Reward

“The reward of a thing well done is to have done it.” - Ralph Waldo Emerson

 

There are about 550 districts in the United States. Each of these districts sends a single congressman to represent them. Do you know the name of your congressman?

I am asking each and every DME/HME dealer or provider to earn a reward. This reward will protect their company and have the ability to get through this critical year successfully. No one wants to experience failure! "Failure has no friends." - John F. Kennedy

H.R 1717 must be passed. If this bill does not get to Congress and approved, too many dealers and providers will find it very difficult to continue their operations. They may be obliged to close their doors. This should not happen! What a great reward you will receive when your efforts prevent that from happening.

To date, we are short the number of Congressmen necessary to get this bill passed. Each of the 550+ districts has at least six or more DME/HME dealers. They all have their future at stake! I ask that in every district the dealers pick up the phone and contact their Congressman! In every one of the districts, the Congressman has an office. The address and phone number can be found in the telephone directory, or on their website.

Make an appointment to visit the local offices and meet the staff that are your direct communication to DC. Do not hesitate! You have to protect your company, your employees, your clientele, and their family caregivers.

Contact AAHomecare and your state DME association before you go. They will provide you with all the facts and key points to be effective. Your congressman will recognize that you are in a very strong position to influence votes. Without votes, they won’t be elected.

But the most important thing is that YOU MUST do this! Unless our industry is capable of getting HR 1717 passed, our future becomes very bleak. We have failed twice and if we do not succeed now it will be a disaster.

I know that when you read this and respond, our industry wins. If you share this message with all your peers and gather them together into a team, as was done in my district in Florida, we will win.

I want to celebrate with our industry when we have earned that reward at Medtrade in Atlanta. It MUST happen and I am asking that in each of the districts, DME/HME providers roll up their sleeves and make it happen.

YOU CAN DO THIS! There are no options! The reward at stake is the future of your company, and a most important industry!

More Fly-In

The past few days, I have received a number of messages from several state DME associations. Each of them was very positive about what was accomplished at the Washington Fly-In sponsored by AAHomecare.

I am very cognizant of how much it costs to send a delegate to DC. I know how many dollars are spent when participating, but don’t look upon that as an expense! The few pennies spent are an investment to keep your company solvent! I knew all the employees and their families who worked with Thelma and I. We had to protect them! We also treated each of our clients as personal friends. Our responsibility was to protect each and every one of them. This has always been my driving force and it should also be yours!

Obtaining positive results can make a major difference for every DME/HME dealer. The problem is that not every DME/HME dealer is currently a dues paying member of AAHomecare and their state DME association. They do so much with the limited funds they have. They will be able to do much, much more when their membership grows. No company can stand alone! To allow positive things to happen, you all must join.

The other side of the coin is bleak! To date, I have seen too many DME/HME operations closing. THIS DOES NOT HAVE TO HAPPEN! If we do not get H.R. 1717 passed this year, it will be a severe blow to our industry. There are many other difficulties to be resolved. Don’t sit by idly and twiddle your thumbs. There is no one else - It is up to you!

 

The dues for membership are insignificant, especially when compared with results. I feel sometimes that I am preaching to the choir. Please do not sit back and wait for someone else to do things. Invest in your future! Hesitation in these critical days can be fatal!

I ask that all DME/HME dealers and providers get on board now so that in October, at the Fall Medtrade Exposition, we will be able to stand proudly with all the attendees and exhibitors.  

WASHINGTON FLY-IN

It has been several years since I last joined AA Homecare to participate in their Legislative Conference (WASHINGTON FLY-IN). This has proven to be a most effective way to get to see as many congressmen possible. The way that AAH provided handouts, scheduled most of the appointments and then carefully explained to all of us just how to make the presentations to be effective. They did a terrific job! They did this again this year.

I received a summary of the activities this year from Jerry Hall and the Florida delegates he traveled with. This team worked with the Health L.A. or the Chief of staff in each office they visited. They are the important personnel in each office in DC who can carry your message. Locally, you will discover that there is a similar office not very distant from you. A visit there has always been fruitful! In my district in Florida a number of DME/HME dealers work closely with our Congressman through his local office.

