Medtrade Looks to Unify, Inspire, and Educate

With a mixed attendance of HME veterans and newcomers to the industry, the Oct. 21-23 event in Atlanta serves up a mix of educational and expo offerings designed to serve all levels.

all hands inIn many ways, Medtrade 2019 comes at a crossroads for the HME industry. Providers who remain are veterans with hard-won experience, while freshfaced newcomers read about predicted demand and enter the business with an occasionally jarring optimism.

“There’s a large group in the middle that could be called the cautiously optimistic,” says Mark Lind, associate show director for Medtrade. “In many ways, Medtrade has transcended its traditional role and become a rallying point to inspire. It will continue to educate and show the latest products, but this year the prospect of an improved competitive bidding round 2021 offers the hope of something better.”

After stable attendance from 2017 to 2018, along with an 11 percent year-over-year attendance increase at the recent Medtrade Spring in Las Vegas, Medtrade hopes to continue the momentum by listening more closely than ever to critics and satisfied attendees alike.


To provide the best in HME education, Medtrade management and members of the Medtrade Educational Advisory Board have continued to carefully read attendee feedback, resulting in changes to the conference format. Attendees asked for more “town-hall” like sessions and Medtrade organizers have responded with new seating arrangements that are less “lecture-style” to encourage discussion among peers — particularly in sessions concerning audits and retail.

“Nothing beats in-person engagement with peers to learn what is, and isn’t, working,” said Kevin Gaffney, vice president and group show director, Medtrade. “Also at attendees’ requests, more panels are incorporated into the education sessions. Panels of experts provide a deeper perspective into HME hot-topics.”

When the show convenes Oct 21-23, at the Georgia World Congress Center in Atlanta, the Medtrade conference program (details at collects HME industry experts covering a wide range of educational topics.

Additionally, Medtrade also offers intensive workshops on Monday before the expo begins.

These full-day workshops are:

An Introduction to the Certified Durable Medical Equipment Specialist (CDME)
Presented by: BOC
Monday, Oct 21, 9 a.m. – 5 p.m.
The Certified DME Specialist (CDME) is a person who demonstrates broad knowledge of the DME/supply industry, including prescription verification, intake process, product selection, dispensing and setup, documentation, billing, compliance, and performance management. This workshop will cover the scope of practice for the CDME. Discover the value of the CDME for facilities in a challenging industry climate and how to market the credential to customers, referral sources, and third party payors. The workshop is being extended this year to include a Q&A session, which is optional. All attendees will have the chance to take the CDME exam on site.

Certified Durable Medical Equipment Specialist (CDME) Exam
Tuesday, Oct 22, 2019, 8 a.m. -10 a.m.
Exam registration is through BOC. To register, create a “MyBOC” account by clicking on Apply for Certification or log in to your existing account. Questions? Contact the BOC Certification Team at

Don’t Gamble with Reimbursement!
Monday, Oct 21, 9 a.m. - Noon
Presented by: VGM
Whether you like Black Jack, Poker, Slots or Roulette, gambling can be fun sometimes, as long as you know your limit. However, gambling with your reimbursement is not fun as it could jeopardize the future of your company. Don’t GAMBLE with Reimbursement and just roll the dice, know for SURE before delivery that you will get paid for the products and services you provide and retain the “winnings” in an audit. In this session Ronda and Dan will ensure you are updated on all the current requirements for mobility and respiratory reimbursement so you don’t get dealt a bad reimbursement hand.

Best Practice Checklist for Productivity and Management
Presented by: Brightree
Monday, Oct 21, noon – 4 p.m.
Open to Brightree customers only
Learn how to identify Key Performance Indicators (KPIs), develop a Revenue Quality Assurance plan and how to best manage productivity.

HME Master Sales Training
presented by: Emerge
Monday, Oct 21, 1 p.m. – 5 p.m.
This comprehensive Sales Training workshop will be presented by Sales and Marketing expert Mike Sperduti. Mike is a high-powered coach, trainer, speaker and sales expert who teaches straight-forward and highly-effective sales and communication training and programs. For twenty-six years, Mike Sperduti has worked with established and new companies to help them achieve their financial and strategic sales goals. Known nationally, Sperduti dedicates himself to helping associates attain top sales performance.

Master Mindfulness
presented by: Sun or Storm
Monday, Oct 21, 9 a.m. – 1 p.m.
Though it’s hard to measure to the impact of feeling rushed, un-fulfilled, irritated, or overwhelmed on our lives, we know it’s real when we find ourselves feeling bereft of energy, joy, patience, or brain cells! Many of us don’t feel the way we want to feel every day. We have a choice to make: blame the factors you can’t control or control the way you react to those factors. Join Anna McDevitt and a team of mindfulness advocates to learn the tips and techniques that are relevant to you. You can choose to attend one or all the Master Mindfulness sessions at the Medtrade conference in Atlanta.

This article originally appeared in the Aug/Sep 2019 issue of HME Business.

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