Battling Lethargy

Apathetic,” “sluggish,” “dull,” “listless,” “unenergetic” — these all are terms that describe lethargy. When I look at many dealers from my ivory tower in Florida, I see another definition for lethargy.

What I see are dealers sitting back on their derrieres, complaining about how their businesses may be affected by pending legislation and waiting for someone else to tie the bell on the cat.

There is no one else! If you are not willing to work and fight to protect your company, then either close it or sell it.

What triggered this diatribe were several calls I received recently from DME dealers, two of whom I did not know. The calls were about the prescription plans being proposed and the changes anticipated in Medicare reimbursements. In the course of our discussions, I asked each the same question: “To which industry associations do you belong?”

They did not belong to even one. When I asked why, the dealers said they did not have money to spend for membership in any associations. Well, I learned a long time ago that you must spend money to make money.

That may sound wrong, but think about the role of the associations. They are very involved in working to protect all DME dealers, not just their members. If they do not receive sufficient support, not only that of active participation, but also the necessary dollars to do battle, they will not succeed.

I look upon membership in all of these associations as part of the normal operating expense necessary to run one's company. (The interesting thing is that accountants know where to place these dollars in tax returns for the company's benefit.)

Here's another way to look at this issue. The United States is fighting many actions in various parts of the world. Funds are necessary to maintain all of these efforts. As a consequence, every effort is being put into place to see where and how dollars can be found to continue these activities.

We find our profession being looked at very closely. Why? Perhaps because we may be seen as the lowest rung on the health care ladder, and so the weakest to fight back to protect what we have.

Make a positive move at Medtrade. Visit the AAHomecare booth and sign on as a member. Visit the displays of the exhibiting buying groups. I am associated with one (VGM), and I can tell you they are working very hard to protect you. So are all the others. Study their programs, and consider joining one.

Don't be lethargic. Become an activist!