Q1 2009 / Medtrade 2008

The 29^th Medtrade Conference and Expo was held October 27^th-30^th at the Georgia World Congress Center in Atlanta. The show is dedicated to finding creative solutions to enhance the lives of patients and the success of the businesses that serve them.

The event, produced by Nielsen Business Media, was attended by Home Medical Equipment (HME) providers, home health care professionals, and leading manufacturers of home health care products and technology.

Over 10,000 industry professionals and over 600 exhibitors were on hand to meet with customers and showcase their latest technology, promotions, and advancements in home health care. Traffic was especially heavy at the New Product Pavilion, which featured the latest innovations in home medical equipment.

Although some saw that as 20% less than last year’s attendance, it was consistent with today’s economic conditions and in line with the overall trends at trade shows today – reduced staff, space, and expenses.

Kevin M. Gaffney, show director, observed that many exhibitors found that the majority of attending providers were “decision makers.”

The opening session for the event, “Opportunities and Challenges Ahead – The State of the HME Industry,” set the theme for Medtrade 2008.

Industry experts addressed the current financial and legislative environment to a standing room crowd. They stressed the importance of demonstrating to Congress and the Centers for Medicare and Medicaid Services the critical role HME providers play in controlling the nation’s health care expenditures.

The educational conference included over 125 sessions that focused on critical topics such as accreditation, competitive bidding, sales and marketing, and business operations.

During the show Medtrade officials took time out to present a check for $5,000 to the Atlanta-based Shepherd Center to help fund programs and services for those with spinal cord injury and disease, acquired brain injury, multiple sclerosis and other neuromuscular problems.

The word from the trenches

Attending SGR representative Pat Carlucci observed: “The industry certainly had its share of challenges last year with the scheduled implementation of competitive bidding and the threat of additional Medicare reductions to oxygen and other product reimbursements to healthcare providers.”

“We also saw an 18-24 month delay in the implementation of Rounds 1 and 2 of competitive bidding in exchange for a 9.5% payment reduction for items initially included in the bidding.”

“However, there were no additional reductions to oxygen reimbursements, which had been squarely on the table in the earlier versions,” continued Carlucci.

Carlucci says a targeted grassroots campaign effort mounted by the healthcare industry deserves credit for the success in delaying the implementation of the competitive bidding process.

Still more problems are on the horizon. “Congress will again be looking for additional dollars to pay for a comprehensive Medicare package and prevent a significant reduction in payments to physicians scheduled for 1/10/2010 – just over 20%. Plus, oxygen is again on the table for reduced payments which would directly impact distributors.”

Heavy traffic at accreditation central

The show’s Accreditation Central traffic was brisk. We learned that providers who plan to continue doing business with Medicare must become accredited by 9/30/09. But to do that, applications should be submitted by 1/1/2009. It seems 2/3 of the attendees were unaware of this deadline.

Look for the 2009 shows to be held at the Las Vegas Convention Center, Las Vegas, March 24^th-26^th and in Atlanta, October 12^th -15^th at the Georgia World Congress Center. SGR