One of Jerry’s team objectives was to ask other Congressmen to co-sponsor H.R. 1717. The reports I received were very positive. They met several Congressmen and both Senators from Florida. They were all very encouraging. The Congressmen who have already signed on to HR 1717 were also asked to contact all the others who did not sign on (not just from Florida). Currently we have 174 co-sponsors and we need 218. Please contact your representative and if you need their number contact your state association or call me (321-259-7127). It is that imperative that this bill is passed! MAKE THAT CALL ASAP!

 

Watch this video from AA Homecare on important information about following up with your representatives.


The task we have always faced was how to get elected officials on our side. This was often accomplished when we told them how many senior citizens, Medicare, and other patients we service. We also expanded our list by including family caregivers. To stay in office, Congressmen need votes. Working with us is how better they can earn them. This worked very nicely for us and it will work for you. Votes are the keys to them staying in office.

I know that if every DME/HME dealer will become more active we will be able to get H.R. 1717 passed. We have to do this because if we fail again this will be fatal for many dealers. They might be forced to close down their operation and the loss of income and employees is too frightening to consider. Let us not allow this to happen. Get on the team and everything can be changed to the positive. If you are not currently a member of your state DME association and AA Homecare please do it now! I know at Medtrade in Atlanta there will a great amount of time dedicated to aid you in becoming a more active dealer.

Reflections: A Different Medtrade Part 1

The Medtrade Exhibition and Conference meetings are a reflection of the country and of the economy.  Times are rapidly changing and so is Medtrade.  This was reflected this past week in Orlando.

Despite what was happening outside the exhibition hall, activity inside was running rapidly without missing a step!  Since I have been fortunate in having had the ability to attend every Medtrade since it’s inception, I CAN say that for DME/HME there is “no other important opportunity available which rivals Medtrade!”

To be able to meet with peers from all over the U.S. coupled with the ability to work with vendors is the heart of the show.  This is a very important ability for your company. 

How many seminars were made available to attend? OVER 100 and most lecture rooms were filled to capacity!
How many vendors were displaying their wares and with new products? OVER 550!  And, there were over 80 new exhibitors with unique products from last year. 

The ability to speak with and work with the officers of the associations who keep our industry stable and your company informed is very important.  These days are filled with problem after problem, which have to be resolved.  Your participation will keep them effective to accomplish this.

Thirty-six of the states associations that make up the United States of America were in attendance and had representatives at their desks on the show floor.

AAHomecare, the D.C. center of activity, was working diligently for as many attendees as possible.  The industry must understand and appreciate the horror of the current legislation and when it reaches every one it will be too late to do anything!  If the “competitive bid” legislation is not changed to the pending MPP bill (H.R. 1717) it will affect every recipient and all your clientele.  Every patient and their family caregiver will then have great difficulty in obtaining their supplies and oxygen from you. 

Ask them to join with you in these efforts, otherwise they will be running all over to find the “lowest bidder”. The low bidder will only care about  money not at all about the patients. You must become active! This catastrophe must not be allowed to happen.
 If you currently are NOT a dues paying member of AAHomecare and your state DME association please join now.  Then, we can meet again at Medtrade Spring in Las Vegas.

Yes, this was indeed a different Medtrade.

The Merger & Legislative Conference

The official announcement was released; AAHomecare and NAIMES are now one organization. We all send our sincere congratulations to AAHomecare. This is great news for all DME/HME providers and suppliers. Welcome to the new stronger AAHomecare.

President Tyler Wilson and Wayne Stanfield, former President of NAIMES and now VP of AAHomecare are working to complete blending everything into one strong national association for all providers. Tyler will be stepping down in the fall and may I suggest that AAHomecare find his replacement from within the industry.

There are many fine directors running the state associations. I can easily recommend several to be his replacement. Bringing in a new president with who has been active in this industry for many years will make a big difference. Please be patient as these active negotiations are taking place. Wait quietly, as I am, for their report.

However, all DME/HME dealers or providers must show their appreciation for what they have already accomplished on your behalf. The new AAHomecare will carry your message and get Congress to support the pending legislation and never allow them denigrate what we do.  I am really excited about the future.

