A Message from Shelly

The last thing I expected to hear was the question: “Shelly, where were you?” Several old friends have called and said they wanted to hear from me again.

I have slowed down a bit as I approach my 90th year! The good Lord has blessed both Thelma and me with longevity, and so I am excited to have been asked to share my “comments” once again, as I have done in the past.

I have very positive thoughts about the current leaders of our industry. As always, the best has risen to the top. We are so fortunate to have the “cream” professionals who are guiding our industry through an unsettled period. These good people, who are the leaders of the many DME associations, are each very active in protecting their members as well as all the dealers and professionals. No one is ignored!

This is our strength. This reflects all the members of DME and HME! They are involved and their hard work has created a strong and active industry! I am writing this because there still are many dealers sitting aside and not making their voices heard! I don’t understand why this has happened! I am asking that if you and your company are not currently a member of both your state and national DME association, get on board STAT!

You can no longer stand alone! There are so many things happening which can affect your operation. But, when you stand together with your associates, you will flourish! If, for any reason, you are not a member of both your state and national associations, join now!

If you need the numbers to call send me an e-mail (shelly.prial@att.net) and I will send all the information you need.

Thank you!

SHELLY

FAREWELL

I probably should have stepped aside a long time ago, but I didn’t. I am so fortunate to have been able to make many nice friends. The best thing which can be said is that I am aware all of you have experienced the same.

Health care is a wonderful industry, since every participant understands they are working with people who are ill, incapacitated and too often, alone. When a “thank you” is received, we all have a tear in our eyes!

Thelma and I are close to 90 years old and we can look back to our experiences with the truly dedicated professionals with whom we have worked. “Health care” as we have seen it grow has developed into a major source to all those in need.

Now that we are retiring, it is with a great deal of satisfaction knowing there are so many fine people who are making “health care” their most important priority. They will continue to provide excellent guidance and direct the needy to where they must go.

Thelma and I are so proud when we see how many other people representing every factor of the health care industry who  have already  become active! Their participation reflects how we feel.

This makes it so much easier for us to step aside. Thank you all!

-SHELLY


*Note from the Medtrade Team:  If you'd like to send Shelly any congratulatory emails, please send him a message at: shelly@prialfamily.net  He would love to hear from you.

Over the Counter (OTC)



Pictured: Sheldon "Shelly" Prial - circa 1940.
Shelly grew up in the apartment building above the
drugstore his father owned in Brooklyn. When Shelly
helped in the store, he would always wear a white shirt
and a bow tie.

The goal of every DME/HME dealer is make additional over the counter (OTC) cash sales. The key to this success is how the store displays merchandise in the showroom. The best time to see how this is this done is when you visit a good department store. What they do can also be done by every DME/HME dealer. When they do this the OTC sales will grow!

When you visit any of the major stores, pay attention to how their store is brightly lit. Notice how every segment of the store is carefully identified, which guides people where to find what they seek. The customer locates each department and should find all related products brightly displayed. Then you will notice how each item is clearly price marked. There is no question because the customer will know where it is and what it will cost them. That is what how “Over the Counter" cash sales are developed!

One of the successful ways I saw this done was by advertising that there will be a special guest attending from 10:00AM until 3:00PM. This always helps fill the showroom. The “guest” was from one of your vendors and they always come bearing “gifts”. A caveat is to be sure you have enough employees present so every attendee will be monitored!

How often you do this is critical. When to do this is equally important: an anniversary, a holiday (Christmas, Easter, etc.). If you offer this too often it will lose its attraction!

However, when you plan this carefully, have sufficient trained sales people on the floor, and work with a key vendor, it should be successful!

Will you be attending Medtrade next week? Don't forget to pack your bow tie for Bow Tie Tuesday on October 27th, in honor of Shelly's retirement.

Van Miller

Van G. Miller, CEO and Founder of The VGM Group
Photo credit: HME News

We will all miss Van G. Miller!

