Moving the HME Industry Forward

General Healthcare

It’s Not the Economy, Stupid, It’s You!

September 21, 2015

ATLANTA – This is what I think to myself when I talk to people who are bitching and moaning about how bad and  tough things are. I talk with tons of people and companies, from Fortune 100s to one-man armies.

Many are not performing well right now. Some of their competitors are faring even worse, downsizing to the point of obscurity or just folding up. When they go, they usually offer the same excuses: It’s the economy, it’s the new healthcare legislation, it’s competitive bidding. They’re great at pointing fingers—except when it’s time to point at themselves.

It’s understandable why owners, managers, and employees adopt “woe is me” attitudes in times like this—understandable and unacceptable. Wake up, people. If you’re not doing well, it’s not the economy. It’s your staff. It’s your corporate attitude. It’s you.

Here’s a steaming cup of reality: Things are tougher than they used to be. Business is harder. Success is harder. Survival is harder. There’s more competition for less business, meaning lower prices and higher customer expectations.

There are two schools of thought on dealing with such conditions. One is to do less: less marketing, less production, less effort, downsize everything. The other is to do more: more marketing, more training, more effort. Work three times harder and demand the same from your employees.

Which works better? Put it this way: If there are fewer business opportunities out there, it’s absurd to think doing less is the way to get them.

This is when you do more. Pedal to the metal, baby. Marketing, sales training—a new corporate mantra flowing from the top down. Those who do less now will do even less later, when they’re out of business.

Want to do less of something? Try less stupidity. I’m completely floored by the wasted resources and blown opportunities I see, and by managers who fret about the bottom line and struggle to save every nickel while continuing to embrace the same failed policies.

Maybe this rings a bell: Stop wasting time and energy calling the same accounts over and over and expecting better sales. If it looks like a duck and quacks like a duck, it ain’t gonna turn into a swan. Get your sales team out of its comfort zone and start prospecting.

Perhaps you throw good money after bad: Stop wasting time on employees and customers who repeatedly fail you. This is business. If you’re not assuming an accept-no-excuses posture, you’re positioning yourself to fail.

We Americans can be so arrogant, always imagining ourselves as smarter as and more enlightened than previous generations, always crowing about the technological and economic advances of the last century. But let me tell you something: As a nation of businesspeople, we can’t hold a candle to our parents, grandparents, and great-grandparents.

Where some have an inbred sense of entitlement—I went to college, so I deserve success—they had a built-in work ethic that shames us. They expected to work hard, and as a result, they built better roads, tougher houses, better businesses, and, yes, stronger families. Somewhere along the way, we as a country lost that. Now, we build great excuses.

All is not lost. For those of us who embrace change and see the opportunities, now is the time to capitalize on the chaos in the marketplace. Today’s businessperson has every opportunity to build a legacy as strong as a 100-year-old house. It starts with chucking the excuses and rolling up the sleeves. It starts with smarts.

That’s why I hope to see you with the rest of us who are committed to excellence at Medtrade. And for those of you who really want to make the most of the show, upgrade and attend one of these high impact workshops.

Mike Sperduti’s HME Sales Excellence Training
Monday, October 26 | 10:00 a.m. – 4:00 p.m.
Room C211
Speakers: Mike Sperduti, President and CEO, Emerge Sales, Inc.
Mike Sperduti has developed the most intense and powerful sales training program our industry has ever seen. For the First time ever at Medtrade, Mike will teach you his step by step sales process that will show you exactly what you need to do and say to meet your sales quota, income goals and serve an abundance of new patients. Register today and you will learn:

• How to turn a medical facility that you have no relationship with into a referring account in 4-6wks
• The most effective Sales and UpCare technique that will immediately increase your new patient referrals and revenues. (This one strategy will pay for your entire Medtrade experience including airfare. Hotels, meals and fun!)
• How to skillfully handle and overcome objections like “We are happy with our HME current provider” or “It’s the patient’s choice”• Proven relationship building strategies and conversational talking points that you will put in “your own words” to be brilliant during every customer conversation- from your first meeting to getting you first patient
• How to handle the referral source who plays games with you and NEVER refers a patient
• How to make the closing process easy, effortless and never pressured
• How to win friendship and influence with all gatekeepers
• A guaranteed way to grow your business and win new customers and patients!!!!

