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Moving the HME Industry Forward

 

Medtrade Conference

Select Criteria: Tracks = Audits & Compliance, Business Operations, Competitive Bidding, Executive Leadership, Keeping It Legal, Medicare Updates, Networking/Special Events, Retail, Sales & Marketing, Strategic Planning

Monday, October 23, 2:15 PM - 3:15 PM

  • Room: C205
The DME industry is young and during the first 30 year of its existence, it was pretty much unregulated. It now appears that Capitol Hill and CMS are “making up for lost time.” The industry is caught in the “perfect storm” of competitive bidding, low reimbursement and aggressive audits. And... ...read more...
Speaker(s)
Co-Presenter
Andrea Stark
Reimbursement Consultant
MiraVista, LLC
Co-Presenter
Jeff Baird
Attorney
Brown & Fortunato, P.C.
Tracks:
  • Advanced

Monday, October 23, 2:15 PM - 3:45 PM

  • Room: C203
Forward-thinking suppliers are learning that industry isolation is no longer a preferable business model for delivering items and services to patients. Suppliers are learning that there are certain comprehensive care models, such as quality care organizations, through which a DMEPOS supplier may establish preferred referral arrangements with hospitals and physicians.... ...read more...
Speaker(s)
Panelist
Anna McDevitt
CEO/President
Labtactical Consulting
Panelist
Matthew Agnew
Attorney
Polsinelli PC
Panelist
Rossanna Howard
Attorney
Brown & Fortunato
Tracks:
  • Advanced
  • Room: C204
The secret behind powerful centralized revenue cycle management is the team of people you organize. Bringing your team together in this effort can maximize the payer and product knowledge to help you better meet the goals and challenges facing providers today. In this session, we will examine the details behind... ...read more...
Speaker(s)
Co-Presenter
Gary Sheehan
President & CEO
Cape Medical Supply, Inc
Co-Presenter
John Moore
Vice President, Revenue Cycle Management
Brightree LLC
Co-Presenter
Ryan McDevitt
CFO
Lab Tactical
Tracks:
  • Advanced

Monday, October 23, 3:15 PM - 4:15 PM

  • Room: C211
Like political town halls, this session will provide a rich, open forum to discuss the key issues facing HME retailers. A variety of topics will be covered by the moderator and panelists, including merchandising, store layout, cash versus insurance, personnel, marketing, expansion, and customer service. Attendees will interactively participate by... ...read more...
Speaker(s)
Panelist
Mark Nicotera
President
AZ MediQuip, Inc.
Panelist
Mike Zeman
President
The Zeman Group
Moderator
Wayne Slavitt
Founder & CEO
Mobul: the mobility store
Tracks:
  • Introductory
  • Room: C210
The government is getting serious about compliance. In early 2017, within just weeks of each other, the Department of Justice and the Office of Inspector General issued separate documents that providers may use to design, implement, evaluate and improve their compliance programs. The OIG expanded their exclusion authority and the... ...read more...
Speaker(s)
Speaker/Presenter
Wayne van Halem
President
The van Halem Group
Tracks:
  • Advanced
  • Room: C208
Patient Collections; Be part of a solid foundation and build your staff to set a standard for success. Are your patients still walking out the door with ‘free’ equipment expecting not to pay?  Is your staff letting that happen?  Behavior plays a major role on both the patient AND the employee... ...read more...
Speaker(s)
Co-Presenter
Jennifer Leon
Vice President, Brightree Patient Collections
Brightree
Co-Presenter
Kit Shellhouse
Vice President of Operations
ECS Billing & Consulting North
Tracks:
  • Advanced
  • Room: C209
Have you ever made a decision and wondered if it was the best decision? Would you like to hear what others would decide in the same situation? This session will be provide scenarios on interviewing, hiring, performance management, discipline/discharge, and human resource compliance. Attendees can even present their own scenarios... ...read more...
Speaker(s)
Speaker/Presenter
Richard Davis
President
HirePowerHR
Tracks:
  • Advanced
  • Room: C212
Today's growth-oriented HME provider realizes that they simply can't "do it all" and still maintain focus on the essential functions of a patient-focused business. Letting go is hard, but smarter HMEs have reaped tremendous benefits from outsourcing the more administrative parts of their business operations. In this session, the leaders... ...read more...
Speaker(s)
Panelist
Brad Heath
VP of Operations & Marketing
Family Medical Supply
Panelist
David Gould
Vice President
Gould’s Discount Medical
Moderator
Shaw Rietkerk
Executive Vice President & General Manager, Revenue Cycle Management (RCM)
Brightree LLC
Panelist
Tammy Ordoyne
Director, HME
Ochsner Home Medical Equipment
Panelist
Tara Ellison
General Manager, HME
Geneva Woods
Tracks:
  • Advanced

