Moving the HME Industry Forward


Primed for Retail Renaissance

June 9, 2014

ORLANDO, FL – The so-called “retail movement” has always been a part of the HME world, but the urgency is higher due to endless price pressures on Medicare via the competitive bidding program.

Essential Medical Supply (Booth #1355) has shown its retail wares for more than 25 consecutive years at Medtrade, and the Orlando, Fla-based company will be back at the nation’s premiere HME trade show, scheduled for Oct 20-23, 2014, in Atlanta.

Michael Hoepner, national sales manager, Essential Medical Supply Inc, says the one-on-one interaction allows him to listen to providers’ needs and suggestions, as well as show off new products. “We will be introducing a lot of new packaging to meet the needs of the developing retail market, as well as more cash sale items,” he says. “We are optimistic about HME demand for the obvious reasons of changing demographics, but more importantly we believe in the people in the industry.”

That belief has translated into success for Essential Medical and its customers. “Our industry has undergone tremendous change over the past 20 years and the entrepreneurs that dot this industry have always responded by adapting and improving,” says Hoepner. “We have no reason to think that they will respond any differently to the current and future challenges. Our providers are very healthy, and most importantly, they are open with us about the challenges they are facing. This has allowed us to provide the flexibility that allows us and our providers to achieve our financial goals.”

“In retail in particular, I find more providers are putting lots of focus on marketing to end users and referrals, and are very happy with their success,” adds Jim Greatorex (pictured), owner, Black Bear Medical, Portland, Me. “For Medtrade in Atlanta [Oct 20-23, 2014 at the Georgia World Congress Center], I expect to see a lot more new and innovative products which will provide exciting opportunities for creative entrepreneurs. I’m very optimistic and excited about this year’s Medtrade and seeing how we evolve as an industry.”