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Browse Our Wide Selection of Courses.

To learn more about a course or speaker, click on the  button to view course descriptions and speaker bios. You can also re-sort the course list by speaker name, date, or educational track by clicking on each heading.

NOTE: In order to receive proper credit for an education session, you must complete the following requirements: scan your Heartland badge when you enter and leave each session you attend; be present for at least 90% of the session; complete a program evaluation at the conclusion of the session. Credit will not be awarded if all of these requirements are not met. Education schedule is subject to change.

Course Name Speaker Date Educational Track
Pre-Conference Session: Achieving Retail Success Rob Baumhover
Staci Langel
Maria Markusen
Jun 12th, Mon.
9:00 AM-4:15 PM
Sales & Marketing
Course Description

Are you considering adding retail to your current operations? Are you adding a new location to your HME fleet? VGM Retails Retail Roadshows will assist you in determining success in your market. Learn from and network with industry experts and you peers in a hands-on, interactive, and strategy-driven environment. Review how to analyze your markets conditions and businesss viability for retail operations and long-term execution of the fundamentals of retail health care. Presenters review case studies during the workshop.

Learning Objectives
  • Define the fundamental elements, assessment process, and analysis criteria to determine the current state of your retail business operations and market.
  • Explain the basic principles of a successful store including what to do and what not to do when operating a retail store.
  • Identify the key metrics and tools used to analyze and assess your retail operations and implement strategies for long-term business success and growth.
  • Discuss real-life case studies, pictures, and testimonials of HMEs currently executing in the market.
Course Handouts

Room Number: 21

About Rob Baumhover

Rob Baumhover is the Director of Retail Programs with VGM & Associates. He is the creator of the VGM Retail Program, which assists VGM members to diversify their HME businesses through improved retail operations. Before joining VGM in 2010, Baumhover worked in a variety of positions with big-box retail companies including Bed, Bath & Beyond, Hobby Lobby, Menards, and Wal-Mart. In his retail career spanning over 20 years, Rob opened and managed numerous big-box retail stores throughout the Midwest, with responsibilities including the daily operations of stores, the setup of floor plans, ordering merchandise, and the hiring and training of management and sales employees. Rob holds a Bachelor of Science in Teaching from Clarke University in Dubuque, IA.

About Staci Langel

Staci Langel is the Marketing Coordinator for VGM Retail, a division of VGM & Associates. In this position, Staci is responsible for the development, creation, implementation, management and analysis of strategic marketing efforts for VGM Members, contracted retail vendors, and the VGM Retail division. Her marketing experience spans multiple industries including traditional retail, HME/DME, and club and resort. Her work reaches across multiple consumer markets and incorporates multi-channel efforts. Prior to joining VGM Retail, Staci obtained Bachelor of Arts degrees in Marketing and Economics from the University of Northern Iowa in Cedar Falls, IA.

About Maria Markusen

Maria Markusen is the Director of Operations and Development for VGM Retail Services. In this position, her responsibilities include managing day-to-day operations within the team and strategizing solutions to internal and member problems. Before joining VGM, Markusen was Co-Founder and Chief Operating Officer of Simply Shops where she successfully anticipated, forecasted and exploited industry shifts with innovative strategies and creative executions while delivering exceptional results to providers, partners and consumers. Earlier in her career, she also was VP of Sales and COO of multiple national long-term care companies where she served the health industry for several years.

Pre-Conference Session: Certified Environmental Access Consultant (C.E.A.C.) Daniel G. Corcoran
Bill Stelzer
Jun 12th, Mon.
9:00 AM-4:15 PM
Rehab & Accessibility
Course Description

"Earn the distinction of Certified Environmental Access Consultant (C.E.A.C.) by attending a live educational program and completing an online final exam. This prestigious credentialing informs customers and the industry you are educated and certified in the environmental access needs of the elderly and physically challenged."

