Vendors value spring venue

Tuesday, March 27, 2012

LAS VEGAS - Hope springs eternal and Medtrade Spring 2012 vendors are underscoring that optimism for their customers.

Exhibiting at the show, set for April 10-12 at the Sands Expo and Convention Center, means being part of an event that, while smaller than the fall show, is a prime opportunity to meet with customers, said Spencer Kay, president of Plainview, N.Y.-based Fastrack Healthcare Systems.

"The smaller setting is an excellent opportunity for us to spend more time with clients and prospects," he said.

Fastrack has exhibited at every Medtrade Spring show since 1994, and Kay says the show and attendees have changed over the years.

"We are finding that, in recent years, attendees tend to be more serious and very focused on what they want to see and what they need," he said. "As it relates to software, they come prepared with an understanding of the limitations of their present software and what they want the new system to do."

With competitive bidding weighing heavily on the minds of show attendees, Kay says Fastrack's main message for customers relates to how technology can help providers manage the difficult process.

"With competitive bidding and lower reimbursements, we want providers to know that a technology-oriented enterprise software system can help them be successful by significantly reducing their operating costs, improve productivity and enhance patient satisfaction as well as improve relationships with referral sources," he said.

Waterloo, Iowa-based VGM & Associates has been carrying the anti-competitive bidding cudgel for several years and at Medtrade Spring the group will be as vocal as ever, says VGM President Ron Bendell.

"Our message continues to be 'Don't give up the fight against bidding,'" he said. "However, each provider needs to find ways to be more efficient and diversify their business. By the show, those that are in the Round 2 areas will have completed their bids. If they haven't started already, now they need to prepare their businesses for if they win or lose those bids."

VGM has been exhibiting at the spring show for 10 years and Bendell says it has become "less regional" during that time, with more people from across the country attending.

"We look forward to having some quality face-to-face with our members, vendors and potential new members about what we offer and discuss what we can do to help them in their businesses," he said. 

Old Forge, Pa.-based Golden Technologies has been exhibiting at Medtrade Spring for more than 15 years. The show has become a busier venue in recent times, says Pat O'Brien, director of marketing.

"We are seeing more customers in the booth each year that didn't travel to Atlanta," she said. "Conversations with dealers have changed over the years. They are starved for information on how to grow their retail cash sales, something that wasn't a priority for most dealers when we started exhibiting in Las Vegas two decades ago."

C.J. Copley, executive vice president of sales and marketing for Golden, adds that the company's booth will be a showcase for products that can help mobility providers become more fiscally sound.

"We are always striving to develop and introduce new technology and products that help dealers adapt to the changing marketplace, overcome financial obstacles and succeed in the most challenging DME environment they've experienced," he said. "We have new products and accessories that will help our dealers increase their cash retail sales for lift chairs and scooters and will enable them to stay competitive in the power chair market. We look forward to talking to our dealer partners to make sure they are aware of all the new ideas available to them to help them with their business strategy in 2012."