Can you comment on the release of Round 2 pricing from CMS, and what do you see as being the short-term and long-term effects?

Along with everyone else, I was shocked to see such large cuts across the board. Round 1 was bad, but these are unprecedented for any health care sector. We certainly share the industry’s dismay. In every struggle there occasionally comes a moment when the stronger side, in this case the government, overplays its hand. They press their advantage and overreach. Round 2 rates seem to be such a moment. In the short term, the rates may serve to galvanize the industry. This outrage will hopefully be channeled toward convincing lawmakers to replace the flawed bidding program with the market pricing program (MPP). In the long term, the MPP will serve the industry far better. I’m an optimist by nature, but I also know that it’s wise to prepare for any eventuality. That is precisely where Medtrade Spring and Medtrade can help.

What will Medtrade Spring provide for attendees that can help them survive competitive bidding?
We sincerely believe this year’s Medtrade Spring, from March 19-21, will now be a place for those determined to survive. The temptation is to hunker down, but now is actually the time to come out to Las Vegas and pick the brains of our experts. Providers can learn how to survive and we can help, with more than 70 educational sessions, numerous networking opportunities and hundreds of exhibitors.

The event is moving to Mandalay Bay Convention Center this year. Why?

After each conference, we seriously evaluate all comments in an effort to make the show as helpful as possible. After three years at the Sands Expo and Convention Center we decided to make a change based on this feedback. The Mandalay Bay Convention Center (MBCC) is the fifth largest convention facility in the United States, with more than 1.7 million square feet of meeting space. It has built an excellent reputation. Ultimately, our feedback from exhibitors and attendees influenced our decision to make the change. The MBCC staff has been attentive and professional, with no unusual hiccups. In fact, the folks at MBCC are delighted to have us and are looking forward to working with us and our customers as much as we are looking forward to working with them.  

Are there any significant changes from previous events that attendees can expect?

I think that attendees and exhibitors will agree that Mandalay Bay is well designed, easy to get around and an all-around exciting place to be. Convenience was definitely part of our thinking in making the venue change. Mandalay Bay is in a great location on the Las Vegas Strip, and it will allow for virtually all attendees to stay at the hotel, with no need to commute to the convention site. Conference attendees will especially find the meeting room layout exceptional and very easy to navigate. Among the hotel options, attendees will find many price points. In addition to great accommodations at Mandalay Bay, attendees and exhibitors can also find great rates for rooms at The Luxor or The Excalibur.

What are a few of the hot topics that will be addressed this year?

The fight to replace competitive bidding with MPP will no doubt be raging when March 19 arrives, so that will obviously be a hot topic. Survival in the wake of Round 2 competitive bidding reimbursement cuts will be a hot topic, and we will address this head-on with practical educational sessions. Relying less on Medicare is one way to avoid the miseries of competitive bidding, and it is not too late to get started. Educational sessions addressing home care retail and non-Medicare revenue can be found at www.medtrade.com. Our educational advisory board is constantly on the lookout for new and talented speakers, and Medtrade Spring will have its share. We find offering new topics from different perspectives, coupled with the longtime industry experts, makes for a great conference and learning experience for attendees.

How many exhibitors and attendees will there be, and what should they be sure to see?

Total professional attendance hit 4,250 at last year’s Medtrade Spring Conference and Expo, a 2 percent jump over 2011. The decision makers with buying power were well represented at last year’s show, and we expect that trend to continue in 2013. At this point early registration numbers are strong. However, we recognize that providers are watching expenses more closely than ever. We don’t know what the final attendance numbers will be, but we know that providers who make the effort to attend will not be disappointed. With the support of our educational advisory board, Medtrade has one goal, and that’s to create a show with practical, inspirational and usable content. Our manufacturers are equally dedicated to helping providers succeed with excellent products and services. We expect close to 300 exhibitors spanning almost 50,000 square feet. The New Product Pavilion is always a can’t-miss area for attendees to visit, showcasing the latest and greatest products exhibitors have to offer (see New Product Pavilion Preview page 9-11). The Medtrade Madness Beer Garden is also a spot that attendees will want to take advantage of for networking and a cool beverage.

