This past week Mrs. Prial and I saw a wonderful performance of the musical “The Man from LaMancha.” As I write this blog I feel like I am fighting windmills.
Miguel de Cervantes is quoted as follows: “Good actions enable us, and we are the sons of our own deeds.” Don Quixote fought to achieve the Impossible Dream. So will you!
HME providers are the last stop and smallest group involved in the provision of health care supplies equipment via Medicare. The Medicare Modernization Act passed by Congress in 2004 is supposed to stop the outflow of dollars. Rather than fully addressing the problem of fraud and abuse they opted to have HME providers bid to become a provider.
HME providers are not the problem. The problem is a major difficulty, which they failed to consider, how to keep the thieves out. When miscreants are caught selling drugs, gambling or prostitution they face long terms in jail when convicted. But when a hospital chain was caught stealing many billions of dollars, they were fined (was $7½ billion sufficient?).
HME providers have the task of getting all of your customers involved. Yes, I know that I have said this often, but it is worth repeating. You must get your clientele involved before they are forced to go elsewhere. There is far too much at stake not to get involved. Send a letters to the editor of your local newspaper. Call or e-mail your Senators and Representatives. Ask your staff to do the same. Please suggest to all your customers to get on the bandwagon before they are driven away to a “winner” with the lowest bid. Contact your state HME association and AAHomecare or NAIMES for help.
We are fighting the windmills, same as Don Quixote did, but if we all work together and not wait for someone else to do it, we will be successful. For ideas and other thoughts please do not hesitate call me (877) 553-5127 and I would be delighted be of any help. As a team, HME providers can win this battle!
SHELLY SOUNDS OFF: Advice. Solutions. Practical Ways to Improve your Business by HME Expert and Medtrade Ambassador.
Wednesday, January 19, 2011
Thursday, January 13, 2011
Speak Up for Homecare
AAHomecare will be holding a Legislative Conference in Washington, DC, March 16-18. With the need to change some of the egregious laws, it is perhaps the most important opportunity to make your voice heard.
I have had the privilege of attending many of these conferences over the years. They gave me the opportunity to sit and speak with my state senators and representatives. I met their health legislative aides (HLAs) and we developed a strong rapport.
HLAs are your voice to the elected official and they will carry your message. You must make this connection. It is most important to participate in this conference. AAHomecare will make the appointments for you. They will arm you with the proper literature to bring. Members of Congress WILL speak at these sessions. Please put these days into your plans for the future.
If for any reason you cannot attend this conference, then be sure you contact both of your state’s senators and your representative. Send them an e-mail or make a telephone call to speak with their HLA. Make every effort to develop a good relationship with them.
More good news: Medtrade Spring 2011 is scheduled for April 12 – 14 in Las Vegas. Our industry is fighting very hard on behalf of every HME provider. You and your company have to be a participant in all efforts on your behalf. No one else can do it for you! If you need any help contacting the politicians in D.C., more information on the AAH conference or Medtrade Spring, please call me at (877) 553-5127 and I can help you.
I have had the privilege of attending many of these conferences over the years. They gave me the opportunity to sit and speak with my state senators and representatives. I met their health legislative aides (HLAs) and we developed a strong rapport.
HLAs are your voice to the elected official and they will carry your message. You must make this connection. It is most important to participate in this conference. AAHomecare will make the appointments for you. They will arm you with the proper literature to bring. Members of Congress WILL speak at these sessions. Please put these days into your plans for the future.
If for any reason you cannot attend this conference, then be sure you contact both of your state’s senators and your representative. Send them an e-mail or make a telephone call to speak with their HLA. Make every effort to develop a good relationship with them.
More good news: Medtrade Spring 2011 is scheduled for April 12 – 14 in Las Vegas. Our industry is fighting very hard on behalf of every HME provider. You and your company have to be a participant in all efforts on your behalf. No one else can do it for you! If you need any help contacting the politicians in D.C., more information on the AAH conference or Medtrade Spring, please call me at (877) 553-5127 and I can help you.
Thursday, January 6, 2011
Resolutions for the HME Industry
We are all prone to doing this, making New Year resolutions, things we plan to do, and then rapidly forgetting them. This year what is facing your company is very different. As the proprietor of an HME business you have to make some new resolutions and must keep them.
Since the major problem now to resolve is how to operate your company and continue growth in a market place that currently is driving recipients of Medicare to winners of a competitive bid. I am sure this outrageous bid legislation will be revoked, but until that happens your voice must be heard.
Here are some resolutions to consider:
Resolution #1: I will support all the efforts of my state association as well as the national one. They carry the battle versus this competitive bid legislation.