Monday, October 23, 3:30 PM - 5:00 PM

  • Room: C213
The biannual Innovative HME Retail Product Awards honor HME products that are particularly suited for retail sale. The purpose of the competition is to promote and recognize products that contribute to providers' bottom lines though cash sales. Entries will be judged on their contribution to the quality of life enhancement they... ...read more...
Speaker(s)
Speaker/Presenter
Jim Greatorex
Vice President AHIA
VGM/AHIA
Tracks:
Sponsored by: HomeCare Magazine
  • Introductory

Monday, October 23, 4:00 PM - 5:30 PM

  • Room: C204
When a person intends to buy or sell a DME supplier, there are a number of documentation and regulatory issues that must be addressed. First, the seller must take a number of steps to make itself more "attractive." The buyer and seller need to decide whether the transaction will be... ...read more...
Speaker(s)
Panelist
Bradley Smith
Managing Director
Vertess
Panelist
Denise Leard
Attorney
Brown & Fortunato, P.C.
Panelist
Stephen Griggs
CEO
AeroCare Holdings, Inc
Tracks:
  • Advanced
  • Room: C203
The HME sector is finally catching up with other facets of the medical community in relation to referral management, patient monitoring and sharing of data! Providers, both acute and post acute, diagnostic monitoring entities and independent testing facilities are streamlining their processes by collaborating and connecting through technology. Benefiting the... ...read more...
Speaker(s)
Panelist
Annie McBride
Director Strategic Partners
ResMed
Panelist
Josh Marx
VP of Business Development
Medical Service Company
Moderator
Lisa Ziehl
Strategic Account Liaison
Brightree LLC
Panelist
Nick Knowlton
VP, Business Development
Brightree, LLC
Tracks:
  • Advanced
  • Room: C205
During the session, we will discuss (1) lead generation arrangements between manufacturers and suppliers, including leads a manufacturer can provide to a DME supplier along with lead generation arrangements to avoid; (2) other types of marketing assistance a manufacturer can provide to a DME supplier; (3) examples of arrangements that... ...read more...
Speaker(s)
Panelist
Brad Howard
Health Care and Litigation Attorney
Brown & Fortunato
Panelist
Dan Van Hise
Vice President of Marketing – Biomedical Division
Chart Industries, Inc.
Panelist
Todd Moody
Health Care Attorney
Brown & Fortunato
Tracks:
  • Intermediate

Monday, October 23, 5:30 PM - 6:30 PM

  • Room: C201
There’s not much happiness when it comes to audits – unless you’re figuring out how to navigate them. We’re making it fun by giving you that opportunity, and a chance to meet with experts at a relaxed networking reception. So grab a glass of wine or beer (audits do drive... ...read more...
Tracks:

    Tuesday, October 24, 7:30 AM - 8:00 AM

    • Room: C102 Auditorium
    Is it your first time at Medtrade? As a new attendee, we invite you to Medtrade's First-Time Attendee Orientation. Grab a cup of coffee and hear tips from Medtrade veterans that will help make your first Medtrade a success. Learn how to get the most out of your expo floor... ...read more...
    Tracks:

      Tuesday, October 24, 8:00 AM - 9:45 AM

      • Room: C101 Auditorium
      Hear the latest developments on legislative, regulatory and payer relations issues from American Association for Homecare senior leadership.  Topics will include long-term fixes for the competitive bidding program; audit reform; our increasing engagement with state Medicaid agencies, Medicare Advantage plans, and other private payers; and continued efforts to simplify the... ...read more...
      Speaker(s)
      Panelist
      Jay Witter
      Sr VP of Public Policy
      AAHomecare
      Panelist
      Kim Brummett
      VP of Regulatory Affairs
      AAHomecare
      Panelist
      Laura Williard
      VP of Payer Relations
      AAHomecare
      Panelist
      Tom Ryan
      President
      AAHomecare
      Tracks:

