Less lecturing, more engagement

The Medtrade Education Advisory Board wants more direct feedback from attendees to liven up seminar proceedings, and they contend the predominant “town hall” format will allow for just that level of dynamic participation.

“We believe it is important for attendees to be engaged during the education programs,” said EAB leader Jeff Baird. “This engagement facilitates learning and retention. While the board has carefully selected program discussion leaders, we also understand that attendees have as much—if not more—to offer in each session.”

For Medtrade and Medtrade Spring, the EAB continually evaluates the topics, speakers and session formats in order to stay current with industry concerns as well as for providing an educational program that is fresh and compelling, said Baird, chairman of the Health Care Group at Brown & Fortunato.“Once the EAB feels comfortable knowing what education HME providers need in order to succeed, we then choose programs that meet those needs,” he said. “We are definitely not taking the easy way out by approving a rehash of prior programs—to the contrary. We see each Medtrade show as a new event with new needs that must be met.”

Retail and home modification are two major themes that Medtrade 2017 organizers are emphasizing as having strong commercial potential for HME providers beleaguered by the decline of the traditional Medicare reimbursement business model. The educational sessions reflect that position, Baird said.

“There are 78 million baby boomers retiring at the rate of 10,000 per day and they want to stay in their homes instead of going to a facility,” he said. “Home modification is a cash business...and it is an opportunity for HME providers.”

With regard to the retail focus, Baird says baby boomers are integral to the growth of cash sales in HME as well.

“A large number of boomers will be more than happy spending their children's inheritance to purchase 'Cadillac' durable medical equipment,” he said.