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, 1:30 PM - 2:00 PM

  • 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:

    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: 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
    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 side, the expectations need to be solid.  The company vision must be clear and they must be... ...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)
    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 - 4:30 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)
    Moderator
    Jim Greatorex
    Vice President
    VGM Live at Home
    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
    Liz Silbernick, BS RPSGT
    Virtual Care Coordinator
    Fairview Health Services
    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, 4:30 PM - 5:30 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

    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, 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
        Amy Day
        Director of Clinical Strategy
        Med-South, Inc
        Panelist
        Jason Shiflet
        President and COO
        MedSouth, Inc.
        Panelist
        John Stelzner
        VP Sales/Business Development
        Philips
        Panelist
        Rick Nicksic
        Managing Partner
        IncreMedical, LLC
        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
        Panelist
        Tyler Bennett
        Regional Vice President
        PPS HME Holdings
        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: C210
          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
          National Sales Director
          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
            Co-Presenter
            Tara Elliston
            General Manager
            HME Anchorage at Geneva Woods Pharmacy, Inc.
            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
            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
            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
            President
            Xmed Oxygen and Medical Equipment
            Tracks:
            • Intermediate
            • Room: C212
            Since 1999, we have reduced deaths from heart disease 15%. Deaths caused by auto accidents are down 12%. But deaths from falls have increased over 150%. Both injuries and deaths caused by falls are at record highs and the problem continues to grow. We’ve learned how to fix the human... ...read more...
            Speaker(s)
            Speaker/Presenter
            Thom Disch
            CEO
            Handi Products
            Tracks:

              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
              VGM Live at Home
              Panelist
              Joe Hayden
              Dealer Sales Manager Southeast Territory
              Bestbath
              Panelist
              Kyle Williams
              Owner
              Mobility at Home
              Panelist
              Lori Williams
              Owner
              Mobility at Home
              Panelist
              Todd Bick
              Sr. Director of Sales
              Harmar
              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)
                Panelist
                Christine Cunningham, RRT
                Director of Clinical Services and Business Development
                CHI Health at Home
                Moderator
                Dan Hayes
                Founder and CEO
                HealthCall, LLC
                Panelist
                Dawn Sawyer,BA, RRT
                Director of Operations
                Breathe Easy Respiratory Solutions, Inc.
                Panelist
                John Skoro
                President
                Xmed Oxygen and Medical Equipment
                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)
                  Co-Presenter
                  Carmen Vasquez
                  Regional Director
                  Universal Software Solutions
                  Co-Presenter
                  Jillian Miller
                  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 Atkins
                    Vice President
                    Mobility First Inc.
                    Panelist
                    Jim Greatorex
                    Vice President
                    VGM Live at Home
                    Panelist
                    John Skoro
                    President
                    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
                      C2C Solutions
                      Panelist
                      Cindi Williamson
                      Healthcare Segment Specialist DME/Analytic Engineer
                      Performant
                      Panelist
                      Dan Roach
                      Program Manager
                      C2C Solutions
                      Panelist
                      Emily Barnes
                      Education & Outreach Specialist
                      C2C Innovative Solutions, Inc.
                      Panelist
                      Virginia Carraher
                      Sr Quality & Production Manager
                      C2C Solutions
                      Tracks:

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