 The AA Homecare Washington Legislative Conference was this week.  Many DME providers, manufacturers, and thought leaders from our industry came together and attended the 2-day event.  Here's some advice from AA Homecare and the congressional speakers at the Washington Legislative Conference sessions: "Tell us your stories".

“It is truly important to talk with your elected representatives,” said Rep. Marsha Blackburn (R-Tenn.). “Make it personal.” She continued by encouraging attendees to help Congress understand that DME providers are meeting the needs of more than 8 million Americans, so it’s imperative that they stay in business.

The number of Co-Sponsors on HR 1717 is now up to 96.  We need to continue this momentum from the conference!  Keep making calls, writing letters, and visiting with your law makers.



If your company is not currently a dues paying member, please be sure you get on board STAT. All the strength you can give them will keep our industry solvent. You, your employees and your clientele appreciate what you do, so don’t wait another day. Get on board ASAP and maintain this relationship. Join and become active.

Don't Hesitate.... Participate!

Do not hesitate! Register now for Medtrade Spring in Las Vegas! Things have never been as critical for our industry as they are today! Your livelihood, as well as that of your clientele who depend on you, is at stake. Between now and Medtrade Spring-March 19-21, too many changes are happening and all of which must be monitored. At Medtrade, the experts that help guide our industry are standing together to keep our industry moving in the right direction.

Medicare and Medicaid are restructuring how they will control costs and distribution.  As for Medicare, we must get HR 6490 out of committee and on to the floor so it can be passed, or we will choke even further with the competitive bid legislation. We also have to work to bring about some very vital changes in the HR 6490 to make it more effective. None of this can happen until it gets to the House floor. 

The State DME Associations, the National Associations, NAIMES, VGM, MED Group and all the allied operations will be at Medtrade. We want to be sure that every DME/HME provider or dealer is on board and ready to join forces. By working together, our industry will succeed. 

“It's a critical year for the HME industry, and the feedback will help us make adjustments to what likely will be the most important Medtrade show in our 30-plus-year history,"  said Attorney Jeffrey Baird. 

When you recognize difficult problems that are approaching and the answers attendees will receive, then participating in Medtrade becomes even more valuable.

Please notice I use the term “participating” not “attending".  Since I am one of the few who have had the good fortune to attend every Medtrade Exhibition, I can say the following: For many years in the past, Medtrade was considered a holiday. Members brought their wives, employees, and children. That was the way it was then, but not the case now. Our industry must develop a much more organized answer to maintain what we have.  At Medtrade, you will accomplish many of your goals by “PARTICIPATING".

Need I say more? This is why I am sending you advance notice. Sign on now and be sure to bring with your key staff.

Visit www.medtrade.com to register for Medtrade Spring.  Discounted rates are still available.

POTUS

TAKE ACTION NOW:  http://action.aahomecare.org/

For the next four years, the President of the United States will again be Barack Obama. Whether you supported him or Romney is no longer important. There can only be one President. However, the United States of America is still divided into two equal “pros” and “cons”. This is what concerns me now, are Congress and the President capable of working more closely together? There is far too much at stake to play “a party line”!

From today forward we, particularly DME/HME providers, must do everything possible to protect our industry and take care of our clientele. One of the important tasks facing us at this moment is getting HR 6490 (MPP) out of committee and onto the floor of Congress.

For the next two months we will have a “lame duck” Congress. If your current Congressman was not re-elected, please make the contact.  Now is when to ask for his support. Speak, explain and I am sure that you will be able to get them to sign on their support before they return home.

TAKE ACTION NOW

If it is a new Congressman, then before anyone else reaches him, please be the first of his constituents to make contact. They do not know if you voted for or against them. What is imperative is that they will recognize that you are an active constituent and your voice will be heard. This will also establish you as a valuable supporter with strong contacts in the community.

TAKE ACTION NOW

The first step is to establish close relations with the HLA (health legislative assistant) in the DC office and the office manager at their home base. Their major task is to collect the messages from the electorate and bring it to the legislator. Make friends! Let them know how much you and your customers appreciate what they do.

