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!

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!

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,

Attract Customers

Shelly and his lovely wife, Thelma,
at Medtrade

Bed-pans, urinals, and fracture pans, when offered at a special price for a limited time only, will prove to be a fantastic magnet to attract customers into your showroom. No one ever purchases some of these items except when one is required.

Here is how we worked this promotion with many DME/HME dealers and without exception, they all had success:

Purchase a few cases each of bedpans and urinals. In the past, we found that about 100 to 125 each of the bedpans and urinals and then 50 or 60 fracture pans will sell out in a few days. If you are in a high trafficked location, you can order a few more. Be sure to order them loose (bulk), not boxed or packaged. Completely empty a main display in the showroom and stack these up as high as you can.

Add large price-marked signs, a big one in the window, and signs on the displays. This sale is for five (5) days only (Tuesday through Saturday). Price mark each about double your cost. You can mark them a dollar or so higher if you negotiated a decent price from the vendor. Every customer who sees this, and the low price offered, will stop, look, think, and usually make a purchase. We found that each sale was generally one of each!

When I had my company, we did this annually in September. I don’t know why we chose that date, but we always sold out nearly every unit. The success of this type of promotion is that you are offering something everyone recognizes, especially senior citizens and family caregivers.

One of the special things you will discover this Fall in Atlanta at Medtrade will be many new ways to build more OTC cash sales. I always speak with many vendors when I go - Be sure you see them all! I will be there and I hope to meet some of our readers there.

 

Workaholics

Thelma and I decided to take a brief vacation. All of our family are scattered about the country, mostly in the North East, and we are located in Florida. Our Grandson in California was heading home, so we decided now was the proper time to go see them when they were all close together!

We did! We traveled from Florida to Vermont, Massachusetts, Connecticut and New Jersey (all in eight days). Thelma and I experienced some very hectic days, but they each were very rewarding. We had a team of chauffeurs; our daughter, our son and eldest grandson did a super job taking us to all the centers of activity we sought (and they received no citations!).

 

I am sending this to all of our readers. It is imperative to take a break from working, and how better than via a brief holiday?

Since I have been visiting DME/HME dealers for many years, one thing I learned: “If you take a week or more off, go away, enjoy yourself, your company will survive.”

When I ran my pharmacy or DME, I felt I had to be there whenever the door was open. How wrong I was. I am aware that every one of you feels the same as I did. I was a workaholic. Don’t become one!

A great opportunity awaits you! This will be where you can take a few days for yourself in Atlanta (a great city to visit) and then you will also return home armed with new ideas to build new sales and profits. Allow your workaholic half a few days at the annual Medtrade Conference and Exhibition, October 20-23, 2014, at the Georgia World Conference Center, and of course have a few days of fun and pleasure. Thelma and I have done that for years. 

If you trained your staff, they will pleasantly surprise you. As a matter of fact, they may be even better! Don’t hesitate, take a holiday.

Bon voyage!

 

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.

Reflections: A Different Medtrade Part 2

As it could've been expected, there was slightly less traffic at Medtrade in Orlando. However, the attendees that came were ready to do business and looking for solutions.  They were planning to survive & thrive (as VGM put it) in this new landscape.  They came to Orlando to seek new opportunities and other products, which their company could feature to develop new OTC cash sales.  

Opportunities galore! Upon arrival, I sashayed to the new product pavilion. This was like a magnet because dealers were standing in line waiting for their turn to see all the “goodies.” There were many!
 
You know, if I still were a dealer, one of the ideas I like was to start selling inexpensive clothing designed for use in any facility.  I saw from some vendors new clothing items that are easy to wash and dry and comfortable for the patient. There also was a vendor bringing linens designed for use by patients at home or institutionalized. These items are very specific, sturdy and easily maintained. I can see the bed-ridden patients and senior citizens at these facilities that would benefit from these special items for their comfort.  There were the vendors bringing so many new items and approaches and I tried to see them all.
 
Another sight for sore eyes was the “Emerging Company Pavilion".  This to me was a high spot!  You are able to make a great living without depending on “competitive bid” dollars. Keep what you already have but put all your efforts to develop more OTC cash sales.  That is the path to be on!
 
