Fighting the Good Fight

When Donald B. White ventured into what was then the “wild, wild west” of HME more than 20 years ago, he realized that he had a lot to learn about surviving in the industry. So with the support of other providers in the region who were willing to share information with each other, he helped form the Medical Equipment Dealers Association of Western New York.

The Amherst, N.Y., provider and 2004 HomeCaring Award recipient soon found himself more involved in the industry, carrying the “HME banner throughout the region, the state and nationally,” according to a nomination letter.

White went on to help unite providers around the state, playing a key role in establishing the New York Medical Equipment Providers Association (NYMEP) and serving as an early chairman of the organization. And in 2001, he became the first chairman of the newly formed American Association for Homecare.

From speaking out against provisions in the Medicare Modernization Act, to opposing the reimbursement formula for respiratory drugs, White “loves a good fight and never backs away from promoting industry’s interests,” says one longtime employee. “I have never once seen him step aside and let others do the work for him. He gets involved and stays involved.”

White’s business also has thrived. Today, his Associated Healthcare Systems, which he opened in 1983, has grown to become one of the largest independent respiratory dealers in the country. Recently, HomeCare talked to White about his career and commitment to the industry.

HC: How is the industry different now from when you started in the early ’80s?

White: When I started I had three payers. It was the wild, wild west. There were not many barriers to treating patients at home. Just as long as you kept them out of the hospital, that was enough. Now, physicians and insurance companies are looking for outcomes. It’s not unusual for a payer to dictate to us what steps we are going to take. Before you get payment you have to make sure the client has been compliant with therapy. It’s a more mature business.

HC: Why did you work to form a state organization?

White: We formed an association to have some kind of contact with Medicare, and we needed involvement with Medicaid. We needed a committee to interact with the DMERC to face regulatory issues and to continue being informed about what the regulations are and how they’re important.

HC: Why is it important for providers to get involved in state associations?

White: It’s important to the industry if we are going to bill properly and get paid. It’s extremely important to be engaged in those sources and help people be educated at that level. There is no reason to be proprietary [about] reimbursement. Everyone should know how to bill properly. If they don’t, it gives the whole industry a black eye. It’s not just the person who skipped a step or two who gets tagged. It’s everyone.

New York as a state has a pretty good track record. Part of the credit for that belongs to having a strong state association. We provide a basis of education for anyone in this industry. We haven’t had the big examples of fraud and abuse that we’ve seen in other parts of the country.

HC: What kind of changes do you see on the horizon?

White: Competitive bidding is going to change the industry dramatically. If appropriate standards are not developed, it may be the wild, wild west all over again.

HC: What advice do you have for other HME providers?

White: Each and every day work with a sense of urgency. Try to do what you can today and not put it off until tomorrow. Change is a given, and [providers] need to do their homework. Have a general concern for the people you touch — both your patients and employees. If you do those things, success comes.

Chosen from nominations sent in by readers, HomeCare’s HomeCaring Awards are presented in recognition of distinguished service to the home medical equipment industry. HomeCare is proud to acknowledge the talent, dedication and generous spirit of those who make the HME community a better place, and who demonstrate the caring that HME is all about.