Medtrade’s Randall Moves 2009 Spring Show Back to Vegas

In a Q&A with HomeCare Monday last week, Nielsen
Business Media’s Joe Randall outlined his plans to keep
Medtrade and Medtrade Spring ahead of the HME industry’s
challenges. “I am simply frustrated with all the doom and
gloom and negativity surrounding our industry,” said Randall,
who, in addition to the home health care shows, heads a host of
publications and events as senior vice president of Nielsen’s
Building Design Group.

Times are definitely tough, Randall acknowledged, but “the
people who are committed to this industry, who are willing to
embrace change and are willing to work hard at it will
survive.”

And, he said, so will Medtrade.

Q. What are you doing to build a better Medtrade?
A. The real question is what is the industry doing? There
is so much negativity today, yet if you look at your last issue in
the “HomeCare Flashback” section, you know that this
industry is cyclical. I’ve been involved with Medtrade since
1984 (when it was still National Home Healthcare), so we’ve
seen challenges before, we’ll see them again.

I think we need to focus on “how to do business” in
the current environment and the education and products at Medtrade
will help everyone face this challenge.

Q. Medtrade Spring will be minus several of the
industry’s most prominent manufacturers. What effect will
this have on the show?
A. Many times over the course of Medtrade (or any show for
that matter), manufacturers choose to sit out a show, produce their
own events or do other things. We believe that the only place to
see as many customers in one place is Medtrade, so typically they
return at some point. It is imperative for us as show organizers to
work with them to help them achieve the return on investment that
they are looking for. Even though some are not participating, we
are still in contact, and are hopefully working toward solutions
for the future.

The positive note is other manufacturers recognize the
opportunity, step up their participation and reap the benefits. For
Medtrade Spring, companies like Pride and Graham-Field are
partnering with Medtrade and the industry in challenging times.
Many of the large respiratory companies such as Respironics,
ResMed, Covidien and SeQual have increased their presence at the
show, which is an indication of their focus on their customers,
both providers and end users. This also details their commitment to
the industry they serve.

Many mid-size companies also use the Medtrade community to
showcase their mergers and acquisitions and start their public
branding identity.

Q. With reimbursements declining, schedules getting
busier and travel costs escalating, why should providers take the
time/spend the money to attend Medtrade Spring?
A. It is the only place they can to see over 350
manufacturers and attend over 80 conference sessions to help them
survive and prosper in this new environment. Where else can you get
that value?

Q. Will Medtrade Spring ever return to Las Vegas, which
attendees seemed to favor?
A. We return to Las Vegas next year on March 25-26, 2009,
with conferences beginning on the 24th. We did not want to leave
this year but were forced to because of scheduling conflicts in Las
Vegas. Believe it or not, Medtrade Spring is considered a small
show for Vegas and we sometimes have difficulty with contracting
for appropriate space and dates.

Q. What are future plans for Medtrade Spring? Medtrade?
How will the shows answer the changing needs of both providers and
manufacturers?
A. By continuing to be the meeting place of the home
health care industry; by improving our educational offerings to
better serve the changing market; by working with our manufacturers
to provide them with a great ROI; and by working with AAHomecare
and others to ensure our voice is heard in Washington.

Q. What is the message you would most like providers to
hear about Medtrade?
A. Back to your first question, I am simply frustrated
with all the doom and gloom and negativity surrounding our
industry. What’s worse is we seem to be creating a
self-fulfilling prophecy.

I see pockets of realism from providers and manufacturers but
the overwhelming message I keep hearing is “the sky is
falling.” It is not. Are we in for challenging times? Yes.
But by working together, we can provide solutions for everyone. The
people who are committed to this industry, who are willing to
embrace change and are willing to work hard at it will survive.

Medtrade will be one of those survivors, and we expect to
prosper along with our exhibitors, attendees and supporters.

Medtrade Spring is coming up May 7-8 in Long Beach, Calif.,
with several pre-show conferences on May 6. For more information on
Medtrade Spring or Medtrade, visit www.medtrade.com.