Exhibitors emphasize health, strength

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Monday, September 30, 2019

ATLANTA — Given that Medtrade is an exposition for healthcare providers, it seems natural that health and strength would be predominant themes among exhibitors in 2019. For the industry’s purposes, these terms refer to the fiscal and operational outlook for HME companies, as well as determined advocacy on Capitol Hill.

For instance, at Irving, Texas-based McKesson, the Medtrade booth theme is “Stronger Together,” which emphasizes the significance of unity within the industry, said Jeff Bowman, vice president of HME sales.

“At McKesson, we understand it’s important for the industry to be healthy, and that’s why we believe in Stronger Together, which means there is strength in numbers,” he said. “The more manufacturers, suppliers and partners who advocate alongside engaged HME providers, the healthier this industry will be for all of us.”

As a 28-year veteran of the HME industry, Bowman is using his experience to help shape the industry’s future, sitting on the AAHomecare board of directors and working to broadcast the HME message to legislators in Washington. In fact, other McKesson sales and marketing professionals are also involved in grassroots activities at the state and local levels as well, he said.

“McKesson supports the growth of the HME industry in a variety of ways, like our advocacy with industry leaders while also recognizing the shift to retail and cash, which is why McKesson offers business solutions and services designed to help drive efficiencies,” Bowman said. “With McKesson in their corner, our customers can focus on what they do best—working with patients and maximizing reimbursements.”

Middleburg, Ohio-based Compass Health has returned to Medtrade to expand its presence and “really showcase who we are,” said Mike Scarsella, director of national sales. Advocacy is a strong focus for Compass, which has boosted its sponsorship and attendance at almost all state association shows around the country and is a bronze level sponsor for AAHomecare.

“We thought it was necessary to continue to work with them and everything they do to drive our industry forward,” he said. “We have some new products that we want to introduce, and we feel it’s important to support the industry in as many ways as possible. Medtrade certainly leads the charge.”

Pivoting off its theme of “O2 is What We Do,” Ball Ground, Ga.-based CAIRE wants show attendees to get a healthy glimpse of its products and “all the business solutions that make us great partners for homecare providers,” said President and CEO Earl Lawson.

‘CAIRE is committed to being a business partner with home medical equipment providers, not only providing medical equipment but providing solutions that improve patient treatment and overall experience, as well as the efficiency of their business,” he said.

Visitors to the CAIRE booth can learn about the pillars of the company’s oneCAIRE consultative partner approach, which encompasses non-delivery, retail partner, O2 discharge and training programs. Videos using animation technology and consumer-directed messaging featuring the FreeStyle Comfort POC are available for review at the booth.

“We will also take the opportunity to demonstrate the features of CAIREview that can enable providers to improve the management of their oxygen patients,” Lawson said.