Audit Reform

I am very excited by the response of many DME/HME providers supporting AAHomecare as they lead the industry to bring about Audit Reform. All I can say is, “THANK YOU.”

When I speak with providers, they know what should be done and have ideas on how to better things for the average dealer. I hear accolades about what AAHomecare and Tom Ryan will accomplish with their Audit Reform program. The last few weeks, when I made phone calls to several dealers just to see if that dealer sent a check in support of AAH, I didn’t even have to ask. I heard an immediate “Yes, I did,” or, “I will."  The important thing is not any one of them said “No.” Isn’t this reassuring?

I also like to ask if they are planning to attend Medtrade in Atlanta this fall. To me there is nothing more valuable to a DME/HME dealer than Medtrade! Let’s have a full house!

“Audit Reform.” At Medtrade, we as an industry, must assure AAHomecare and the state DME associations that they have 100% support from providers. I hope to speak to as many exhibitors as possible asking for their support; however, I am very sure that many of them have already pledged and given support.

Your role now is to make your plans for the balance of the year. When you enter the showroom at Medtrade, take notice of how brightly lit it is. You have to do the same thing in your showroom! Shoppers like to see everything clearly, and they also want to see a price tag on every item on display.

When I was a teenager and went shopping with my grandparents (my job was to carry the purchases), they never picked up an item without a price tag on it. This has never changed. Make it easy to shop and watch how customers pick up what they need (or want).

I realize that I drifted away from the topic of Audit Reform. At Medtrade, this will be the primary discussion and also the most important. Please make every effort to participate in the “Stand Up for Homecare” meeting with AAHomecare. I look forward to seeing many friends and sharing a glass of wine. The future for all of us rests with 100% support for AAHomecare and Audit Reform.

If you have not yet registered for Medtrade, use the promotional code 20SOCIAL when you register to save $20 on the Conference.

We Need You

We are at a crossroads.
 

We need the full support of every DME/HME dealer and provider in the United States. I want you to protect your company as well as our industry!

The American Association for Homecare (AAH) is one of the finest professional organizations in the United States. Tom Ryan, President, and his staff have taken the lead in this battle to protect those within our industry from being forced to close their doors by faulty or inadequate legislation.

Some of things being proposed by Congress will only make things more difficult and will not resolve anything. Your patients, customers, and family caregivers may find that they will have to travel far and wide to get supplies and care. The entire industry, every vendor, manufacturer, or wholesaler face the same future.

As the president of AAH, Tom Ryan has accepted this challenge! He has the support of the state DME associations, most of the vendors, and just about everyone who participated in “Stand Up for Homecare” at the Medtrade Exhibitions.

AAHomecare is leading the way.

To succeed, AAH needs adequate funds. This battle is not a one-day affair. It is a win or lose situation. Every facet of the health care industry is at stake! The way things are today, too many dealers may be forced to close their doors. If vendors and manufacturers have fewer dealers, will they stay solvent? A negative result is that many sick and bedridden patients will have to be hospitalized. This would be a disaster! We cannot allow it to happen.

I humbly ask everyone in our industry to share this expense with them. AAH will need a great deal of funds to fight this battle.

I ask you to mail AAH your check, and then set up a regular schedule. AAH will succeed; they must succeed! The funds you will be sending are to protect your company, your family, all your employees and customers. Sit down with your accountant and set up a program. This is an important expense. These investments will help insure you will remain in business.

I shudder when I think about a tomorrow without DME/HME.
If AAH fails in their efforts, where will you be?

"Why not?"

This morning, Thelma and I were discussing the pending Medtrade Exhibition in Atlanta (10/20-10/23). Although we no longer are retail dealers, we still look back and see how many wonderful ideas and programs we discovered at these beautiful spectacles. There value of attendance at Medtrade simply cannot be measured. I say, “Thank you,” to Medtrade, because after each show, we have always returned home filled with new ideas.

Invariably we brought one or two employees with us. They earned that privilege! I cannot think of any investments we made that ever had a better ROI. The cost of inviting a member of your staff is almost negligible, because when they return home, so much more is added to your annual growth, including of course, increased profits.

So I ask you, why not invest in one or two of your employees?