Learning Objectives
  • Define disease state progression, disability, and aging issues pertinent to determining recommendations for accessible design and construction.
  • Describe the differences in universal design, barrier removal, and home modifications according to the needs of the individual while meeting current legislation acts pertaining to environmental access.
  • Identify and recommend critical design modifications necessary for independent function by the disabled or elderly individual and family.
  • Define the comprehensive and often complex role of the professional as it applies to the legal and ethical issues pertaining to environmental access.
Course Handouts

Room Number: 23

About Daniel G. Corcoran

Daniel Corcoran is the Residential Contracting Officer (RCO) with Vets Access LLC. He joined the family Business in 2008 installing ramps and managing field installation teams advancing to the RCO in 2010. Founded in 2005, Vets Access LLC is a Service-Disabled Veteran-Owned Small Business (SDVOSB) specializing in government contracting for the sale, installation, and service of specialized medical equipment. He uses his experience as a Student Athletic Trainer at SVSU to understand the disability’s and disease state of the clients that he meets to provide a deeper understanding of their needs. With his 20+ years in the construction industry he can understand the needs of the home and its structure as well. Daniel has completed the Michigan Residential Builders license in 2011, CEAC in 2012, and the CAPs course in 2013. He has also completed many of the manufacture certifications within the industry. Daniel was one of the driving forces in changing the elevator law in Michigan. As an owner of Cor Education, he helped in the creation of the CRT program with VGM. His prior work experience for a Fire Protection Company as a Project Forman and Head Service Tech for 10 years provided the ability to problem solve solutions and work with others. In 2016 Daniel became one of the founders and owners of Cor Education, a specialized medical equipment company dedicated to the development of industry standards.

About Bill Stelzer

Bill Stelzer currently is known as a Van G. Miller & Associates Inc./Accessible Home Improvement of America (VGM/AHIA) consultant/coach on In Home Safety and Accessibility with respect to the Construction and Home Medical Equipment Industries, after pioneering this aspect of those industries while he was the general manager of Green Bay Home Medical Equipment. He has been a consultant to VGM/AHIA members for the last 6 plus years and has helped several companies start up or enhance their Home Modifications Business and other retail aspects of their HME and/or Construction business. He has made many presentations at National Home Medical Equipment Conferences including Medtrade, Medtrade Spring, and the Heartland Conference and he has written several articles for Homecare Magazine and HME News, and has participated in the development of several education and certification programs for VGM and AHIA.

Pre-Conference Session: Digital Marketing for HME Business Growth VGM Forbin
Jun 12th, Mon.
9:00 AM-12:00 PM
Sales & Marketing
Course Description

65% of businesses say their biggest challenge is generating traffic and leads. This half day workshop will equip you with a how-to on creating amazing content directed at your customers, thoroughly understanding how your marketing choices affect your business, and optimizing your strategy for greater growth. If youre a beginner or intermediate when it comes to digital marketing for your HME business, this workshop is for you. Follow along as our speakers take you through exercises in digital strategy, giving you hands-on experience in content planning for email, social and site, all while putting the proper tracking methods in place to see success across multiple channels.

Learning Objectives
  • Define your audience and reach your audience
  • Identify effective digital marketing tools and their best uses for your HME business
  • Develop a strategy that will achieve your goals
  • Discuss how to set up and analyze analytics in digital marketing
Course Handouts

Room Number: 22

About VGM Forbin

Information coming soon.

Pre-Conference Session: What Keeps You Up at Night? Getting a Plan in Place for Documentation Ronda Buhrmester
Kay Koch
Jun 12th, Mon.
9:00 AM-12:00 PM
Billing & Reimbursement
Course Description

