nelly? Or you want to talk about that before we wrap up? Yeah, well, to to your point, Cara, like technology, it's super important, right. Like, and if you're, if you're squeezed for implementations or stuff like that, like the best thing I can say is if you don't schedule it or prioritize it, it will prioritize itself in a time that's probably not going to be convenient.
So using partners like Betterleave or Qualis where we can take that stress off of you guys, automate where you can and use companies that can simplify your process. So I'm super excited to be here. If you guys are curious to take a consultative approach and do ADME evaluation, we'd love to talk with you guys. We're going to take a look at some of your invoices, see what clinical utilization cost avoidance opportunities are available for your program. See kind of like the low air loss mattress example. If there are utilizations that you don't need to be using and where we can save you guys, potentially save you some money and non primarily spend and stuff like that.
Happy to take a look look at other vendor options for you guys and introduce you to the more simplified way of managing your DME. I love it. Natalie, you're the best. We're going to continue chatting. You'll see us at conferences. So if you see us, come say hi to Natalie and I Thank you. I appreciate. This is great. Yes, it's fun. OK.
See you. Thanks.