A trade show, and an industry, readies to evolve

ATLANTA – Medtrade East provided the perfect opportunity for attendees to shake off the troubles of past years and build back their businesses, says Show Director York Schwab. 

“I always tell people to be ready, when you come to Medtrade, to find something that is going to make a material impact on your business and be open to finding that,” he said. “Maybe it’s meeting someone new or finding a product you are not currently offering or learning something new from one of the sessions. We get a real kick when someone tells us, ‘We came to the show and it changed our business.’”  

This year’s show, a swan song of sorts because it will be moving to Dallas next year, featured an exhibit hall that increased in size about 27% compared to 2021. 

Exhibitors had on display everything from classic bent metal DME to the latest trends in technology to the hottest retail items. 

“We’re here to see what’s new out there,” said first-time attendee Jimmie Pritchett of Moore’s Home Health & Medical Supply in Kokomo, Ind. “We do insurance, but about 75% to 80% is retail. I love seeing the new products and engaging with the people.”  

Indeed, many of the show’s exhibitors reported increased engagement this year. 

“People are here to walk about and meet people and learn new things,” said Steve Marino of Trella Health, which offers a CRM solution. “They can come take a glance at the platform and have a discussion and then set up a time later (for follow up).” 

Exhibitor Vive Health doubled down on Medtrade this year with its biggest booth ever. 

“It’s worth our time,” said John Burns. “When we are selling to retail stores what better way to display to them than setting up the equivalent of a retail medical shop in the middle of the show? All that’s missing is a cash register.” 

In addition to products, education remains a big pull for attendees. Craig Rae of Penrod Medical in Salisbury, N.C., came away from a presentation by AAHomecare fired up to put what he’d learned to good use. 

“They’ve put together a package that demonstrates the value of HME,” he said. “It gives everything you need when negotiating with referral sources and payers.” 

That renewed sense of optimism is a breath of fresh air to Schwab. 

“There’s a bit of nostalgia for Atlanta, but people are ready for the next evolution of the show,” he said. “We’re fired up for Dallas.”