All the years that I was in business I made it a point to work with my Congressmen. I developed friends, with both my Senators Representatives office, in DC and at home. When I contacted them I was always heard and,  more often than not, I received an answer to my requests. You must establish a similar relationship. That is how they stay in office!

The average citizen in the United States can be heard and if you and the other DME/HME providers work together, we can get more of what we need.  Your state and national associations will guide you.

TAKE ACTION NOW

Back to "Normal"

The United States has just chosen who will run the country. Now will we ever see things return “back to normal?” What does that mean? I thought long and hard to find a correct description of “normal”. Is it usual, standard, customary, orderly, right, correct or typical? Actually it’s all of the above.

I have received a number of calls and messages wondering when things will return to normal? My answer to all of them was: “When things are quiet and peaceful and you can sit down to read a newspaper, is that what you want? No! Being busy all day is your goal!

 

You are an entrepreneur running the business and you must make decisions quickly! Your customer will ask a question, a family caregiver is seeking help, your clerk has a problem, the telephone is ringing, the mail carrier comes in with a handful of mail, your wife wants you to shop on your way home, and your son has to be picked up at the gym.  Yes, this is all perfectly customary!

The good thing is that we never think about all of these happenings nor do we concern ourselves with them. We respond to all of these and you are successful because you are professional and your business is the livelihood for your family and employees. Your company has the responsibility of providing good care, supplies and working with customers and their family caregivers. That’s how it should be!

My answer to when will things “return to normal” is typically what has always been. Times change and without realizing it, so do you. Now our industry has to reach out to the incumbents and newly elected. Every effort must be made the get their support for HR 6490 (MPP).

When you continue to provide the service and care, as you have always done, your company will flourish. Normal is status quo.

Voting Day!

Tuesday, November 6, may prove to be a most important election day for our industry. DME/HME has a great deal at stake this year. We must bring or return to Congress both Representatives and Senators who know and understand what homecare really is about. They must comprehend that a great number of their constituents are senior citizens and that the baby boom generation is about to enter that category.

These people want to live in their homes. They do not wish to live together with other family members.  They do not wish to enter into any type of senior home care  or other facility.

Since one of the strengths of a DME/HME provider is his relations with both his patients and their family caregivers. They will listen when you speak about defeating the competitive bid. They will respond if you suggest they speak to their Representative to support MPP. You all have a tremendous amount of strength to bring about change. Together with your clients support those candidates that will defend you as well as their constituents.  

Yes, you have that strength! There are only a few days left until we vote. This year the elections will be very close. Every single vote you bring to “our” side will make things happen. Each vote is so critical.

If you need any tools just call your state or national association and they will cheerfully provide what you need. Please start speaking and calling and get involved. Your future has a great potential. Get the voters stirred up!

NO ONE ELSE HAS THE ABILITY AND POWER

TO DO WHAT YOU CAN !!

My meeting with local officials on HR6490

Vital? Get on Board Question: How valuable is the passage of HR 6490 to your future? Answer:  SURVIVAL! It is imperative that every DME/HME provider contact his or her Representative to Congress immediately. If you have not done so yet, please cease what you are doing and get on the phone or send an e-mail STAT. They will all be in their local offices until after Election Day. The home office number and address can be found in the local telephone directory (or online). Since your survival as an independent business company is at stake, please do it now. I also suggest you take the extra time to send an e-mail to their HLA or Chief of Staff in D.C. The website for each Congressman (or woman) will be: http://lastname.house.gov.  Or, just do a simple Google Search.  If you would also like to make a personal call, I have the office phone in D.C. numbers available.  Contact me personally: shelly.prial@att.net I received a few copies of memos sent by some state associations; I will take the liberty of repeating one:  “Take Action Today To Repeal and Replace Competitive Bidding! We need to keep up the pressure! If you haven’t yet contacted your representative about signing onto HR6490 – the bill that repeals and replaces the flawed competitive bidding program – Time is of essence! If you have, but have not heard back yet – contact them again!” I contacted my Representative, Bill Posey, and had the good fortune of meeting with his Chief of Staff. We had a nice discussion and here is his answer: “I had a chance to discuss the details of H.R. 6490 with Rep Posey and he asked me to have him added as a cosponsor of the bill.” Every one of us must make contact. If possible, ask some of your customers and family caregivers to join with you. Yes. We can protect ourselves if we ALL continue our efforts. It is vital, important, and can be powerful. DO IT NOW! ! !

