Medtrade Spring is Around the Corner!

The dates for the Spring Medtrade 2013 Exhibition are from March 19 to March 21.  I am very aware with the holidays pending, Medtrade is the furthest thing on your mind. However as DME/HME providers, dealers and manufacturers, none of us have the luxury to just sit back and let things happen.

Rather than observe, since you are all aware that 2013 can be the most critical year our industry has ever faced, you must act! Being negative does not have to be the case. Do not be a spectator, hoping for the best, takes charge of your future and make it the best!

Commit now to attend Medtrade Spring. See how many admission tickets you require and obtain them STAT.  Book your accommodations today and get the choice of rooms. After early registration you should plan which exhibitors you have to see. At Medtrade deals are always made that will enable you to guide your company through 2013. OTC cash sales potential must be on the top of your list.

You can do what I always did prior to attending Medtrade. As manufacturer reps called, I asked them to arrange appointments for me at Medtrade. In that fashion, I always met with the president or sales manager.   This gave my company the ability to negotiate more and better promotions. They are always so amenable! As a consequence, with their cooperation, sales and profits grew to our mutual satisfaction.  You can even use some of the features Medtrade has put into place online for planning meetings.  Once you register, try the Medtrade Connect Program to plan your time at the convention.

My experience has taught me there is no better venue when the opportunity to meet and arrange with preferred vendors. You can develop additional market share.

In future blogs I will speak about the multitude of different activities in which you can participate at Medtrade. http://www.medtrade.com

Don't Hesitate.... Participate!

Do not hesitate! Register now for Medtrade Spring in Las Vegas! Things have never been as critical for our industry as they are today! Your livelihood, as well as that of your clientele who depend on you, is at stake. Between now and Medtrade Spring-March 19-21, too many changes are happening and all of which must be monitored. At Medtrade, the experts that help guide our industry are standing together to keep our industry moving in the right direction.

Medicare and Medicaid are restructuring how they will control costs and distribution.  As for Medicare, we must get HR 6490 out of committee and on to the floor so it can be passed, or we will choke even further with the competitive bid legislation. We also have to work to bring about some very vital changes in the HR 6490 to make it more effective. None of this can happen until it gets to the House floor. 

The State DME Associations, the National Associations, NAIMES, VGM, MED Group and all the allied operations will be at Medtrade. We want to be sure that every DME/HME provider or dealer is on board and ready to join forces. By working together, our industry will succeed. 

“It's a critical year for the HME industry, and the feedback will help us make adjustments to what likely will be the most important Medtrade show in our 30-plus-year history,"  said Attorney Jeffrey Baird. 

When you recognize difficult problems that are approaching and the answers attendees will receive, then participating in Medtrade becomes even more valuable.

Please notice I use the term “participating” not “attending".  Since I am one of the few who have had the good fortune to attend every Medtrade Exhibition, I can say the following: For many years in the past, Medtrade was considered a holiday. Members brought their wives, employees, and children. That was the way it was then, but not the case now. Our industry must develop a much more organized answer to maintain what we have.  At Medtrade, you will accomplish many of your goals by “PARTICIPATING".

Need I say more? This is why I am sending you advance notice. Sign on now and be sure to bring with your key staff.

Visit www.medtrade.com to register for Medtrade Spring.  Discounted rates are still available.

Back to "Normal"

The United States has just chosen who will run the country. Now will we ever see things return “back to normal?” What does that mean? I thought long and hard to find a correct description of “normal”. Is it usual, standard, customary, orderly, right, correct or typical? Actually it’s all of the above.

I have received a number of calls and messages wondering when things will return to normal? My answer to all of them was: “When things are quiet and peaceful and you can sit down to read a newspaper, is that what you want? No! Being busy all day is your goal!

 

You are an entrepreneur running the business and you must make decisions quickly! Your customer will ask a question, a family caregiver is seeking help, your clerk has a problem, the telephone is ringing, the mail carrier comes in with a handful of mail, your wife wants you to shop on your way home, and your son has to be picked up at the gym.  Yes, this is all perfectly customary!