There were a few comments made recently about the “HME Audit Key” program introduced by AAHomecare. This is an effort that MUST be supported. Every DME/HME dealer will benefit when Tom Ryan (President, AAH) brings this to fruition. That being the case, I ask that every DME/HME provider send them a check to support this.

I actually want you all to do more than just send money: Why not become a dues paying member? Belonging will guarantee that your company will not be forced out of business.

Don’t be “penny wise and pound foolish”! The few dollars it costs to become a member of AAH and your state association, when compared to how much it will cost when you are obliged to close your company, is negligible. 

Thelma and I are looking forward to the Fall Medtrade Exhibition. Each year, we received a fantastic ROI, and so can you.

So why not register today and start building your future?

October 20-23



Shelly with Kevin Gaffney, group show director, Medtrade

These are probably the three most important days of the year for DME/HME providers. If you have been reading my blogs, you know how concerned I am about “tomorrow”. Today, I received an answer from a dealer in the heart of the country. He told me that his company belongs to AAHomecare and is very active with his state association.

He said: “Shelly, I met you in Atlanta a few years ago and have been enjoying your blogs. I appreciate your concern about the pending changes in legislation and the need to get the bill HR 4920 passed. I want to you to understand that my company and those of my peers have already melded into a “team,” as you suggest. Best of all is your idea to build teams to work with the associations. We have done that! Thank you.” He promised he would see me this October in Atlanta at Medtrade.

I can hardly wait. I know the exhibition will be here sooner than expect. There is much good news about this year’s show; it seems that 95% of the exhibition hall has already been reserved. That is great!

AAHomecare, VGM, MED, the state associations, and the multitude of services we require will ALL be there. Everyone I have spoken with told me they are bringing new ideas and programs. Every attendee, vendor, exhibitor, and publication understands what might happen if we do not all work together with AAHomecare and your state association. The list of speakers and lectures is as good as any University could gather.

Please sign on now and bring with you as many key employees as possible. Medtrade, this October, will not be a holiday. The reality is that Medtrade Fall is the most important opportunity for your company’s future.

Be sure to say “Hello, Shelly!" when you see me walking the floor. In the spring show in March, I lost track of how many people I saw and I want to do that again. After all, this cantankerous old curmudgeon is in his 88th year! I need those hugs and handshakes!

HR 4920

There are so many things happening in such a rapid fashion that will affect our industry. To survive these changes, every dealer must become involved. I have spoken about AAHomecare’s need to raise additional funds, and I hope you all responded. I also asked that you build teams to work together with them and your state DME association! Together we will make this happen. Together we will maintain and protect out industry.

 

The Introduction of HR 4920: the Medicare DMEPOS Competitive Bidding Improvement Act of 2014

There is one more battle that we (every DME dealer) must win! All the efforts of AAHomecare, the state DME associations, VGM, MED, and “you” have just received a major opportunity to change the existing Competitive Bidding Program. Yes, we have not succeeded as yet, but we have to get this accomplished now!
 

We will not get another opportunity to change the Competitive Bidding Program. Our industry has fallen short twice to get a bill through Congress. Contact every congressman in your state. If they had agreed to support you in the past, thank them, and please ask them to come on board once again. We have to reach each and every congressman, and with the help of your staff and clientele, we will succeed.

AAHomecare appears to be working 24 hours a day, same as all our state DME associations. All of these combined efforts are not just to protect our business. We have a huge number of senior citizens who depend on us. Then there are all our patients, customers, and their family care-givers who depend on our services.

Yes, it is right now, there will be no tomorrow. Congress will be on holiday again in a few days. Call, write, work with AAHomecare, support your state association, and send your contribution to AAH. Get involved, because I hate to think about the alternative!

Henry Kissinger said, “The absence of alternatives clears the mind marvelously.”

Call your Representative today to request they cosponsor HR 4920, the Medicare DMEPOS Competitive Bidding Improvement Act of 2014. The number for the Capitol Switchboard is (202) 224-3121. 

Build a Team

This is something every DME/HME dealer should do, and is something every DME/HME dealer can do. It is to build a team!

What is a team?

 

A team is “a group of people working together in a coordinated effort”. Every organization, such as a Rotary Club or the American Association for Homecare, started in that fashion. Paul Harris founded Rotary in Chicago with a few local business people who enjoyed having their lunches together. Look at what they have accomplished! AAHomecare began when a “team” recognized it was needed!

