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.