HME News

FEB 2018

HME News is the monthly business newspaper for home medical equipment providers. This controlled circulation publication reaches 17,100 home medical equipment services providers, including traditional HME dealers & suppliers, hospital- and pharmacy-o

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6 www.hmenews.com / february 2018 / hme news e ditorial Publisher Rick Rector rrector@hmenews.com e ditor Liz Beaulieu ebeaulieu@hmenews.com managing e ditor Theresa Flaherty tflaherty@hmenews.com contributing editor John Andrews e ditorial d irector Brook Taliaferro e ditorial & a dvertising o ffice 106 Lafayette Street PO Box 998 Yarmouth, ME 04096 207-846-0600 (fax) 207-846-0657 advertising account manager Jo-Ellen Reed jreed@hmenews.com advertising coordinator Christina Dubois cdubois@hmenews.com Production director Lise Dubois ldubois@unitedpublications.com re P rints For custom reprints or digital reuse, please contact our reprint partner, The YGS Group, by calling 717-505-9701, ext. 100, or unitedpublications@theygsgroup.com a rt c redits Steve Meyers: cartoon s ubscri P tion i nformation www.hmenews.com/subscribe HME News PO Box 47860 Plymouth, MN 55447-0860 800-869-6882 Publishers of specialized business newspapers including HME News and Security Systems News. Producers of the HME News Business Summit and the Home Health Technology Summit. President & ceo J.G. Taliaferro, Jr. vice President Rick Rector Have a business goal for 2018? 'Do it scared' Just call me the cleanup crew By Sarah h anna M ost everyone is familiar with the saying "Insanity is doing the same thing over and over again and expecting different results." t o stop the insanity, how do we get different results? o ne word: changed. t he prob- lem with change is that it's hard and it's scary, but without it we can never realize our true potential. In business, change invigorates and excites me. Admittedly, that wasn't always the case, but as I have grown and ("ahem"…aged) I embrace the idea of change in business. However, in my per- sonal life, I have to confess change scares the hell out of me. But in the midst of the fear, I have found the "courage to change." Why is it that now is the time to take the leap of faith, move forth into the unknown and hope for the best? I wish I knew. t hat's the thing with mak- ing important moves, you just need to do them and not ask too many questions about whether the time is right. If you wait for the "right time," that time may never come. o ne of my favorite quotes about fear and making the moves necessary to improve your business, as well as your personal life, comes from Joyce Meyer. s he said that the thing about fear and taking the leap is that you just have to "do it scared." r arely does someone make major shifts or even small ones full of con- fidence; there is always some element of apprehension. When change occurs there are always going to bumps along the road, but if you stay steadfast and true to the direction in which you want to go and even take a couple of detours along the way, the end result is well worth the journey. In my business, I always look for opportunities where we can improve. When you honestly evaluate your processes, staff, and philosophies there are so many wonderful opportunities for change. t he key is to enter the world of transformation with a sense of excitement and anticipation, like a child waiting for Christmas to come with all its presents and wonder. y es, some changes don't work out as one had hoped, but had you never taken those first steps, you would always be in a "what if" mindset in hindsight. Good, bad or indifferent, change is part of life's wonderful prospects for a better life and/ or better business. If you ask my staff what one of my weaknesses is, they would tell you that I change too quickly on certain occasions. t hat character trait I will blame on my father. t he gene pool is strong there. But, in knowing this, I have to make a conscious effort to rein that side in to fully analyze where I want my company to go, listen to those who are doing the work day to day and engage my team in meaningful conversations. By doing this I can gather more data, gain different perspectives and then make the decision. I still move faster than the average person, but that's why I'm an entrepreneur. I have that freedom to maneuver and be nimble, while others are buried in a myriad of bureaucracy. God Bless America for giving me the ability to be an entrepreneur. As you look ahead at 2018, what do you want to do? What scares, but excites you? What do you know whether intuitively or through data examination that has to be done, but will cause pain in the process? t hink about it, do your research, then….make your move! Don't sit still and watch others pass you. "Do it scared." t hat way you can look back and know you gave it your all. e ven if you fail, think of all the great lessons you learned so you won't make them again the next time around. And if you need a little extra courage, there's always wine. Hme Sarah Hanna is CEO of ECS North in Tiffin, Ohio. Reach her at sarahhanna@ecsbillingnorth.com. T tHI s one's for you, dear providers who aren't on twitter. A A H o m e c a r e included an item in a recent Wednesday in Washington bulletin on updated data for HM e 's share of total Medicare spending. t urns out it's down to 1.11% in 2016 from 1.22% in 2015. t he association pointed out that even way back in 2006, HM e 's share of total Medicare spending was a paltry 1.6%. t he general theme here: HM e spend- ing is what they call in Washington, D.C., "budget dust." Am I right? AAHomecare further pointed out that while overall Medicare spending contin- ues to climb (and let's face it, that trend will likely continue—I'm talking about you baby boomers), HM e spending has decreased 7.5% between 2012 and 2016. I tweeted this update from AAHomec- are, and a telling exchange between pro- viders ensued. Here it is: Jason Jones: When I'm working A r , I start with higher dollar amounts and worry less about those who owe very little. Why is it that Medicare hammers the 1% and ignores the rest? What do I know— I'm just a college dropout from Alabama. Woody O'Neal: Why would they even bother? Jamie Long: Any meeting with Congress should consist of pulling out this graph, slapping it down on the table, and walking out of the room. G a ry S h e e h a n : I h a v e always used this one and it does help. " s ee that tiny line at the bottom, the only one going down, that's us!" R u s t y C h u rc h : M a rc u s Lemonis would come into a DM e business and say, " t he product costs you this much, driver costs this, gas costs this, and Medicare pays you this? Are you crazy? Why are you in this business? Who created this crazy (bleep) model?" Gary Sheehan: t he other item that bears mentioning: t he small line on the bottom holds the key for controlling the out-of- control growth of all the other lines. Rusty Church: Well said. Jamie Long: I wish there was a way to show that the growth would have been in those other areas if DM e had not been gut- ted over the last decade. I bet that graph would look vastly different. t hanks providers for writing this edi- torial for me. s ure, I cleaned up some of your language and added some grammar here and there, but I couldn't have said it any better. H me liz beaulieu Sarah Hanna

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