I am happy to say that in our industry, DME/HME, building teams has already begun. Half a dozen local DME dealers where I live gathered together and arranged to meet their Congressman, Bill Posey. I was flattered when they invited me to attend the first meeting. They were able to show him many of the problems with which they have to contend. These affected every one of the electorate in his District. Congressman Posey assigned members of his staff to work with this “team,” and their relationship is excellent! At the last year’s Medtrade, two members of his staff attended. I know we can do this throughout the United States.

I have been told that this Florida team is not unique. We have many similar “teams” throughout the country. We are under great pressure to get things done STAT!

Stop and call another dealer you know. The pressure that's currently on everyone’s back will force hundreds of dealers to close their doors.

AAHomecare is leading the battle. But they cannot do this alone. They are now in the process of raising sufficient money to keep your company solvent. Unless AAH can obtain the necessary funds, you and so many providers will be forced to close.

If you are not currently a member of AAHomecare and your state association, you should join now! When every dealer understands what is happening, and puts “their money where their mouth is”, they will save our industry!

There will be no tomorrow if you do not. Every penny counts!

HME Audit Key

AAHomecare has launched a new program, which they call the “HME AUDIT KEY”. They are following the lead of the American Hospital Association (AHA). It is in place as a RACTRAC survey tool.

In these first two weeks, the AAHomecare Executive Committee and Board of Directors, along with VGM and MED, have already collected $43,500. AAH has contacted Provider Consulting Systems, the one AHA has signed on with.

Try to imagine how an audit by CMS would affect your company. There are so many ways that CMS (Medicare) is seeking to reduce fraud and abuse and save them many dollars. Fraudulent billing is committed by dishonest companies, organized by thieves who stay active until caught and then they disappear. The problem is that all the hard working companies, run by honest, diligent families and their employees are the ones who get hurt.

How would you, an independent DME dealer, respond to an audit?

 

Tom Ryan, president and CEO of AAHomecare

The time necessary and the cost to fight this alone would be prohibitive. All the pro-bono services your clientele has come to expect no longer means anything! What would this prove? How will you face your employees, their families and all your customers and tell them you are forced to close your doors? This will not happen if and when you become involved. Your support and complete cooperation with AAH will help you maintain your company. Don’t wait until it is too late!

We can no longer sit and watch. We have to back up AAHomecare by becoming a dues paying members now! If you wait too long, you may find your company forced to close.
We do not have any time to respond, this is already happening! We have to follow the lead that AAHomecare has set in place. YOU HAVE NO CHOICE, EVERY DME/HME DEALER MUST SUPPORT AAHomecare. THEY MUST RAISE $250,000 STAT! YOU MUST SUPPORT THEM SO AS NOT TO FACE SOME VERY DIRE CONSEQUENCES.

Success/Successful

For nearly 65 years, I have been listening to success stories from DME/HME dealers. Actually every dealer is a success, and when their company continues to grow, they are successful. Too often, many remain where they are and run very nice professional operations, status quo. But I look back I see there are still many who are working very hard just to remain a “success”.

These dealers can grow and really become “successful”. Yes, they currently are making a “living”. They all employ a few staff members and are satisfied with what they are doing.

But I enjoy working with those dealers who are truly SUCCESSFUL. These are the dealers constantly doing everything possible to maintain and develop more sales. They do more than just wait for a customer to come in! They actively invite the community to shop at their location.

Their staff is calling on referral sources and selling supplies to other business people. They are the first to bring new products to the market. These dealers belong to the Chamber of Commerce, are active in Rotary and other civic associations.

The key to them remaining successful and constantly expanding is that they do not stand alone! With so many things constantly happening in Congress, with reimbursements and legislations being proposed that could be fatal, they do protective things. Every dealer must work together!

They belong to AAHomecare and their state DME associations. They read and study the industry publications. They are the first to attend the Medtrade Exhibitions, where answers are found, new opportunities are presented, and the state associations and AAHomecare will help you resolve problems. At Medtrade is where the best classes and seminars are waiting for you. At Medtrade in Atlanta (October 20-23) you will meet many very SUCCESSFUL dealers.