The Next Step to Save our Profession

There has been a great deal of talk about these two programs, Medicare and Social Security. They may become bankrupt! Is that possible?

Yes, it is very likely to happen if we sit by idly and not lift a finger to bring about some needed changes. One of the great things about our country is that as a democracy, we “the people” can accomplish a great deal when we act in unison.  Since our industry, depends a great deal on these programs, we must gather our resources and then move forward, not sit back and wait for someone else to react.

In the September Issue of “HomeCare Magazine” I wrote “Time for Teamwork” and spoke about the importance of our State DME and National Associations.   At the Medtrade Exposition in Atlanta I saw each DME Association hard at work to bring together a tidal wave of support. Every association was working with one another on behalf, of not only their members, but also for our industry.

The first thing I became aware of is that the Medicare Trust Fund is sufficiently funded to last until year 2024.  At that time, if no changes were made Medicare would be able to pay only 87% of expenses. So we see that there are just about a dozen years to correct that shortfall. Social Security has a different life span; it can provide benefits until year 2037.

Dr. Tom Price speaking at Power for Funding

What can we do now? It is imperative that we all work together as a team to bring about a new approach to resolve these difficulties.

One of our tasks is to get the MPP legislation passed. This will allow a great deal of relief to all DME/HME dealers and rid the industry of the offensive competitive bid. I was able to meet Representative Tom Price at Medtrade. It is reassuring to know that many of our elected legislators are recognizing what he has introduced.  I was just one of many attendees at Medtrade who were able to have that privilege. Getting this bill through Congress must be high on our list of projects. The State and National associations are leading the way to get through Congress. Please give them your support.

Fraud and abuse is the major enemy we have to eliminate from the system. When we see published in the newspapers how many dollars they suck out of the system, the solution becomes very apparent. If we can clean out this abuse, there would be sufficient money for Medicare. We must give 100% support to our associations to get this accomplished. Get on board now. Your future depends on their efforts so they can obtain the results you require to save our business.

AA Homecare President, Tyler Wilson, at the Stand Up for Homecare Reception

There are very specific goals that our industry must achieve. I commented on the two must important, MPP and fraud & abuse. However you cannot do that alone, but you, as a DME/HME provider can make great strides forward when combining your efforts with others. I am sure you applaud the work of AAHomecare, NAIMES and the state DME Associations. They get much good work accomplished, but they can do a great deal more. That is where you come in.

If you are not a dues-paying member of these professional organizations, please become one now. They need you and then they will help maintain your company, but you must help them with your participation (both financial and working with them). If you are currently a member, and then by all means help them by soliciting your friends and competitors to also get on board. If we can get membership as close to 100% as possible, we will see much more completed to protect us and our clientele.

Always keep in mind the many patients, senior citizens and customers who keep your company solvent. They are a very powerful ally to keep DME/HME locations running efficiently.

They depend on your ability to keep them in good health and they will rally to support your efforts. I spoke with an active dealer at Medtrade. He uses the e–mail to keep his customers apprised of what is happening that might affect them. He offers a few specials and he shares good health ideas every few weeks. He told me that after each release he gets requests from others to receive his messages.  (Look for an affordable and simple e-mail marketing program like Constant Contact.)

You, too, can do the same. Your clientele can become supporters for the MPP. They will help us get rid of the yoke of the competitive bid and become active partners working with you to eliminate fraud and abuse.

It is amazing how much you, an active HME/DME provider can accomplish when working in tandem with you clientele and your national and state associations. In the many years I have been writing similar articles, speaking at many association meetings and listening to the feedback one thing has become crystal clear.  Everyone of your can be a leader.  I ask that each DME/HME provider gather together your customers, their family caregivers and then as a team will make a difference. That is what has made the United States of America such a fantastic country. It has always listened to VOX POPULI (Voice of the People) and by providing the facts and guidance, we will benefit!

