Medtrade Preview 2004

First opened in 1979, Medtrade will celebrate its 25th anniversary this year as the largest international trade show for the home health care industry. The gigantic expo and conference, to be held Oct. 26-28 at the Orange County Convention Center in Orlando, expects 250,000 products from 850 exhibitors to be on view for an estimated 21,000 HME providers and other home care professionals. Check the following pages for a preview of schedules, special sessions and events that can help make the most of your time at the show. For more information, visit www.medtrade.com or call 800/933-8735.

Business Issues, Current Events On the Conference Schedule at 2004 Show

Meet the Experts Each Day with HomeCare

Along with the thousands of new products that will be on display, providers can find out the latest on the home medical equipment industry’s challenges and changes at 180 educational sessions during Medtrade 2004. With a concentration on current topics, this year’s conference program will focus on changing regulations, reimbursement issues and other business conditions that will affect home care companies.

If you want to improve your HME’s business practices, then come “Meet the Experts” with HomeCare at a panel series sponsored by the magazine each morning of the show from 8:30 a.m. to 10:00 a.m. Providers will hear best practices in reimbursement, sales and marketing, and legal and regulatory issues from industry experts in these areas, many of them HomeCare‘s columnists and Editorial Advisory Board members.

“These ‘Best Practices’ panels will bring together the top experts in HME to share their insights, discuss current issues and field questions so attendees can learn the latest trends and cutting-edge solutions,” according to Jack Evans of Global Media Marketing.

“Meet the HME Experts in Reimbursement” will discuss reimbursement strategies that work with HIPAA, Medicare audits and fraud and abuse issues. Moderated by Bruce Brothis of Alternative Billing Solutions, the panel includes HomeCare columnists Jane Bunch of JB&CS and Miriam Lieber of Lieber Consulting, along with Maureen Hanna of Healthcare Reimbursement Consultants.

In “Meet the HME Experts in Sales & Marketing,” HomeCare contributors Wallace Weeks of Weeks Group and Louis Feuer of Dynamic Seminars & Consulting, plus Alison Cherney of Cherney & Associates will present sales and marketing strategies for maximizing sales-per-customer and net profits, increasing ROI for advertising and building long-term relationships with referral sources. Evans will moderate this panel.

With Moderator Jeff Baird of Brown & Fortunato, “Meet the Experts in Legal & Regulatory Issues” will offer advice in coping with surprise NSC inspections, Medicare reimbursement cuts, the Medicare Modernization Act (MMA) and DOJ/OIG investigations of joint equity arrangements and marketing programs. Panelists include HomeCare columnist Cara Bachenheimer of Invacare, AAHomecare adviser Asela Cuervo and a representative of CMS’ Medicare program.

Other special conference sessions include AAHomecare’s “Washington Update,” which will offer an overview of the legislative and regulatory issues that have rocked home care’s world over the last year. On Wednesday, Oct. 27, at 7:30 a.m., the association will outline its plan for representing the industry in Washington to members of Congress and government agencies, so get up early and get involved.

On Thursday, Oct. 28, representatives from the Accreditation Commission for Health Care (ACHC), the Community Health Accreditation Program (CHAP) and the Joint Commission on Accreditation of Healthcare Organizations (JCAHO) will delve into provider accreditation during Medtrade’s “Accreditation Summit.” Panelists will describe their accreditation services, processes, benefits and costs, and discuss how each of their programs can meet the needs of home health care companies under MMA.

And, be sure to save a spot on your schedule for the “Retail Design Workshop” led by Evans and Ed Lemar of Gladson Store Design, two of the industry’s leading retail consultants and showroom design experts. Sponsored once again by HomeCare, this special workshop will teach providers how to transform their showrooms into inviting, open spaces that can work to generate sales.

There are also a number of special events that can round out your visit before and after the show.

On Monday, Oct. 25, Jane Bunch and Louis Feuer will put attendees through “Billing and Sales Boot Camp.” Hear a presentation about the challenges HME billing and sales departments must address as they work together to build revenues, then spend the rest of the day learning how to compete and getting the answers you need from this dynamic duo. For more information on this all-day special session, visit www.jbcservices.com or call 678/445-1221.

Also on Monday, the Continuum of Care, presented by AAHomecare, will offer continuing education credits for professionals in home health nursing, rehab/assistive technology, respiratory therapy/sleep-disordered breathing and prosthetics and orthotics. For information on this workshop, visit www.aahomecare.org or call 703/535-1887.

And on Friday, Oct. 29, the Rehabilitation Engineering and Assistive Technology Society of North America (RESNA) will administer ATP, ATS and RET exams as part of the organization’s credentialing program. For more information or to register, visit www.resna.org or call 703/524-6686.

Conference Schedule At A Glance

Monday, October 25

8:00 a.m.-5:00 p.m.
Medtrade Continuum of Care

1:00 p.m.-5:00 p.m.
AAHomecare Golf Classic

Tuesday, October 26

7:00 a.m.-5:00 p.m.
Registration

7:30 a.m.-8:15 a.m.
Opening Sessions

8:30 a.m.-12:00 p.m.
Educational Seminars

10:00 a.m.-5:00 p.m.
Exhibit Hall Hours

Wednesday, October 27

7:00 a.m.-5:00 p.m.
Registration

7:30 a.m.-8:15 a.m.
Opening Sessions

8:30 a.m.-12:00 p.m.
Educational Seminars

10:00 a.m.-5:00 p.m.
Exhibit Hall Hours

Thursday, October 28

7:30 a.m.-3:00 p.m.
Registration

8:30 a.m.-12:00 p.m.
Educational Seminars

10:00 a.m.-4:00 p.m.
Exhibit Hall Hours

Big Doin’s in Orlando

Beyond the walls of the Orange County Convention Center, Orlando has some BIG attractions and theme parks that can keep you entertained for days. Visit their Web sites or call for more information to plan your trip and find out more about the special events, dining and exhibits that will be featured at each of the locations below.

Busch Gardens Tampa Bay
888/800-5447
www.buschgardens.com

Discovery Cove
877/4-DISCOVERY
www.discoverycove.com

Kennedy Space Center
800/572-4636
www.kennedyspacecenter.com

Sea World Adventure Park
800/4-ADVENTURE, (407) 351-3600
www.seaworld.com

Universal Resort
407/363-8000
www.universalorlando.com

Walt Disney World Resort
407/939-6242
www.disneyworld.com