Medtrade Aims to Support Providers

Having attended every Medtrade since its inception, I am always impressed by the high quality of the speakers and the attitude of vendors introducing new opportunities. Dealers and providers came to Orlando to get a better understanding what is happening in DC with CMS and Medicare. They are aware there will be a continuing number of independent dealers falling out, which will leave the beneficiaries and family caregivers to fend for themselves. Vendors and speakers understood and addressed these issues, while AAHomecare and state associations work toward maintaining the industry. Vendors brought attendees new products and new means of marketing. A great number of dealers and providers sought new opportunities and products to develop new OTC cash sales. There will be some superb changes in direction for many companies. Companies in the Emerging Company Pavilion were able to make it without depending on competitive bid dollars. Keep what you already have, but put your efforts to develop more OTC cash sales. This is the path to be on! The Washington Update session with Jay Witter (AAHomecare) brought everyone up to date on what is happening in D.C. Witter made it clear that we face difficult times, but also that we can beat them by all working together. I left that session with enthusiasm recognizing how much AAHomecare means to the entire health care industry. They are in a position to get results with a new team led by the new president Tom Ryan. Tom is the person we need to guide our industry. Thelma and I attended the annual AAHomecare Stand Up for Homecare Reception. AAHomecare awarded Scott Meuser (Pride Mobility) and yours truly for our contributions on behalf of the profession. All I can say is thank you; however the award should have been given to Thelma. All these years she has kept me in line and worked as my partner! I asked every principal I spoke with if they belong to AAHomecare and their state DME association—and a great percentage of them did! These are the folks who have always been the backbone of our profession. I am comfortable that after this Medtrade, many more will realize if they do not belong, there will be no one to fight for them. Cara Bachenheimer (Invacare) once again delivered a positive message in her session that assured us that CMS would do the right thing. The face-to-face requirement is a problem, but Cara is satisfied this will be moderated. If attendees were listening, I am sure many of them will become team players. Mark Higley (VGM Group) spoke a great deal about the current ACA legislation. There will be many changes made by Congress but he feels—as I do—that the ACA will prove to be beneficial for the DME/HME community. The opportunity to meet and speak with the staff of AAHomecare and state association officers is the key to the importance of Medtrade attendance for every DME/HME dealer. Medtrade is where you find out what to do, where to go and who your allies are. Mal Mixon (Invacare) reached back to his day as a Marine Corps officer and broadcasted, “When the going gets tough, the tough get going.” We must get support from all of our customers, patients and family caregivers. They have to understand that we work closely with the physicians, nurses, hospitals and rehab clinics in our communities. DME is an integral partner in the chain of health care support in the United States. We have a formidable ability to help elect or re-elect those who support us. A vote is more important than a dollar to keep those Congressmen who support us in office. Let us all follow the lead of the small group of DME providers from Florida District 8 who contacted their Congressman, Bill Posey. They have earned his full support for H.R. 1717 and he is helping gain additional support from Congress. It is my hope that this effort will be replicated throughout the United States with the cooperation of the state DME associations. We must get H.R. 1717 passed and the competitive bid eliminated. You can see that Medtrade is a great deal more than just vendors and dealers sharing time. DME, rehab, IV, PT and OT and every facet of health care is addressed. The ROI for this investment in attending is that your company will continue to flourish and grow. This is what Medtrade means!