Why is it important for HME providers to attend trade shows like Medtrade?

We believe that now is precisely the wrong time for providers to hunker down and avoid the kind of education, ideas and networking that can help them survive and ultimately thrive. Medtrade is the premier event for home care providers, and other tradeshows can’t duplicate the level of expertise we bring. There is value in face-to-face interaction. The give and take of in-person educational sessions offers a level of engagement that you can’t find over the Internet. Beyond the considerable business benefits, you can only find Las Vegas in Las Vegas. Ultimately, we are dedicated to making Medtrade events the absolute best opportunities for attendees to get everything they need—new products, education, networking, updates on advocacy efforts and legislative issues, and so much more to be successful and thrive in the new HME environment. We look forward to the pleasure of the industry gathering in Las Vegas at Medtrade Spring.

HC: Give us a little background about Medtrade’s role in the industry.

KG: There are a lot of events these days competing for a providers’ time, money and attention. We recognize that, and we’ve evolved to meet changing demands throughout the years. Medtrade has strong brand recognition in the minds of HME providers, but that is not close to enough. Working with the best people is one way to ensure we stay on the right track and never get complacent. We have a fantastic educational advisory board that includes many industry experts who have wonderful opinions, and are well respected, knowledgeable and most importantly, know what providers want. Our board members pull no punches in their assessment of what’s good about Medtrade and what can be improved. These days, attendees want both education and the latest products. It’s not a case of either/or, so we provide the best of both worlds. We know it takes time and money to get to Atlanta, but the face-to-face interaction is invaluable, because true networking is possible. Because of everything that the HME industry is currently facing, this is probably the most important Medtrade show in its history. It is the place to be if you want to know what’s happening and understand what it means for you. It will be the place to unite and work together to propel the industry in the right direction, despite the many roadblocks placed in our path. There is great strength in numbers, and our voices will become much louder.

HC: Tell us about how participation in Medtrade is looking so far this year.

KG: As of late June, 92 percent of Medtrade exhibit space had been reserved, which is in line with last year. I expect to sell all of the remaining available space prior to the expo’s official start on October 16. To clarify, the conference runs from Oct. 15-18, and the Expo runs from Oct. 16-18. The strong early bookings show a cautious optimism among manufacturers who know that patient demand in the coming years will be robust. The numbers are a firm indicator that manufacturers are ready and willing to work with HME providers who survive the carnage of competitive bidding. At the same time, they no doubt hope the Market Pricing Program will ultimately win out.

HC: How is Medtrade approaching the challenges the industry is currently facing?

KG: It seems that home care never has a year of quiet stability, and 2012 could well be the most volatile year the industry has ever seen. With so many providers putting in bids for Round 2 of competitive bidding, there’s unprecedented uncertainty in the industry. I also expect that the Supreme Court decision to uphold the Affordable Care Act constitutional will have some additional affects, and I have to think they would not necessarily be positive. 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. As for those professionals who think they can’t afford to attend the show on their tightening budgets, can you afford not to? I completely understand where the hesitation to invest the time and money to attend comes from, and I realize that my position as group show director obviously gives me a considerable bias. However, the chorus of encouragement is not limited to me—not even close. Nothing less than the most prominent advocates, consultants and fellow providers believe that Medtrade is simply too valuable to pass up. There is way too much at stake this year to take a “wait and see” approach.

HC: Will you have a New Product Pavilion this year?

KG: Yes, as in years past, exhibitors will have the opportunity to feature their latest products and devices in the New Product Pavilion. Attendees can get an advance online preview—as well as a better sense of the benefits these new products will provide to customers—by visiting Medtrade Connect at the website listed below.

To learn more call 800-241-9034 x5446, e-mail [email protected] or go online to www.medtrade.com.