The good thing is that we never think about all of these happenings nor do we concern ourselves with them. We respond to all of these and you are successful because you are professional and your business is the livelihood for your family and employees. Your company has the responsibility of providing good care, supplies and working with customers and their family caregivers. That’s how it should be!

My answer to when will things “return to normal” is typically what has always been. Times change and without realizing it, so do you. Now our industry has to reach out to the incumbents and newly elected. Every effort must be made the get their support for HR 6490 (MPP).

When you continue to provide the service and care, as you have always done, your company will flourish. Normal is status quo.

Completing the Medtrade Survey!

Last week, you all received a request to respond to a survey via e-mail from Medtrade.  They are asking for your thoughts about the show.  Please find the time to respond because your input will help build Medtrade many notches higher. 

I enjoy walking through the exhibition and meeting old friends and making new ones. Here are some of the comments I heard on the showroom floor this Spring in Las Vegas:

Quotes from the floor:

“The show was a lot busier, so things must be looking up!  This is my 3^rd Medtrade spring and it was the best so far!”  Dina & Joe Padula Active Mobility Canada

“Looking for cutting edge products that fit the Long Term Care Industry.”  Mike Janiszewski, Direct Supply, Inc.

“With the economy picking up the show traffic looks heavy.  Now that competitive bidding is now over, providers are ready to get back to business.” Jeff Schwartz

“After 44 years in health care as a nurse & RT, this is my first year in the HME Industry.  This show is providing me with my first view of all the HME Industry has to offer.”  Jerry Hunt Feather River Home Oxygen & Medical Equipment.  Paradise CA”

“Why am I here?  To find new and innovative manufacturers to better serve my customers.”  Howard Meade  H. Meade Medical Cave Creek AZ

“Three reasons why I am here:

1.    Building Relationships

2.    Innovative Products

3.    Learning"

Rick Graver Medtech services Reno NV

“Show is great.  I'm here to see what is going on after CB.  Looking forward to networking opportunities and learning more about non-Medicare & retail opportunities”.  Todd Tyson of Norcross, GA

What I am looking to accomplish at Medtrade Spring:

Price Negotiations

Networking

Contract Negotiations

Locating New Products     

John Pope  AeroCare holdings Inc

“I came here to inform the disability community information how they can help their business comply with the laws for the individual disabled and needy.”  Constance McCormick-  Handicapped Law Compliance Office

“People are more upbeat than I thought, but when you engage with them in conversation there is worry about the future.”  Wayne Stanfield NAIMES

“The mood of the show is optimistic and the FAMES members that are here are very positive.”  Alan Cross FAMES

“Stand Up for Homecare is a great cross-section of the industry.  Not only did we see good energy but so many new faces.” Dan Smith AA Homecare

“Met some new providers with interesting products.  Found new ideas for cash sales and new faces.”  Burton Dismon North Coast Home Health Products Carlsbad CA

“Now, more than ever, Medtrade is the epicenter of the effort to eliminate new statues and regulations that threaded the DME/HME industry. It is events like this that keep providers educated, active and ultimately in business.”   Robert Miovsky Showerbuddy USA

“This was my first show and a terrific learning experience.  I have great insight on the future of DME and encourage everyone to attend in Atlanta!” Henry Kelly  Cobalt Blue Inc

We want to hear from you too! Please respond to the survey.

Exhibitors: http://www.nielsenbusinessmediasurveys.com/se.ashx?s=00EC69A907A2B10C

Attendees:  http://s-d805ff-i.sgizmo.com/s3/i-100031380-265344/?sguid=100031380

Day 2-Medtrade Spring 2012

I thought we had a great deal of excitement yesterday, but today was even better and there is much more that I can share with you. I am one of the few who have been able to attend each Medtrade exhibition from its birth. It has changed dramatically, same as has our industry.

You can in no way compare the first two “shows” in Atlanta, first in the Congress Center and then in the basement of an old Marriott Hotel, with what you see now at the Sands Expo and Convention Center in Las Vegas. What we must all recognize is that Medtrade has the ability to change with the times.