Have you been feeling crabby lately? Or just simply worn out? Perhaps the solution is better documentation for better reimbursement. Think about all the factors that can interfere with your intake to delivery all the way to the billing and reimbursement cycle. From the pressure to provide the most appropriate medically needed equipment in the most timely manner to unexpected challenges, such as poor physician chart notes, illegible signatures, and not understanding the coverage criteria to dealing with audits. It is no wonder that quality sleep is sometimes elusive. Almost as elusive as the requirements for documentation. Although you might not be able to control, all of the factors that interfere with your reimbursement or your sleep this session will focus on the tools and tips you need for good documentation to help you get that good nights sleep. There are 7 steps for good documentation and getting paid for the services provided just as there are for a good nights sleep*. Agenda: 1) Stick to a schedule- Reviewing deadlines and time lines for documentation 2) Pay attention- Looking closely at technical and non-technical aspects of your documentation in preparation for an audit 3) Creating a documentation ritual- Looking at documentation checklists and coverage criteria to avoid the need for addendums and submitting a clean claim 4) Get Comfortable- Understanding what components can and cant be bundles or may be included with the initial equipment or base 5) Limit Daytime Naps- Taking time to review documentation one more time before submitting claim in order to be comfortable appending the KX modifier 6) Include activity with daily routine- This will include an interactive session with real time documentation being reviewed and discussed- please bring an example of a denial from an audit (can email ahead of time*) 7) Know when to contact your resources- Session will end with resources and websites to assist with policy and review questions

Learning Objectives
  • Attendee will be able to list the time line needed for submitting power mobility, oxygen, cpap, and hospital bed documentation to Medicare
  • Attendee will list two items that cannot be billed separately on a complex rehab power chair Attendee will list two items that cannot be billed separately on a complex rehab manual chair
  • Attendee will explain what is included with oxygen and CPAP equipment rental payment
  • Attendee will explain the KX modifier definition and the policies that include this modifier Attendee will be able to prepare audits for a cleaner review
Course Handouts

Room Number: 24-25

About Ronda Buhrmester

As a VGM / U.S. Rehab associate since 2012, Ronda specializes in the billing and reimbursement. She managed a hospital-based DME in Illinois for 12 years, and handled sales and marketing. Ronda is a respiratory therapist as well as a certified mastectomy fitter. She assists VGM / U.S. Rehab members with review of claims and all types of audits, and educates members on medical policies in the respiratory, face to face ruling, and general DME areas. She serves on the Jurisdictions A, B, and D respiratory team, is a member of the Provider Outreach and Education team for Jurisdictions A, B, and C and the Jurisdiction D, and attends the council meetings with Jurisdiction B and D. She is also on the Great Lakes Home Medical Services Association Board of Directors and a member the National Supplier Clearinghouse Advisory Council. Ronda has presented at the VGM Heartland Conference as well as the Medtrade conferences and state association meetings, and has conducted webinars and on-site education with VGM Members.

About Kay Koch

Kay has over 30 years seating and wheeled mobility experience. She is a graduate of the Occupational Therapy program at The Ohio State University. Her focus has been on pediatric seating positioning, wheeled mobility and assistive technology solutions. An ATP since 1996,Kay has spent her years as an OT in various roles, from clinician to manufacturer rep. She worked for a rehab technology supplier in marketing education, training and accreditation, in Atlanta, Georgia, from 2000-2013. Kay was the Rehab Clinical Education Manager for Invacare from January 2014 until August 2014. She also works for the Joint Commission doing DME and Rehab surveys. She joined The vanHalem Group, a division of VGM, in December 2014. Kay worked one morning a week at the Assistive Technology Center at Childrens Healthcare of Atlanta for 10 years. She was an independent third party second level reviewer for 4 years for a large insurance company. She ran the seating and mobility clinic at the Scottish Rite Hospital in Dallas before returning to live in Atlanta in 2000. She has presented at various national and international conferences. Kay is active in the community and serves as a volunteer advisor for the Fragile Kids Foundation and Dream Makers, both associations dealing with children who use wheelchairs and have special needs.