 

His efforts built DME/HME into a major profession. As a consequence of Van’s hard work, today's dealers and providers have the same recognition as do pharmacists and nurses. Van was the leader necessary during his tenure and he accomplished much for the benefit of all of us. Van was the correct person at the right time, and today we all must be grateful for everything he did, not for himself, but for all of us!

Van was a very modest gentleman, and in his own quiet way, he accomplished a great deal. His word was his bond! I will miss him - we all will miss Van G. Miller; however, we must show our appreciation by continuing to further develop DME/HME in his image. His mark, The VGM Group, is reflected in our industry as the mark of high quality.

 

There is no better way to do things than to do them as Van did!

Get on Board!

Shelly shows his sense of humor as he poses for a photo
while reading the morning news (late 1960s).

It is reassuring when I see so many DME dealers getting involved and speaking up!

“There is a small percentage of us [HME providers] who are members of AAHomecare,”. “You need to be doing something, because it’s better than doing nothing. You need to be active and supporting folks who can help you. We’ve all had periods in our lives when we’ve just been doing the same thing over and over, and that doesn’t usually change anything. You have to be involved with your legislators.”

 

- Steve Ackerman, CEO of Spectrum Medical, Silver Spring.

 

ISN’T THAT THE TRUTH?

If we all will "follow the leaders", we will bring about the changes we seek.

Grab your check book and send AAHomecare your financial support.

 

GET ON BOARD NOW !!!!

Biggest Coming Event

Shelly and Thelma Prial at their daughter Pam's wedding (1983).

Sometimes many things happen far too quickly, and before you realize it, they have arrived and are unresolved! I am referring to the pending Medtrade Exhibition where a multitude of questions and problems will be answered and resolved. There are so many problems which all seem to be happening simultaneously, making it even more imperative that every DME/HME dealer attend Medtrade!

Bring a key employee with you to Medtrade! There is so much activity scheduled that one person will not be able to participate in as many as they would like, and thus way too much knowledge will be left behind. As the reports reach my desk and I see how many new companies will be exhibiting, coupled with all that will be returning, I realize how vital and important it is for every DME/HME provider to be walking the floor and actively participating.

The classes and the lecturers at Medtrade are always a major attraction; together with your employees, you will double your efforts. After all, isn’t that why you will be there?

You will see working the floor, attending lectures and being active, all the successful DME/HME dealers. For them this is not a “holiday” but a major source of information and ideas for how to face the coming events. To them, this is an investment for the future

I was a boy scout about 75 years ago, and I learned I must always “be prepared”. These two words served me well when I was in the service and have never been lost. You too must always “be prepared”!

 

Use the promo code SHELLY when you register for Medtrade, and receive a Free Expo Pass!

Sixty-Five Years

Shelly and Thelma Prial on their wedding day - July 2, 1950!

Sixty-five years may sound like a very long time. What happened 65 years ago was that Thelma and I got married. This really was nothing unusual; people were getting married all the time. The only difficulty we have today is that it feels like Thelma and I just met one another. That is how our life has been since the day we met! One great day after another, and for all of that we have to say “thank you".

Thelma and I were fortunate to have two children, a girl and a boy, and they each also have had two children, the same, a girl and a boy. In that fashion our family has flourished. This is how it is for everyone; it is perfectly normal to watch how the families all continue to grow. This is a gift for everyone and so once again I repeat a big “thank you” for all!

As I look back over these many years and I think about how often there were opportunities which I might have missed, but then I realize how many which I did experience. I am not at all disappointed. It is the same for all of us and as we age we will only remember the good and nice past we have had. We can sum this up by saying that whatever we chose was always good!

Many years ago I was invited to Virginia and met Max Goodloe, Chairman of General Medical. He offered me a position, which I accepted. I was now with a very rapidly growing organization for independent active DME dealers; I thought we would develop a new industry, and it happened.

The reason that I am writing this is that far too often, when I speak with peers, they are usually complaining. It appears that no matter what they may have accomplished, it was insufficient! I have no problem with that, because I do not keep score!

