Providers look to 'stay current'

Monday, April 30, 2007

LAS VEGAS - Contrary to the popular phrase, attendees coming to Medtrade Spring want to take what happens in Vegas back home with them. After all, a big reason for coming to the April 24-26 show is to learn business-building techniques and strategies, say HME providers.
"It is essential to stay current and that's why I come to Medtrade," said Daryl Bowman, owner of San Carlos, Calif.-based Bowman Medical. "It's also an opportunity for me to strengthen old relationships and make new ones."
Tom Bradley, owner and president of Lehi, Utah-based Petersen Medical, will attend Medtrade Spring because he is president of UTMED, the Utah state association. He also plans to bring along nine employees from various departments in his company to the show.
"Folks from billing and reimbursement need to brush up on the latest policies and procedures," he said. "Likewise, operations people will be looking for information that is most relevant to them."
Besides tending to his official duties, Bradley plans to attend legislative updates and scout out new products on the show floor.
Cheryl Hornberger, vice president of sales for Valencia, Calif.-based Shield Healthcare, says she finds the current educational format worthwhile, but she suggested that show organizers consider holding custom sessions for companies in specific markets. Shield concentrates on specialty products, such as ostomy, urology and diabetes supplies.
"I would like to participate in a roundtable discussion with other mid-sized companies serving these markets to brainstorm about pricing, reimbursement policy and accreditation," she said. "We've had informal meetings at the show in the past, but it would be nice to have an officially sanctioned event."
Medtrade Educational Planning Committee member Kim Brummett says show organizers listen to attendee requests.
"Feedback is key," she said. "It's used to add and change what we bring to the table."