Course Name Speaker Date Educational Track
2017 Mid-Year Audit Update Wayne van Halem
Jun 13th, Tue.
9:30 AM-10:30 AM
Compliance & Regulatory
Course Description

2017 is sure to bring some heavy audit activity with the reinstatement of the Recovery Audit Contractors (RAC), the Unified Program Integrity Contractor (UPIC) transition, and the Supplemental Medical Review Contractor (SMRC) program. Attendees will learn what the current state of affairs is in the audit environment is. It The speaker will provide a rmid-year review of what occurred during the first six6 months as well as an industry experts perspective on what we can expect for the remainder of the year.

Learning Objectives
  • Identify key audit contractor changes occurring in 2017.
  • Explain specific changes being made to the audit and appeal workload.
  • Describe specific areas of concern in recent updates or changes and how it impacts suppliers,
  • Review the current impact of the recent round of RAC audits.
Course Handouts

Room Number: 10-11

About Wayne van Halem

Wayne van Halem founded The van Halem Group in 2006. The Atlanta-based firm merged with VGM Group in 2014 and Wayne currently serves as its President as they assist providers navigate complex issues related to audits, appeals, enrollment, and compliance. A former auditor and national Appeals Director with Medicare, Wayne is also a published author and well-known lecturer. He is an Accredited Healthcare Fraud Investigator through the National Health Care Anti-fraud Association (NHCAA); a Certified Fraud Examiner through the Association of Certified Fraud Examiners (ACFE), and an active member of the Health Care Compliance Association (HCCA). He has served on the faculty for each of these national organizations. He also sits on the American Association for Homecares Regulatory Council, Medtrades Educational Advisory Board, Medicare DME MAC Jurisdiction C and D Advisory Councils, and on the Advisory Board for HME Business Magazine. He has also served as a legal expert in various criminal and civil proceedings. Since 2006, his company has saved suppliers over $70 million in overpayments and denial recoveries.

7 Habits of Highly Effective People: Overview Melissa Reade
Hanna Thuesen
Jun 13th, Tue.
10:45 AM-12:15 PM
Big Ideas
Course Description

This course will introduce key practices and principles related to the 7 Habits of Highly Effective People through hands on activities. The course will also touch on Leader Valley, who currently works with 21 schools participating in the Leader In Me Program.

Learning Objectives
  • Introduce key principles and practicesof the 7 Habits of Highly Effective People
  • Focus on Leadership opportunities
  • Identifying and using gifts and talents
  • Understanding the importance of soft skills
Course Handouts

Room Number: 24-25

About Melissa Reade

Information coming soon.

About Hanna Thuesen

Information coming soon.

A Symptoms Approach to Uncovering COPD Patients with Bronchiectasis Dana Kolflat
Jun 13th, Tue.
2:15 PM-3:15 PM
Respiratory & Sleep
Course Description

HFCWO therapy offers a unique value proposition for the bronchiectasis patient population and the home medical equipment providers serving these patients. The course is designed to provide in-depth coverage of bronchiectasis prevalence in the COPD patient population and the availability of a proven, reimbursed treatment option for those patients. The speaker will review the disease state will be covered including symptoms and diagnosis. The reimbursement landscape will be examined along withas well as specific processes and conditions related to HFCWO treatment for bronchiectasis. The presenter willA thoroughly cover and demonstrate a new treatment option, AffloVest, the latest in HFCWO technology. The speaker will explain, and demonstrate including features, indications for use, clinical results , and patient benefits will be thoroughly covered and demonstrated. The course will examine the unique value proposition offered by HFCWO therapy for the bronchiectasis patient population and the home medical equipment providers serving their patients.

Learning Objectives
  • Describe the bronchiectasis disease state, its symptoms, diagnosis, and treatment options.
  • Discuss bronchiectasis prevalence and patient demographics.
  • Explain the reimbursement landscape for HFCWO therapy for bronchiectasis, related processes and conditions for reimbursement..
  • Discuss the latest HFCWO technology as a treatment option for bronchiectasis and , the technology, features and benefits of each.
Course Handouts

Room Number: Seminar

About Dana Kolflat

Mr. Bobby Lankford is National Sales Manager for International Biophysics and has almost 20 years of medical device sales management experience. A skilled and experienced educator, Mr. Lankford is responsible for training key clinicians, field sales, DME distributors, and patients on respiratory disease states and HFCWO technology.

