Medtrade 2012

Medtrade 2012 will bring new resources for HME providers to the Georgia World Congress Center in Atlanta, October 15-18. Medtrade Show Director Kevin Gaffney hopes to meet all the needs of providers, saying, “Attendees want both education and the latest products. It’s not a case of either or, so we provide the best of both worlds.”

Exhibit space filled up fast, with 92 percent booked by mid-summer. Gaffney said that, “The numbers are a firm indicator that manufacturers are ready and willing to work with HME providers who survive the carnage of competitive bidding.”

Attendees from the past two years will remember the Accessible Home display, which will not be a part of this year’s show. However, this year’s exhibit will include a Home and Retail Design Center, intended to help HME providers adapt to their new retail market.

Gaffney said, “Experts such as Jerry Keiderling, president of Accessible Home Improvement of America at the VGM Group, are working on a design to depict what a newly remodeled HME accessibility provider’s showroom could look like.”

There will be elements of the familiar Accessible Home display, he said. “Some parts of the display might resemble a bathroom or bedroom, because most showroom experts agree that these real-world examples resonate with customers.”

One goal for the Home and Retail Design center is to give providers ideas for expanding the selection of cash products they carry. “When you’re looking at cash products, there really is no out of bounds. If it’s not bound by prescription and Medicare/Medicaid mandates, it is fair game.With that in mind, the Medtrade Expo is the ideal place to search for quality products from quality vendors.”

As for education, Medtrade Spring offered a new workshop series that will continue in the fall. There are four workshops to choose from, and each offers in-depth training for providers looking for ways to improve their businesses. Topics include “Brightree Biller and AR Management Training,” “Business Solutions to Grow Your Business,” “Championship HME Sales Academy,” and “Quantum Product Innovations and Electronic Advancement, Today, Tomorrow, and Beyond.” Workshops take place for the full day on Monday, Oct. 15, the day before the show starts, and some include an opportunity to gain Continuing Education Units (CEUs).

The pre-show seminars will be offered again this year, also on Oct. 15 from 8 a.m.-noon. There are four options for attendees who want to take seminars as well. According to Gaffney, “Registration for either of the seminars or workshops will also include full access to the Medtrade Conference and Expo, at no additional charge.”

In the weeks leading up to the show, attendees can prepare to get the most out of their days in Atlanta with online tools. “Medtrade Connect is a powerful matchmaking service that allows attendees to preview products and solutions and connect with other manufacturers prior to, during, and after the show, as well as set appointments with each other and make the most of their time together. Medtrade Mobile is the mobile version of Medtrade Connect, and allows you to have the show at your fingertips.”

As competitive bidding changes the face of the industry, Medtrade is prepared to continue to serve all providers, whether they work with Medicare or not. While parts of the Home and Retail Design Center and many educational sessions are geared toward adapting to cash products, Gaffney said, “Medicare business is still a huge factor in home care, so ultimately it can’t be ignored or minimized. In addition to the retail seminars, our speakers will delve into ways that providers can deal with competitive bidding.

“Meanwhile, our legislative track speakers have not given up on competitive bidding. It may seem difficult to simultaneously prepare for competitive bidding while also seeking to replace it, but it’s something we can and will do throughout Medtrade and beyond.”

Ultimately, Medtrade hopes to be a rallying point for providers to continue to grow their businesses. According to Gaffney, “This is an industry filled with innovative providers, and those that remain want to do more than just survive. They want to thrive, and Medtrade is the place to accumulate knowledge, network with other providers and see all the products available.” Learn more at www.medtrade.com.