If everyone will look back over the years passed, they will see that only the good things, which have occurred, will be remembered. Your mind will wipe out many unpleasant happenings.

Be positive and do not hesitate to do anything you wish, as long as you do not infringe upon anyone else. This is what Thelma and I have tried to do for the past 65 years and have had some small success! All I can say is “Amen” and thank you!

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.

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.

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.

Responsibility

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!

 

Click Here to Join AAHomeCare Today.

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.

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!

 

Click Here to Register for Medtrade.

"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!

Anticipation

I am always filled with much anticipation while waiting for an upcoming Medtrade exhibition, and have never been disappointed! Please send my congratulations to the team that works so hard! That has been proven by the large number of DME/HME dealers and associates who attend annually.

This year, with so much confusion in our industry, I anticipate this will be a most important convention. Here is where my anticipation is to meet many old friends and at the same time make new ones! There are very few places where this can happen. Is it anticipation or contemplation that you feel prior to the show? I am always filled with expectation as I prepare for Medtrade.

You must attend well prepared. Write down the questions you need answered. Bring members of your staff and together you will receive much more information.

The cost of attending Medtrade has always had a fantastic ROI (return on investment). Make that investment! It is a win-win opportunity! Thelma and I plan to be there, and we ask that you also participate, as we do, prepared to seek answers!

 

To receive a Free Expo Pass, register for Medtrade using the promotional code: SHELLY.

Is it the Truth?

I am really concerned that “the truth” in what people tell us is no longer heard. I find this very disconcerting because being close to 90 years old, I have always believed that the majority of people do not utter falsehoods. The sudden change from that reality to what is currently spoken appears to be just a “convenient” way to deliver a message, but is that correct?

So I ask: “Why has this happened? Where did the truth go?”

I was capable of building several very successful businesses with associates, always using only a handshake as our contract. In the early 1950’s I opened several pharmacies, each with a partner. This was done with a handshake! Each was more successful than we ever anticipated. My how times have changed? Can this still be done in that fashion today?

One of my close friends is a retired priest. We both are the same age and have discussed why veracity has faded away. It appears that TV, radio and newspapers are all required to deliver current news. Yet a different slant from each is presented because they believe expressing their opinion is a vital part of what they wish to accomplish!

What disturbs me most is listening to the candidates who are campaigning diligently to run our country? They seem to feel that they can shout “anything” they like and they certainly do! These politicians are screaming many outrageous words! How much of the truth has vanished? Can we believe them? No way!

I know that most American citizens are very aware of honesty and will act accordingly. I have great faith is the United States, and I am sure we will not listen to some of the “bull cookies” that are being shouted at us. American citizens will always give their support to those who tell the truth!

Be Careful Before You Speak

Whatever you do or say will always follow your footsteps. It is imperative that your words never hurt you or negatively affect your reputation. I say this because when I look back, I see far too many people who have fallen out of favor because of their big mouths. They did not think before they spoke!

The same care is important when you write! I try very hard not to offend anyone with my articles. Yet, despite all the care I take, I have made several blunders! Yes, I have eaten my share of “humble” cake.

I will retire officially after Medtrade this October. No more “Shelly Sez” or other items from me. There is a fabulous group of people who send out so much good information, as well as advice, and I am pleased. Listen to them! Read and study what they say. This new generation is the “cream of the crop!”

There are so many people now entering our industry. Often their only goal may be just to see how much money they can make, rather than become true leaders. Our industry should be very proud of what our trade organizations bring them. We have the finest!

AAHomecare is so important! Please give them your full support by becoming a dues paying member! When I hear what they say and see how hard they work, I do not have enough words about what they mean for every DME/HME dealer.

Belong to your state DME association, belong to AAHomecare. If you are not currently a member, JOIN! I have a good idea of how many DME/HME companies are in the United States, so get on board STAT!

MAKE YOUR VOICE HEARD BY LETTING THESE ORGANIZATIONS SPEAK FOR YOU!

 

If you still need to register for Medtrade, please do so with the promo code SHELLY to get a Free Expo Pass. I hope to see you there!

