Moving the HME Industry Forward


Newbie Enthusiasm Reigns at Medtrade Spring and Medtrade

April 14, 2014

LIBERTYVILLE, IL – More than 80 companies exhibited at last month’s Medtrade Spring for the first time. These companies are enthused about massive demand on the horizon (see last week’s top story in Medtrade Monday) and are optimistic about tapping into a vast provider network.

Medtrade Monday chatted with Kelly V. Barry (pictured), senior marketing manager, US Continence Care and Critical Care, Hollister Inc, Libertyville, Ill, to get a sense of why she made the trip to the Nevada desert, and how she thinks the industry will perform in the coming years.

Greg Thompson, editor of Medtrade Monday: What surprised you about Medtrade Spring?
Kelly V. Barry, senior marketing manager, US Continence Care and Critical Care, Hollister Inc, Libertyville, Ill: The energy in the exhibit hall! You could feel the room buzzing with excitement about all of the product options for patients. We know that finding the right product can make all the difference in the world when it comes to maintaining a healthy, engaged lifestyle.

And when you have questions about a product, it’s important to have easy access to the answers. It was great to be able to talk directly with HME providers about not only Hollister products, but also the high level of education and support we provide to all intermittent catheter patients.

Thompson: Why did you decide to exhibit at Medtrade Spring?
Barry: Medtrade Spring was and is an excellent forum for HME providers to learn about products and services for their patients. Hollister is very excited to offer a full portfolio of intermittent catheters, including our first product in a new line of more affordably priced continence care products, the Apogee IC intermittent catheter. We felt that Medtrade Spring was the right place to get the word out about our full portfolio of quality products and services.

Thompson: What question did you hear the most from attendees, and what was your answer?
Barry: We had many providers asking about how to start supplying intermittent catheters, or how to grow their intermittent catheter business.  Hollister has been serving health care professionals for 90 years, so we have a lot of experience in this area and were able to answer many questions about intermittent catheters and the patients who use them.

Thompson: What is your level of optimism about the industry in general these days?
Barry: Feedback from both HME providers and patients indicates that reimbursement rates are declining. Our Secure Start services team also hears stories about patients not getting the products and brands they really would prefer. Hollister Continence Care is fully committed to providing products, services and support to help HME professionals provide personalized patient care, especially in this changing environment. We are committed to improving a patient’s quality of life and adding value to health care worldwide.

Thompson: What product did attendees seem to need/want the most at your booth?
Barry: Definitely the Apogee IC intermittent catheter. It is the first product in the new Apogee Essentials line, a full line of more affordably priced continence care products by Hollister. We developed this line based on feedback from HME providers and patients who are facing declining reimbursement rates. By offering the same trusted quality and support from Hollister that patients know, along with the same Apogee catheter comfort that they expect, we hope to continue helping HME professionals deliver a more rewarding and dignified quality of life for patients.

Thompson: What are the odds you will be exhibiting at Medtrade, scheduled for Oct 20-23, 2014 in Atlanta?
Barry: We’ve already booked our space and are excited to continue bringing both product and service options to HME providers who want to grow their intermittent catheter business with a company committed to making a difference in the journey of life.