I participated in the “welcome” session for new attendees. It was a pleasant surprise that so many attendees got up early.  Kevin Gaffney outlined what could be found on the exhibition floor.  When I spoke to a number of these entrepreneurs I saw the future of  DME/HME growing in their good hands.
 
The “Washington Update” followed this; Jay Witter (AAHomecare) brought everyone up-to-date on what is happening in DC, which can affect our business. He made it very clear that”:
 
1.)   Yes, we face many difficult times!
2.)   We can beat them all by working together.
 

It is reassuring when we all heard what Jay and the teams at AAHomecare are doing.
 
I left that session with enthusiasm recognizing how much AAHomecare means to the entire health care industry. We must all give them our 100% support. They are in a position to get results and this new team led by Tom Ryan will do just that! I would like to see every dealer or provider become a dues paying member of AAHomecare (as well as their state DME association).
 
When Tom Ryan spoke, I relaxed, and recognized that he is the person we need to guide our industry. If you have not already signed on, please do so STAT.  It was the largest attendance that I can recall. We met so many friends and associates and got more hugs and kisses than ever.
 
Tuesday evening the staff of HomeCare Magazine had a “meet the new team” get together for the Board with the staff. They are filled with refreshing ideas and the magazine will stay in the forefront as a leader.
 
Thelma and I next went to the annual AAHomecare STAND UP FOR HOMECARE RECEPTION fundraiser. AAHomecare awarded Scott Meuser (Pride) and yours truly for our contributions on behalf of the profession. All I can say is “thank you”, however the award should have been given to Thelma. All these years she has kept me on line and worked as my partner!
 
In the Show News Daily #3, published by HME News they reported “GET IN THERE”, a small gathering of DME providers (all located in Florida District 8) and reported how they contacted their Congressman Bill Posey.  They have earned his full support for HR1717 and he is helping get additional help from Congress.
 
Colleen Hunter (Browning's Pharmacy) and Gene Sego (Sego's Home Medical Equipment), both independent dealers from Central Florida, led the session.  There were other passionate HME/DME providers also in attendance at the meeting including Donna Sammon of Browning’s Pharmacy; Kamen Jenkins of Wuesthoff Home Medical; and Greg Bonenberger of Brevard HME.  

Colleen Hunter said, “We want to let everyone know it can be done.”  Gene spoke about how much the beneficiaries are suffering, as we are so aware.  Congressman Bill Posey (R FL-8) sent two of his staff to attend and visit Medtrade.

My hope is this effort will be replicated throughout the United States with the co-operation of the state DME associations.  We must get HR 1717 passed and the “Competitive Bid” eliminated.

Reflections: A Different Medtrade Part 1

The Medtrade Exhibition and Conference meetings are a reflection of the country and of the economy.  Times are rapidly changing and so is Medtrade.  This was reflected this past week in Orlando.

Despite what was happening outside the exhibition hall, activity inside was running rapidly without missing a step!  Since I have been fortunate in having had the ability to attend every Medtrade since it’s inception, I CAN say that for DME/HME there is “no other important opportunity available which rivals Medtrade!”

To be able to meet with peers from all over the U.S. coupled with the ability to work with vendors is the heart of the show.  This is a very important ability for your company. 

How many seminars were made available to attend? OVER 100 and most lecture rooms were filled to capacity!
How many vendors were displaying their wares and with new products? OVER 550!  And, there were over 80 new exhibitors with unique products from last year. 

The ability to speak with and work with the officers of the associations who keep our industry stable and your company informed is very important.  These days are filled with problem after problem, which have to be resolved.  Your participation will keep them effective to accomplish this.

Thirty-six of the states associations that make up the United States of America were in attendance and had representatives at their desks on the show floor.

AAHomecare, the D.C. center of activity, was working diligently for as many attendees as possible.  The industry must understand and appreciate the horror of the current legislation and when it reaches every one it will be too late to do anything!  If the “competitive bid” legislation is not changed to the pending MPP bill (H.R. 1717) it will affect every recipient and all your clientele.  Every patient and their family caregiver will then have great difficulty in obtaining their supplies and oxygen from you. 

Ask them to join with you in these efforts, otherwise they will be running all over to find the “lowest bidder”. The low bidder will only care about  money not at all about the patients. You must become active! This catastrophe must not be allowed to happen.
 If you currently are NOT a dues paying member of AAHomecare and your state DME association please join now.  Then, we can meet again at Medtrade Spring in Las Vegas.