Growing Old

“Growing old is so darn unappealing until you consider the alternative.” David Baldacci - Hour Game.

I have used this quote because it reflects what I do believe. In my career, I have always worked with so called "senior" citizens. When you work with them, you will discover they are both agreeable and they can contribute a great deal.

Now that I am a “senior citizen,” I am sure that I understand the role I played in the many things I did! I have always worked with the seniors in my community because the “Thank You” I received was worth far more than worth the effort. Today I try to do the same with everyone I work with! When Thelma and I look back at the many different employees who made our company function, we consider that we were blessed. We always had a superb staff supporting us!

Perhaps we older folks may not work with the speed that some younger folks do, but it is end results that count. Thelma and I were very fortunate to have found two young ladies in the local high school that would come in every afternoon for an hour or two. With their efforts on our behalf, so much was accomplished daily! God Bless the younger generation because they soon will become us!

The young folks today all seem to fill the void in every office with big smiles and make the work day finish quickly. I am sure that you all can make a small investment in this fashion, which will pay off with a great big return.

But, always keep your eye open for some of the senior citizens as well. Never sell us short! Do not consider us as “mom and pop” and they will then accomplish more than you ever expected!

Do It Now

I have learned over the years when you have a good idea or thought, it's important to “act on it.” I have received phone calls from many friends and readers who have shared with me their plans, but they often did not act to accomplish them! This should never happen! You should all have the courage to follow through when you have an idea and then you will be very pleased with the results!

Many years ago, Thelma and I had a plan about developing a cooperative where dealers could share ideas with one another. We built this into a very effective program. It was the birth of the Home Health Care Dealers Co-op! If any of you former members see this memo, please send us a note (shelly.prial@att.net)! We are planning to attend Medtrade and perhaps we can meet you there?

As a major project of the Co-op, every week we sent a mailing to all the participants with the many ideas and thoughts that came to our attention. Now when we go to meetings, we still see some of our friends from those days. They comment on how enjoyable this program was for them and how they really miss sharing things with one another.

Always share your ideas, because for every one who learns from you, reflect what you have received and shared with them. Each profit from this effort!

We received e-mail this morning from one of our old friends and are “doing” this as an answer “now.” Why? Because we love when we hear from any of you and we make every effort to acknowledge this STAT! We were “asked” to share this with our readers and I say “thank you” and we are reacting ASAP.

Please keep the e-mails coming; they mean so much to both Thelma and I.

If you still need to register for Medtrade, please use the promotional code SHELLY to get your Free Expo Pass!

Information, Please

In order to do anything successfully, a great deal of information is always necessary. It does not matter what, who, or when! It basically means being aware of what you are trying to accomplish and that which is involved as you strive to reach your goal.

Many years ago, when one of my grandchildren was writing “thank you” notes after his birthday, I offered to help him. He said: “No, thank you, Grandpa, it has to be in my words.” I will never forget this response.  With the correct information, you will always successfully complete whatever you try to do! He had the correct approach - so do you!

My grandson knew responsibility. Today, many years later he is very successful. I am so proud of him! Whatever you may be addressing, you must have sufficient information so that your efforts will never be in vain. When you go shopping for food in a supermarket, or are looking to purchase a new vehicle at an automobile dealer, you require the same information.

When Thelma goes to the supermarket, she takes a list of the items that she requires. Like most men, when I go to pick up one or two things, a loaf of bread or a bottle of milk, if they are not written down, somehow I manage to bring home more than just one bag of food! Having the correct information will save you a lot of dollars. The same applies when you shop for anything!

Here is some important information for you:

1.) Have you made reservations to attend Medtrade?

2.) Have you chosen which employee or employees you will bring with you?

Do it now, do not procrastinate! The way things are rapidly developing; I can only say that this year will probably be the biggest and the best Medtrade ever! Will Thelma and I see you there? We hope so!

 

Please use the promo code SHELLY when registering for Medtrade, and receive a Free Expo Pass!