Recent changes have had quite an impact on the home care industry. Whatever the future may bring, The MED Group wants to ensure that MED Members are among the winners. Dealer/Provider spoke with Bill Elliott, president and CEO, MED Group, about how to make this goal a reality.

Dealer/Provider: What is The MED value proposition?
Elliott: We leverage MED’s collective wisdom, market power, and leadership so that Members have the tools and products to manage and grow their business. MED is focused on helping HME providers develop and sustain winning business models. From our perspective, that means helping them improve customer service and outcomes, grow market share and profitability, and develop the capabilities of their associates.

Dealer/Provider: What are the core services MED provides for its Members?
Elliott: The mission of The MED Group is to partner to enhance our Members’ success. First, we cultivate true strategic partnerships. Our Members know that real value with our vendor partners extends beyond product pricing. Second, we provide information and services to help drive operational improvement. Third, we offer services to help our Members grow profitable market share. Fourth, MED helps our Members with tools to select and develop their most precious asset, their people. And finally, we facilitate peer-to-peer networking opportunities among our Members.

Dealer/Provider: As the new CEO, how will you see to it that MED upholds these values?
Elliott: When I joined MED, I joined a winning team of professionals dedicated to its Members and their success. I have a strong belief that in business, developing and maintaining strong partnerships is the way to go. Creating win-win situations is the best method to conduct business on a sustainable basis. And these partnerships require a balance of interests and capabilities. As CEO, I am working to make sure these strong partnerships continue and that we remain focused on our Members.

Dealer/Provider: What area of legislation is MED extending its influence?
Elliott: MED is proactive in many legislative and regulatory matters for the benefit of both our Members and the HME industry as a whole. We are actively involved in AAH, NCART, and RAMP on a variety of projects. On the Medicare side, these include competitive bidding, the new national coverage policy for mobility, the new wheelchair CMN, and the oxygen “modality specific” initiative. We also have been active in the development of new codes for various products. The state Medicaid reimbursement environment is another area in which MED is taking an active role.

Dealer/Provider: Why is it important to belong to a group like MED?
Elliott: Moving forward, there are going to be winners, and there are going to be losers in the HME industry. Our job at MED is to be sure that our Members are disproportionately among the winners. Our membership is populated with many of the best providers in the industry. With that strong foundation, and the key partnerships with our contracted vendors, we’re confident MED Members will be disproportionately among those winners. Remember, none of us is as strong individually as is the collective whole.