        Tuesday, October 24, 10:30 AM - 11:30 AM

        • Room: C102 Auditorium
        How does one become a supplier for medical equipment in the Medicare program and maintain an active billing status? This session is designed to take you through that process. Attendees will be navigated through the DMEPOS enrollment process; gain a better understanding of the roles of CMS vs the National... ...read more...
        Speaker(s)
        Speaker/Presenter
        Michael Holoman
        Senior Provider Education Representative
        Palmetto GBA
        Tracks:
        • Intermediate

        Tuesday, October 24, 1:30 PM - 2:30 PM

        • Room: C102 Auditorium
        The CBIC will provide updates on the Competitive Bidding Program to include the following: statuses on Round 2019, Round 2 Recompete/National Mail Order Recompete, and Round 1 2017....
        Speaker(s)
        Speaker/Presenter
        Elaine Hensley
        Chief Liaison
        Palmetto GBA
        Tracks:
        • Advanced

        Tuesday, October 24, 2:15 PM - 3:45 PM

        • Room: C208
        The healthcare market is moving quickly from fee for service to pay for performance. The challenge is the lack of proven care models and lack of cross team communication. This session will outline the changes and challenges in the care and management of COPD patients and the role analytics may... ...read more...
        Speaker(s)
        Panelist
        Jason Shiflet
        President and COO
        MedSouth, Inc.
        Panelist
        John Stelzner
        VP Sales/Business Development
        Philips
        Panelist
        Rick Nicksic
        Managing Partner, IncreMedical, LLC
        Incremedical
        Moderator
        Rusty Trim
        Senior Field Marketing Manager
        Philips
        Tracks:
        • Advanced
        • Room: C204
        In an industry facing reimbursement cuts, ever-evolving regulations and increased customer demand, HME/DME executives are constantly searching for ways to streamline workflow and improve revenue. In order to achieve operational efficiency and maintain compliance, while also prioritizing patient care, it's time for providers to embrace and implement mobile technology throughout... ...read more...
        Speaker(s)
        Moderator
        Aimee Swope
        Customer Success Specialist
        Apacheta
        Panelist
        Daniel Desimone
        President & CEO
        Continued Care of Long Island, Inc.
        Panelist
        Gary Sheehan
        President & CEO
        Cape Medical Supply, Inc
        Panelist
        Jennifer Leon
        Vice President, Brightree Patient Collections
        Brightree
        Tracks:
        • Intermediate
        • Room: C205
        Demographics and new market potentials remain strong, but the number of active HME businesses have been reduced by more than 40% since the competitive bidding program began. While the industry continues to retool and retrain to deal with the challenges providers are facing from every direction, significant uncertainty remains. This... ...read more...
        Speaker(s)
        Panelist
        Cara Bachenheimer
        Sr. V.P., Government Relations
        Invacare Corp.
        Panelist
        Jeff Baird
        Attorney
        Brown & Fortunato, P.C.
        Panelist
        Kim Brummett
        VP of Regulatory Affairs
        AAHomecare
        Panelist
        Mark Higley
        V-P, Regulatory Affairs
        VGM Group, Inc
        Tracks:
        • Advanced
        • Room: C203
        Over the last year, suppliers billing respiratory products to Medicare have found themselves facing Audits & Compliance from multiple entities. In this session we’ll discuss the major audit issues facing respiratory products and discuss best practices for not only passing an audit, but avoiding it all together!...
        Speaker(s)
        Panelist
        David Baxter
        Owner
        Medical Necessities and Services, LLC
        Panelist
        Gene Sego
        President/Owner
        Sego's Home Medical Equipment
        Panelist
        Kaitlin Nacarato
        Director of Operations
        Carolina's Home Medical Equipment
        Panelist
        Kelly Grahovac
        Senior Consultant
        The van Halem Group
        Moderator
        Ronda Buhrmester
        Reimbursement Specialist
        The VGM Group
        Tracks:

          Tuesday, October 24, 2:45 PM - 3:45 PM

          • Room: C213
          Based on a nationwide survey of DME dealers this presentation will review current trends and best practices being used by DMEs across the country. This presentation will show the many products purchased by the sleep apnea patient, directly for cash. Changing business models will be reviewed as more DMEs move... ...read more...
          Speaker(s)
          Speaker/Presenter
          Peter Allen
          Clinical Consultant
          SoClean, Inc.
          Tracks:
          Sponsored by:

