Busy Week in Orlando

Orlando, Fla.

While providers attending Medtrade 2004 said they are worried about next year's DME reimbursement cuts, many also said they are ready to replace the revenue and are optimistic about the future for their businesses.

Held Oct. 26-28 in Orlando at the Orange County Convention Center, the 25th annual show and expo, produced by Atlanta-based VNU Expositions, drew 18,000 providers and others allied with the home health industry from across the country to view new products in 300,000 square feet of floor space.

“We're worried about the cuts, so we're looking at ways to cut costs and increase cash sales,” said Cynthia Jarman, director of operations for Alliance Medical Inc. (AMI) in Albemarle, N.C. Jarman said the HME is planning to expand product offerings by growing the company's respiratory business. She and others from the firm were also combing the show for “higher-end equipment where people will pay the difference.”

“We're watching what we do and paying attention to how we're buying,” said Cathy Roberts of Lech's Pharmacy, with locations in Tunkhannock and Nicholson, Pa. Roberts and the company's Lori Krukowski said they were particularly interested in new respiratory products “that can keep patients off plugs,” and were searching for any new products that “can give our patients freedom and mobility.”

Along with prowling the aisles for products, providers took advantage of the show's conference sessions. “I've been in business for 14 months. I haven't fallen on my face, but I know I have a long way to go,” said Justin Rogers, general manager of Primary Medical Supply, Midland, Texas, at a session called “Meet the HME Experts in Sales and Marketing.”

Similar “Meet the HME Experts” sessions on billing and reimbursement and legal and regulatory issues also drew crowds, as did the all-day Continuum of Care, which preceded the show on Oct. 25, a session on accreditation with panelists from JCAHO, CHAP and ACHC, and a presentation on benchmarking HME business.

Other conference highlights included an account of his personal struggle with multiple sclerosis by industry advocate David Williams, author of Battling the Beast Within, a line-up of speakers at Grassroots Central and a packed retail design workshop for HME showrooms.

Overall, close to 3,000 attendees participated in the show's educational conference, according to VNU officials.