We are Lucky

There are times when we all should sit back, just to relax and think. Between Christmas and New Year's has always been what I call my “re-evaluation” period to see what I have accomplished or where I fell short for the past 12 months.

I always try very hard, going back to 1950 when I graduated from College of Pharmacy, married Thelma, and then we started our career in “health-care” to share only the good things that happened. It had always been "we". Our goal was to share positive things and warn of pitfalls. The most exciting thing we did was working with DME dealers and providers to build the Home Care Dealers Co-op, which is still alive with VGM.

Another happy period was writing Shelly Sez for many years in HomeCare Magazine, and now preparing the Shelly Sounds Off blog for Medtrade. Without Thelma editing all of my writing, very little of this would ever have been seen.

All I can say is that the years went by so quickly, and Thelma and I hope we have had some influence and provided a bit of the “guidance” as we wished we could.

Since we are both in our late 80’s we have made our “plans” for 2015. We look forward with a great deal of excitement to participating again at Medtrade Spring in Las Vegas and then for the Atlanta meeting in the fall.

I can think of nothing that can do as much for every DME/HME dealer than attending both fabulous expositions. One claim to “fame” I am proud of is that I have been to every one to date! Thelma may have missed a few because she kept busy with our children and grandchildren. How about that?

I will continue writing my blog and enjoying reading the many excellent publications of our industry. The HME News and Homecare Magazine are so important, and look at the number of specialty magazines available to the industry. Yes indeed, we are lucky, aren’t we?

Communication

Communication is the ability to pass information to one another.

I use this blog to send thoughts about how to help improve your company’s operation. Many of the ideas that are shared with you come from other DME dealers.

Communication is a two-way street. I learned this some seventy years ago when I had a government job! The value and importance of listening and working with one-another cannot ever be ignored. This has been what I have always followed! So you must do the same: Communicate.

When you receive a message, please respond. The best example I can give you is how AAHomecare and the state DME associations are working so diligently to get some very special legislation passed. This will dramatically help our industry. To do this they require additional funds! The dealers who are members of these associations do their best!

There are far too many DME/HME companies who are not dues-paying members. Yet, when there is a success, they also benefit. I ask all non-belonging dealers to communicate with AAHomecare and their state associations. Tell them you will get on board.

Gather together and provide the funds as a dues-paying member. Then, the coming year, 2015, will be the best ever. So please communicate with an application for membership and your check to AAHomecare.

December 25, 2014

This is an important day for everyone. It is the day when people gather together to say “Thank You” for all the blessings they have received.

My feelings are best demonstrated in a song we know so well:

“America, The Beautiful”:
O beautiful for spacious skies,
For amber waves of grain.
For purple mountain majesties,
Above the fruited plain!
America! America!

God shed His grace on thee,
And crown thy good with brotherhood,
From sea to shining sea.

This day is set aside for all of us to gather our families together and
show all the love we have for one another.

Count Your Blessings

You own your business! You have some truly excellent employees! Despite so many efforts to take away some of the reimbursements you earn for your services, you continue blissfully working long hours to maintain your company and stay solvent.

Now all of the above is negative! This is why I say, “Count your blessings!” You still own and operate your company. You have many customers, clients and patients who depend on you. You have loyal employees who work for you. These are all blessings!

I received a fascinating “State of the Industry 2014” report from HME News. The numbers, which they reported, were encouraging. If you have received this report as well, study the information very carefully to see where and how your company fits. It should also be available for viewing online in the next few weeks.

After you have digested all the material, please give it to your accountant. Ask your key employees to study it. Certainly once again you can count your blessings.

 

A new year approaches. In a matter of just a few weeks, we will enjoy the holidays and plan for the coming year. This is a blessing: free time! Take this free time you get to very carefully review all of the segments of your company. Armed with loads of information, write a new “BUSINESS PLAN FOR 2015".

 

Please include the following items for next year:

• Membership in your state DME association
• Membership to AAHomecare

In addition to membership dues, set aside sufficient funds to help fight the threatening legislation, and encourage solutions. Be sure you respond to every request to contact your representatives. Plan now to attend both the spring and the fall Medtrade Exhibitions.

 

Do all of the above! Get every employee involved! They also depend on your company for their livelihood. You will find there are many blessings you can count!

