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!

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!

Through Shelly's Spectacles: Medtrade 2012 Consumer Advocacy

Since the very first exhibition held in Atlanta some 33 years ago, I have had the good fortune to watch and see how Medtrade has grown and expanded. There has never been a venue where DME/HME providers could attend and then return home filled with so many good ideas and opportunities.

I will share my thoughts for those who missed Medtrade and also add to what the attendees participated in the next blog or two. This year was a giant step forward for all of the participants as well as the industry: CONSUMER ADVOCACY!

Prior to cutting the ribbon for the opening of the exhibition there was a meeting of the “Power for Funding” committee, Congressman Tom Price (R-GA) spoke about the bill he has introduced for MPP (we must all work to get this through Congress) to replace the existing Competitive Bid legislation.

Show Director Kevin Gaffney then opened the hall and many of us headed directly to the Advocacy Pavilion. Every comment I heard about this was a “thank you” for setting aside the space and allowing this to be built. Yes, it was that impressive.

A bit about the pavilion. In the educational Learning Destination feature called "Homecare Works! The Path to Better Affordable Healthcare."  It was full-scale home display with four lovely docents walking groups of attendees though and explaining each of the displays.  In the home, each room included products from various manufacturers in the setting they would actually be used.  As a reward at the end of the tour, they were offered a “hot dog” with trimmings. The backside of this exhibit had very important Consumer Advocacy associations present, each there to explain their role.  To name a few: United Cerebral Palsy, Shepherd Center, Paralyzed Veterans of America, Muscular Dystrophy Association, COPD and others.

The major sponsor in building the Advocacy Pavilion was MK Battery. Philips Respironics and others joined Medtrade with them. When I saw how these companies and their staffs worked so closely together, I can state unequivocally that the future of our industry is superb. I must add my thank you for all that MK Battery has accomplished in the last few years. They made this Advocacy Day a success.

Wayne Merdinger, VP, MK Battery told me this is part of their effort to bring together more cooperation between providers and consumer advocacy associations. Keith Durni on behalf of Philips Healthcare echoed the same.

I recommend that every DME/HME provider offer “Consumer Advocacy Days” in their community. By building this, you will help make some great solutions locally. Your customers can join us in the efforts to bring the MPP legislation to Congress and get it passed. Yes, our industry has a lot at stake. We must be successful! Please follow the leaders, your state and national associations.

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! 

Representative Tom Price to Attend Medtrade

Someone new has picked up the mantle and is leading the way to help our industry. That someone is Representative Tom Price from Georgia. He is a physician who has recognized the importance of DME/HME providers and dealers! They are located throughout the United States, operated by local professionals and working closely to supply their clients the best service and equipment.

I am very active where I live and work with senior citizens. I am one (an octogenarian) and my peers all share with me their problems. Actually, what I hear most is appreciation they have for their “small” DME/HME provider. They tell me they really receive a great deal more than just supplies. The amount of pro-bono service and personal care makes it so important for them.

Dr. Tom Price cannot, by himself, get a bill out of committee and to the floor to be passed. He needs as many allies as possible and that is where we come into the picture.

Please contact your Representatives. They are now at home. This is pre-election time. Yes, they will listen to you. Explain why we need the MPP and that you, your staff, your customers and their family caregivers are all anxious to see this bill become the law. They will recognize how many votes you can influence! They will also realize the importance of bringing it to Congress.

There are 13 Representatives who have already joined as co-sponsors. They are Reps Jason Altmire (D-Pa), John Barrow (D-Ga). Marsha Blackburn (R-Tenn). Bruce Braley (D-Iowa), Cathy Castor (D-FL), Mike Kelly (R-Pa),  Steve King R-Iowa), Tom Latham (R-Iowa). Steve LaTourette (RT-Ohio). Pat Tiberi (R-Ohio) and Joe Wilson(R-SC).

Dr. Price will be attending Medtrade.  Cara Bachenheimer and Van Miller are co-hosting a reception 10/16 in room B213 from 10 AM to 11 AM. For details please contact Diana Kincaid (770-425-5725).