          • Advanced
          • Room: C211
          The industry catch phrase seems to be “retail.”  But with thousands of top brand retail locations closing around the country (JC Penny’s, Macy, Radio Shack, The Limited, etc.) and all retail growth going to the ecommerce sector, retail alone isn’t the answer.  We need to do more than just embrace... ...read more...
          Speaker(s)
          Speaker/Presenter
          MICAH SWICK
          PRIDE MOBILITY PRODUCTS
          Tracks:
            • Room: C102 Auditorium
            DME MAC Provider Outreach and Education representatives will provide the supplier community with information critical to their businesses in regard to response to CERT review requests. The DME MACs will discuss common errors, resolution and the documentation requirements necessary to be successful in the event of a review. In addition,... ...read more...
            Speaker(s)
            Co-Presenter
            Cindy White
            Education Consultant
            Noridian Healthcare Solutions
            Co-Presenter
            Michael Hanna
            Provider Relations Senior Analyst
            CGS Administrators, LLC
            Co-Presenter
            Stacie McMichel
            Provider Outreach & Education Consultant
            CGS Administrators
            Co-Presenter
            Teia Hastings-Rowe
            Education Representative
            Noridian Healthcare Solutions
            Tracks:
            • Intermediate
            • Room: C209
            Do you find yourself wondering how to organize and efficiently run your billing operations? With reduced reimbursement impacting many businesses, are you struggling to strike the right balance between accurately billing insurance claims while managing the costs and personnel of the operations team that are billing those claims? Join a... ...read more...
            Speaker(s)
            Speaker/Presenter
            Sunil Krishnan
            Vice President of Operation and Analytics, Revenue Cycle Management
            Brightree LLC
            Tracks:
            • Advanced
            • Room: C212
            What is your best selling product? Is it CPAP machines, hospital beds, power mobility, or any other reimbursable products? What products are you selling to each customer in addition to that reimbursable anchor product? If you’re not selling add-on products for cash, you’re missing out on hundreds of thousands of... ...read more...
            Speaker(s)
            Co-Presenter
            Maria Markusen
            Director of Development
            VGM Retail
            Co-Presenter
            ROB BAUMHOVER
            Director of Retail
            THE VGM GROUP
            Tracks:
            • Advanced

            Tuesday, October 24, 4:00 PM - 5:00 PM

            • Room: C208
            CMS directives to audit contractors are that they are to be more "provider friendly" in their own words. Recent policy changes and communication with contractors appear that this is a message that is being delivered and received, particularly in the DMEPOS world. Is this a true change in the mindset... ...read more...
            Speaker(s)
            Co-Presenter
            Kelly Grahovac
            Senior Consultant
            The van Halem Group
            Co-Presenter
            Wayne van Halem
            President
            The van Halem Group
            Tracks:
            • Advanced
            • Room: C209
            The mobile landscape is changing as aging adults 'The Silver Tsunami' flex their collective economic influence based on numerous needs and requirements. This panel will highlight some of the specific demographics and psychographics information that should be considered as you create and deploy mobile offerings to this group. In addition,... ...read more...
            Speaker(s)
            Panelist
            Greg Borecki
            Vice President
            Stanley Healthcare
            Panelist
            Harry Nelson
            Founder
            Nelson Hardiman, The Law Firm for Healthcare Providers
            Moderator
            Val Ornoy
            CEO
            LifeAssist
            Tracks:
            • Intermediate
            • Room: C211
            Are you feeling the pinch on time and money? Join the club! As an HME provider today, it can be just as hard to find time as it is to find a healthy budget when marketing your business. This is why we're giving you the steps to market your business... ...read more...
            Speaker(s)
            Speaker/Presenter
            Christina Throndson
            Director of Business Development
            VGM Forbin
            Tracks:
            • Advanced
            • Room: C210
            In today's environment of reduced reimbursement more and more providers are turning to outsourcing for improved efficiency and to control costs. Learn about how leading providers are strategically outsourcing business processes such as billing, collections, resupply, data entry, fulfillment, and more. During this session we will answer these and more... ...read more...
            Speaker(s)
            Panelist
            Allen Clark
            CEO
            Performance Home Medical
            Panelist
            Doug Coleman
            CEO
            Rocky Mountain Medical Equipment
            Moderator
            Joey Graham
            Vice President, Operations
            Prometheus Group, Inc.
            Panelist
            John Skoro
            CEO
            Xmed Oxygen and Medical Equipment
            Tracks:
            • Intermediate

