LAS VEGAS – Talk to anyone who went to Medtrade Spring three weeks ago and you’ll hear words such as “energy, inspiration, realism and resolve.” Exhibitors and providers worked together on a bustling show floor, while presenters imparted a great deal of wisdom during informative educational sessions.

Exhibitors big and small introduced useful products, and providers found what they were looking for. “Attendees were thrilled to discover our fashionable compression options at our Medtrade spring booth, said Kelsey Minarik (pictured, upper left), founder, RejuvaHealth Designer Compression Legwear, Irvine, Calif. “We were equally excited to introduce the product line to them.”

First-time exhibitors such as Comfortland Medical Inc, Mebane, NC, reported positive responses and engaged attendees. “Medtrade Spring was a great opportunity for us as a manufacturer to get customer feedback on our product line, because our customers are the core of our business,” enthused Brandon Smith (pictured, right), director of Marketing, Comfortland Medical Inc. “One of our main goals this year is to improve our customer education; the more informed our customers are about our products, the more successful they are in their everyday practice.”

Booth/Product Awards
Medela of McHenry, Ill, took home the coveted Best Booth Award at Medtrade Spring, an honor that John Broughton, director of Marketing, attributes to the booth’s open and inviting layout. “We had clear and concise messaging of the products and services presented in the booth graphics,” said Broughton. “The clean appearance presented an image of high quality products and services.”

Broughton primarily spread the word about the company’s PartnerFirst program, an initiative dedicated to growing providers’ negative pressure wound therapy business. “Providers also wanted to know if we offered an Affordable Care Act (ACA) breast pump,” said Broughton. “And the answer is yes. Medela offers several options in distributing ACA-approved breast pumps and supplies…As for Medtrade in Atlanta [Oct 20-23, 2014], we are already signed up for a 10 by 20 booth.”

EZ-ACCESS of Algona, Wash, earned the Creative Concept Award. Using a Las Vegas-based theme of “Don’t Gamble with Accessibility,” Dave Henderson, senior marketing analyst, hoped to convince attendees that EZ-ACCESS was indeed the sure bet. “We were excited to win this award,” said Henderson. “Our goal is to provide dealers with a unique trade show experience that gets them out of the doldrums of the competitive bidding scenario, and develop some out-of-the-box strategies that will help accelerate cash sales…the odds that we will be at Medtrade in Atlanta [Oct 20-23, 2014] are 100%.”

Providers Choice Awards Sponsored by HomeCare Magazine
• The iWalk2.0 Hands Free Crutch, by iWalk Free Inc, Long Beach, Calif, took home the Providers Choice Gold Award.
“We fit the profile of a desirable retail product—functional, fills an identifiable need, shelf friendly, easy to learn and use, and economical,” says Brad Hunter, director of Business Development, iWALK-FREE, Long Beach, Calif. “We launched iWALK2.0 at Medtrade in Orlando, Fla, last year. The award we won there brought lots of awareness, and iWALK2.0 has since been picked up by hundreds of DME and HME retailers who are doing well with it.”

• The Jordi-Stick by Jordi Airflow, Germany, earned enough votes to win the Silver category
• The Endevr StrengthTape by Utah-based Stander earned the Bronze

Innovative HME Retail Product Awards, sponsored by HomeCare magazine
• The Rebound Health OTC TENS Unit from BioMedical Life Systems Inc – “The Rebound® Health OTC TENS Unit is a drug-free pain relief device,” says Mariah Griffith, vice president of Sales and Marketing, BioMedical Life Systems Inc, Vista, Calif. “The FDA is now recommending a tightening of controls on prescription pain medications, and combined with the recent changes to Medicare reimbursement, it is expected that there will be an even larger, under-served market of pain patients seeking alternative and affordable methods of treatment. For HME providers, creating access to new, drug-free pain management products presents a tremendous opportunity.”



• The iWalk2.0 Hands Free Crutch from iWalk Free Inc



• Metro Walker from Stander Inc – “The Metro Travel Walker’s functionality is superior compared to its competitors,” says Tom Goldhardt, director of Special Projects, Stander Inc, Logan, Utah. “The Metro Travel Walker folds with the lift of a finger to become the world’s most compact, portable walker. The Metro Walker comes in industry leading retail packaging and point-of-purchase displays, making it an easy sell for DME stores and pharmacies looking for products ideal for cash sales.” 



• Bax U Posture Support from Think Healthy Inc – “Bax U Posture Support is affordable—has an L-code)—and anyone age 12 and up can wear it,” says Romina Ghassemi (pictured), DC, founder/inventor and owner of a chiropractic practice in San Pedro, Calif. “It improves posture and reduces slouching during activities such as texting, sitting, and driving. It is small, lightweight, comfortable, and can be worn discreetly under clothes without anyone knowing you’re wearing a medical device.”