It is imperative that we support our State and National Associations in their efforts to get this bill out of committee and into Congress to be passed. We must all work together. Our future is at stake. Please get on board! Together we can do it!

There's still time to Unite with the HME Industry! Register for Medtrade today www.medtrade.com

MPP Partners! Take Action Now!

We do not stand-alone. Our industry is so fortunate currently to have the associations in place who fight to see to it that MPP becomes a reality and the competitive bid is replaced!

I read ALL the e-mail I receive from the national and the state DME associations. They are working very diligently to provide every one with the information and tools necessary to bring MPP, the marketing pricing program to become the new legislation so desperately required.

I wish to recognize Tammy Zelenko, whose company, AdvaCare Home Services, is a member of PAMS (Pennsylvania Association of Medical Suppliers).  Working together with AA HomeCare she represented our industry in DC before the House Small Business Subcommittee on Health and Technology.  

Click here to read the article from Medtrade Monday on Tammy Zelenko's testimony.

Now every one of us has to get on the bandwagon and let our legislators know what must be done. It is the health and care that every American citizen should be able to get, no red tape, no competitive bid, but service to maintain their good health.   I understand that representative Tom Price (Georgia) is in the process of preparing legislation to replace the competitive bid with MPP. 

This is a CALL TO ARMS. We have to act with speed. Our congressmen must be asked to be on the list to supporters Rep. Tom Price (or they will be voted out of office) so we must also reach their opponents. Now, as soon as you set this aside, please call 202-224-3121, the switchboard for the representatives and ask to speak to yours. You will probably be directed to their HLA (health legislative assistant) and with the tools available from your state and national associations, deliver the message.  DO IT NOW, DO NOT PROCRASTINATE. There is far too much at stake, your livelihood, your customers and your future. 

When we all participate in this effort, at Medtrade in a few weeks, we hope to see some changes coming, but …. If you do not respond STAT, I am afraid you may just disappear.

MPP

When my classmate Victor and I decided it was time to open our own retail Pharmacy, we had a number of major decisions to make. The first and foremost was where: location, location! Then did we have something different to offer? And of course, did we have sufficient funds to make it all work?  We were very fortunate, thank “goodness”.  Today the same problems must be dealt with, same as Vic and I did in the 1950s.

However, these days our profession is controlled by different legislations. The biggest difficulty to overcome is the competitive bidding yoke around our necks! When we opened our pharmacy in those days our future depended on a marketing pricing program! Yes, that is what it was but not called that in the 1950s. Today MPP has now become one of the important programs, if not the most critical, which must be understood by DME/HME providers.

Your company, operated by an entrepreneur, must be able to control your marketplace. The prices you charge for the services and products you offer have to be competitive. A major part of being competitive is that customer recognizes the services that come with the supplies! Fee for merchandise that a DME/HME charges will reflect that! Service has always been an integral part of pricing.

Market pricing has always been a key to success especially when it is in place of a “bid” for lowest prices. That is when the customers will invariably be the big winners. I can best explain this; I live in a very nice community. There are several independent DME/HME dealers and there are two hospital chains that all offer the same. The pharmacies compete with the chain stores.  But an MPP program offers each of them the same chance!

Read what HME News has to say about the recent MPP bump from congressional hearing.

My wife and I go to an independent pharmacy, which also has a DME location. They are now in a strip mall. Each segment operates in one-half of the large showroom.  Every customer is greeted, usually by name when they enter. Both the pharmacy staff and the DME personnel are always readily available.  

At Medrade in Atlanta there will be much discussion about this topic (MPP) and it is vital that you attend as many of the classes being offered as possible. The future of your company and our industry depends on what you do. Medtrade Atlanta is a one-time opportunity that must not be missed. Every one of us has to join forces with one another. Both the state and national associations must work diligently to see that MPP, the marketing pricing program becomes a reality and the competitive bidding sitting on our shoulders disappears! Be there!

Support AA Homecare in their efforts to have MPP seriously considered by congress:  Click here to learn how to help!