            Tuesday, October 24, 4:00 PM - 5:30 PM

            • Room: C204
            We will hear from 2 great manufactures and 2 successful Aging in Place Home Modification providers about the bright future in store for this evolving industry. Demographics, a advantageous bill before Congress and new technology are flowing into this niche category. Bring your sunglasses because it will be very bright... ...read more...
            Speaker(s)
            Moderator
            Jim Greatorex
            Vice President AHIA
            VGM/AHIA
            Panelist
            Joe Hayden
            Dealer Sales Manager Southeast Territory
            Bestbath
            Panelist
            Todd Bick
            Sr. Director of Sales
            Harmar
            Panelist
            Vincent Pelose
            Tracks:
            • Intermediate
            • Room: C205
            On June 23, 2016, CMS published the July Fee Schedule for DME suppliers…..and it is ugly. The bottom line is that Medicare intends to pay as little as possible for DME. In response, an increasing number of DME suppliers are electing to become “non-participating” suppliers and are selling/renting Medicare-covered items... ...read more...
            Speaker(s)
            Panelist
            Jeff Baird
            Attorney
            Brown & Fortunato, P.C.
            Moderator
            Kim Brummett
            VP of Regulatory Affairs
            AAHomecare
            Panelist
            Lisa Smith
            Attorney
            Brown & Fortunato, P.C.
            Tracks:
            • Intermediate
            • Room: C203
            Medicare Audits & Compliance are a cost of doing business for DME Suppliers. Medicare has multiple contractors who perform audit activities on its behalf including the newly introduced Uniform Program Integrity Contractors, or UPICs, and the new national Recovery Audit Contractor. A supplier who is able to successfully limit overpayment... ...read more...
            Speaker(s)
            Panelist
            Denise Leard
            Attorney
            Brown & Fortunato, P.C.
            Panelist
            Josh Britten
            CEO
            Britkare Home Medical, LLC
            Panelist
            Sarah Hanna
            President
            ECS North
            Tracks:
            • Advanced

            Wednesday, October 25, 9:00 AM - 10:00 AM

            • Room: C213
            The industry has lived through seven years of Medicare competitive bidding. But big changes may be on the horizon under the current Trump Administration. In this session, get the latest information on where the Medicare program is headed, what changes may be made to the DME competitive bid program, and... ...read more...
            Speaker(s)
            Speaker/Presenter
            Cara Bachenheimer
            Sr. V.P., Government Relations
            Invacare Corp.
            Tracks:
            • Intermediate
            • Room: C212
            Senior citizens use digital channels much more frequently than most marketers realize. The notion that they aren't active online may have been true many years ago because this demographic was later than others to the internet revolution; but seniors pulled a 180 faster than any other generation. They followed family... ...read more...
            Speaker(s)
            Speaker/Presenter
            Ken Robbins
            CEO
            Response Mine Interactive
            Tracks:
            • Intermediate
            • Room: C211
            Learn about the growing private pay incontinence marketplace, products, customer ideals and how to tap into the private pay marketplace! The US adult diaper market is anticipated to showcase rapid expansion owing to the aging population. According to Future Market Insights (FMI) report, the US is the largest market for... ...read more...
            Speaker(s)
            Speaker/Presenter
            Ara Sayabalian, Ed.D
            Director of Business Development and Education
            Secure Personal Care Products, Inc.
            Tracks:
            • Introductory
            • Room: C208
            Home ventilation in the home has unique clinical and logistical challenges. This session will review provider's insights into these challenges and many of the solutions proposed to overcome them and provide the best of care. In addition updates will be provided regarding recent reimbursement and patient qualification challenges and proposals... ...read more...
            Speaker(s)
            Speaker/Presenter
            Nick Macmillan
            National Respiratory Network Director
            The MED Group
            Tracks:
            • Advanced
            • Room: C210
            This session will cover all aspects of HIPAA compliance and how to become HIPAA compliant. Tom will go into detail on what is being audited and how covered entities and Business Associates can protect themselves and safeguard against willful neglect. Tom will also cover all categories and best practices to... ...read more...
            Speaker(s)
            Speaker/Presenter
            Tom Meadows
            Owner
            HIPAAwise
            Tracks:
            • Introductory
            • Room: C209
            DME suppliers, like other health care providers, live in the proverbial “glass house.” There are multiple “sets of eyes” on suppliers: DME MACs and other payors, RACs and ZPICs, the NSC, accrediting organizations……and employees. If the supplier is engaged in non-compliant activities, then its employees know about it. And employees... ...read more...
            Speaker(s)
            Co-Presenter
            Daniel Brown
            Partner Attorney
            Taylor English Duma LLP
            Co-Presenter
            Neil Caesar
            Attorney
            The Health Law Center
            Tracks:
            • Intermediate

