THE VIRGINIAN-PILOT
Copyright (c) 1994, Landmark Communications, Inc.
DATE: Wednesday, August 17, 1994 TAG: 9408160144
SECTION: VIRGINIA BEACH BEACON PAGE: 08 EDITION: FINAL
SOURCE: BY LORI A. DENNEY, STAFF WRITER
LENGTH: Long : 114 lines
WHEN TONY MEADE was searching for a job, he had no problems attracting potential employers with his resume.
His background of 11 years in the computer field netted him more than one job interview. In fact, Meade attended between 50 and 100 interviews within a year, he said.
Not one resulted in a job.
``I had one interview where the guy practically hired me over the phone,'' said the Richmond native. ``When I showed up, the guy totally freaked out. He was probably wondering, `How's he going to get from his desk to the bathroom?' ''
Tony Meade, 31, is blind. His wife, Mary, 36, is legally blind but has limited vision.
After a year of driving her husband to job interviews, guiding him into offices, into interviews and then back out the door, Mary Meade had had enough, she said.
``People think just because you're blind, you're deaf and dumb, too,'' she said.
The couple decided the only way to be employed was to provide jobs for themselves. They began Medical Services 2001 Inc., an electronic medical claims processing service that includes selling claims software programs out of their Wyndamere home.
When they began the company in January, they originally intended to contract with doctors and dentists to use their services for filing electronic medical claims. Currently, they have two dentists using their claim service.
The cost is about 50 cents to file an electronic claim and the Meades get a portion - about 2 1/2 cents - of the cost. The rest goes to the clearing house that accepts the claims, codes them and sends them out to the various insurance companies electronically. Typically, electronic claims are filed and satisfied within 10 to 14 days, Tony Meade said.
``It means less paperwork, less chance of mistakes,'' he added.
What the Meades discovered, after trying to sell their claim services, was that there were other more established companies in the area.
``It was hard to break through that,'' said Mary Meade, a Virginia Beach native. ``And it's a slow process. It's not what we pictured it would be.''
The Meades decided to revamp their strategy. They approached a computer company about becoming authorized dealers to sell the claim software packages, in addition to filing the claims.
Now, instead of spending the day typing in their home office like she thought she would be doing, Mary Meade spends her days going to different offices demonstrating the ECF ``FastClaims'' program for dentists and the Medisoft Advance Program for doctors. Tony Meade spends his time on the phone, enticing customers to make appointments.
``When we started this business, Mary said, `I do not want to be a salesperson,' '' said Tony Meade. ``What does she do now? She sells software packages, and she's pretty good at it.''
The Meades have sold two packages and have several prospective clients. Again, they get a percent of the sales determined only by the number of claims that that office files.
For dentists, the Meades sell a $299 complete package and a $75 capture program for those who have existing billing programs.
For the medical field, there's a one program package for $499 that does scheduling, billing and insurance.
The process of selling the programs is slow, the Meades say. Each ``sale'' usually means three to four initial visits, explaining the software and discussing how employees will utilize the services.
The couple hope to increase their sales to 10 to 15 program packages every six months.
They said their main goal in starting the business was ``basic survival.'' Because of their visual impairments, they had been collecting Social Security and disability.
``You never know, one day you have it, the next day you don't,'' said Tony Meade. ``We didn't want to sit back and live on Social Security. We wanted to plan on the future.''
They estimate they spent $10,000 to $15,000 on turning the garage into an office, equipment and supplies. Their biggest supporter, however, has been the Virginia Department for the Visually Handicapped, based in Richmond with a regional office in Norfolk.
The department donated special computer equipment, about $25,000 worth, so that they could start their business.
Tony Meade needed a computer that could talk and read documents, as well as a laptop computer for field work. Mary Meade needed a program that would help magnify type.
``He's very intelligent with a terrific work background,'' said Edward Conner, a rehabilitation counselor with the state agency that assists and supports visually impaired people in achieving their goals. ``We've given him a little technical and support assistance and he's taken the ball and run with it.
``We supported him 100 percent,'' said Conner, who has worked with the department for 21 years and was Tony Meade's counselor. ``It was just an ideal situation and very feasible and very appropriate employment.''
The Meades said they have a lot more than their livelihoods invested in the business.
``We look at it as the fact that it will work out. It can't not work out. If we fail, the chances of another person getting equipment are nil to none,'' said Tony Meade. ``And if there's anything we want to emphasize it's that there is a place for blind people in the business world.''
Together, the couple have five children. They met nearly three years ago in Richmond at the center, right before Tony Meade was laid off as a marketing manager in Northern Virginia. MEMO: To contact Medical Services 2001 Inc., call 471-5385
ILLUSTRATION: Staff photos by MORT FRYMAN
From their home, Tony and Mary Meade file electronic medical claims
for doctors and dentists, and they sell claim software packages.
One of the monitors enlarges the type Mary Meade wants to read.
by CNB