Medtrade 2013

Oxygen in Orlando

Held in Florida this year, the show offers sessions and products to help sleep and respiratory providers build their businesses.

• By Joseph Duffy
• Oct 01, 2013

Medtrade, known as the largest home medical equipment expo and conference in the United States is seeing some big changes this year. Usually held in Atlanta, the show will run from Oct. 7 to 10 at the Orange County Convention Center in Orlando, Florida. (The expo starts Oct. 8.) Offering workshops, seminars and 120 educational sessions covering 13 subject tracks, Medtrade is celebrating its 34th year connecting the HME industry.

“It seems the industry is never in a period of quiet stability, and this year is no different,” says Kevin Gaffney, group show director, Medtrade. “Whatever happens in the next few months from a legislative standpoint, Medtrade will be the ideal place to regroup, plan, and get inspired for the work ahead. Our educational advisory board is working to ensure that all facets of Medtrade will be highly relevant to the realities faced by today’s providers.”

Under the Sleep/Oxygen & Respiratory track, Medtrade offers 11 sessions, each led by successful leaders in the HME industry. All sleep/oxygen and respiratory track classes are pending 1.0 CRCE by AARC. Classes that sleep/oxygen and respiratory professionals might find interesting include:

I Refuse to Do Portable Testing ... Can I Survive?
Tuesday, Oct. 8, 2013 - 1:30 p.m. to 2:30 p.m.

Many lab owners and managers who have been involved in lab testing for many years are finding it very hard to give in to portable sleep testing. They fear that it will actually end up hurting them and causing them to go out of business. This session will present a new perspective and offer fresh ideas on embracing portable testing and expanding your model in order to increase profit.

Harold Davis, Owner/CEO, Sleep Centers of Arkansas

Reducing Oxygen, Oxygen Compliance and Accreditation Costs
Tuesday, Oct. 8, 2013 - 2:45 p.m. to 3:45 p.m.

This dealer certification course will help providers cut costs when storing, delivering, and refilling oxygen cylinders and cryogenic vessels, including equipment options, costs, and pay-backs. Low-cost methods of meeting regulations, accreditation and documentation requirements will also be reviewed. The course includes financial analysis of oxygen transfilling options. Attendees will learn how refilling oxygen can improve patient service, reduce costs 50 percent or more and make providers more competitive in the bidding process.

David Marquard, CEO and Owner, Applied Home Healthcare Equipment, LLC

Are There Opportunities for Growth with Your Sleep Program?
Tuesday, Oct. 8, 2013 - 4 p.m. to 5 p.m.

America is not sleeping. This growing trend has presented great opportunities for HME companies. This session will describe current industry practices with a sleep support program and which ones work well and which ones do not. Learn cost-effective ways of managing your sleep patients and program while increasing revenue from other payors.

Susean Nichols, President, Millennium Management Services

Tying the Knot: Legal and Regulatory Aspects of DME Joint Ventures with Hospitals and Health Care Systems for PAP and Other Sleep Services
Tuesday, Oct. 8, 2013 - 4 p.m. to 5 p.m.

Hospitals and healthcare systems are looking to squeeze costs, create efficiencies and drive quality outcomes. Bringing sleep DME and sleep services into the hospital’s continuum of care can help achieve that goal. This session will explore the opportunities that DME suppliers have to venture with hospitals and healthcare systems. Topics include possible business structures, the impact of state licensure laws, fraud and abuse elements, and anti-trust challenges. The session will focus on sleep test and sleep DME programs.

Daniel Brown, Managing Shareholder, Atlanta Office, The Health Law Partners, P.C.

Boost Referrals and Diff erentiate Your Company by Helping Hospitals Reduce Their COPD Re-Admission Rates
Wednesday, Oct. 9, 2013 - 8 a.m. to 9 a.m.

The hospital C-Suite is laser focused on reducing COPD patient re-admissions. This presentation will explain why, the penalties encountered for re-admissions, successful approaches being used to prevent a re-admission, and ways that HME providers can add value and differentiate themselves.

Thomas Williams, Managing Director, Strategic Dynamics Inc.

Adding Diversity to Your Portfolio by Incorporating Ventilation and Secretion Clearance into Your Offerings
Wednesday, Oct. 9, 2013 - 10:30 a.m. to 11:30 a.m.

With Round Two of Competitive Bidding upon us, diversifying your offerings is essential for long-term success. In this session, attendees will see how ventilation can enhance their offerings; review the different types of ventilation and secretion clearance options; and the financial opportunities that these offerings provide. Finally, the session will help providers to develop a marketing plan to sell their ventilation/secretion clearance services.

Jeff Marshall, Senior Field Marketing Manager, Philips Respironics

Understanding PAP and RAD Audit Processes
Wednesday, Oct. 9, 2013 - 1:30 p.m. to 2:30 p.m.

Providers attending this session will better understand the medical policies and requirements for PAP and RAD devices, along with understanding the documentation requirements necessary to submit a claim. With so many audits from CERT, RAC, ZPIC and PROBE, respiratory providers need to be prepared. This class will help them understand the process.

Ronda Buhrmester, Reimbursement Specialist, VGM & Associates

CHF & the HME: Can the HME Provide Value?
Wednesday, Oct. 9, 2013 - 1:30 p.m. to 2:30 p.m.

As a provision of the PPACA, beginning October 2012, hospitals are penalized for excessive 30-day potentially preventable readmissions of patients. By 2014 that penalty can be as much as 3 percent. The diagnoses that are under scrutiny include CHF. This class will discuss if there is a role the HME can play in contributing to keeping these patients home longer, post discharge from the hospital and, ultimately, contribute to the goal of optimizing patient outcomes.