Advanced PAP Therapies: What Every Health Provider Needs to Know Teofilo Lee-Chiong
Jun 13th, Tue.
10:45 AM-12:15 PM
Respiratory & Sleep
Course Description

The speaker will review Concise review of the different PAP modalities currently available to treat patients with obstructive sleep apnea, central sleep apnea, and hypoventilation syndromes.

Learning Objectives
  • Explain the differentce mechanisms responsible for sleep disordered breathing.
  • Discuss the application Applyof physiologic concepts to create management strategies for sleep disordered breathing.
  • Identify and differentiate modalities for treating obstructive and central sleep apnea, and hypoventilation syndrome.
  • Review current scientific literature on advanced PAP modalities.
Course Handouts

Room Number: Seminar

About Teofilo Lee-Chiong

Professor of Medicine, National Jewish Health Professor of Medicine, University of Colorado Chief Medical Liaison, Philips SRC

Assessing Posture and Function: A Comprehensive Approach to Wheelchair Seating for Individuals with SCI Angela Regier, OTD, OTR/L, ATP
Jun 13th, Tue.
10:45 AM-12:15 PM
Rehab & Accessibility
Course Description

For individuals with spinal cord injury, having a stable and symmetrical base of support is imperative for maximizing functional participation in daily life. This course will review the postural evaluation process for individuals with spinal cord injury (SCI), including the importance of evaluation not only from a static position, but from one of mobility and function. The course will answer the questions, What occurs to posture when the client operates his or her wheelchair? How does participation in daily activities impact postural alignment over time? The importance of balancing functional needs, postural alignment, pressure relief, and patient education during the evaluation and fitting process will be discussed. Case scenarios will be utilized throughout the course to address objectives. Participants will leave with strategies that can be immediately applied to improve service delivery for individuals with SCI.

Learning Objectives
  • Identify when wheelchair mobility (power or manual) is a contributing factor to postural asymmetry
  • Provide recommendations to optimize postural alignment during wheelchair mobility and functional tasks for individuals with spinal cord injury
  • Identify three education strategies that can be utilized with the client during the wheelchair evaluation and delivery process
  • Describe the importance of regular follow-up over time in identifying postural and/or functional changes for individuals with spinal cord injury
Course Handouts

Room Number: 23

About Angela Regier, OTD, OTR/L, ATP

Angela Regier, OTD, OTR/L, ATP is an occupational therapist and a RESNA-certified assistive technology professional. Her career has focused on spinal cord injury rehabilitation in inpatient and outpatient settings. She is currently supervisor of the Wheelchair Seating and Mobility Clinic at Craig Hospital in Englewood, Colorado. She provides comprehensive seating and mobility interventions for individuals with traumatic brain and spinal cord injury. Regier has published and speaks on the topic of seating and mobility for acquired brain injury and spinal cord injury.

Audits: Get Noticed Just By Submitting These Codes Kelly Grahovac
Jun 13th, Tue.
3:30 PM-5:00 PM
Billing & Reimbursement
Course Description

Any claim submitted to Medicare could be subjected to an audit. However, some claims are more susceptible than others, based on the equipment provided. In this presentation, Kelly will identify codes currently on the radar of the audit contractors, as well as codes that have the potential to make the hot list in the near future. She will discuss coverage criteria, errors identified at the audit level, and how best to counter these denials at the appeal level.