Yes, this was indeed a different Medtrade.

You must be heard...NOW

Jonathan Temple, OxyMed  (Birmingham, AL), expressed his feelings about the Round 2 CMS competitive bid.  I am sure that Jonathan’s thoughts are the same for every DME/HME provider.  After I carefully read what he wrote, I realized even more than ever before how important it is for every dealer to make his or her voice heard NOW.

He compared the situation to a prize fight (not bad)!  CMS is telling dealers they are getting too much money for what they do and the industry is explaining how they perform to actually save CMS healthcare dollars. (And, let's not forget how much pro-bono work is done).

He goes on to caution other providers to not make “suicide” bids. I couldn't agree more. I am repeating his warning about bidding your services into a level that will be fatal for your company.

There is a great deal more to this problem, which must be considered.  Let’s start with CMS.  They feel  that the cost of the services billed for is excessive, but that is completely incorrect.  If CMS could only eliminate 90% of the current fraud and abuse (F & A), there will be sufficient cash available at the current reimbursement schedule. Unfortunatley, we can never rid the system of all the F & A, but we can really eradicate much of it.

The one thing that I am very proud of is the very small number of DME/HME providers who have been found guilty of any F & A!  The basic problem CMS has is a lack of controls for the services they are billed.  For example, what a hospital can bill by upgrading or for services not performed. The average patient does not know what CMS has been billed.  I have spoken to many of my peers and only found one who studied the monthly report they received and found it difficult to understand.  I am of that, but still questions should always be asked.

What can you do? This is something I have repeated over and over. Join your state and national associations now. Your added dollars (their modest fees) will keep you viable and in business. Don’t commit suicide! Get on the team and fight back. Draw all of your customers into the fray. All of this will be discussed at Medtrade in Las Vegas, so please be there.  Do it NOW!

Holidays Ahead!

The holidays are just around the corner. Use this time to relax, enjoy seeing friends and family and then contemplate in the next couple of weeks what you can do in 2013.

Your first thoughts have to be about your current operation, which includes the company, staff, and clientele. Think about what you will do to expand your bottom line with higher profits.

In a previous blog was a reminder to be sure you have already enrolled for the Spring Medtrade in Las Vegas. So many new surprises and opportunities will be found there. I have been monitoring the show and can tell you how impressed I am with what is ahead!

In anticipation of attending Medtrade Spring, do the following. Write a business plan for 2013. It will not be graded and if you take the time, I know you will be rewarded.

Do a careful review of the past year activities to determine which disciplines brought in the best profits (and those that did not). Begin from the weakest link to see why it did not produce as much as you anticipated. Realize where sales were down and why that happened.  Armed with that information, you can make corrections to prevent that from happening again.

Study every segment of your sales to see where OTC cash sales products are available. This can become a goal for Medtrade. Build from your base and continue to grow. This can be a most constructive time. It really makes a difference! The ROI for the time and effort in preparing this as a new “business plan” will never be better. This effort makes attending Medtrade so vital!

It is important to share your thoughts with all your employees. Their enthusiasm will be found on the bottom line annually. Make this Holiday season work for you!

“Merry Christmas and a Happy New Year.”

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!

Shelly Looks Back: The First Medtrade

The First Medtrade Show

Think back! Try to recall the very first Medtrade Exhibition that you went to? Were you present at the Georgia World Center or did you go to the hotel?

I was very fortunate in that I did attend the very first and yes, it was held at the Georgia World Center. The second show was held at what was then a Marriott Hotel. They were both great fun!

The first “Medtrade” (not so identified then) was really a social event. So many friends getting together, both the vendors and the dealers, and we all really shared a most enjoyable event. There even were some sales made!

Little did any of us recognize these first two shows would evolve into the one most important event for DME/HME dealers and providers? Today there is a very major difference, one that takes precedence over all other reasons (and there are many) for attending Medtrade. It has matured today into the one best source of education for the industry.

Just count the large number of speakers and classes that are held. How many sit in at each? Many lectures are SRO (standing room only). Now add to that total the number of important people such as Senators, Representatives, attorneys and university faculty. These all are educators who have agreed to participate.

When I try to comprehend what Medtrade has become, I am flabbergasted. I don’t think there is any other venue where so much is made available. Whether you are a DME/HME provider, manufacturer or other allied professional, Medtrade is where everything happens. I will see you in Atlanta.

