Medtrade Show Daily
A trade show, and an industry, readies to evolve
October 25, 2022Theresa Flaherty, Managing Editor
ATLANTA – Medtrade East provided the perfect opportunity for attendees to shake off the troubles of past years and build back their businesses, says Show Director York Schwab.
“I always tell people to be ready, when you come to Medtrade, to find something that is going to make a material impact on your business and be open to finding that,” he said. “Maybe it’s meeting someone new or finding a product you are not currently offering or learning something new...
Pressure builds to advance reimbursement relief
October 25, 2022Liz Beaulieu, Editor
ATLANTA – A small group of HME stakeholders is scheduled to meet with Rep. Brett Guthrie, R-Ky., on Wednesday for a “last good push” to get H.R. 6441 attached to a larger bill prior to the end of the year, Jay Witter said during the AAHomecare Update at Medtrade on Tuesday.
Jay Witter, senior vice president of public policy for AAHomecare, along with John Gallagher of VGM Government Relations and Seth Johnson of Pride Mobility Products, are meeting with Guthrie, who is...
Audits: ‘It’s not fair, but it’s the reality’
October 25, 2022Theresa Flaherty, Managing Editor
ATLANTA – The government has gotten much better at analyzing data for evidence of fraud, so HME providers need to be sure they are maintaining a culture of compliance.
That was a main takeaway during “Understanding How the Government Uses Audits to Bring Fraud Investigations” at Medtrade on Monday.
“(The Center for Program Integrity) is currently tracking all claims,” said Josh Skora, a partner with the law firm K&L Gates. “Once they have aberrant...
'You need live data’
October 25, 2022Liz Beaulieu, Editor
ATLANTA – HME providers desperately need to collect and crunch data in real time to reduce hotspots in their businesses, speakers Kit Shellhouse and Bruce Gehring told Medtrade East attendees on Monday.
And doing so doesn’t have to require a fancy program or a big investment – pie charts derived from data in an Excel spreadsheet work just fine, said ACU-Serve’s Shellhouse, so long as it can be updated regularly, and it can be shared.
“Whatever it is,...
In brief: Jim Walsh named Homecare Champion, Jo-Ellen Reed retires, product debuts
October 25, 2022HME News Staff
ATLANTA – Jim Walsh, chairman of the board for the VGM Group, was named the 2022 Van Miller Homecare Champion at the AAHomecare Update at Medtrade East on Tuesday. Tom Ryan, president and CEO of AAHomecare, said Walsh was “a driving force” in making sure that AAHomecare and VGM work as partners to elevate the HME industry. Jeremy Stolz, president of VGM & Associates, was on hand at the update to accept the award on Walsh’s behalf. Prior to the update, Stolz asked Walsh if...
Industry gets ‘back to normal’ at Medtrade East
October 19, 2021Theresa Flaherty, Managing Editor
ATLANTA – Finding new products, booking new business and making new connections was back in full swing at Medtrade East.
“With the exhibitors and the attendees we have here, people are ready to get back to normal,” said Show Director York Schwab. “I think we’ve shown there is no substitute for face-to-face interaction.”
The newly rebranded Medtrade East at the Georgia World Congress Center in Atlanta kicked off on Monday with a full day of educational sessions,...
AAHomecare: Industry ‘shining’ as pressure mounts
October 19, 2021Theresa Flaherty, Managing Editor
ATLANTA – There’s an increasing amount of pressure on CMS to finalize a DMEPOS proposed rule that would adjust payment rates for HME, AAHomecare’s Tom Ryan said in an update at Medtrade East on Tuesday morning.
A letter asking CMS to act on the rule, published a year ago, garnered 95 signatures last week from members of the House of Representatives, including champions on the influential Ways and Means and Energy and Commerce committees.
“That’s in the hands of...
Session recap: If you built it, update it
October 19, 2021Tracy Orzel, Contributing Writer
ATLANTA - When it comes to e-commerce, there are plenty of pitfalls for providers to fall into, including “set it and forget it” websites. HME News spoke to Medtrade East speakers, VGM’s Cassi Price, director of marketing and sales, and Lindy Tentinger, president, about what to prioritize and how to keep customers coming back.
HME News: How has the pandemic changed online shopping?
Cassi Price: Consumers have gotten used to some niceties that came up during the pandemic, such...
Session recap: Get payers on your side
October 19, 2021Tracy Orzel, Contributing Writer
ATLANTA - The best way for HME providers to turn payers into allies is by focusing on the patient, says Kris Srinivasan, director of payer relations at McKesson. Here’s what Srinivasan, who hosted a session on improving payer relations at Medtrade East, has to say about achieving optimal care at reasonable costs.
HME News: What’s a major do/don’t when talking to payers?
Kris Srinivasan: A major don’t is starting the conversation with how much you pay for a medical supply...
In brief: Preview Night is a hit, exhibitors added, Supreme Medical joins in
October 19, 2021HME News Staff
ATLANTA – Organizers hosted the first Preview Night at Medtrade East at 4:30 on Monday to kick off show floor hours. The two-hour event, complete with food, drink and a live band, was a hit with exhibitors. “There was a good flow of traffic at Preview Night,” said Jason Howell, a regional sales manager for Stander, based in Utah. “Attendees were more business-oriented. Many of them said they would be back tomorrow. The people we saw were not seasoned Medtrade veterans, but...