Facing the Fight of HME’s Life

“It is not the critic who counts: not the man who points out how the strong man stumbles or where the doer of deeds could have done better. The credit belongs to the man who is actually in the arena, whose face is marred by dust and sweat and blood, who strives valiantly, who errs and comes up short again and again, because there is no effort without error or shortcoming, but who knows the great enthusiasms, the great devotions, who spends himself for a worthy cause; who, at the best, knows, in the end, the triumph of high achievement, and who, at the worst, if he fails, at least he fails while daring greatly, so that his place shall never be with those cold and timid souls who knew neither victory nor defeat.”
— Theodore Roosevelt

In the past few months, I have been interviewed on numerous occasions about the future of Medtrade due to a few companies’ decisions not to exhibit in 2008. There have been several rumors and implications posted on the Internet and reported in various articles in reference to this situation as well as about why Medtrade Spring 2008 will take place in Long Beach, Calif. Many of these comments disturb me because they are not based on reality.

The negotiations that occur with all of the Medtrade exhibitors are confidential, and public speculation does not offer a fair or balanced view of what occurred or what the impact will be. Likewise, what is observed by one person may be very different from what is seen by another.

Medtrade has survived in the past not because of any one company’s actions; rather, it has survived and served the industry because of the collective efforts of many attendees, exhibitors and industry-based organizations.

The decision to hold the spring event in Long Beach was based primarily on the fact that the Las Vegas Convention Center was not able to accommodate Medtrade Spring this year because of scheduled renovations. Choosing this location was logical due to the large number of West Coast attendees and the city’s benefits in terms of hotel accommodations and proximity to several area airports.

In response to the speculation, I have detailed the value of Medtrade to the industry in the business media: It is the meeting place for the HME industry. When you attend Medtrade you are going to get quality education — business-wise from our conferences, product-wise from our exhibitors and best practices-wise from networking with thousands of industry professionals. In light of the challenges facing this industry, each of these is critical to driving your business.

That said, I want to address a point that is not based on speculation. What sometimes gets missed at Medtrade and Medtrade Spring is the ability to get educated in how to assist in moving this industry forward.

The quote above is to help you understand that you do have a say in what goes on in your business. We all have to remember that any change that affects the industry ultimately affects the patient (and I have yet to see any changes that benefit patients). The HME industry as a whole has to make a concerted effort to face the negative image it has in Washington, in the consumer press and in the public’s eye.

HME providers hear over and over again that they have to get involved. But what does “getting involved” mean, and how can you start?

You can join a national association, such as the American Association for Homecare or the National Association for Independent Medical Equipment Suppliers, or you can become active in your state association, both of which work effectively to inform decision-makers about the value of the HME industry and the positive impact it makes on patient care and quality of life.

Likewise, you may choose to create buying relationships with the manufacturers who diligently lobby for the industry and commit financial resources to garner support in Washington. Member organizations such as The MED Group and the VGM Group also have resources available to assist you in finding out who to contact and what points to make. Take time to evaluate whether becoming a member of such a group would be in your company’s best interest.

Also, be aware that the majority of these companies and associations will be present at Medtrade and Medtrade Spring in 2008. Each of the Medtrade 2008 events will also offer numerous opportunities to learn how this can be accomplished. Our staff is diligently working toward enhancing the opportunities for the HME industry to have access to the information and tools that are needed to make a difference in Washington.

Most business owners and managers will agree that it is frustrating to attempt to address rumors and personal opinions. What we can agree on is that the HME industry is facing the fight of its life, and it is critical that each stakeholder — providers and manufacturers alike — must get involved and take action to prevent further legislation that will negatively impact the future of home care.

Kevin Bird is the group show director of Medtrade and Medtrade Spring, which are produced by Nielsen Business Media, a division of The Nielsen Company. He may be reached at [email protected].