Tuesday, September 29, 2015

Why Medtrade?

I was recently asked this question by an old friend: “Why Medtrade?” Before I had a chance to answer, he went into a tirade. "This show is a waste of time and money," he said. So, I asked him why he was bothering to attend.

His answer was that Medtrade is where he could see his old friends. As he spoke, he casually mentioned that he also  made a couple of good deals with some exhibitors. I said, "That isn’t that reason enough to attend?" After a few seconds, he agreed.

I think that Thelma and I have been fortunate to have attended so many Medtrade Exhibitions, and we are always fascinated by the activity constantly taking place at all the displays. The dealers and the exhibitors are all working diligently to see what they can do for one another to increase sales and profits. Their success is why they are there!

There is an opportunity at the show to meet with all the vendors that you currently work with. This is important because they always bring new ideas to share with you. At Medtrade, you will find new opportunities to expand your operations. Another major benefit is meeting other vendors that you do not yet work with! How many new ideas and programs are presented at Medtrade, which will fit your operation? You will find many!

What you will find on the showroom floor is a vital. Coupled with that are the many classes and lectures which are available. I repeat this often: Bring key personnel with you so that you can get the most from the information presented by the speakers and presenters.
For a Free Expo Pass at registration, use the promo code SHELLY! Click here to register for Medtrade now.

Friday, September 25, 2015

Are You Ready?

Before you realize it, we will all be standing in the lobby in Atlanta waiting patiently for Kevin to cut the red ribbon, and Medtrade to open. All the exhibitors are waiting with open arms as the attendees start seeking whom to see first!

I have watched dealers come prepared with a list of those displays they want to see ASAP and others not to be missed. In that fashion, they are able to get much more accomplished at Medtrade. What always happens is we meet old friends and stop to chat and have a cup of coffee. Somehow the hours just fly by.

Your company makes a big investment to get you to Medtrade. Airfare, room and board, all add up to a good sum, so it is imperative to get a good return on this investment. Thelma and I always prepare a list of those return displays we wish to attend first and then line them up by location so we do not have to go back and forth. A wee bit of planning will make things much easier and more will be completed in the allotted time.

For most of us, this ability to meet with friends and associates at Medtrade is superb. Everyone attending has similar goals. Just be sure that you get to all the service booths such as AAHomecare and your state association to express your appreciation for the excellent work they accomplish. If your company is not a dues-paying member of these associations, become one at Medtrade. This is the best way to give your thanks.

Are you ready for Medtrade? Thelma and I are filled with anticipation.
If you still need to register for the show, use the promo code SHELLY to get your Free Expo Pass. Click Here to Register.

Wednesday, September 23, 2015

Never Walk Alone

As I study the various regulations with which our industry is coping, a melody keeps running through my head. In the musical carousel, the lyrics I hear are: “Walk on, walk on, with hope in your heart; and you’ll never walk alone; you’ll never walk alone.” This was Oscar Hammerstein at his best, and today is when we must all have “hope in our hearts”.

To me, “hope” is a call to work. The time now is for all DME/HME providers to change their attitude from hope to work. Not every provider can win participation in a competitive bid. To my great surprise, a large number of providers, many more than anticipated, often do not submit a bid. They feel that if they are put into a situation where they receive a minimum reimbursement for supplies and services, they would not be able to properly maintain their companies.

I speak now to this great number of entrepreneurs who feel their DME/HME businesses could adapt in very short order and live without winning a bid. They would develop new disciplines and become very aggressive in building OTC cash sales. We agree with them 100%. Then, once again they will be able to provide the services their beneficiaries seek. The marketing changes they are now putting into place will make a big difference.
What I find most interesting is that those providers with whom I have spoken are all looking forward to working with AAHomecare and their state association. They plan to speak to as many vendors at Medtrade as possible to find new OTC cash sales that fit into their operations. These dealers will never “walk alone”; they will turn “hope” into a better means of existing and growing.

