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.

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.

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

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! ! !

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.

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! 

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!

The Supreme Court Decision 2012

The Supreme Court Decision

Thursday, June 28, 2012, 11:35 AM, and my phone started to ring. The Supreme Court of the United States, with a 5-4 vote, has said that the health care legislation is not in violation of the Constitution. We have all been waiting to hear what they believe and they have spoken.

Please do NOT make any mistakes, which can cause you to lose customers. The politicians are going to scream in dismay or say thank you. You should not do either.

Study the legislation to learn how it can affect your company that is only as far as you should go!  Every market is different; don’t give any positive or negative comments.  When someone asks for an opinion, please state simply that you are waiting to see how it will work. Taking a side will be very detrimental.

Listen to your clientele, thank them for their thoughts, but never state how you feel. This is not the time to take sides!

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.”

A Round of Applause!

An excellent performance always earns applause. I want all of us to send our congratulations to Patrick Naeger (Healthcare Equipment & Supplies). Patrick is a DME/HME provider in Missouri and he has proven that one man can make a difference.

Patrick established a relationship by communicating with Congresswoman JoAnn Emerson. He was able to get her attention to the fact that DME/HME is under constant attacks from CMS and Congress.  What he did, and we should all be very proud of him, was to assist her in developing a roundtable discussion with Jonathan Blum, Deputy Administrator and Director of CMS.

Congresswoman Emerson, Patrick and a number of DME/HME dealers, along with other health care providers such as doctors and discharge planners, were able to have a three-hour “lively” discussion. I am confident there will be many positive results of this roundtable conversation.

An entire industry is under attack from Congress and CMS. You will see many bills coming from Congress which fail to comprehend or understand the role and importance of DME/HME providers.

Let us all start communicating with our legislators and ask them for their support. You have to present to them the role  that your company plays. Get all your customers, patients and family caregivers to support you. To be able to do all this please work with both your state and national associations.

Be like Patrick! 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.

Stand Up for Homecare Spring 2012!

It is now a recognized reception at a Medtrade Exhibition. The first evening, under the sponsorship of AAHomecare, their major fundraiser, is this gathering.

To my pleasant surprise more than 200 people attended. They represented every segment of the industry; dealers, providers, exhibitors, state associations and publications. The room was filled to capacity. I am sure that I participated in every one over the years, but this one in Las Vegas was something different and exciting, so many new faces!

Another generation, a new and active one, and they are becoming the doers and the movers for the future of DME/HME. This is fantastic! The current leaders are teaching them the ropes and are their tutors. This augurs well for our profession. Knowing this as I fade out in the next year or two, I am aware that our profession will continue to flourish.

Hearing Joel Marx and Tyler Wilson’s clarion calls for the future was well received. As a profession DME/HME will continue to grow.  But I must say, “thank you” to all from both Thelma and me. Your kind words are appreciated.

In our previous blog “What I Learned in LV,” I wrote about the importance of belonging to your state DME associations. All of this applies and is equally important for the national associations. I have always supported AA Homecare, going back all the way to the time Tom Antone was President. Every dealer and provider now must show his support. With your company’s interest at heart, they will be able to continue as the voice of DME/HME in DC.

If you are not currently a member of a national association, please do so STAT, There is too much at stake not to join, it is your livelihood! I Stood up for Homecare, now it is your turn!