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

Take Action!

The best way to describe action is behavior with energy and resolution. It means getting off your chair and doing something.

In the past few weeks DME/HME providers have been asked to make phone calls, send letters and roll up their sleeves to fight some of the onerous legislation being introduced. You are also being asked to support specific politicians and legislations. Are you doing what has been asked of you?

I have on many occasions, when speaking with providers, tried to determine the response they received from the elected officials they contacted. When I receive a message from the state and national associations, I pick up the phone and make calls, write memos or send e-mails. I am sure that the great number of members of state associations, AAHomecare, NAIMES, VGM, MED Group and similar organizations do the same. They ask you to do something!

BUT……. When I hear from dealers who do not belong to these organizations they answer me with a ‘WHY’? If they don’t belong, they say they have no obligation. This shocks me, because they are “free-loaders” and beneficiaries of another person’s dollars.

Can you imagine how much more effective these associations would be if almost 100% of the dealers and providers paid dues, worked with their associations and joined in the battle? They need your energy and resolution! They need your financial support. They will keep you in business; they will help you fight the changes that can be destructive.

There is no one else who can do this other than you. NO ONE ELSE!

Stand Up for Homecare Medtrade Spring 2011

If you’re going to Medtrade Spring, be sure to join AA Homecare at the annual Stand Up for Homecare Reception. www.aahomecare.org/standupforhomecare

If you aren't going to Vegas for the show, be sure to check out AA Homecare's Action center to find out how you can help on a local and national level! TAKE ACTION

The Customer: Your Biggest Asset!

The goal of my blogs are directed to help DME/HME dealers build excellent operations. The changing markets, new regulations, frightening decreases in remuneration, are all hanging over every dealer’s head. Success in this hectic market will continue and the key to that is to maintain current customers and at the same time find new ones.

How does a customer view your company? No matter how much great service you may provide, the only instance that will always be remembered is the one where things went awry. No company is perfect! However with correct training and appearance you will always earn an excellent score from your clients.

Foremost, of course, is good customer service. A cheerful greeting on the phone when answered is a must. A friendly hello when anyone enters into your showroom is imperative. I hear jokes about Wal-Mart where every customer is greeted as they enter. Why joke about that? Each of your employees can easily give a friendly “hello” when people enter.

At your staff meetings always remind your employees they are all “goodwill ambassadors” for the company. Spend some time at each meeting to talk about addressing customers and building relations by superb service. You are in the health care business, so a simple “how do you feel today?” usually will suffice. Let your customer realize that you care!

Another key piece to customer service is appearance. Is your showroom brightly lit? Many older clients do not have strong vision so please accommodate them. Are all products on display clearly marked with the price? Don't assume that if someone is unsure of the price they'll ask. They might move on, and you might lose a sale!

I recall sitting in a seminar at Medtrade where the speaker’s opened words were “WHAT IS YOUR BEST ASSET?” Then before anyone could answer, he said “YOUR CUSTOMER!” Never forget that your customer is the one single asset that must be maintained.

Medtrade Spring Excitement!

I got very excited this morning. I made my reservation for a hotel room in Las Vegas. Thelma and I will be able to attend the Spring Medtrade Exhibition in Las Vegas (April 11 and 12) and we look forward to a few fantastic days.

I believe that I have attended every Medtrade Exhibition since its inception and yet the excitement of seeing all my friends, meeting new ones, attending seminars and visiting exhibitors still turns me on. Nothing can match this!

This year, more than ever before, our industry is under attack. DME/HME dealers and providers are an easy target for politicians. We have to learn how better to work together, share expenses and deliver our message.

Because of chicanery on the part of a few dishonest individuals and companies, padding of bills for Medicare and Medicaid, and politicians are using it as fodder. They say when elected they will be able to redo the programs. But they never do, they only talk! Just say how. 

Our task is to make sure the general public, our customers, clientele, family caregivers and friends to join forces and deliver the message that DME/HME dealers are not culprits. The reimbursements they receive for supplies and equipment never covers all that is provided, including service. This service which is provided pro bono is the one thing that must be told! Making the trip to Las Vegas is the best opportunity to protect your company!

Attending gets me very excited, especially when the dealers and vendors I meet at Medtrade share with me their ideas. The future of our industry, in particular this year since Congress will probably be changed in November. It is so imperative to get involved.

At Medtrade you will obtain all the tools you will need to speak with both customers and politicians. The state associations will be there, the national associations will be there, vendors and manufacturers will be there and so must you!

The speakers will all be primed to see that when you return home you will be ready to get your employees, customers, family caregivers, friends and associates ready to do battle Get excited and register to attend (April 11-12).

For more information on Medtrade Spring conference and exhibition visit the website here:

http://www.medtrade.com/medtrade-spring/

And don't forget to "Like" the Medtrade Facebook page:

http://www.facebook.com/medtrade

Is There No End?

It seems that everyday in the newspapers we find reports of more and more fraud and abuse in the health care system. Yet since I know many dealers and providers, and communicate with their state and national associations, I will make the following statement: “Fraud and abuse does NOT come from providers, but from outside sources who take advantage of an antiquated system designed for reimbursement.”

The system is at fault, not the dealers or providers. According to an article this week (Associated Press) in 2011 the Feds found $4.1 BILLION dollars in health care fraud. That sounds like a great deal of money, but the next paragraph said that they estimated anywhere from 60 to 90 billion dollars a year was being siphoned out of the system.

The average DME/HME dealers are the hardest working proprietors who operate their companies honestly. They are not the culprits. They give away more service and care Pro Bono than any other industry. So what can be done to stop this thievery?

The first thing that has to be accomplished is that every dealer or provider has to earn a license. We have made great progress in that direction and now must go one step further. Accreditation is a fantastic step forward and those dealers who meet and maintain these standards are to be recognized.

It appears that fraud and abuse has become such a major “industry” with developing networks that operate for a few years, milk many dollars, and when uncovered they disappear. Many new “Jack, the Crook” operations are popping up. Why not? When Jack the Crook is discovered selling narcotics he goes to jail, but when he is caught stealing from Medicare, he closes his business and re-opens the next day with a different name. That being the case, the first step has to be earning a license to provide health care supplies, one which can be revoked or suspended.

Is there no end to fraud and abuse? We have to be diligent. We have to work with our state DME associations and support the national associations. At Medtrade this Spring, in Las Vegas, you can speak to all of them and sign on to fight for survival and keep out all the “Jack the Crook” operations.