Shelly Looks Back: Planting a Seed

When I was a Boy Scout (generations ago) I thought it would be a nice idea to grow vegetables. I did. This took place when WW2 started and we developed a “victory garden.” It all began when we planted a seed.

I received a most intriguing report from a DME/HME provider in a small city in the Northeast. After reading one of these blogs, he hired a new salesperson. He liked the idea of contacting the community college in town. They recommended a young lady for what he described as an “entry level job” to home care as a profession.

His competition was a major company, few similar DMEs and pharmacies. Each of them were doing well but none were dominating the market. This new hire was very successful. As a consequence, a large number of new customers were directed to him.

The young lady asked if she could include supplies when she made her calls. They compiled a short list of commonly used products by physicians (adhesive bandages, gauze pads, etc). Sales expanded and so did the list. They added items they normally stocked which included stethoscopes and BP monitors. These sales kept getting larger and led more patients being guided to their location.

Why not do something similar and “cherry pick” what we identify as med-surg supplies. Solicit the EMTs, fire and police departments for new sales, especially if you handle oxygen. Add schools, local business and other places people gather. Small sales can bring many new dollars.

At Medtrade, in a few days you will see a multitude of products your company can very successfully market. Come to Atlanta to seek these opportunities and make the coming year one where your company will expand and increase both sales and profits. Plant a seed and harvest a crop!

Will you Stand Up for Homecare?

Will you? Will you “STAND UP FOR HOMECARE?” Of course you will!

• You are a DME/HME provider.
• You have a very active operation.
• You have a family and employees who depend on you.
• You have many loyal customers.

All of that is what makes you “HOMECARE”

Every year in Atlanta, Thelma and I participate in the most enjoyable fundraiser available to support our industry (that is you!). We always attend the “Stand Up for Homecare” fund raiser sponsored by the American Association for Homecare (AAHomecare).

I look back and I able to see how much they have accomplished, not just for their members, but also for every DME/HME dealer, provider and manufacturer.

One of my goals is to see a larger percentage of dealers and providers support the state and national associations. I would love to see that number rise closer to 100%. They work for you, but not enough of you help provide the funds they require.

Cost of membership in a state or national association is normal operating expense for every dealer (ask your accountant). The small investments you make when you join, not only help you maintain your company, but also assist you to expand in many ways. I receive the e-mails many associations send to their members. I recognize the fantastic ROI their members earn from this investment.

If you are going to Medtrade, by all means, please attend the AAHomecare’s Stand Up for Homecare Reception. The cost is a contribution of $150. You get so much for so little. The reception will be held Tuesday, October 16, from 5:30 PM until 7:00 PM. Thelma and I will be there, so please say hello, share a drink with us and “nosh” some of the goodies.

Stand Up for Homecare Medtrade Spring 2012

Show AAHomecare how much they mean to you and your company.

Help for Small Business

I do not like to use the term “small business”.  The average DME/HME location may not have the same volume as does a Target or a WalMart, but for the principal, it is still a “very large” operation. The owner's family and the employees all depend on its success to maintain their way of life!

This makes the average DME/HME location into a big business because they have a following of clientele and customers who depend on them.

Recently, there was an interesting article in my local newspaper about entrepreneurship. It listed some programs available when you seek help. As the economy of the United States has started back on the road to recovery these sources can be of great value. When I had my company, I was able to get some very excellent advice through SCORE. The personnel of SCORE are all retired, very successful business executives.

As I met with them, I showed every segment of my operation and told them how much money I was seeking. After the SCORE counselor studied each facet of how we function, he assisted me in obtaining a bank loan.

Today, there are also more than 1,000 Small Business Development Centers (SBDC) throughout the country. Their counselors are available to provide free one-on-one sessions with you. They will also help develop a new business plan, help manage your accounting and give advice for marketing.

This free service is available for every DME/HME provider. You should contact SBDC so they can help you develop new approaches.

This year at Medtrade (10/16-10/18) there will be many opportunities and experts to help you find answers. The economy is getting brighter and it is your turn to be in the forefront!

Yes, there is a lot of help available for your business. Take advantage of the opportunity. This year Medtrade is the best place to get answers. Come prepared and learn how to attain every one of your goals. 

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