Learning Objectives
  • IdentifyList key codes that have been audited so far in 2017.
  • Identify codes with a high likelihood of seeing increased audits.
  • SpecifyReview the coverage criteria for codes discussed.
  • Identify common errors.
Course Handouts

Room Number: 22

About Kelly Grahovac

Kelly Grahovac serves as a Senior Consultant for The van Halem Group where she focuses on audits, appeals, education and training across multiple lines of business and various specialties. Kelly has nearly 10 years of experience at one of the nation's leading Medicare contractors where she worked for the Durable Medical Equipment Regional Carrier (DMERC), Qualified Independent Contractor (QIC), and A/B Medicare administrative contractor (MAC). Her most recent role with Medicare was working as a senior provider relations representative with the A/B MAC where she developed and delivered training courses to hospitals and physician office staff, medical billers, medical societies and state associations. Kelly has in-depth knowledge in Medicare appeals, policy and education and training.

Best Bath Shower Installation Jason Williams
Jun 13th, Tue.
9:30 AM-10:30 AM
Rehab & Accessibility
Course Description

Hands on demonstration of Best Bath Barrier Free shower installation. With hands on instructions, trouble shoot issues that may arise in the field, interactive session, with real advice from other Dealers of product. Additional time spent identify other areas within the bathroom while modifying the shower area that could be improved for additional safety.

Learning Objectives
  • How to identify solutions
  • Manufacturer Certified Install Trained
  • Problem Solving
  • Additional quick assesments for saftey
Course Handouts

Room Number: WCA: Town Hall

About Jason Williams

6+ years employment at bestbath, previous Heartland presenter. 20+ years sales experience in all areas, from business management, government, corporate and training. Past and Current small business owner.

Best Practices in Patient Collections Jennifer Leon
Jun 13th, Tue.
2:15 PM-3:15 PM
Billing & Reimbursement
Course Description

Are your patients still walking out the door with free equipment expecting not to pay? If you answered yes, this session is for you. Providers have been living the margin crunched nightmare for a couple of years and it took some time to figure out how they can still provide a service all the while collecting. Join this interactive session us as we uncover new methods for collecting from patients whether that be through securing assets via AutoPAY, cutting hard costs by providing an even more streamlined billing approach, as well as changing and executing up front intake processes.

Learning Objectives
  • Evaluate current patient collection strategies and determine why they arent successful
  • Identify and discuss barriers as it pertains to establishing policy and procedure related to patient collections
  • Analyze front end and back end process to accomplish better collection rates
  • Provide examples and results from Providers who have moved to a 100% collection model and the success they have had
Course Handouts

Room Number: 22

About Jennifer Leon

Jennifer Leon is the Vice President for Brightree Patient Collections (formerly Strategic AR) and has been working to help Providers collect and retain more private-pay for the past 6 years. She has held a succession of positions with increasing responsibility enabling her to develop a deep understanding of private pay collection process and operational performance for 700+ Providers. She is adamant the industry can collect more patient pay just by making a few best practices better, and that shows in her passion she conveys upon first interaction. Jennifer serves on the Medtrade Education Advisory Council, has contributed to HME News Smart Talk as well as HomeCare Magazine, and is often found on the speaking circuit at national and state shows. Jennifer is an avid photographer, a two-time cancer survivor and in her spare time she enjoys spending time with her children Ava and Max and husband Chris where they reside in Olathe, KS.

Brightree: Brightree New Features and Functionality "A Glimpse into the Future" Steve Rogers
Jun 13th, Tue.
12:45 PM-1:15 PM
Products & Technology
Course Description

Information coming soon.

Learning Objectives
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Course Handouts

Room Number: 21

About Steve Rogers

Information coming soon.

Coping with USP 800: Filling in the Gaps and Removing the Ambiguities Rad Dillon R.Ph., ASQ CQA, ASQ CMQ/OE
Jun 13th, Tue.
3:30 PM-5:00 PM
Pharmacy & Infusion
Course Description

The February 2016 release of the final version of USP 800 concerning the handling of hazardous drugs has placed this topic high on the list of issues that many pharmacies must deal with. Unfortunately, the chapter itself, and several related OSHA and NIOSH documents, leave many topics unaddressed, or provide only partial or ambiguous guidance. The newly released Hazardous Drug Consensus Statement, created by a group of practitioners and experts in this field, was created to address these shortfalls. It will be reviewed in detail, with the intent of providing pharmacies with concrete, actionable recommendations on how to comply with USP 800 and related documents.