            Wednesday, October 25, 9:00 AM - 10:30 AM

            • Room: C205
            With competitive bidding, aggressive audits, and the fact that Medicare is tightening its purse strings, it is becoming increasingly difficult for the DME supplier to base its business model entirely (or even mostly) on Medicare fee-for-service. Innovative suppliers need to distance themselves from Medicare fee-for-service and aggressively move into the... ...read more...
            Speaker(s)
            Panelist
            Clint Geffert
            President
            VGM & Associates
            Panelist
            Jeff Baird
            Attorney
            Brown & Fortunato, P.C.
            Panelist
            Karen Atkins
            President
            Mobility First
            Panelist
            Scott Meuser
            Chairman & CEO
            Pride Mobility Products
            Panelist
            Tim Rutti
            President
            Valley Medical Supplies
            Moderator
            Tom Ryan
            President
            AAHomecare
            Tracks:
              • Room: C203
              HME providers searching for new service model opportunities are encouraged to join this collaborative session on post-discharge care for pay. This session will explore the value of positive outcomes and the resources available to HME providers for the efficient monitoring of patient care and how this care delivery model can... ...read more...
              Speaker(s)
              Speaker/Presenter
              Dan Hayes
              Founder and CEO
              HealthCall, LLC
              Tracks:
                • Room: C204
                Come watch (or participate) in a mock ALJ hearing, and get insight from the experts on how to make the most of your brief time with the ALJ. Learn what happens in a hearing, especially when the DME MAC or C2C Solutions sends a physician, nurse or attorney to make... ...read more...
                Speaker(s)
                Panelist
                Ray Lindholm
                Attorney
                Polsinelli
                Panelist
                Ross Burris
                Attorney
                Polsinelli
                Panelist
                Stephanie Greene
                President
                Morgan Greene Consulting, LLC
                Tracks:
                • Intermediate

                Wednesday, October 25, 10:30 AM - 11:30 AM

                • Room: C211
                How can DME/HME and home health care companies tap into the valuable personal emergency response system (PERS) market and build recurring revenue? What are the first steps? What are potential stumbling blocks? Learn from a medical alert industry expert how businesses can incorporate PERS into their product offerings and what... ...read more...
                Speaker(s)
                Speaker/Presenter
                Brock Winzeler
                General Manager
                Freeus, LLC
                Tracks:
                • Intermediate
                • Room: C208
                Throughout the day with a DME Supplier, there are conversations that occur about following medical policies and regulations while still meeting the patient’s needs.  The conversations are usually surrounding “I think I have the requirements met but is there enough information”.  Or even “what do I need to be compliant... ...read more...
                Speaker(s)
                Co-Presenter
                Dan Fedor
                Compliance Director
                VGM
                Co-Presenter
                Ronda Buhrmester
                Reimbursement Specialist
                The VGM Group
                Tracks:
                • Intermediate
                • Room: C209
                This session will give attendees a realistic perspective of the criminal lurking within your business from half a world away - trying to steal your private business and patient information. Learn from other people's mistakes before your business becomes the next victim. The FBI reports that the stealing of Healthcare... ...read more...
                Speaker(s)
                Speaker/Presenter
                Jeremy Kauten
                CIO & Sr. VP of Information Technology
                VGM Group, Inc.
                Tracks:
                • Intermediate
                • Room: C212
                Typically this topic has been broken down into two separate Sales Presentations. While this may have been the way things were, we surely cannot present them that way any longer. Metrics or the Measuring of successful Sales is both Front and Back end Loaded into the Sales Process. Regardless of... ...read more...
                Speaker(s)
                Speaker/Presenter
                Ty Bello
                President & Founder
                Team At Work
                Tracks:
                • Intermediate
                • Room: C213
                Has your company struggled finding the right "mix" of marketing tactics? Never before has there been so many options! There's multiple types of Organic and Paid Marketing, countless Social Media networks, and don't forget about the trusty traditional marketing options. This session will allow you to clearly define a path... ...read more...
                Speaker(s)
                Speaker/Presenter
                Matt Self
                Vice President
                Web Talent Marketing
                Tracks:
                • Intermediate
                • Room: C210
                Join us for a comprehensive guide on building a solid education team for your HME business that engages your employees and puts you ahead of your competition. The ultimate goal of this session is to marry job tool training materials with company standards. We will discuss taking advantage of materials... ...read more...
                Speaker(s)
                Moderator
                Carmen Vasquez
                Regional Director
                Universal Software Solutions
                Panelist
                Jillian Miller
                Senior Trainer
                Universal Software Solutions
                Panelist
                Laura Rudd
                Senior Trainer
                Universal Software Solutions
                Tracks:
                • Intermediate

