ATLANTA – Medline, the largest privately held manufacturer and distributor of medical supplies, has decided to return to Medtrade, scheduled for Oct 15-17 in Atlanta. Brad Mariam, senior vice president, National Field Sales, at Illinois-based Medline, says the decision to exhibit is based on a continued desire to meet face to face with providers in these crucial times. With less than two months to go until the nation’s largest HME-focused trade show, Medtrade sat down with Mariam to get his thoughts on the industry, the show, and prospects for the future.
Medtrade Monday: Why did you decide to exhibit at Medtrade?
Brad Mariam: With such challenges as competitive bidding and outcomes-based reimbursements, we understand that running an HME business can be challenging. We want providers to know that Medline is all in to support them on a daily basis and want to do what we can to ensure they succeed. Their success is our success.
Medtrade Monday: What can Medtrade attendees expect when they visit your booth?
Mariam: They can expect to see the wide range of quality products Medline carries at the prices they need to be competitive in the marketplace. In addition, we offer different merchandising options to ensure they can present products in a clean and saleable way for their customers.
Medtrade Monday: Are there any “show specials” planned?
Mariam: We have a Medtrade special promotional flyer that will be effective the entire month of October, with great deals on key items across many of the categories they sell.
Medtrade Monday: Why are face to face trade shows still valuable in 2018?
Mariam: Building trusted relationships with HME customers is important to Medline. We want them to know we are here for them and understand their challenges. Exhibiting at tradeshows is an opportunity to meet face to face with our customers so we get to know them better and they get to know us better. Additionally, it gives us the opportunity to showcase all the great products Medline carries so they can see our vast offerings.
Medtrade Monday: What products in the Medline portfolio are most relevant to Medtrade attendees?
Mariam: Durable medical equipment: walkers/rollators; wheelchairs; bath safety; canes; crutches; beds; support surfaces; incontinence; compression hosiery; orthopedic soft goods; wound care; gloves; skin care; diabetes supplies; catheters; nutritionals; respiratory; and urology products to name a few. https://www.medline.com/catalog/catalog.jsp
Medtrade Monday: How have you adjusted your business model to accommodate providers who are still around post competitive bidding?
Mariam: We have adjusted our product offerings to ensure dealers can be more competitive. We offer a solid mix of reimbursable and cash sales items and merchandising solutions to make it easier for stores to shop. We also have direct sales representatives across the country to visit and support our dealer customers to ensure they succeed.
Medtrade Monday: What’s your level of optimism at this point about the DME industry in particular?
Mariam: We are optimistic that dealers will be able to stay profitable and be there for those customers that need the expertise and convenience of their HME dealers to help make their lives better, whether they are the end-user or the caregiver.
Medtrade takes place Oct 15-17, 2018, at the Georgia World Congress Center in Atlanta.
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