A Call to Arms

30 years ago

Thirty years ago in HomeCare magazine, Leon Miller, then newly elected president of the National Affiliation of Durable Medical Equipment Companies (NADMEC), issued a call to arms for the HME industry, touting the importance of grassroots involvement and local and regional unity.

“I think it’s important for all dealers to work together,” Miller advised. “As far as I am concerned, we are not competitors … We’re trying to talk to each other about product availability, new products, billing procedures, etc., without being enemies. This is how you get the job done … If members will just communicate on a local basis and meet once a year, I think the accomplishments will be tremendous.”

The message seemed to carry a lot of weight, and, as HomeCare reported, NADMEC had more than 200 DME companies and 25 manufacturing firms attend its first-ever annual convention in May.

The magazine also reported on NADMEC’s efforts to sway the Senate Finance Committee and the House Ways and Means Committee with a position paper on Medicare reimbursement changes. The paper, delivered to lawmakers on Capitol Hill, contained industry suggestions on how best to manage everything DME, from rentals and co-insurance and deductibles to rate adjustments and assignment.

20 years ago

Today, CMS’ draft list of revised supplier standards proposes cracking down on telephone contact with Medicare beneficiaries, but in 1988, providers were facing a different telephone challenge — how to address incoming calls appropriately. Especially complaints.

Among the advice given for dealing with patient grievances: “Use terminology that is easy to understand. Avoid using slang or technical technology” and “Never argue with a caller and never challenge what is said to you.”

In addition to tackling the telephone, HomeCare took a look at the political action committee formed by the National Association of Medical Equipment Suppliers (NAMES), which played an active role in championing the Six-Point Plan. Passed as part of the Omnibus Budget Act of 1987, the plan was designed to provide Medicare reimbursement stability for at least three years, mainly through flat-fee reimbursements.

10 years ago

Retail. Retail. Retail. Cover-to-cover, HomeCare‘s May 1998 issue importuned HME companies to consider the benefits of retail sales. With features including a quiz — “Are You A Closet HME Retailer?” — and insight on constructing the perfect floor plan and overall look for retail success, the magazine told providers, “Repeat after me: Think retail.”

While HomeCare attempted to define the ins-and-outs of retail sales, Texas Senator Phil Gramm was traveling his state, voicing his support of competitive bidding and pushing to make Texas one of the nation’s demonstration sites.

To support his stance, Gramm pointed to pricing comparisons between what the Department of Veterans Affairs was paying for DME versus Medicare’s payments. The industry, incensed by the apples-to-oranges comparison, said Gramm’s approach failed to factor in the cost of services that must go along with the equipment — one of the issues providers are still trying to explain to legislators today.

Seems Washington is having a hard time with the concept.