Wagons, Ho!

Since I can make the claim of having attended every Medtrade exhibition since its inception, I feel free to make these comments. The few days we spent in April in Las Vegas at Medtrade Spring 2007 were really very interesting, and gave me another insight to the industry.

Yes, I’m fully aware of what has been happening to affect DME/HME providers. In my opinion, CMS appears to have lost the comprehension of how to fund health care. The industry is being pushed to the lowest common denominator, and that is wrong. American citizens deserve much better.

This trend will continue until new standards are in place and we have regulations with teeth to keep out unsavory dealers. This is a major step toward bringing health care back to the world of reality.

When Osama Bin Laden, the leader of Al Qaeda, said he would bankrupt the United States, I laughed. But look at what is happening. We have become like the Knights Templar fighting the Saracens. I think it took 700 years, and they never found the Holy Grail.

Where are the dollars to maintain a war and health care going to come from? Does the government think it can recover enough from the health care segment of our economy to balance these efforts? No, of course they cannot. So we have to work very hard to support the state DME associations and the American Association for Homecare simply because these are the organizations that can help.

Every home care business has a major stake in changing some of the new regulations our industry is facing. With these organizations’ help, the industry will survive. AAHomecare is leading the battle to protect all home care providers, not just its members. Please give your support, because it will be to your benefit.

There were several interesting new product lines at the show. I saw a line of specialty “togs” for children with disabilities. Items like these and other over-the-counter cash sale items are what all providers should seek. Take the time to speak with the reps from your preferred vendors about OTC cash sales. They will all work with you.

But don’t neglect other opportunities. There was another discussion about home telehealth at the spring show led by Schuyler Hoss, a fellow member of this magazine’s Editorial Advisory Board. This is another rapidly growing opportunity.

Sometimes I compare going to Medtrade to attending a college reunion. Thelma and I enjoyed meeting many old friends. The list we saw would fill this column; I had no idea how many people we know. It was pleasant saying hello, and our thanks to each of you from both Thelma and me.

Now we are patiently awaiting October for the fall exhibition. I have been informed that it will be bigger and better than ever before.

Paint Your Wagon

“Paint Your Wagon” was the title of a great Broadway show, and then it became a hit movie (starring Lee Marvin and Clint Eastwood). Today, “paint your wagon” for a DME provider means a great deal more than just having your name on the side of a vehicle.

Your vehicles are really moving advertisements. They are seen when making deliveries, driving on the streets — and they reflect your company. Please be sure that they are regularly washed and sparkle. Make certain not only that the company name appears but also that your logo is outstanding. Be sure the street address and phone number are prominently displayed, and that the driver is spic and span.

A caveat: Instruct your driver that he must always drive courteously. If your driver is a “cowboy,” a great deal of good will can be lost.

A good driver, wearing a uniform and looking very professional, can also become an outside salesperson. Provide the driver with a short list of home comfort products and make sure it is handed to the family when a product is delivered. This is a reminder that often can lead to many additional sales. Try it!

Sheldon “Shelly” Prial is based in Melbourne, Fla., with Prial Consulting and also serves as the director of government relations for Atlanta-based Graham-Field Health Products. In 1987, he founded the Homecare Providers Co-Op, now part of The VGM Group. He can be reached by e-mail at [email protected] or by phone at 877/553-5127.