                Wednesday, October 25, 11:45 AM - 1:15 PM

                • Room: C112
                Real food for thought! Fuel up on lunch and information crucial to making your business survive and thrive. Fill your plate with a quick lunch and head to your pre-selected table where the moderator will kick-off your roundtable group discussion. Learn from experts, hear from your peers, and take back... ...read more...
                Tracks:
                Sponsored by: VGM

                  Wednesday, October 25, 1:30 PM - 2:30 PM

                  • Room: C211
                  How to incorporate patient financing into your practice. Are patient insurance coverage keeping you from recommending the best equipment? Are they turning down options that are not covered or underinsured? This session will tell you how patient financing may help your patients purchase the DME that they want and need;... ...read more...
                  Speaker(s)
                  Speaker/Presenter
                  Karen Zupko
                  President
                  Karen Zupko and Associates, Inc.
                  Tracks:
                  • Intermediate
                  • Room: C212
                  In today’s digital world, your website must be easily accessible for everyone AND locked down tighter than Fort Knox. Right now, many businesses are struggling with new website accessibility laws. During this presentation, Rob Duryea will highlight the importance of accessibility in the digital age and how to provide a... ...read more...
                  Speaker(s)
                  Speaker/Presenter
                  Rob Duryea
                  President
                  VGM Forbin
                  Tracks:
                  • Advanced
                  • Room: C208
                  In this presentation you will learn the best way for a small business to grow the federal government as a customer. Unfortunately many small businesses find it difficult to get a foot in the door. Many government agency buying practices--including contract bundling and the failure to go to outside established... ...read more...
                  Speaker(s)
                  Speaker/Presenter
                  John Gallagher
                  VP Government Relations
                  VGM Group Inc
                  Tracks:
                  • Intermediate
                  • Room: C102 Auditorium
                  DME MAC Outreach and Education representatives will provide the supplier community with the most current information regarding DME Medicare regulations. They will cover any recent changes in the DME Medicare program and provide updates specific to both Noridian (Jurisdictions A and D) and CGS (Jurisdictions B and C). There will... ...read more...
                  Speaker(s)
                  Co-Presenter
                  Ashley DeCoteau
                  Provider Relations Senior Analyst
                  CGS
                  Co-Presenter
                  Cindy White
                  Education Consultant
                  Noridian Healthcare Solutions
                  Co-Presenter
                  Kari O’Hara
                  Education Representative
                  Noridian Healthcare Solutions
                  Tracks:
                  • Intermediate
                  • Room: C210
                  Buying and selling a DME business in today's environment triggers a range of valuation issues, creative structuring concepts, and legal risks to avoid. This panel of successful DME buyers and sellers, valuation service providers and legal experts will raise for discussion key issues involved in crafting a growth strategy through... ...read more...
                  Speaker(s)
                  Panelist
                  Daniel Brown
                  Partner Attorney
                  Taylor English Duma LLP
                  Panelist
                  Michael Kutsak
                  President
                  BBMK Technologies, LLC
                  Panelist
                  Neil Caesar
                  Attorney
                  The Health Law Center
                  Tracks:
                  • Advanced
                  • Room: C203
                  Join this distinguished panel as they share their experience in growing a retail presence in their market. There will be sharing of strategies that can be used to increase retail walk-in business and generate more cash revenue with or without a prime retail location. Be prepared to ask this panel... ...read more...
                  Speaker(s)
                  Moderator
                  Anna McDevitt
                  CEO/President
                  Labtactical Consulting
                  Panelist
                  Bill Adkins
                  Vice President
                  Mobility First Inc.
                  Panelist
                  Jim Greatorex
                  Vice President AHIA
                  VGM/AHIA
                  Panelist
                  John Skoro
                  CEO
                  Xmed Oxygen and Medical Equipment
                  Tracks:
                    • Room: C209
                    The basic definition of leadership is directing the activities or actions of others. Transformational leadership is the ability to provide clarity, confidence, encouragement, and direction to others that increases productivity, improves employee engagement, reduces turnover, and creates a healthy, positive environment. Transformational leadership is about helping others accomplish more than... ...read more...
                    Speaker(s)
                    Speaker/Presenter
                    Richard Davis
                    President
                    HirePowerHR
                    Tracks:
                    • Advanced

