Moving the HME Industry Forward

General Healthcare

If You Missed Medtrade Spring

April 13, 2015

LAS VEGAS – The western version of the nation’s premiere HME trade show was chock full of educational sessions, with industry experts sharing valuable knowledge. If you missed these presentations, or if you wish to share them with
staff members, crystal clear audio recordings with handouts are
available. Lifetime access to all 36 sessions is $159 via the Medtrade
Spring Conference Digital Library (CDL). A DVD-ROM (that includes CDL)
is available for $199. Individual sessions via download are $10 each.

Go to: www.intelliquestmedia.com; e-mail info@intelliquestmedia.com; and phone: (966) 651-2586

“Coming to Medtrade Spring used to feel like a high school reunion,” said Jeff Baird, JD, chairman of the Health Care Group at Brown & Fortunato. “Now I see a lot of new faces, and that’s a good thing.”

Baird’s session on Retail Sales: Innovation and Aggressiveness While Avoiding Legal Pitfalls, focused on ways for providers to avoid miseries of the Medicare Anti-Kickback Statute. “When does it look like we are trying to buy referrals?” asked Baird (shown here chatting with attendees after the session. “Trust your stomach.”

Nick Knowlton, vice president of Business Development, Brightree, stressed the continuing importance of streamlining operations via interoperability during a presentation entitled, The Streamlined Supplier: Interoperability, Data Aggregation, and Collection of Money.

According to co-presenter Jennifer Leon (pictured), director of marketing, Strategic A/R, part of that streamlining includes better cash flow. “What if you could have simple technology that would help you collect that cash sooner?” asked Leon. “According to a 2011 survey, a whopping 70% of patients are interested in making payments online using a self pay patient portal…It is estimated 30% of patients walk out the door without paying a dime. It’s probably double that number for DME.”

Anna McDevitt, president, Laboratory Tactical Consulting, and Jim Greatorex, president of Black Bear Medical discussed “Branding HME Retail and Adding Product Lines: A Must to Take Your Retail Division to the Next Level” in a packed presentation. “Traditional marketing is not gone,” said McDevitt. “But when you buy a print ad in your local newspaper, it’s tough to gather metrics—perhaps a unique phone number or coupon code. An e-mail campaign yields a whole spreadsheet of metrics. It is a more robust tool box, but don’t be intimidated by it.”

“Make sure your vendors have some sort of price protection,” added Greatorex. “It’s common sense. “And what do you get out of all this? I don’t find dealing with the federal government fun at all. I can’t think of a worse business partner than Medicare. Marketing is fun, and you have control of it. People are making money doing retail. And they are the ones walking around with a smile on their face.”

If you missed these presentations, or if you wish to share them with staff members, crystal clear audio recordings with handouts are available. Lifetime access to all 36 sessions is $159 via the Medtrade Spring Conference Digital Library (CDL). A DVD-ROM (that includes CDL) is available for $199. Individual sessions via download are $10 each.

Go to: www.intelliquestmedia.com; e-mail info@intelliquestmedia.com; and phone: (966) 651-2586