Click Here for more information…

Mike Sperduti is president/founder of the Mike Sperduti Companies, East Northport, NY.

Those who want in-depth understanding in a multi-hour setting may instead choose to attend any of two additional six-hour workshops; one Fitter’s Course (all scheduled for 10:00 a.m. – 4:00 p.m., on Monday, Oct 26); or the inaugural Brightree Summit – Tools of the Trade, a 1:00 p.m. – 6:00 p.m. array of educational tracks with several sessions and hands-on training from which to choose. Click Here for more info on the Brightree Summit.

See details below on the additional workshops, the fitter’s course, and the Brightree Summit.

Brightree Summit: Tools of the Trade
Oct 26  •  10:00 am – 6:00 pm, session times vary
Join Brightree experts and your peers on Monday, October 26, for nearly a dozen educational sessions, as well as roundtable discussions, ask-the-expert sessions, hands-on training, and a cocktail reception. Registration also includes complimentary access to the Brightree Party at the Tabernacle on Wednesday evening (10/28).

Compression Therapy and Its Application in the Management of Venous Disease  
Monday, October 26, 10:00 am – 4:00 pm – C208
Speaker: Judith Brannan, Associate Director of Education/Medical Affairs, SIGVARIS Inc
Approved for 7.5 credits through ABC and 7.0 credits through BOC
This workshop will cover the following objectives:
• Describe the anatomy & physiology of the venous system, including pathophysiology of venous disease
• Define Chronic Venous Insufficiency (CVI)
• Define Deep Vein Thrombosis (DVT)
• Identify which Diabetic patient will benefit from graduated compression.
• Define Compression Therapy and its application in venous disease & treatment
• Describe indications and contraindications for compression
• Demonstrate proper measuring & fitting of compression garments
• Understand the role of a compression garment fitter
• Identify how to grow your compression business and merchandising

An Introduction to the Certified Durable Medical Equipment Specialist (CDME)
Monday, Oct 26, 10:00am – 4:00pm – C209
Speaker: Jeff Price, MP, Chief Operations Officer, Board of Certification/Accreditation (BOC), in collaboration with MED Group
The Certified DME Specialist (CDME) is a person who demonstrates broad knowledge of the DME/supply industry, including prescription verification, intake process, product selection, dispensing and setup, documentation, billing, compliance, and performance management. This workshop will cover the scope of practice for the CDME and prepare attendees to take the CDME examination. Discover the value of the CDME for facilities in a challenging industry climate and how to market the credential to customers, referral sources, and third party payors. Certified Durable Medical Equipment Specialist (CDME) Exam Participants can take the CDME exam at Medtrade on Wednesday, October 28 from 8:00-10:00 AM, for an additional $50 (If not participating in workshop, exam is $150). This price includes the application and exam fees. To qualify, participants will submit their application and documentation to BOC before taking the exam.

New Foundations, Unlimited Possibilities
Monday, Oct 26, 10:00 am – 4:00 pm – C210
Speakers: Dan Greyn, Senior, Systems Consultant; Gail Turner, Senior Systems Consultant; Joe Simanton, Senior Product Owner; Cole Helmer, Support Specialist, Computers Unlimited
TIMS software from Computers Unlimited is an all-in-one solution for patient intake, claims processing, document management, business intelligence, asset control, financial management and more. During this workshop, attendees will learn about new and innovative capabilities available in TIMS.
• Start the intake process the right way with in-bound document routing and imaging tools
• Extend the power of patient intake with user-defined workflows and customizable forms
• Simplify complex payer billing requirements with a powerful new billing rules engine
• Gain complete control over the documentation and authorization requirements of payers, physicians and patients with a flexible document management system
• Utilize dynamic work lists to super charge business processes and employee productivity
• Measure business and employee productivity with customized reports and Excel pivot tables
• Realize new levels of asset control with the industry’s most comprehensive rental equipment management system
• TIMS has gone mobile! Utilize IPad and Android tablets for your medical delivery needs
• Reduce delivery costs with Roadnet Technologies’ real-time dynamic routing capabilities
Drive new efficiencies for your sleep business with web based CPAP compliance tools
Gain insight on how your unique business requirements can be addressed through using TIMS and CU’s application development resources

Click Here for more information on Workshop Pricing.