                    Wednesday, October 25, 1:30 PM - 3:00 PM

                    • Room: C205
                    HME suppliers seem to be always caught in a "perfect storm" of business and regulatory changes. This program will discuss the hot button business and regulatory challenges that HME suppliers face, which includes increased aggressiveness of CMS contractors, such as ZPICs; preparing for and responding to pre-payment and post-payment Audits... ...read more...
                    Speaker(s)
                    Panelist
                    Denise Leard
                    Attorney
                    Brown & Fortunato, P.C.
                    Panelist
                    Mary Ellen Conway
                    Chief Compliance Officer
                    US Med
                    Panelist
                    Wayne van Halem
                    President
                    The van Halem Group
                    Tracks:
                    • Advanced
                    • Room: C213
                    Using an interactive Q and A and discussion format, this group of experts will discuss their experiences both as contracts' negotiators and as DME company owners, who have many payer contracts in place, from a practical point of view in negotiating and administering payer contracts. Attendees will learn how to... ...read more...
                    Speaker(s)
                    Panelist
                    Peter Yelkovac
                    President and Co-Owner
                    Lifestyle DME Group, LLC
                    Panelist
                    Steve Selbst
                    Co-Owner and CEO
                    Healthcents, Inc
                    Panelist
                    Susan Charkin
                    President
                    Healthcents, Inc
                    Tracks:
                    • Intermediate
                    • Room: C204
                    How do you plan for your company's future in order to stay relevant, profitable and agile in an ever changing industry? Using strategic management in your company can enable you to make decisions and take action. A plan that grows and modifies as circumstances and requirements change can result in... ...read more...
                    Speaker(s)
                    Panelist
                    Erik Mickelson
                    CEO
                    Howard's Medical, LLC
                    Panelist
                    Gary Sheehan
                    President & CEO
                    Cape Medical Supply, Inc
                    Panelist
                    John Reed
                    Executive Vice President and Co-Founder
                    Central Ohio Specialty Care
                    Panelist
                    Sarah Hanna
                    President
                    ECS North
                    Tracks:
                    • Advanced

                    Wednesday, October 25, 2:45 PM - 3:45 PM

                    • Room: C102 Auditorium
                    C2C Innovative Solutions, Inc., the Qualified Independent Contractor (QIC), Formal Telephone Discussion Demonstration CMS uses the Formal Telephone Discussion Demonstration to give suppliers the opportunity to provide verbal testimony through a phone discussion that could possibly result in a favorable outcome. C2C will provide an overview of the Formal Telephone... ...read more...
                    Speaker(s)
                    Panelist
                    Brian Stotler
                    Program Director
                    CGS Administrators, LLC
                    Panelist
                    Cindi Williamson
                    Healthcare Segment Specialist DME/Analytic Engineer
                    Permant Recovery
                    Panelist
                    Dan Roach
                    Program Manager
                    CGS Administrators, LLC
                    Panelist
                    Emily Barnes
                    Education & Outreach Specialist
                    C2C Innovative Solutions, Inc.
                    Panelist
                    Virginia Carraher
                    Sr Quality & Production Manager
                    CGS Administrators, LLC
                    Tracks:

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