HME News

NOV 2017

HME News is the monthly business newspaper for home medical equipment providers. This controlled circulation publication reaches 17,100 home medical equipment services providers, including traditional HME dealers & suppliers, hospital- and pharmacy-o

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24 www.hmenews.com / november 2017 / hme news O c t . 2 3 – O c t . 2 5 , 2 0 1 7 n g e O r g i a w O r l d c O n g r e s s c e n t e r n a t l a n t a 2017 By John Andrews, Contributing e ditor T he Medtrade e ducation a dvisory Board wants more direct feedback from attendees to liven up seminar proceedings, and they contend the pre- dominant "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 pro- grams," said ea B leader Jeff Baird. " t his engagement facilitates learning and reten- tion. While the board has carefully selected program discussion leaders, we also under- stand that attendees have as much—if not more—to offer in each session." For Medtrade and Medtrade Spring, the ea B continually evaluates the topics, speakers and session formats to stay cur- Less lecturing, more engagement rent with industry concerns, as well as for providing an educational program that is fresh and compelling, said Baird, chairman of the h ealth Care Group at Brown & Fortunato. "Once the ea B feels comfort- able knowing what education h M e providers need to succeed, we then choose programs that meet those needs," he said. "We are definite- ly not taking the easy way out by approving a rehash of prior pro- grams. t o the contrary: We see each Medtrade show as a new event with new needs that must be met." r etail and home modification are two major themes that Medtrade 2017 orga- nizers are emphasizing as having strong commercial potential for h M e providers beleaguered by the decline of the tradi- tional Medicare reimbursement business model. t he educational sessions reflect that position, Baird said. " t here 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. " h ome modification is a cash business and it is an opportunity for h M e providers." With regard to the retail focus, Baird says baby boomers are integral to the growth of cash sales in h M e as well. "Boomers will be more than happy spending their children's inheritance to purchase 'Cadillac' durable medical equip- ment," he said. hme By Jeff r owe, Contributing w riter ATLANTA – In today's environment, buying or selling a d M e business requires under- standing a range of valuation issues, cre- ative structuring concepts and legal risks to avoid. In "Modern Perspectives on Buy- ing and Selling d M e Suppliers," d aniel Brown, a partner at t aylor e nglish d uma LLP, will participate on a panel that will Choose your path b r o w N s e e pa g e 2 7 Jeff Baird speaker spotlight medtrade b OO th 1021

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