Why MPP?

We have a challenge facing our industry and it is probably the ONE momentous pending legislation that can save our profession! This MARKET PRICING PROGRAM (MPP) basically is the only fair way for a DME/HME provider. Learn the details; get everyone involved, because you and your staff can influence the vote.

At Medtrade there will be much material available to help guide you. A great number of discussions are scheduled where you can obtain the knowledge necessary to deliver your message. The Representative from Georgia, Dr. Tom Price, who introduced this legislation, will be attending Medtrade.  There will be a reception on Wednesday (10/ 16 @ 10:00 AM in room B13), which you should attend to show your support.

What is the Market Pricing Program? It is not a competitive bid program governed by politicians who only look for $$$, not results.  CMS is trying to bring reimbursements down so low that only the least expensive (cheapest) products can be provided with no service or care!

My career has included building three pharmacies, working for a major med-surg distributor, being one myself and spending a number of years as a manufacturers rep. I realize what MPP means, do you?

I know and understand what you provide and I appreciate the service your customers get. Price is not the factor! The care and concern you give is always the platform dealers bring to their clientele. This is not included in reimbursements, so it is vital to get the MPP program through Congress.

A Market Pricing Program can be described as giving your clientele the best. Cost and retail is always a factor. The competition is another component but customer satisfaction is what makes you a success. Service and satisfaction always beats price.

You have the ability to speak to every customer and their family caregivers. Explain why they must get involved. They do not want to lose your service or be forced to travel great distances for their needs They are all very well aware of this and when you return from Medtrade, armed with all the material you need, take the few days left until votes are cast and ask for support.

Prepare & Work Together!

There are many problems that must be resolved facing our industry. The action to address them is paramount on every DME/HME proprietors “to-do” list. I am fortunate to hear from many dealers from different parts of the country. I am also cognizant there are answers which can be found.

All I propose to do is help guide you all through Medtrade Fall in Atlanta. It is almost time to cut the ribbon and start the “show”. Notice I did not say “festivities” because this year, everyone I have spoken with is going to Atlanta to seek answers.

Sit down with your employees and sort out those major problems you wish to address. If you are for MPP, write that down. If you want to see the competitive bid eliminated, record that. If you are seeking new products to feature, make a list of the appropriate vendors to visit and check out the new product pavilion! If you are not a member of a state or national association, by all means please put that on your “do it” list. (Here's a list of State Associations)

Carefully review the speakers and classes offered at Medtrade that will help your operation. Attend as many as possible and, if you bring any employees, direct them to attend others. Save the handouts and share them when you return with your entire staff. 

There are additional opportunities awaiting you. A large number of the State Associations will be manning tables on the exhibition floor. Please visit yours and let them know you appreciate their efforts. Bringing local and state problems to the attention of state legislators is one of their specialties. AAHomecare and NAIMES address national problems. If you are not currently a member of these, please join. You no longer have the ability to stand-alone.

My personal goal is to speak with as many providers, dealers, and vendors to hear what they wish to see accomplished. You must do the same.

As I said in my opening, yes we have problems, but by working together a large number can be resolved.

Today's Economy

I am flabbergasted as I listen to the “wanna-be candidates” constantly saying many bad things about their opponents.

When we hear their “compliments” about each other, how do they expect us to trust them? We all have a good idea about what is wrong!  Yes, I agree, we do need some changes. However they refuse to tell us how they will put in place the “ideas” to which they refer.

So I did a great deal of study. I read four newspapers every day: the Wall Street Journal, the New York Times and two local publications. Here are some facts reported by each.

1.) Construction of new homes is rising.

2.) Sales of existing homes are growing at a very rapid pace.

3.) Although we still have a great deal of unemployment, new jobs are being filled daily.

4.) The stock market is slowly heading to new heights.

5.) The price of crude oil is going down.

I can prepare a similar list of the problems we face, but my primary interest is mainly for the DME/HME industry. What do we seek?  We should never be the scapegoats for the country’s economy. When we are able to return to a normal business operation, many problems will be resolved.

