Medtrade Show Daily

ATLANTA - The HME industry is changing, but there are opportunities out there if you know where to look, say attendees and exhibitors at this year's Medtrade.The show drew 80 new exhibitors—about 70 of which were brand new and another 10 making a return after a long absence, says Mark Lind, associate group show director, healthcare.“That's a good sign,” he said. “Folks are seeing that the HME industry is alive and vibrant.”While final numbers weren't available at press...

ATLANTA - A bill could be introduced literally any day now to pump the brakes on CMS's plans to include non-invasive ventilation in its competitive bidding program, AAHomecare's Jay Witter told Medtrade attendees on Tuesday morning.The bill would delay the inclusion of non-invasive vents in the program for five years—or two rounds of bidding—and would require the creation of an expert panel to create a “good medical policy” for the product category, said Witter, senior vice...

ATLANTA - As clinicians, respiratory therapists are more focused on patient care than profitability, but it doesn't have to be one or the other, said speaker Dave Lyman.It's possible to build a strong complex respiratory program for invasive, non-invasive and multi-function ventilators that improves outcomes, that demonstrates the provider's value to payers and referral sources—and that pays, he told Medtrade attendees at a session Monday.“How do you measure outcomes; how are you using...

ATLANTA - With most security breaches affecting small- and medium-sized businesses—not the Targets of the world—HME providers can't afford not to prioritize cybersecurity, said speaker Carol Albaugh.Providers are doing business in an environment where health care recently surpassed finance as the industry most targeted by hackers, said Albaugh, a technical solutions consultant at VGM.“It's so rich in the kind of data that hackers are looking to sell on the black market,” she...

ATLANTA - Wendy Russalesi, chief compliance officer for AdaptHealth, has been named 2019 Woman of the Year.Russalesi, who has worked in the HME industry for more than 20 years, received the VGM-sponsored award before the AAHomecare Washington Update on Tuesday morning.Russalesi plays an integral role in the strategic direction, implementation and oversight of AdaptHealth's corporate compliance programs and ensures the provider meets compliance requirements on the local, state and federal level. AdaptHealth,...

ATLANTA - There's a new pavilion on the Medtrade show floor this year, the Retail Product Pavilion.Medtrade and VGM have applied the successful concept of the New Product Pavilion, including an awards program on the last day of the show, to retail products.“The industry has changed— there are a lot of folks looking for ancillary sales,” said Mark Lind, associate show director, healthcare, for Medtrade and Medtrade Spring. “We have the success of the New Product Pavilion, but...

ATLANTA - Every company has a culture, whether they realize it or not, and those with stronger cultures are typically better performers, says Sharon Bock, director of marketing at Allegiance Group. HME News recently spoke to Bock and Bruce Gehring, senior vice president of business development at Allegiance, who are co-hosting a session at Medtrade called “Creating a Culture to Improve Collections" about the different types of culture and how they can be improved.HME News: So what exactly is...

ATLANTA - Whether you're a first time Medtrade attendee or a show veteran, it's tempting to wing it and wander the show floor without a plan. However, when this year's Medtrade convenes at the Georgia World Congress Center in Atlanta on Oct 21-23, 2019, it's best to prepare. Leave room for flexibility, but don't get off the plane (or out of the car) without thinking about which exhibitors you want to see, what product categories you covet, and what extra events might maximize your precious time.Successful...

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...

While the unspoken theme for Medtrade has been “survival” over the past few years, show organizers want to inspire attendees and exhibitors to think in terms of business success at this year's gathering, says Kevin Gaffney, vice president and group show director.As people make their way to the Oct. 21-23 show at the Georgia World Congress Center, Gaffney said he wants them to be filled with optimism and hope about the industry's future.“Fear can be a motivator, but in the final...