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Medtrade Spring Show Wrap-Up
Last week, providers convened in Long Beach, Calif., for Medtrade Spring. Respiratory manufacturers gave mixed reviews of attendance. Many said attendance was better than expected and that providers who attended the show were decision-makers. Others said attendance was poor.
According to Joe Randall, senior vice president of Nielsen Business Media, producer of the Medtrade shows, attendance was down 30 percent from last year. "However, we spent more money and gave more effort than on any show we've ever done in this industry," he said. "So, although I am not satisfied with the results, I am satisfied with our effort."
The pre-show competitive bidding conference, co-sponsored by VGM and AAHomecare, brought in more than 150 attendees, according to Tom Pontzius, president of VGM's Nationwide Respiratory.
Legislative Update
On the opening day of the show, AAHomecare's Tyler Wilson, president, asked attendees at the legislative update if they would take a 5 percent, up to a 15 percent, cut across the board instead of competitive bidding, with most providers in the room saying they would rather a 5 percent cut. One provider objected, however, saying she was tired of home care being auctioned off.
Wilson said statistics show that 63 percent of providers — both large and small — were disqualified. AAHomecare has collected more than 200 cases of providers in the first round of competitive bidding that were unfairly disqualified. The organization is working on a lawsuit with 25-30 of the strongest cases. One provider in the room was concerned that all providers would have to resubmit bids if the lawsuit was successful. She said that the idea of repeating competitive bidding made her sick to her stomach.
AAHomecare reported that in a hearing with Congress last week, CMS Acting Administrator Kerry Weems did not admit that there were problems with competitive bidding. As a result of questions fired from home care allies in Washington, the hearing had a good outcome for the industry, though Wilson said "now the real work begins."
Respironics Reports on Philips Acquisition
Respironics spoke up about its recent acquisition by Philips at a press conference on the opening day of the show. Don Spence, president of Respironics' Sleep and Home Respiratory Group, said the companies share "a lot of the same values," including a commitment to innovation and product solutions. "We think (it's) going to be a great combination," he said.
The new brand strategy for Respironics is "sense and simplicity," meaning the company plans to focus on the basics. For sleep products, that means helping patients adhere to therapy and helping providers tap into the patient population.
New Products
Two new portable oxygen concentrators debuted at the show: Dedicated Distribution's Central Air, which weighs less than 10 pounds, and Superior Oxygen Systems' Life Choice, a 4.9-pound unit with a sleep mode. Both devices are pending FAA approval for in-flight use.
Other noteworthy new products at the show:
• ResMed's Swift LT — Modeled after the Mirage Swift, the mask incorporates nasal pillows with easy-to-use functions.
• Respironics' ComfortGel Full — Mask designed with a blue gel replaceable cushion for improved fit.
• SeQual's Wheelchair Accessories — Bag fits onto wheelchairs to house the Eclipse and comes with a clear window for accessing the display.
• LifeGas' FireSafe Cannula — Stops oxygen flow in a nasal cannula in case of a fire.
• Covidien's Sandman Intro, Sandman Info and Sandman Auto — A new platform for the company's CPAP machines; the Info and Auto are pending FDA approval.
• Luxfer's TradeUp program — Program enables providers to switch out old cylinders for new ones.
The New Product Pavilion winners were: Innovation Award — Bridge Medical for the Telescoping Pivot Grip Portable Grab Bar; Providers' Choice Award — Respironics' EverFlo Q; and Merit Award — Dignified Living's Clip & Pull.