The competitive bid will force many smaller companies to fail. Every DME/HME Company who is forced to close his doors puts more pressure on the economy. The MPP (marketing pricing program) will allow every dealer to earn a fair share of the market. I can vouch for this because as small dealer, in a very large pond, I was able to maintain and successfully grow my “little” operation. 

I cannot tell you how important it is that we all join forces and become a formidable influence on Congress.  We do not have the amount of funds the conglomerates spend to give to the political party they want elected. As an industry, by working with AAHomecare, NAIMES, the state associations and the buying groups we can influence our customers, family caregivers and others to vote for and support the politicians who recognize the role of  DME/HME. Believe it or not, we can be that powerful.

"Stand Up for Homecare" with AA Homecare at Medtrade 2012

At Medtrade, which is only a week away, you will be able to make your voice heard. In Atlanta you will listen to the people who work with us. Be there, join your association if you are not currently a member. Watch and see what a powerful influence we can become! United we will be successful, divided we will fail.

The economy is getting better! Now is when we all must get on the offensive to guide our Congress to put in place the necessary changes.

Yes, we can do that! 

Will you Stand Up for Homecare?

Will you? Will you “STAND UP FOR HOMECARE?” Of course you will!

• You are a DME/HME provider.
• You have a very active operation.
• You have a family and employees who depend on you.
• You have many loyal customers.

All of that is what makes you “HOMECARE”

Every year in Atlanta, Thelma and I participate in the most enjoyable fundraiser available to support our industry (that is you!). We always attend the “Stand Up for Homecare” fund raiser sponsored by the American Association for Homecare (AAHomecare).

I look back and I able to see how much they have accomplished, not just for their members, but also for every DME/HME dealer, provider and manufacturer.

One of my goals is to see a larger percentage of dealers and providers support the state and national associations. I would love to see that number rise closer to 100%. They work for you, but not enough of you help provide the funds they require.

Cost of membership in a state or national association is normal operating expense for every dealer (ask your accountant). The small investments you make when you join, not only help you maintain your company, but also assist you to expand in many ways. I receive the e-mails many associations send to their members. I recognize the fantastic ROI their members earn from this investment.

If you are going to Medtrade, by all means, please attend the AAHomecare’s Stand Up for Homecare Reception. The cost is a contribution of $150. You get so much for so little. The reception will be held Tuesday, October 16, from 5:30 PM until 7:00 PM. Thelma and I will be there, so please say hello, share a drink with us and “nosh” some of the goodies.

Stand Up for Homecare Medtrade Spring 2012

Show AAHomecare how much they mean to you and your company.

You can make a difference!

I saw a quote from Elbert Hubbard, an American author born in 1859. It is so appropriate today that I felt you also must see it: “The world is moving so fast these days that the man who says it can’t be done is generally interrupted by someone doing it.”

Interesting that in 1859 citizens faced similar difficulties to what we do today. Things happen so quickly that by the time a dealer has adjusted to one, another appears. In the past 62 years many opportunities and difficulties have risen to the surface and I have watched how dealers get things done. The entrepreneurs adjust while the others are thinking, “what should I do.”

Via these blogs I have been showing original marketing ideas that DME/HME dealers have shared with me. One of the reasons I stroll the show room floor at Medtrade is to greet and chat with attendees. What has always fascinated me is how so many have coped with change. I report these in my blogs and will continue to do so. Please feel free to e-mail (shelly.prial@att.net) some of your accomplishments so that other DME/HME dealers will see them. In this fashion you will make a difference.

When I speak to dealers I always ask if they belong to their state and national associations. Invariably the answer is “yes, we do!” Yet it appears far too many DME/HME dealers do not. There are two national associations, AAHomecare and NAIMES, as well as the state DME associations. A dealer may think, “well it’s OK because they work for me whether I belong or not.” I have heard that comment often. It is wrong! You can make a BIG difference when you belong to your state and national associations. Your dollars will make them much more effective and maintain you in business!

