Many entrepreneurs are aware they have an active state association, but a problem arises when too many DME/HME providers do not become dues-paying members of these associations. When the associations have the support of all the dealers in their state, much more can be accomplished.
Mutual Benefits
Every DME/HME provider depends on the cash flow provided by their customers. The state DME/HME associations depend on the dues-paying members to be an effective organization. Our associations sponsor annual conventions for their members. The key speakers invited—congressmen, marketing experts, lawyers, AAHomecare and supporting manufacturers—become active participants. The manufacturer representatives display their products. The special bonus is the ability to work shoulder to shoulder with your peers. I have experience participating in many state conventions. What made them so important to me was the ability to see so many dealers working in tandem with the association. The presidents, executive directors and principals of the associations along with their members make it all happen. Mike Hamilton, executive director of ADMEA (Alabama), sends several messages each week to his members. These emails are loaded with information to relay to legislators to solicit support. He addresses avoiding rate cuts, expanding product coverage, resolving claims processing, personnel certification, a licensure program and much more. Every week I receive from MAMES (Midwest Association) Rose Schafhauser’s MAMES FYI Monday. I enjoy reading every word she sends to the members. What she does is truly typical of how other state associations communicate with their members. They all report on what you, a DME/HME dealer, must do in your state to be sure you understand national issues. This guidance is necessary so that you remain solvent and grow. Carol Napierski, NYMEP executive director (New York), shared some resources available to their members. “NYMEP has a legal counsel and state lobbyist for global association questions and an executive director who assist members in getting key questions answered from CMS, CBIC and the NYS Department of Health. Secondly, NYMEP offers members the value-added benefit of free monthly educational programs known as “NYMEP Current Affairs Calls.”
Clear Communication
Richard Stevens, executive director of WVMESA (West Virginia), in his letter to Congressman Nick J. Rahall communicated his opinions as follows: “Round 2 of the Medicare DMEPOS Competitive Bidding does not hold bidders accountable and produces bid rates that are financially unsustainable. The MPP will address all of the critical problems while still setting fair market prices.” There is much more to his message. This is only one example of messages being sent by state associations to their members. Beth Bowen, of NCAMES and VADMEC (North Carolina and Virginia), has published a program for her members with messages like, “Call Congress today, all hands on deck,” and, “Four easy steps to address Congress.” These are effective and complete. She explains to the legislators how their constituents are being affected. Her ideas reflect what they should do regarding competitive bids and the MPP. Karyn Estrella, at HOMES, is another diligent executive director. Her organization covers the Northeast. Here is what she shared with us: “The Home Medical Equipment and Services Association of New England (now HOMES, formerly NEMED) has had great success in fighting for better reimbursement with the six New England State Medicaid departments. Our first success was in 2000-2001 when Maine Medicaid wanted to impose reimbursement cuts. We were able to get publicity on local television and in the newspaper and the legislature urged the DHHS to work with us. Our next big win was in Massachusetts in 2003-2004. For the first time ever, the Division of Health Care Finance and Policy rescinded proposed reimbursement cuts and worked with the association on reasonable reimbursement. Two years ago NH DHHS announced a cut, and the association immediately contacted them to let them know there would be an access problem. We requested a meeting to work with them on more reasonable reimbursement. The department did not meet with us, implemented the cut, had an access problem and then agreed to meet with us.”
Conventional Wisdom
During the past few weeks, many of the state associations held their summer conventions. More are scheduled. Every facet of our industry is being addressed. Industry professionals attend and they provide new opportunities to position your company to succeed in today’s market. Many state associations invite their legislators, both state and national, to attend. They attend to hear what their constituents require, and they bring your message back to the legislator. Communications arrive daily filled with news and activity reports. I will forward more via my blog, www.shellysoundsoff.blogspot.com. The most important issue is the cost to be a member of both your state DME association and the national AAHomecare. How much would it cost if your company were forced to close? How would this affect your clientele? The dues required to belong to these associations are minimal, yet they provide dealers with a beneficial investment. The cost of membership is recognized as a normal expense of a business operation. Dues and fees paid are tax-deductible funds (speak with your accountant for more information).
