And the Show Goes On

First opened in 1979, Medtrade 2004 will mark the trade show’s 25th anniversary. “We are excited to celebrate the show’s longevity in the industry,” says Show Director Zuzette Estevez. “This year, the focus on Medtrade’s anniversary is very exciting in that industry pioneers and newcomers alike will be able to see how far we have come and how far we can go to improve how home health care is delivered in America.”

More than 21,000 home medical equipment providers and home health professionals are expected to attend the annual expo, which will have more than 250,000 products on view from 900 exhibitors. “Attendees will be able to see the newest technology, meet with their suppliers and take advantage of show specials,” Estevez explains.

With the theme of “Building Business and Improving the Quality of Life,” this year’s conference program will help home care providers keep up with the latest industry trends and regulatory requirements, Estevez says. The show will offer 180 educational sessions in 11 tracks in the areas of accreditation, business operations, information technology, legal, nursing, pharmacy, professional development, rehabilitation and assistive technology, reimbursement, respiratory and sales and marketing.

On Tuesday, Oct. 26, from 7:30 a.m. to 8:15 a.m., start your show off with a motivational presentation by David Williams, well-known industry consultant and advocate. In this special session, Williams recounts the story of his decades-long battle with progressive multiple sclerosis and shares the lessons he has learned along the way about life, relationships and controlling your own destiny. Williams will also be at the Invacare booth during the show to sign copies of his just-released first book, Battling the Beast Within.

Other special sessions during the show include the American Association for Homecare’s (AAHomecare) “Washington Update,” which will offer an overview of the legislative and regulatory issues that have come up in the last year. On Wednesday, Oct. 27, at 7:30 a.m., the association will outline its plan for representing the industry in Washington.

On Thursday, Oct. 28, from 7:30 a.m. to 10:30 a.m., 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 in Medtrade’s “Accreditation Summit.” Panelists will describe their accreditation services, processes, benefits and costs, and each will discuss how their programs can meet the needs of home health care companies under the Medicare Modernization Act.

And, be sure to save a spot on your schedule for the “Retail Design Workshop” led by Jack Evans of Global Media Marketing and Ed Lemar of Gladson Store Design, two of the industry’s leading retail consultants. Sponsored once again by HomeCare following its success at Medtrade Spring, this special workshop will teach providers how to make their showrooms into inviting, open spaces that can work to generate sales. (See page 12 for more information.)

Medtrade 2004 will be held Oct. 26-28 at the Orange County Convention Center in Orlando. To find out more, visit www.medtrade.com or call 800/933-8735.

AND THE SHOW GOES ON

Come ‘Meet the HME Experts’ with HomeCare

For the first time, Medtrade will offer a series of “Meet the HME Experts” panels every day of the show, sponsored by HomeCare. Each morning from 8:30 a.m. to 10:00 a.m., these panels will present best practices in reimbursement, sales and marketing and legal and regulatory issues from the industry’s leading experts — among them several of 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, president of Global Media Marketing.

TUESDAY, OCTOBER 26, 8:30 A.M.-10:00 A.M.

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

WEDNESDAY, OCT. 27, 8:30 A.M.-10:00 A.M.

In “Meet the HME Experts in Sales & Marketing,” HomeCare columnists 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.

THURSDAY, OCT. 28, 8:30 A.M.-10:00 A.M.

With Moderator Jeff Baird of Brown & Fortunato, “Meet the Experts in Legal & Regulatory Issues” will offer advice in coping with surprise NSC inspections, reimbursement cuts, DMERC audits, the Medicare Modernization Act (MMA) and DOJ/OIG investigations of joint equity arrangements and marketing programs. Panelists include HomeCare columnists Cara Bachenheimer of Invacare Corp. and Neil Caesar of the Health Law Center, and Asela Cuervo, Law Offices of Asela Cuervo.

If you want to improve your company’s business practices, then come “Meet the HME Experts” with HomeCare. For information on these daily sessions, visit www.medtrade.com or call 800/933-8735.

For Fun and Sun in Orlando …

Check out the following Web sites or call for more information to plan your trip and get details about the area’s biggest theme parks and attractions.

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

Special Events Before and After the Show

Even though Medtrade’s official dates are Oct. 26-28, there are several special events before and after the show to round out your visit.

MONDAY, OCT. 25

Join Jane Bunch of JC&BS and Louis Feuer of Dynamic Seminars & Consulting as they put you through Billing and Sales Boot Camp. Two of the industry’s most entertaining and energetic speakers, Bunch and Feuer will share the latest information on strategies that can improve your business. Hear a presentation about the challenges billing and sales departments must address as they work together to grow revenues, including the conflicts, the issues and the goals for HME companies to meet in order to build a cohesive business organization. Then spend the rest of the day learning how to compete and getting the answers you need from this dynamic duo. Sessions focus on the latest issues in reimbursement, including new rules, regulations and appropriate intake, and key selling strategies, including ways to reach important referral sources. For information or to register for this all-day program, visit www.jbcservices.com or call 678/445-1221.

MONDAY, OCT. 25

Following its presentation at Medtrade 2003, the Continuum of Care, presented by AAHomecare, will offer continuing education credits for practitioners, clinicians and therapists to gain access to the latest clinical and practice protocols in four tracks: home health nursing, rehabilitation and assistive technology, respiratory therapy/sleep-disordered breathing and orthotics and prosthetics. This one-day workshop will offer a comprehensive look at the issues and challenges that home health, rehab and respiratory providers face. CEUs will be offered for each track from RESNA, AARC, VNA and NRRTS. For information on the Continuum of Care, visit www.aahomecare.org or call 703/535-1887.

FRIDAY, OCT. 29

RESNA (Rehabilitation Engineering and Assistive Technology Society of North America) 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.