Medtrade Spring

• By Nikolay Voutchkov, Melissa Jackson
• Apr 01, 2003

Medtrade Spring, the mid-year event purchasing and networking event for the home medical equipment industry, is scheduled May 6-8 at the Las Vegas Convention Center. This year's show will focus on improving patients' quality of life with innovative products, new technologies and cutting-edge business practices.

"The rising demand for this show was reflected in last year's conference sell out," said Cory Smith, group show director for VNU expositions.

The Las Vegas Convention Center will provide the space needed to enable home medical equipment providers and their staff to see the most up-to-date technological advances in the industry and to attend sessions with consultants and industry experts. Topics to be covered include reimbursement, rehabilitation, legislative issues, marketing and product technology.

The conferences this year will condense months of applied research and learning into three days; offer information on the hottest trends; provide practical information; allow for one-on-one interaction with industry experts and provide networking for resources and career opportunities.

More than 400 manufacturers and distributors of home medical equipment will feature their newest product developments, offer show specials and provide hands-on demonstrations. The exhibit hall will be open May 7 from 10 a.m. to 5 p.m. and May 8 from 10 a.m. to 3 p.m. Highlights of the show will include the following.

New Product Pavillion

To discover industry trends, HMEs should visit the new product pavillion, where new products from rehab to respiratory will be showcased. The pavillion is said to showcase the most innovative products at the show.

Educational Sessions

Attendees will have access to more than 60 educational sessions as well as the opportunity to receive continuing education credits through three accrediting bodies.

A highlight of the educational sessions will feature Louis Feuer's, Power Sales Training seminar, Tuesday, May 6 from 8:30 a.m. to 12:15 p.m. This program offers HMEs a direct, planned and analytical approach to sales and marketing to increase revenue and market share. With almost 30 years in the industry, Feuer promises that it will be a high-energy and fast-paced seminar that will provide an immediate return on your training investment. Learn how to manage your territory, code accounts, reach important referral sources, develop a marketing plan and discover why you need to monitor outcomes and gain the motivation you need to increase your revenues.

"The Power Sales Training Program was developed to provide strategies and tools for reaching new customers and building revenues. Finding appropriate training programs for sales representatives in the home care industry is almost impossible and my goal was to meet that need with a quality program at a price everyone can afford," Feuer said. "There will be something to learn from both the new and experienced sales and marketing representative."

The first 100 registrants will receive a free, autographed copy of Feuer's book, White Collar Stress that received national recognition by the American Booksellers Association. The registration fee for the conference is $99. Visit www.dynamicseminars.com for more information.

AAHomecare Conference

AAHomecare will present its second continuum of care conference for a half day May 6 enabling practitioners, clinicians and therapists to gain access to the latest clinical and practice protocols while earning CEUs.

After its successful debut at Medtrade 2002, this half-day workshop will enable practitioners, clinicians and therapists to gain access to the latest clinical and practice protocols while earning continuing education credits. The workshop will focus on respiratory therapy, rehabilitation and assistive technology as well as home health nursing. Visit aahomecare.org for more information.

Medtrade Manufacturers' Forum

Co-sponsord by Health Industry Representatives Association and Medtrade Spring, the Medtrade Manufacturers' Forum is new this year. The first session of the forum, Effectively Managing your Rep Network, is designed for manufacturers to learn how to motivate and manage their outsourced sales force. The session, scheduled Tuesday, May 6 from 8 a.m. to 10:45 a.m., will cover expectations, communication, sales targets, marketing and planning, as well as address the roles and responsibilities of both the principal and the rep. The second session, Regulatory Compliance 101: How to Get Your Product Successfully into the Marketplace, 11 a.m. to 12:30 p.m., will touch on the major elements of regulatory affairs, strategies and submissions that are necessary for manufacturers to get their products to market. Visit www.hira.org for more information.

Party by the Pool

For a little fun and relaxation, the fourth annual Party by the Pool is planned for Wednesday, May 7 from 5:30 p.m. to 7 p.m. Networking will commence poolside at the Las Vegas Hilton.

Medtrade Spring will feature a dynamic opportunity to gather information and resources to improve your business. Visit www.medtradespring.com for more information.

Complete Show Schedule

Tuesday May 6

Registration 7 a.m. to 5 p.m.
Medtrade Manufacturers' Forum with Health Industry Representatives Association 7:30 a.m. to 12:30 p.m.
Medtrade Spring Continuum of Care 8 a.m. to 12:15 p.m.
Billing Reimbursement:Taking Care of Business with Jane Bunch 8 a.m. to 12 p.m.
RESNA ATP/RET Exams 8 a.m. to 12 p.m.
Power Sales Training with Louis Feuer 8:30 a.m. to 12:15 p.m.
Educational Seminars 1 p.m. to 4:30 p.m.
AAHomecare's Washington Update 5 p.m. to 6 p.m.

Wednesday May 7

Registration 7 a.m. to 5 p.m.
Educational Seminars 8 a.m. to 11:30 a.m.
Exhibit Hall 10 a.m. to 5 p.m.
Party-by-the-Pool 5:30 p.m. to 7 p.m.

Thursday May 8

Registration 7 a.m. to 3 p.m.
Educational Seminars 8 a.m. to 11:30 a.m.
Exhibit Hall 10 a.m. to 3 p.m.

This article originally appeared in the April 2003 issue of HME Business.