Providers Heading to Medtrade Spring to Make Industry Connections

LAS VEGAS — If there’s an early buzzword for Medtrade Spring 2009,
it is “networking.”

Trying to find their footing on the rocky road that is the home
medical equipment industry these days, HME providers told
HomeCare Monday they are looking to the conference and
exposition for ideas, connections and information.

The mid-year event is set to run March 24-26 at the Las Vegas
Convention Center, which Medtrade organizers and exhibitors hope
bodes well for attendance. Last year’s Medtrade Spring was held in
Long Beach, Calif., and drew about 4,000 participants, including
2,600 providers.

With an escalation of upheaval in the industry, however,
Medtrade could be a magnet for those looking for up-to-the-minute
information. More than 250 manufacturers will exhibit at the show,
and more than 70 seminars on topics ranging from dealing with the
oxygen cap to surviving the economic downturn are scheduled.

“We are sending a contingency of people — six or seven,”
said Tom Coogan of Care Medical in Portland, Ore.
“We are very interested in the legislative issues: the repealing of
the cap on home oxygen at 36 months … the restriction or
repeal of the 9.5 percent reduction [in reimbursement] for custom
rehab. That’s really on our radar screen.”

The Care Medical team is also looking for information on
competitive bidding, Coogan said. “And we want to see what’s
progressing with [the American Association for Homecare], get up to
real time and see how we can continue to effect change,” he
noted.

John Cassar, CEO of Supercare in City of Industry,
Calif., said Medtrade is the site of several meetings he has lined
up. “It’s more of a networking opportunity,” he said.

However, he added, he is also interested in learning what
programs manufacturers are offering to providers to support
marketing initiatives. Cassar said he also plans to check out
compliance programs for CPAPs.

Bill Baker, RRT, owner of RxO2 in Tucson, Ariz., said he’s
hoping to break away from what has become a really busy time just
so he can talk to other providers and assess how they perceive the
state of the industry.

“I want to go, not so much for answers as for the mood,” he
said. “I want to sit down and drink some beer and look around and
catch the mood of the other [providers].”

As executive director of the Midwest Association of Medical Equipment
Services, Rose Schafhauser said she is looking forward to
making connections with providers at Medtrade Spring. MAMES, like
other state associations, will have a booth, she said.

“That is extremely helpful,” she said. “Not only do we have an
opportunity to have our members come to us, but we have an
opportunity to meet new people.”

Medtrade Spring should also prove a boon to Las Vegas itself.
The glitzy city has endured gloomy news lately. The Las Vegas
Convention and Visitors Authority reported last week that the city
had 340 event cancellations in three months, which cost some $131.6
million in spending — not including potential gambling
revenues. In January alone, there was a near-12 percent decline in
visitors from the same month in 2008, and the number of convention
visitors dropped 20.6 percent.

All that has added up to sidelining an $890 million renovation
of the convention center until at least mid-2010, officials
said.

But Las Vegas’ bad news could prove a boon to Medtrade Spring
attendees: The average room rate fell by 20 percent to less than
$105, the Authority said.