• TidyTop from TidyTop
“Adult bibs, currently called clothing protectors for the challenged diner, were long overdue for adding dignified style, at a reasonable price,” says Steve Kirby, CIO, TidyTop, Sandpoint, Idaho. “TidyTop has it all: stain proof; reversible, pocket; comes in four patterns; can be wiped off or machine washed; and includes a tote bag.” 

• Serta Perfect Lift Chair Model SR 525 from Pride Mobility Products Corp
“We are excited about working with Serta,” said Cy Corgan, director, Strategic Accounts, Pride Mobility Products Corp, at Medtrade Spring. “A lot of this is all about the branding and the comfort, because somebody could be in a lift chair eight hours a day. For providers, we have additional marketing materials to put around the showroom. We have a new, four-sided kiosk.”

AAHomecare Makes its Case
The president and CEO of AAHomecare acknowledged in front of a packed house on day two of Medtrade Spring three weeks ago that “we are all fatigued,” while encouraging providers not to give up.

“I know what you guys are going through,” said Tom Ryan (pictured) during the Medtrade Spring AAHomecare Update on March 11 at the Mandalay Bay Convention Center. “It is tough as hell, but the only way we are going to win this battle is to get up every single day and fight, fight, fight. We can’t do it alone. I need you, and you need us.”

With this month’s release of the Advanced Notice of Proposed Rule Making (ANPRM), CMS confirmed that competitive bidding rates will eventually be applied throughout the country in 2016. “If you didn’t think competitive bidding was coming,” said Ryan. “You are in the soup…If you’re in a rural area, you’re not going to get increased market share, you are just going to get egregious prices.”

Jay Witter, vice president, Government Affairs, called the ANPRM’s inclusion of non-bid areas a disaster. “You [rural providers] are just going to get the prices,” lamented Witter. “You are not going to get any increased volume. It is just not fair, but it’s coming by 2016. Enough is enough. We need the rural Senators to be outraged by this.”

Kim Brummett, senior director, Regulatory Affairs, AAHomecare, outlined the following recommendations for audit reform:
• conduct independent reviews of contractors to hold them accountable;
• enact interest penalties for MACs when claims are overturned;
• remove ability for MACs to issue clarifications;
• enhance review of DME providers who do not respond to audit requests;
• limit the number of audits a DME provider can receive during a given period;
• reinstate “clinical inference” policy;
• require that electronic health records include DME medical necessity documentation; and
• mandate use of a template in power mobility device (PMD) prior authorization demonstration.

Power Lunch Brings Food for Thought
Sponsored by The VGM Group, and produced in cooperation with the Capital Healthcare Group, the Power Lunch provided an opportunity to fuel up on lunch and information. This year’s format offered a chance to pick one topic, and stick with that topic through the entire 90 minutes.

Attendees learned from experts (such as Mary Ellen Conway, president of the Capital Healthcare Group [pictured with Kim Brummett, vice president of Regulatory Affairs at AAHomecare]), heard from peers, and took back solutions to the office.

“This is not your father’s HME industry,” said Jim Greatorex, a Power Lunch participant. “Evolution is happening, and there are still some great opportunities. If you are willing to put away preconceived notions and explore educational opportunities, you can learn about viable ways to expand your business and capitalize on new concepts and markets.”

Additional Medtrade Spring comments:  
• Douglas E. Coleman, CEO, Major Medical Supply, Loveland, Colo, and president of the Colorado Association for Medical Equipment Services: “Medtrade Spring is my favorite. I always like the networking opportunities and Las Vegas is such a fun environment and easy access for us in the West. I will come to this show every year. The opportunity to meet with our important product and service suppliers, all within two days, makes this a very high payoff couple of days. I plan on attending Medtrade in Atlanta from October 20-23 at the Georgia World Congress Center.”

• Jim Greatorex, owner, Black Bear Medical, Portland, Me: “My experience at Medtrade Spring was very positive. I found that both attendees and manufactures are figuring out their way in the current landscape. We found lots of innovative products and programs that do not focus on federal revenue. It seems people are refining their new models and are looking at all revenue opportunities, even if it’s out of their current comfort zone. In retail in particular, I find more providers are putting lots of focus on marketing to end users and referrals, and are very happy with their success. For Medtrade in Atlanta [Oct 20-23, 2014 at the Georgia World Congress Center], I expect to see a lot more new and innovative products which will provide exciting opportunities for creative entrepreneurs. I’m very optimistic and excited about Medtrade and seeing how we evolve as an industry.”

• Gina Darr, product manager, DMS Wound Care, Medline, Therapeutic Support Surfaces: “Medtrade Spring was a great show. I will definitely be attending Medtrade in Atlanta [Oct 20-23, 2014, at the Gerogia World Congress Center].

• Regina Gillispie, owner, Best Home Medical, Barboursville, West Virginia: “I enjoyed Medtrade Spring, as I have every year I have attended. I came away with fresh ideas and recharged to keep fighting competitive bidding and audits.”