Resolution #2: If I am not of member of either my state or a national association, I will call them and provide my support and dollars as they move forward on my behalf.
Resolution #3: I will become more politically active. I will ask my staff and customers to participate with me as I write and call the elected officials in Washington and my state capitol.
These are only a starting point. I will talk about new marketing ideas in coming posts. One goal is to build more OTC cash sales. I will share success stories from providers with you. One major suggestion is to be sure you attend your state and other HME meetings. It is not too early to prepare for Medtrade Spring 2011, which will take place April 12-14 in Las Vegas. That is where you will be able to make the deals, meet the vendors, hear the speakers and arm yourself.
There is so much that you can do so please do not sit by and wait for someone else to do it. You must protect your business so can continue to grow.
Since the major problem now to resolve is how to operate your company and continue growth in a market place that currently is driving recipients of Medicare to winners of a competitive bid. I am sure this outrageous bid legislation will be revoked, but until that happens your voice must be heard.
Here are some resolutions to consider:
Resolution #1: I will support all the efforts of my state association as well as the national one. They carry the battle versus this competitive bid legislation.
Resolution #2: If I am not of member of either my state or a national association, I will call them and provide my support and dollars as they move forward on my behalf.
Resolution #3: I will become more politically active. I will ask my staff and customers to participate with me as I write and call the elected officials in Washington and my state capitol.
These are only a starting point. I will talk about new marketing ideas in coming posts. One goal is to build more OTC cash sales. I will share success stories from providers with you. One major suggestion is to be sure you attend your state and other HME meetings. It is not too early to prepare for Medtrade Spring 2011, which will take place April 12-14 in Las Vegas. That is where you will be able to make the deals, meet the vendors, hear the speakers and arm yourself.
There is so much that you can do so please do not sit by and wait for someone else to do it. You must protect your business so can continue to grow.
Happy New Year
What does the New Year hold for HME providers? Will it be good, bad or indifferent? The answer lies with you.
I have thought for many hours to determine what is in store for our industry. Yes, we realize that there is a major change in how business will function. Reduction in Medicare reimbursement is the first hurdle I see. Changing regulations loom over everyone’s head. Patients will find that as a consequence of the competitive bid legislation they may lose access to their providers of choice and be driven elsewhere.
The above is only a brief summary of what the industry faces. There are several things that all of us must perform to bring about the needed changes. Certainly vox populi, the voice of the people, must be heard. One task facing the industry is to arouse not only all of our customers but all of the citizens in our community to speak out. When we show the dangerous affects of this, then public opinion will be heard.
Your foremost task is to illustrate what your company has done locally. The care and services you provide does not have a dollar value! Ask your clientele to participate in this effort with you to help make the point that service is as important as price. They know and appreciate the many extra steps you take. Family caregivers, local physicians and therapists can all add their words to yours. Everything must be brought to the attention of your Congressmen by a steady flow of letters and calls.
I know this all sounds like “gloom and doom” but that sword hanging over everyone’s heads will not fall when you fight back. We ask that you join forces with your state association and the national ones. Your support and dollars are needed to be sure that you will survive.
We are aware when we all act in unison there is accomplishment. Look at the history of our country and then realize that we must work as a team to reach our goal. Roll up your sleeves and join the fray. These unfair legislations will be changed! It will happen!
What does the New Year hold for the HME industry? My prediction is that we will win! We will have the legislations changed! Our industry is probably the one most important stop for patients and senior citizens. Their voices will be heard as well.
So I send to you all wishes for a very HAPPY and SUCCESSFUL NEW YEAR. 2011 will be the best year ever!
I have thought for many hours to determine what is in store for our industry. Yes, we realize that there is a major change in how business will function. Reduction in Medicare reimbursement is the first hurdle I see. Changing regulations loom over everyone’s head. Patients will find that as a consequence of the competitive bid legislation they may lose access to their providers of choice and be driven elsewhere.
The above is only a brief summary of what the industry faces. There are several things that all of us must perform to bring about the needed changes. Certainly vox populi, the voice of the people, must be heard. One task facing the industry is to arouse not only all of our customers but all of the citizens in our community to speak out. When we show the dangerous affects of this, then public opinion will be heard.
Your foremost task is to illustrate what your company has done locally. The care and services you provide does not have a dollar value! Ask your clientele to participate in this effort with you to help make the point that service is as important as price. They know and appreciate the many extra steps you take. Family caregivers, local physicians and therapists can all add their words to yours. Everything must be brought to the attention of your Congressmen by a steady flow of letters and calls.
I know this all sounds like “gloom and doom” but that sword hanging over everyone’s heads will not fall when you fight back. We ask that you join forces with your state association and the national ones. Your support and dollars are needed to be sure that you will survive.
