LAS VEGAS – The business-to-business angle of the health care continuum is a vital link in the chain, and it’s something that John Amirthiah, owner/CEO, J Med Supply Inc., has sought to improve over the past two years. “If something is needed for a patient right away, we carry all the brands, and we don’t say you must buy a minimum amount,” says Amirthiah. “Customers remember that. That’s how we get our referrals. Since we are small and nimble, we can do a lot that the big guys can’t do.”
As a DME distributor based in Brea, California, Amirthiah (pictured at Medtrade Spring 2018) prowled the halls at the recent Las Vegas show making crucial contacts. “There were a lot of positives about Medtrade Spring,” he says. “For newcomers, it’s the only place where you get to meet owners, manufacturers, and providers all in one place. The deals that go on, even beyond the show floor, are numerous.”
Amirthiah worked with McKesson for 15 years, as well as multi-year stints with other manufacturers. During that time, he saw providers in need of many different brands, and now he can provide those brands. He explains: “My big clients are competitive bid winners. Their job is to bill Medicare and get reimbursed and they are looking for cheaper products. We buy in bulk, and we have cheaper products. But we couple that with service. Our logo is the jumping horse, because I’m always jumping through hoops.”
The trade show circuit is a vital piece of J Med’s prospecting efforts as they work to establish relationships with hospices, pharmacies, DME providers, and rehab practices. With that in mind, Amirthiah is making plans to attend Medtrade, scheduled for Oct 15-17, 2018, at the Georgia World Congress Center in Atlanta. “Last year, Medtrade in Atlanta was the best thing that happened to us,” he says. “We got major deals done there, and we expect more of the same in 2018.”