Industry gets ‘back to normal’ at Medtrade East

ATLANTA – Finding new products, booking new business and making new connections was back in full swing at Medtrade East.

“With the exhibitors and the attendees we have here, people are ready to get back to normal,” said Show Director York Schwab. “I think we’ve shown there is no substitute for face-to-face interaction.”

The newly rebranded Medtrade East at the Georgia World Congress Center in Atlanta kicked off on Monday with a full day of educational sessions, followed by a “Welcome to Atlanta Preview Night” from 4:30 to 6:30 in the exhibit hall, complete with a band sponsored by VGM & Associates.

Overall, exhibitors felt the show offered a good value proposition. Several were exhibiting for the first time in years, either from a desire to show support for the industry or to take advantage of market trends.

“We came back the because the market and the sector have become so prolific in recent years,” said Jonathan Sadock, managing partner with Paragon Ventures, an M&A firm. “We’ve encountered more buyers than we have since pre-competitive bidding.”

NorthShore Care Supply, an e-commerce supplier of incontinence supplies, is at the show for the first time since 2012 to introduce its own line of premium products.

“Our DME customers are telling us they want these supplies available in their local market, not just online,” said Adam Greenberg, president and founder. “More suppliers are adding cash to their product portfolio to be more sustainable.”

Cash is king these days for Ted Oury, operations manager for Diamond Medical Supply, who’s made the shift to retail and recently expanded his location.

“Basically, I’m here to see what new products I can order to bring to our showroom floor,” he said. “We’re testing products and if they sell, we’ll buy more. Retail is fun for me.”

For Mary Ellen Conway of US Medical Supply, a provider of CGMs and insulin pumps recently acquired by Advanced Diabetes Supplies, the show is an opportunity to catch up all things HME.

“I get the news; I attend the AAHomecare update,” she said. “I love, love, love the New Product Pavilion. This is always the place to be and it’s always good for connections.”

Connections are what first time attendee Hardik Mehta is here for.

“We just want to make sure, as Quipt Home Medical, that people know who we are and what we do,” said Mehta, who is CFO of the regional respiratory player. “We’re really looking forward to networking with other DMEs.”