In the beginning these meetings were a great place for vendors to show their wares and dealers to make some excellent deals. This is still an integral part of Medtrade, but slowly the importance of speakers grew to where now there are not many rooms still procurable. The seminars have become magnets! The first one I attended, many years ago, was with about a dozen associates. Today, many of the seminars are usually SRO (standing room only). The faculty who are presenting today at Medtrade is without a doubt the finest of the industry!

This year there was much to learn at the Washington Update. Our industry is blessed by the quality of publications available, but seated with peers and listening and then being able to discuss current events is unavailable anywhere else. This year dealers were concerned with their ability to respond to the new legislations, competitive bids and reducing reimbursements. They found experts with answers and ideas at Medtrade.

A walk through the New Product Pavilion and the Retail Design Center opened better opportunities and methods to expand sales and increase profits. Isn’t that why you came to Medtrade?

I can go on about this, but I have to leave much to the industry magazines. They do a much more complete job than I can in a blog. All I have to say today to those few who did not find the time to come to Las Vegas is to please start preparing now for the fall Medtrade in Atlanta.

On the Exhibit Floor-Medtrade Spring 2012

Now I know how it feels to be a kid in the candy store? When I entered the exhibition floor at today’s Medtrade Spring there were so many exciting things jumping out to me that it was hard to know where to begin. Like all the attendees I felt a great deal of emotion, exaltation, excitement and inspiration! But mostly what I saw staring everyone in the face was OPPORTUNITY!

Every DME/HME dealer that I spoke to as I meandered on the floor was very aware of the need for OTC cash sales. They were there! There were many new opportunities, new promotional material and new ideas for how to bring customers into your showroom.

I reviewed the list of seminars offered and wished I could attend each of them. The size of the audience I saw in the lecture rooms indicated that my feelings were not unique. Dealers and providers came to learn and they found much of what they sought available at Medtrade. It was like attending a major university and earning a new degree!

The Annual AA Homecare “STAND UP FOR HOMECARE FUNDRAISER RECEPTION,” always held the opening evening at the Medtrade exhibitions was fantastic. The camaraderie, friendship and concern of the attendees was reassuring. All of the shakers and leaders of our industry were sharing ideas and thoughts with one another. As anticipated we heard so many excellent ideas and thoughts for the future. Just attending this reception is one of the keys to the success of Medtrade Spring.

I hope that all of you feel the same as I do. Without Medtrade we would not have the major resource that both protects and helps us expand our local operations. Please be sure before you return home that you have not missed anything that can benefit your operation. Of course, please thank the exhibitors, the state and national associations, the publications, buying groups and everyone else who has made this possible.

THE DOORS ARE OPENING!

Just think, as you are reading this, the doors to Medtrade Spring 2012 in Las Vegas are opening. If for any reason you are not at Medtrade now, you can still attend. Entrance is available to all; come and be part of the excitement!

As usual, there are so many opportunities, people to see, exhibitors to visit and meetings and seminars that must be attended. The days are not long enough to get to everything and yet most participants somehow manage to do that. Even at my advanced age, I am able to make the rounds efficiently. The exhibit floor is designed to give you that opportunity. I want to see as many friends, associates and attend as many meetings and seminars as I possibly can. I am able to accomplish that and so can you!

If you bring with you enough of your team, be sure that every class offered that is applicable to your company’s operation is attended. Key vendors and new products must all be visited. There are the special “Spring Conference Sessions” offered several times daily, so include them in your itinerary. Of course, there is the Annual Homecare “Stand Up for Homecare” to support. Do not miss the Washington Update. Make sure you stop by the state associations, the buying groups (VGM/MED), AAHomecare and NAIMES and please tell them “thank you” for the great support they give you and our industry.

Be sure you get copies of all the industry publications and if you are not subscribing to some, just give them your name. When you see me roaming around, please say “hello.”

http://www.medtrade.com