Medtrade Spring Preview 2014
Hitting an HME Jackpot
The 2014 edition of Medtrade Spring, slated for March 10-12, doubles down educational and networking opportunities for HME providers.
- By Cindy Horbrook
- Feb 01, 2014
It’s almost time to pack those walking shoes and head to the bustling Las Vegas Strip where providers will once again assemble for Medtrade Spring.
Scheduled for March 10 to 12 at the Mandalay Bay Convention Center, Medtrade Spring Conference and Expo will feature plenty of conference sessions and workshops packed with information to help providers build and grow their businesses. In addition to the conference is the busy expo floor, where hundreds of the industry’s top manufacturers will showcase their latest and greatest products.
For those providers planning on attending, but that have not yet registered, they can still save between $50 to $100 on the expo and conference passes if they register online through March 9. Otherwise they will pay higher, day-of-show rates.
Workshops
A series of in-depth workshops kicks things off on Monday, March 10 from 10 a.m. to 5 p.m., and additional 90-minute educational sessions will also be on tap during that first day. The 7-hour workshops on Monday provide the opportunity for attendees to gain in-depth knowledge about topics that merit the extra time.
“The reason we need to do it over a period of hours is that it is immersion,” says Mike Sperduti, president of Mike Sperduti Sales, Emerge Sales, and Renewal Technologies—and presenter for the Mike Sperduti HME Growth Summit. “You have to understand the concepts, how they apply to your business. You can’t get that done in a traditional seminar setting. We have assembled the best of the best, and we will be sharing strategies that people can implement back home and immediately see growth.”
Monday workshops include:
Understanding Venous Disease and the Business of Compression Hosiery will feature presenter Evan McGill, national sales manager for Therafirm, a division of Knit Rite. Therafirm’s certified fitter training course is designed to provide the fitter of medical compression stockings, either experienced or brand new, with the needed medical knowledge to safely measure, fit and select the appropriate product for patients with venous insufficiency.
The seminar covers the following topics: circulatory anatomy and physiology, venous disorders, Therafirm product overview, measuring and fitting, and growing your business with compression hosiery. At the completion of the course, the attendee will receive a certified fitter’s certificate from Therafirm indicating they have the training and knowledge to fit compression hosiery. McGill believes the extended format can bring participants up to a level of understanding that will allow them to carry the product with confidence and quickly boost business.
“Our program covers anatomy, physiology, deep vein thrombosis, measuring, products, growing your business, and how to be an effective fitter,” he says. “The more you know about your patients and what their body has been through, the better. In this competitive bidding world, you can grow your business with compression, and it warrants an extended course. In 90% of cases, compression is a cash-based option. We hope providers can add this item and generate cash business.”
Using Brightree as a Business Management Tool will be led by Kathy Quehl, Training Team Leader for Brightree. During this session, attendees will learn the key Brightree tools and best practices to help manage their entire DME/HME business more efficiently and effectively using the features and functionality already available in Brightree. Attendees will learn how to use Brightree reporting and functionality to help manage, monitor and measure all areas within business, such as customer service, dispatch, purchasing, and billing and AR management, with special emphasis on competitive bidding processes in Brightree.
Recognizing Excellence in DME - An Introduction to the Certified Durable Medical Equipment Specialist (CDME) will be presented by BOC in partnership with the MED Group. The Certified DME Specialist (CDME) is a person who demonstrates broad knowledge of the DME/supply industry, including prescription verification, intake process, product selection, dispensing and setup, documentation, billing, compliance, and performance management. The workshop will cover the scope of practice for the CDME and prepare attendees to take the CDME examination. Attendees will discover the value of the CDME for facilities in a challenging industry climate and how to market the credential to customers, referral sources, and third party payors.
The Mike Sperduti HME Growth Summit will arm providers with the strategies, data and psychology for thriving, and not just surviving, in the post competitive bid world. Topics discussed will include strategies to dominate market and referral sources; massively expand cash business; and train, retain and inspire an extraordinary team.
The Conference
Returning this spring is the 6-4-18 Series, which was introduced last fall in Orlando. The series is designed to provide six “building blocks for success” in the next 18 months. The six sessions in Orlando taught attendees about: effective collections; purchasing and cash flow management; reducing risk; revenue diversification and operational efficiencies; and leading transformation in the business.
“6-4-18 is going to be open to all,” says Kevin Gaffney, group show director, Medtrade. “We are hoping to make it easy. These sessions will be available via a new learning lab on the show floor.” In addition to the 6-4-18 Series, the conference tracks include: Business Operations, Legislative & Regulatory, Sales& Marketing, Continuing Education & Training, Medicare Updates. All told, there are more than 30 conference sessions from a wide variety of speakers, and topics range from social media marketing, billing commercial payors, home access modification, and clinical care topics ranging from mobility to respiratory.
Networking
In addition to conferences, workshops and new products, networking is a big reason providers make the trek to Las Vegas year after year. Providers attending for the first time are invited to the First-Time Attendee Orientation to grab a cup of coffee and hear tips from Medtrade veterans on how to make Medtrade Spring a successful outing.
- Other networking opportunities include the Beer Garden, which is open to all attendees and exhibitors on March 11 from noon to 4 p.m., and a Power Lunch from 11:45 a.m. to 1:15 p.m. on March 11. Attendees will grab one of the included box lunches and participate in a moderated roundtable discussion on one of six available topics crucial to making an HME business survive and thrive. Tickets are available through registration and topics include web marketing, retail, best practices, legal, regulatory and operations.
- AA Homecare will host two special events: Stand Up for Homecare Fundraiser Reception and Washington Update.
- Stand Up for Homecare is a proactive campaign that gets positive, accurate information about the home medical equipment sector into the media and onto Capitol Hill. The campaign has also funded research that underscores the value of HME and the credibility of providers. The reception is also a major networking event attended by key leaders in the HME community. Registration is required for this event. The fundraiser will take place from 6 to 7:30 p.m. on March 11.
- At Washington Update, providers will learn from and engage with AAHomecare’s team of legislative and regulatory experts on challenges and opportunities dealing with issues including the bidding program, aggressive audits, and documentation requirements for providers. AAHomecare speakers to include: Tom Ryan, president, Jay Witter, vice president of government affairs, and Kim Brummett, senior director of regulatory affairs. This event will take place from 8:30 to 9:45 a.m. on March 11.
New Product Pavilion
Medtrade Spring’s New Product Pavilion is where providers will see the most innovative HME products which have been in the market for less than one year. This year, attendees will also see the five winners of the 2014 Innovative HME Retail Product Awards, a biannual competition designed to honor products that are particularly suited for retail sale. The winning products will be displayed within the New Product Pavilion, and the manufacturer of each product will speak in the 6-4-18 session: The Best New HME Retail/Cash Opportunities, moderated by Jim Greatorex, President of Black Bear Medical, on March 12 at 9:45 to 10:45 a.m. This session is open to all attendees.
Stay tuned for a round-up of some of the key product offerings that will be showcased at Medtrade spring, which will appear in the March issue of HME Business.
This article originally appeared in the February 2014 issue of HME Business.