Monday, September 14, 2015


Every DME/HME dealer or provider has a big responsibility to their customers. They look to you for guidance and will usually follow your suggestions. This is a rather large obligation for you, so be careful how you accept it.
You are always responsible for what the next step should be! It's so important to put the right amount of thought into what you say next. Is it for an employee or is it to another person with a similar position to yours?
I try to look at things, before I address them, to see how I can offer a positive answer. Normally it would be suggesting what to do, but that is not always the case. There are difficulties that everyone must address, but you can't leave them hanging!
That is what “responsibility” is.  When you provide positive guidance, you are doing the correct thing. When you are trying to answer for someone else, that is wrong. Allow everyone to solve their own problems. That is the true meaning of responsibility!
In our industry there are many things available to assist you. Look at the great job AAHomecare does on your behalf. See how diligently the state DME associations campaign for your company.
To best way to sum this up is to say that it is your responsibility to become a dues-paying member of both your state DME association and AAHomecare!

Thursday, September 10, 2015

Are You Prepared?

Have you made all the necessary arrangements to attend Medtrade this year? Sure, you reserved a hotel room and have tickets for transportation to and from, but that is not what I want to know. Is this going to be a jolly few days for you to meet friends, have good food and drinks and then return happily home, or are you attending to see what you can do to make your company grow even stronger and better?

I do not know how many Medtrade meetings Thelma and I have attended, probably all. Our goal was to see how many excellent contacts we could make to invite to become participants in the Home Care Dealers Co-op. We recognized nearly every attendee who was there and were able to seek the DME/HME dealers we felt would benefit the co-op. I cannot tell you how difficult this was because there were always several dealers in each market who exceeded our standards. Indeed DME/HME dealers are head and shoulders over those in other industries.

All of this leads to my question: "Are You Prepared?" 
Times have changed. If your company does not currently belong to your state DME association and AAHomecare, please get on board!

Thelma and I will be attending Medtrade in Atlanta this October, and it would be nice if you stopped us on the show floor to say “hello.”
The promo code SHELLY can be used for a Free Expo Pass when you register for Medtrade, if you have not yet done so.

Tuesday, September 8, 2015

Attending Medtrade

Special things invariably happen at the Medtrade meetings. I have worked with many DME/HME dealers and they always tell me how much they have learned which helps their company. You can obtain so much new and important information in a short period of time at Medtrade. This can be the equivalent to a month at a university.
At each booth there are vendors who will share their knowledge with you. They attend Medtrade bringing with them a multitude of ideas explaining how they can assist your operation. It is expensive for them to be there, so listen to what they have to tell you! I have been in this industry for many years and I still learn a great deal more as I visit the vendors. They bring so much information that is not available elsewhere else. You should really make it a point to speak with someone at every display!
I repeat this every time I speak or write about Medtrade: “Attend as many classes and lectures as possible.”
The amount of knowledge, new ideas, law and order, buying and marketing - everything you must know to run a successful company is there. You can pick and chose those which are applicable for you!
It is almost impossible to attend every class, so bring your key employee (or employees). The staff you bring to Medtrade will realize this is a reward and will return with new ideas. This alone can be sufficient ROI.
If you still need to register for Medtrade in Atlanta, October 26-29, 2015, use the promo code SHELLY at registration to get a Free Expo Pass. I hope to see you there!

Tuesday, September 1, 2015

"Is it the Truth?" - Ask Your Elected Officials

When I was active in Rotary, we opened every meeting with the phrase: “Is it the truth?”
As I watch TV and read in newspapers, there are many things promised by candidates seeking election. This has been going on for generations! I even recall a candidate for President who promised “a chicken in every pot” if he was elected. He wasn’t.

When I meet a politician, I invariably ask what they plan to do about care for the elderly. Do they want to change how healthcare is provided today? Will they increase the number of recipients? Are there sufficient funds available to accomplish any major changes? This is the business we are in, so seeking support for the needy is vital!

More funds are necessary to bring about the changes necessary to develop better coverage, but these dollars are not always available. This has been a problem for generations. I am pleased to see today there is more efficiency. This happens because the involved providers are becoming much more effective!

The answers I hear reflect in the title of this article! I hear words and I see more action to make them a reality. The time has come and we now must ask our elected officials about the promises they made. Promises don’t buy lollypops! Is it the truth? I want to see action!

To accomplish things, write your requests and then get as many people who feel the same to add their names. When I have done this, I always received an answer! Invariably it is a positive response.
This is why the United States is so great. People care!