Coming Event

It is just a few months before the Fall 2014 Medtrade Exposition opens the gates in Atlanta! More than 93% of the exhibitors have already signed on. Many of the vendors who had previously either downsized or neglected to attend are now signing on.

This year, attendees will be able to meet with many new vendors, discover many different opportunities, and attend interesting seminars! Make your reservations now, get your motel rooms at a better price, and negotiate. See how many members of your staff you can bring with you. This is a great investment, which has for you a large ROI!

 

This Medtrade will be the beginning of a new and better opportunity than we have experienced in many years.

Why? This is happening because suddenly our congressmen and CMS have finally recognized how valuable DME/HME providers are to the general public. The voices of the beneficiaries are now being heard loud and clear. Your company has to get on the bandwagon ASAP! Don’t procrastinate; start planning now before time runs out.

Tom Ryan and AAHomecare have been at the forefront leading the industry. The state associations are finding more and more time to communicate with their elected Senators and Representatives. Our industry has a magic wand, and is finally using it! We work with our customers, patients, and family caregivers, all of whom vote! They are the reason why our voice is being heard.

I have heard from many dealers who are greatly concerned with how their volume and profits have slowed down, and they now realize that they have been at fault. Their lack of “joining” has been the heart of the problem. But as an industry, we are in a position to make the growth necessary to attain all our goals in the balance of 2014. We can celebrate all this hard work and efforts at Medtrade Fall in Atlanta, October 20-23,

Results

I received a report from AAHomecare that made these hectic days much brighter for me (and you). AAH sent a team headed by Kim Brummett and Heather Boyd with six members of their Regulatory Council for a “face-to-face” meeting with CMS. 

Ours is a busy profession, but it is under attack for some reason by CMS. They have the wrong impression, brought about by the great deal of fraud and abuse they have to contend with. But the DME/HME dealers are not the problem. Most are all hard-working professionals who often provide as much pro-bono as possible. We all are writing letters, sending emails, making phone calls to our Congressman to get new legislation through Congress. This is all vital, but a face-to-face meeting can accomplish so much more. Those of you who participated in the Washington Fly-In know this to be true.

This is a major role that AAHomecare performs which is so important for all DME/HME providers and dealers. When I finished reading the report in my e-mail, I was so excited to realize that AAH was able to do this. By our industry maintaining direct communication with CMS, you will be able to remain in business.

 

But, how long can AAHomecare continue these efforts? There are far too many “Freddy free loaders” who are not dues paying members. There is no excuse for this. When we all get on board, our industry will flourish. I do not want to contemplate the alternative.

 

So please pick up the phone and join AAHomecare, STAT. Please call 866-289-0492 or 202-372-0107. For a very minor investment (ask your accountant), you will be sure to stay active in business, not be obliged to fold your tent!

School is Out

WOW! School is out and so the next few months should be filled with new ideas and means to attain all your goals. 

 

There must always be a holiday taken, one where you and your family can relax and enjoy yourselves. I know that for the past 64 years, both Thelma and I always found the time and place to do just that - relax! But we also did a little bit extra while on holiday; while away from the office, we were able to quietly review what we did and where we wanted to go next.

 

We found that this was accomplished without any pressure. It proved to be a great opportunity to discuss and plan for the balance of the year.

 

The first thing we constantly discussed was the pending Medtrade Exhibition and Conference in Atlanta. These have become very special, extremely important, and comprehensive! I sincerely believe that every DME/HME provider must attend. There is nothing else that offers so much!

 

Shelly and Thelma at Medtrade Spring, 2014

There is no other place where you will chat with your peers, speak to the exhibitors, see the AAHomecare team, the state associations, the seminars, the buying groups, and meet the publishers of the industry magazines. There never was enough time for me to go to all of these. Thelma and the "key employee” who came with us attended so many which provided new ideas, new techniques, and new ways to increase sales and profits. It was our university!

 

Which of our employees have earned the privilege of attending with us? We could not take them all (somebody had to run the business), but they shared everything with one another. Over the years, the ROI we received when one or two of our key personnel came with us was very large and is a superb investment.

 

So even when school is out and you are on holiday, remember all this comes from the hard work at your operation! When school is out is your opportunity to enjoy with your family a holiday. Think about how hard you worked to get there and then what you will do to make things even better.