A Peek at What’s Coming for Medtrade Spring 2014

There is something incredible that happens every time I enter the exhibition hall at a Medtrade or Medtrade Spring meeting. When I see the great number of exhibitors and review the list of the multitude of seminars and lectures offered, I say, “Wow! I wish that I had the ability to attend every class.” In all the years I have attended the Medtrade shows, each has been another new experience. However, this spring, the Las Vegas exhibition will be—without a doubt—the premier and most important of the past 30-plus years. 
Our industry has always had to resolve issues, and each year—including at Medtrade Spring—answers are found. In 2014, our industry is at a crossroads. Unless we can get the pending legislation, H.R. 1717, or something similar passed, far too many independent providers and dealers will see their profit margins dramatically reduced. CMS and Medicare are threatening reductions in reimbursements, which will force many companies to fold their tents. This competitive bidding legislation is what must be eliminated—not the dealers. I had the pleasure of reviewing the seminars and seeing which exhibitors will be displaying their wares. Also, as I anticipated, there will be a great number of affiliated organizations available to hold discussions in Las Vegas. There are specific lectures for everyone, so bring as many of your staff as possible. At Medtrade Spring in Las Vegas (March 10-12), you will find AAHomecare, state DME 
associations, buying groups (such as VGM) and vendors. At Medtrade Spring you will be able to obtain the tools necessary to help bring about the demise of the bidding program. But if we fail to get H.R. 1717 (which replaces the current competitive bidding program with the market pricing program) passed, the current legislation may mean the demise of many of your peers. I look forward to participating in the Stand Up for Homecare fundraiser that AAHomecare hosts at both Medtrade and Medtrade Spring. Invariably, this has always been the most 
important opportunity for DME/HME dealers and providers to meet and speak with their 
officers and team who work for you with 
such diligence. I look forward to seeing AAHomecare president Tom Ryan. He is already making a difference and, as their membership grows, so will their accomplishments. You must find the time to say hello to Tom and the other officers who mean so much to the survival of an industry—our industry! They must know that you are there for them, the same as they are for you. The state DME associations will have desks set up so you can stop by and meet with these fascinating folks. If you are not currently a member, join! When you hear about the accomplishments they have already achieved and the plans they have for the future, you will be amazed. They have done so much for you and will be capable of doing even more when you get on board. Don’t miss the New Products and Emerging Companies Pavilions. I met with a previous 
associate from Iowa last year at Medtrade, and he shared what he did when he signed on with a new vendor. He put an advertisement in the local newspaper announcing the addition of this new vendor’s products, sent a message via the e-mail list he developed and asked a salesperson to be present on a specific date. He said the number of attendees who came always impressed him and they often made a purchase. When you see the innovative and unusual products being introduced, consider which ones you will use to increase profits and build new market share. The Medtrade Spring Exhibitions are filled wall-to-wall with opportunities, and this year there will be so many additional, different and new opportunities for you. I also have to give an extra plug to VGM. This is where I always stop, relax and have a cup of coffee with friends. There is a couch waiting for me. VGM and The MED Group are giving every effort in Washington, D.C., and on the business front to help you expand. They also need your support. To maximize the benefits offered this year at Medtrade Spring in Las Vegas, see how many of your employees can attend with you. No, that is not an expense; it is an investment to increase sales and profits. The ROI (return on investment) will be the best possible! The multitude of benefits that are made available will guide you toward a solid year. I will be in Las Vegas for the entire Medtrade Spring, walking the floor, meeting old friends, making new ones and trying my best to help every DME/HME attendee leave satisfied and filled with new ideas. In the words of Darrell Royal, “Luck is what happens when preparation meets opportunity.” See you in Las Vegas!