Get the Most out of Your Attendance at Medtrade This Fall

I am proud to say that I have had the good fortune to attend every Medtrade exposition and conference since its inception more than 35 years ago. I suppose that is a benefit of my now entering my 88th year. As I look back, it becomes apparent to all of us that the event this fall in Atlanta, Ga., will be the single most important Medtrade ever! As an important and vital industry, DME/HME dealers and providers must work together to bring about the needed changes in legislation to continue to flourish. At this impending Medtrade, we will hear the leaders from the American 
Association for Homecare (AAHomecare) and the various state DME associations. With the full support of all dealers, providers, vendors, pharmacy and other allied professions, we will succeed. CMS and Medicare seem to feel that DME dealers are vastly overpaid for their services. They are placing all kinds of roadblocks to stall reimbursements. They want to reduce the extra amount they currently pay because of fraud and abuse (F&A). It’s easy for them to attack this segment of the industry because they have allowed far too many so-called providers to participate, but DME/HME dealers are not the problem. The problem is that there are no standards for dealers or providers. Any person can rent a location and call himself a DME provider. CMS has been shelling out money for people long dead! It seems it is safer for anyone to steal from Medicare rather than sell drugs. If they are caught, their company might be closed, but then they just retire with all their stolen dollars. I say make the punishment fit the crime. Our profession has made a giant step forward to help correct this via accreditation. I am sure that most dealers qualify to earn this. All of the organizations that have the ability to issue accreditation to dealers who meet specific standards will be at Medtrade. There will be workshops and lectures for you and members of your staff should attend. This leads directly to the next step which must be taken: licensure. Once we are able to make this the law, a dealer who does not meet the standards would have their license suspended or revoked. As a result, many fly by night dealers will suddenly disappear. At Medtrade Spring in Las Vegas, I was truly impressed by both the number of vendors and also the lines of dealers signing on to work with them. At the coming Medtrade, there will be a great number of vendors offering OTC cash sale products. Try to bring several of your key employees with you in attendance. You will receive a great ROI from this investment. There are so many new opportunities for dealers. Visiting the New Products Pavilion, attending many seminars, meeting your state DME leaders and hearing what AAHomecare is accomplishing will pay dividends. Tom Ryan, CEO AAHomecare, will open the exhibition hall with the Washington Update. This particular event was standing room only at the spring show, so please come early. If your company is currently not a dues-paying member of AAHomecare, sign on now. The most enjoyable program at every Medtrade has always been the Stand Up for Homecare Reception, which is the AAHomecare annual fundraiser. My wife, Thelma, and I meet many old friends. We watch the hard working dealers from all parts of the country shake hands and hug one another. The camaraderie there cannot be described. It is all just fantastic. The state DME associations will have their desks alongside of AAHomecare. This is done specifically to make it convenient for you to meet them. Be sure to stop by and say thank you, because they are leading the fight to keep your company solvent. Don’t forget to stop by and say hello to the staff of HomeCare.