We are aware when we all act in unison there is accomplishment. Look at the history of our country and then realize that we must work as a team to reach our goal. Roll up your sleeves and join the fray. These unfair legislations will be changed! It will happen!
What does the New Year hold for the HME industry? My prediction is that we will win! We will have the legislations changed! Our industry is probably the one most important stop for patients and senior citizens. Their voices will be heard as well.
So I send to you all wishes for a very HAPPY and SUCCESSFUL NEW YEAR. 2011 will be the best year ever!
Tuesday, December 28, 2010
Report Scams... It's Your Duty
I have been reporting that Medicare has more than sufficient dollars available to take care of those people who qualify. I also believe that for every legitimate buck spent another additional dollar is stolen from the system. So the object is to get the crooks out.
The largest scam I’ve seen was the Hospital Corporation of America, which paid a fine of about $7.5 million. This may be the highest fine ever levied for Medicare fraud.
Well, the thieves who sell drugs or by other nefarious means for “making a living,” usually end up in jail when they get caught. But when they see the president of a company that paid a gigantic fine was able to save enough money to become elected a governor of a state, they try to play “Can You Top This.” Today, I read of another scam.
A group of gangsters set up a national “franchise” for their associates using phantom health clinics. Information was garnered in New York. They stole the IDs of physicians (some dead) and merrily submitted bills to Medicare for services rendered (I assume their major expense was postage). They set up 118 clinics in 25 states! In New York alone, they submitted invoices for $100 million and Medicare has already paid out more than $35 million.
We have not seen the dollar figures for other states, but this is what you, HME providers, have to watch for. You must report any of this you suspect. The police, the prosecutors and the FBI will follow up. This raping of the system must be stopped. This is the chicanery that has lead to the competitive bidding legislation. It is why Medicare does not have sufficient money to reimburse hard working providers.
If you would like to speak about any local problems, please e-mail me at shelly.prial@att.net or call me at (877) 553-5127. I have had conversations with a number of providers about this problem. Protect your business and your employees – and never forget you have to protect your clients.
For more information on Medicare fraud, please visit: www.mymedicarefraudreporting.com
The largest scam I’ve seen was the Hospital Corporation of America, which paid a fine of about $7.5 million. This may be the highest fine ever levied for Medicare fraud.
Well, the thieves who sell drugs or by other nefarious means for “making a living,” usually end up in jail when they get caught. But when they see the president of a company that paid a gigantic fine was able to save enough money to become elected a governor of a state, they try to play “Can You Top This.” Today, I read of another scam.
A group of gangsters set up a national “franchise” for their associates using phantom health clinics. Information was garnered in New York. They stole the IDs of physicians (some dead) and merrily submitted bills to Medicare for services rendered (I assume their major expense was postage). They set up 118 clinics in 25 states! In New York alone, they submitted invoices for $100 million and Medicare has already paid out more than $35 million.
We have not seen the dollar figures for other states, but this is what you, HME providers, have to watch for. You must report any of this you suspect. The police, the prosecutors and the FBI will follow up. This raping of the system must be stopped. This is the chicanery that has lead to the competitive bidding legislation. It is why Medicare does not have sufficient money to reimburse hard working providers.
If you would like to speak about any local problems, please e-mail me at shelly.prial@att.net or call me at (877) 553-5127. I have had conversations with a number of providers about this problem. Protect your business and your employees – and never forget you have to protect your clients.
For more information on Medicare fraud, please visit: www.mymedicarefraudreporting.com
Tuesday, December 14, 2010
Preparing for the New Year
I am very upbeat about the future for our industry. Yes, I am aware of how few dealers were awarded contracts on the “competitive bid.” David Russell, in the U.K., had this bid described as: “Competitive bidding is an oxymoron. There is nothing competitive about it and it’s not bidding.” But, I am most excited by the great number of providers with whom I spoke at Medtrade who told me they are all gearing up to change how they operate their companies.
There is no question that the small number of bid winners will not be able to provide service correctly. I anticipate a great uprising by the beneficiaries. But we all know how slowly our government moves, so rather than wait to see what happens make your changes now. What can you do?
My first recommendation is that no matter whatever you plan, it must be realistic. You know your customers and their needs and also appreciate all your referral sources and their needs. These will always be present and so they are to whom you will direct your efforts. A very careful review of where your sales come from and then armed with this information hold a staff meeting. Tell all your employees what you are contemplating. Then ask each for any ideas they have. After all, they work face-to-face with your clients. When I spoke to entrepreneurs who have done this, I am amazed at the many ideas recommended by staff members. They are a great source and must be included in your plans.