Kelly Riley, Director of National Respiratory Network, MED Group

Advances in Non-Delivery Oxygen Devices: Science Versus Marketing Hype
Wednesday, Oct. 9, 2013 - 4 p.m. to 5 p.m.

POCs vary in design and performance. The session will present some objective bench test data with a sophisticated lung model that shows their differences. Also provided will be a review of the published clinical literature and an objective way for HME providers to rate the relative merits of each device for their patient population.

Thomas Williams, Managing Director, Strategic Dynamics Inc.

Boost Referrals and Diff erentiate Your Company by Helping Hospitals Reduce Their COPD Re-Admission Rates
Thursday, Oct. 10, 2013 - 11 a.m. to 12 p.m.

The hospital C-Suite is laser focused on reducing COPD patient re-admissions. This presentation will explain why; the penalties encountered if they have re-admission; successful approaches being used to prevent a re-admission; and ways that HME providers can add value and differentiate themselves.

Thomas Williams, Managing Director, Strategic Dynamics Inc.

Must-See Products

In addition to the conference tracks, Medtrade will showcase a wide range of sleep and oxygen equipment and services providers will want to peruse. Here are some offerings that will be on display at the show:


Hybrid Dual-Airway Interface
The hybrid Dual-Airway Interface delivers air to both the nose and mouth without the typical discomforts of full-face masks. According to InnoMed Technologies, the Hybrid eliminates nasal bridge sores, air leaks near the eyes, and reduces claustrophobic feelings. A built-in chin flap supports the chin. Nasal pillows can be adjusted to either a “tall” or “short” position to allow for a customized fit. The interface comes in an All Sizes Kit, which includes three pillows sizes and three cushion sizes. All three cushion sizes fit the single mask shell.
InnoMed Technologies, Inc.
(800) 200-9842
www.innomedinc.com
Booth 1332


TAP PAP Nasal Pillow Mask
The new TAP PAP Nasal Pillow Mask anchors to the upper teeth and does not require headgear straps. TAP PAP addresses the common problems associated with traditional CPAP masks. Its ThermAcryl stability mouthpiece eliminates all leaks when sized correctly. TAP PAP uses a large bore inlet tube that reduces the work of breathing. Airway Management offers a 90-day compliance guarantee.
The new TAP PAP Nasal Pillow Mask anchors to the upper teeth and does not require headgear straps. TAP PAP addresses the common problems associated with traditional CPAP masks. Its ThermAcryl stability mouthpiece eliminates all leaks when sized correctly. TAP PAP uses a large bore inlet tube that reduces the work of breathing. Airway Management offers a 90-day compliance guarantee.

Airway Management
(866) 264-7667
www.mytappap.com
Booth 1142


Fluidic Mustache Oxymizer
The Fluidic Mustache Oxymizer is a conserving device that operates without electronics, batteries or flow controls. The device may accommodate patients’ liter flow up to 20 LPM. With increased oxygen concentration per flow rate, as compared to a high-flow cannula, and up to a 4:1 oxygen savings ratio, the fluid mustache oxymizer can offer comfortable and unobstructed oxygen therapy, reducing patient anxiety and risk of desaturation.    
Drive Medical
www.drivemedical.com
(516) 998-4600 x4278
Booth 716

Aloha Nasla-Pillow Interface
The Aloha Nasal-Pillow Interface has a comfortable seal and is lightweight, quiet and stable. Exclusive Arced-Track technology lets the angle of the Pillows Reservoir be adjusted to a more customized, natural fit. The floating ball-and-socket elbow adapts to active sleepers, allowing for various sleeping positions. The headgear comes standard with Comfort Wrap. The device comes in an All Sizes Kit.
InnoMed Technologies Inc.
(800) 200-9842
www.innomedinc.com
Booth 1332

Deluxe CPAP Masks
Sunset improved their new Deluxe Masks to include additional features. Both new masks feature a lightweight design, replaceable silicone cushions, removable headgear clips, dual-swivel exhalation ports for increased freedom of movement and new deluxe headgear that is softer and wicks away moisture. The Deluxe Full Face mask has a streamlined footprint that creates a secure seal without the need for a forehead support. This leads to a clear line of sight and fewer points of contact on the face, making it a great option for claustrophobic patients or those with reading glasses. The new Deluxe Nasal mask features a one-piece molded silicone rubber frame that’s lightweight, comfortable and easy to clean. 
Sunset Healthcare Solutions
www.sunsethcs.com
(877) 578-6738
Booth 673

Beagle Pediatric Nebulizer Promotes Compliance with Children
The Beagle Pediatric Nebulizer is a lightweight compressor nebulizer designed to make aerosol therapy for children easy and effective. This nebulizer comes complete with a disposable neb kit, mouthpiece, pediatric aerosol mask, tubing, two replacement filters and instructions. Additionally, the Beagle Neb comes in a dog house-styled carry case and includes dog stickers inside the box to keep children engaged during treatment. The Beagle Pediatric Nebulizer promotes this product as priced to be affordable.
Drive Medical
(516) 998-4600 x4278
www.drivemedical.com
Booth 716

Bonsai Velocity Pneumatic Oxygen Conserver
According to Drive Medical, third-party testing concludes that the Bonsai Velocity Pneumatic Oxygen Conserver delivers an oxygen bolus in the first half of the inspiratory cycle with a high oxygen concentration percentage throughout increased breath rates. The conserver is light at approximately 10 ounces, and offers a high oxygen conservation ratio available with settings between 1-6 LPM. The Bonsai single-lumen pneumatic design provides up to a 6:1 savings ratio and operation between 200 – 3,000 PSI. Drive Medical provides a two-year limited warranty. 
Drive Medical
www.drivemedical.com
(516) 998-4600 x4278
Booth 716

This article originally appeared in the October 2013 Respiratory & Sleep Management issue of HME Business.