 

Say: Thank God!

Holiday

Let all the dealers and providers who make up the DME/HME industry use the time available until the New Year comes to do a few vital things for the future. Reviewing the year will provide the tools to both stay in business and expand sales and profits. Here are a couple of action items to complete before you break for the holidays:

1. Meet with Your Accountant: Set up a brief meeting with your accountant and study where your dollars came from; which segments provided the best profits and which were losing money. You may be pleasantly surprised or greatly shocked, but either way you must use this knowledge as the starting place needed to make future plans. I have had the privilege of working with many DME/HME companies over the years, and I can tell you this is valuable information.
 

2. Work with your Staff: When you have the facts, then you can work with your staff. If some employees have specific responsibilities, together with them go over all of the information showing cost, profit, loss, and potential. When your employee understands what this means, you win! If the picture is brighter than you anticipated, a raise in salary solidifies your employee.

My experience is that when an employee is given a big responsibility, they will perform much more than you can imagine. This is truly “win-win.”

I worked as a consultant for a very active dealer in Rochester, upstate N.Y. This gentleman reviewed four employees. Each was responsible for their department, as well as doing other things necessary for the company. He met with them once a week. This type of communication made for very close co-operation,

You all can do something similar! When you take advantage of the free time each holiday brings, it is easy to prepare for the New Year.

HAPPY HOLIDAYS!

 

Note: If you have not yet registered for Medtrade Spring, early rates are in effect through January 4th. Don't wait, register for Medtrade Spring now.

Make Things Happen: You have the power!

Daily, you receive e-mails, phone calls, letters, magazines, and many other communications. Do you listen and read these things or continue to wonder about upcoming events?

In the last few weeks I have received several messages asking me about what lies ahead for our industry. Invariably I answer these the same way, because I tell the caller they provide the ideas for coming events. We must all work to see them succeed. I am pleased with the many publications available, which offer answers suggesting ways to remain successful. Please study these carefully! This is where you will find the answers.

When you recognize how hard your state DME associations and AAHomecare work on your behalf, do you say, "Thank You"? The best way to express your gratitude is by becoming a dues paying member! There are far too many DME/HME dealers who are not members of their state association or AAHomecare. They must realize if they joined, much more positive legislation would get through Congress.

A great deal is at stake for our industry. There is so much pending that needs to be passed. Work with the associations to make this happen.

The cost of membership is so little, but if you find yourself being forced to close or greatly reduce your operation, was it worth the few dollars you saved by not joining?

Our industry, DME/HME, must become very strong. As business people, we all have one goal, which is ROI: return on investment.” Join forces with AAHomecare and your state association - “Let us make things happen.”

Changes

The end of 2014 is rapidly approaching! This has been a very hectic year, and DME/HME providers and dealers have still not been recognized for the wonderful way they have taken care of their senior citizens and patients. Instead, they are under attack because so much money has been stolen from the system by a multitude of thieves that there is little left for providers.

There must be a way to prevent these dishonest entities from finding ways to defraud and steal! When they are caught, they easily disappear or re-open under another name.

It has been my pleasure to hear from so many dealers in the U.S. who wish to change the system. When I see how diligently the state DME associations and AAHomecare work to bring this about, I believe we can make the necessary changes.

To achieve this, a great deal of money is required. The dollars these associations require to get these changes made comes from membership dues. Everything they have already accomplished has benefitted all DME/HME dealers, not just their members. If every DME/HME dealer becomes a dues paying member of AAHomecare and their state association, our industry will succeed.

Unhappily, these days I see far too many fine DME/HME dealers closing their doors, and that frightens me. Companies who have been servicing their communities for many years, providing the needs of all senior citizens, ailing, bed-ridden patients and others in need, are vanishing. We cannot allow this to continue happening.

BOGO: The super markets run a promo “buy one, get one” free and they move a great deal of merchandise. Since every dealer today wants to remain solvent and stay active, I ask they each do the following:

Please call all your competitors, every friend, and every other DME/HME dealer you can reach. Ask them to become a member of AAHomecare and their state association. You will be effective! When you explain all the benefits of membership and how minimal the cost is, they will come on board.

 

That is a great deal; far better than letting the door close. This small investment will go a very long way, which is why you are making this effort. We can no longer allow another DME/HME dealer vanish!