When I discuss this with accountants or attorneys, they all agree that membership is a normal cost in operating a business. They indicate very specifically without the support and work these associations do on your behalf, you might find yourself forced to close. Make a difference¡ If you are not currently a member, please become one and then solicit the other providers and dealers you know to get on board. YOU CAN MAKE A DIFFERENCE!

Yes You Can!

In our previous blog we spoke about what an individual DME/HME provider accomplished. When I hear about the many approaches taken to influence Congress and CMS it all makes me very proud. However, I neglected to remind every DME/HME provider about some of the many battles fought and won by their state DME associations in conjunction with the nationals.

Friday (5/31) I received a notice that the “Ways and Means Committee” of the House affirmed the repeal of the 2.3% medical device tax. This would have been a burden on the back of every DME/HME provider. I received copies from many of the state DME associations of the calls and e-mails they sent. This is just one of the reasons that I urge each of our readers to be a member of their state and national associations.

I was so impressed when I heard that Richard Stevens, Executive Director of WVRDS (West Virginia)  bravely went into the spider's web (Washington DC).  He spoke with the staff at Representatives Dave McKinley and Shelly-Moore-Capito, as well as that of Senator Joe Manchin. Certainly his efforts and those of all the associations made this victory happen. We must continue working together by bringing in your customers and family caregivers! We are “VOX POPULI” and that is much more effective than anything else.

It was agreed to not to pass this legislation and Senator Manchin would co-sponsor the same in the Senate. It is the efforts of  all that make things work.  As I said in the previous blog, “Don’t wait for anyone else to do what you must to protect your company and customers. No one else can do what you can.”

VOX POPULI

Why doesn’t Congress want to provide good healthcare to the elderly, the ill and others in need? Why do they choose to reduce the reimbursements DME/HME providers receive for their services and supplies? I believe it is because our industry seems to be an easy target. By making it look like most of the fraud and abuse in the system appears to come from providers it takes the pressure off the real thieves!

But we know DME/HME providers are not at fault! It appears to be much easier for the dishonest element to fleece the government rather than sell narcotics.

A great many positive efforts to protect our industry are currently in place. For example, the AA Homecare staff holds an every-other-week teleconference with state associations to share information. Medtrade is also a phenomenal source as are the legislative conferences.

What I would like to see happen is the leaders of the industry from both the dealers and the vendors design a conference exclusively to address these problems. Then by working with the state and national organizations, buying groups and publications we can organize a force as effective as AMA or AHA. It is not just money we need. DME/HME providers have the ability to involve their clientele (patients, customers, family caregivers, etc.) In this fashion we can create the VOX POPULI, the voice of the people. This is always heard and heeded .

We will ask Congress “why a competitive bid? Then we will give them the answer. They will hear the VOX POPULI.

Be a Joiner!

There are many ways to become better known in your community and in this fashion earn recognition for your company. All of the many groups you can consider joining can be a Rotary, Kiwanis or Lion club,  a school PTA or the library, just to identify some for you. Please become a member of these as an individual, not as your business and when you prove to be a “worker” that then reflects back to your company.

A DME/HME dealer I know in upstate New York founded a boy scout troop with his minister some years ago.  The church had large facility to hold the meetings and many scout activities. The troop grew and they developed a cub pack. Both grew and became well recognized in town.  Without ever mentioning his company his business grew. The community showed their appreciation by shopping at his home care location.

There also are very important business groups like the Chambers of Commerce. These are where you can become more well-known as Home Health Care provider where everyone knows your name.  Here you will find the Home Health Agencies and the Visiting Nurse Associations. You will also find that you will be sitting with executives from the local hospitals, MDs, pharmacists and other professionals. You have to join to know these people on a better level, as equals.

All of the above suggestions are to make your name and the name of your company recognized as an integral part of the community. It works!

But there are other associations, which you must join. You cannot protect your company alone! You need a strong army that will lead the battles with CMS, Medicare, Medicaid and everyone else who is your enemy. I am referring to the state DME and the national associations. Without their support you will not have the where-with-al to join anything. So I also ask that you contribute for your protection by joining! Without your dues they will be unable to maintain their efforts on your behalf. Become a JOINER!