The next step in your preparation for 2011 is to sit down with each member of your staff to discuss how to put their ideas to work. A provider from Minnesota told me his talks with employees made it very clear to him that they know a great deal.
It is never easy to change an operation that has been functioning well. Do not depend as much on third-party business as in the past. Now is when more of your efforts have to be to find new ways of running your company. Efforts must be developed for new OTC cash sales. There were many opportunities at Medtrade. Take advantage of them.
If you have any ideas to share, please call me at (877) 553-5127. I am aware that 2011 will see a great deal of changes, but I also believe more and more providers will use change to their advantage.
There is no question that the small number of bid winners will not be able to provide service correctly. I anticipate a great uprising by the beneficiaries. But we all know how slowly our government moves, so rather than wait to see what happens make your changes now. What can you do?
My first recommendation is that no matter whatever you plan, it must be realistic. You know your customers and their needs and also appreciate all your referral sources and their needs. These will always be present and so they are to whom you will direct your efforts. A very careful review of where your sales come from and then armed with this information hold a staff meeting. Tell all your employees what you are contemplating. Then ask each for any ideas they have. After all, they work face-to-face with your clients. When I spoke to entrepreneurs who have done this, I am amazed at the many ideas recommended by staff members. They are a great source and must be included in your plans.
The next step in your preparation for 2011 is to sit down with each member of your staff to discuss how to put their ideas to work. A provider from Minnesota told me his talks with employees made it very clear to him that they know a great deal.
It is never easy to change an operation that has been functioning well. Do not depend as much on third-party business as in the past. Now is when more of your efforts have to be to find new ways of running your company. Efforts must be developed for new OTC cash sales. There were many opportunities at Medtrade. Take advantage of them.
If you have any ideas to share, please call me at (877) 553-5127. I am aware that 2011 will see a great deal of changes, but I also believe more and more providers will use change to their advantage.
Tuesday, December 7, 2010
Heard at the Medtrade Expo
One of the many benefits of attending Medtrade is the ability to meet with peers. More information is shared in brief conversations at this venue than at any other place. I realize this happens because the showroom floor is a neutral arena. West coast and East coast business people shared ideas with those from the Deep South and the frozen North and they all learn from one another.
The largest concern from those I spoke to was what will happen to them when the awards from the competitive bids become a reality. Will they be able to survive? Not one of the two dozen or so principals with whom I spoke was negative. When I questioned them further, the consensus was that change is always taking place and they accepted that as a fact. They said in all the years they have operated their companies they faced many difficult challenges and yet they still continued to grow.
All did not submit the competitive bid. Others who did thought they would not be successful. They came to Medtrade to get ideas for rebuilding their business approach for the future. They came to meet vendors seeking new and different OTC cash sale opportunities. They told me they found many potential sales opportunities for their operation on the showroom floor.
Safety products, especially for those with disabilities, were sought and found. Lifts for the house or for the car, ramps, emergency response products, hampers and grab bars, transport products, and sports medicine and exercise equipment displays were all destinations for these entrepreneurs. Footwear and foot care was another segment being looked at. The basic standards such as ADL, apparel, wheelchairs and other ambulatory products, chairs and accessories, all saw attention from attendees. There was so much available this year and I spoke to many people who said that they found what they came for. That is what Medtrade does.
In the 30-odd years I have been attending Medtrade, never have I seen more dedicated attendees. Those HME providers who took the time to locate new business directions are ready to bring them to market and will continue to grow and expand.
The largest concern from those I spoke to was what will happen to them when the awards from the competitive bids become a reality. Will they be able to survive? Not one of the two dozen or so principals with whom I spoke was negative. When I questioned them further, the consensus was that change is always taking place and they accepted that as a fact. They said in all the years they have operated their companies they faced many difficult challenges and yet they still continued to grow.
All did not submit the competitive bid. Others who did thought they would not be successful. They came to Medtrade to get ideas for rebuilding their business approach for the future. They came to meet vendors seeking new and different OTC cash sale opportunities. They told me they found many potential sales opportunities for their operation on the showroom floor.
Safety products, especially for those with disabilities, were sought and found. Lifts for the house or for the car, ramps, emergency response products, hampers and grab bars, transport products, and sports medicine and exercise equipment displays were all destinations for these entrepreneurs. Footwear and foot care was another segment being looked at. The basic standards such as ADL, apparel, wheelchairs and other ambulatory products, chairs and accessories, all saw attention from attendees. There was so much available this year and I spoke to many people who said that they found what they came for. That is what Medtrade does.
In the 30-odd years I have been attending Medtrade, never have I seen more dedicated attendees. Those HME providers who took the time to locate new business directions are ready to bring them to market and will continue to grow and expand.
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