Learning Objectives
  • Understand how to conduct the required risk assessment concerning hazardous drugs.
  • Understand the design and performance requirements for facilities in which hazardous drugs are stored and compounded.
  • Understand the personal protection equipment (PPE) requirements for workers exposed to hazardous drugs.
  • Identify the topics that must be covered in standard operating procedures (SOPs) concerning hazardous drugs.
Course Handouts

Room Number: WCA: Rotary Room

About Rad Dillon R.Ph., ASQ CQA, ASQ CMQ/OE

Rad Dillon is a pharmacist whose career has focused on sterile compounding and pharmacy operations in the home infusion and long-term care pharmacy sectors, having worked for a variety of regional and national providers from coast to coast. Recently he has turned to the challenges faced by sterile and nonsterile “traditional” compounders. Currently he divides his time between accreditation surveys and consulting work.

CRBSI Reduction Strategies Joseph M. Hommes, BSN, RN VA-BC
Jun 13th, Tue.
10:45 AM-11:45 AM
Pharmacy & Infusion
Course Description

Information coming soon.

Learning Objectives
  • Review the incidence and mortality rates of CRBSI
  • Describe the pathophsiology of CRBSI
  • Review best practices for CRBSI Reduction
  • Review Clinical Studies for CRBSI reduction
Course Handouts

Room Number: WCA: Rotary Room

About Joseph M. Hommes, BSN, RN VA-BC

Information coming soon.

Cross-Selling in DME to Uncover Opportunities and Revenue Panel Discussion Ronda Buhrmester
Kay Koch
Heather Trumm
Jun 13th, Tue.
10:45 AM-12:15 PM
Sales & Marketing
Course Description

DME providers can serve as equipment experts for their referral sources bBy understanding simple, objective information about the various DME products, including respiratory, mobility, and support surface technologies, DME providers can serve as equipment experts for their referral sources. By understanding simple, objective information about the various DME products, including respiratory, mobility, and support surface technologies, DME providers can serve as equipment experts for their referral sources. This will transform a DME/Rehab. Provider's brand from order filler to consultative expert and partner. A panel from each section of the DME market will present at this session.roadening equipment expertise can transform a DME/Rehab from . Provider's brand from order filler to consultative expert and partner. A panel from each section of the DME market will present at this session.

Learning Objectives
  • List two items for cash sales or cross sale in the respiratory market.
  • List two items for cash sales or cross sale in wound care.
  • List two items for cash sale or cross sales in seating and wheeled mobility.
  • List one idea for increasingDescribe ways to increase your sales staff's knowledge base for additional cross- selling.
Course Handouts

Room Number: 21

About Ronda Buhrmester

As a VGM / U.S. Rehab associate since 2012, Ronda specializes in the billing and reimbursement. She managed a hospital-based DME in Illinois for 12 years, and handled sales and marketing. Ronda is a respiratory therapist as well as a certified mastectomy fitter. She assists VGM / U.S. Rehab members with review of claims and all types of audits, and educates members on medical policies in the respiratory, face to face ruling, and general DME areas. She serves on the Jurisdictions A, B, and D respiratory team, is a member of the Provider Outreach and Education team for Jurisdictions A, B, and C and the Jurisdiction D, and attends the council meetings with Jurisdiction B and D. She is also on the Great Lakes Home Medical Services Association Board of Directors and a member the National Supplier Clearinghouse Advisory Council. Ronda has presented at the VGM Heartland Conference as well as the Medtrade conferences and state association meetings, and has conducted webinars and on-site education with VGM Members.

About Kay Koch

Kay has over 30 years seating and wheeled mobility experience. She is a graduate of the Occupational Therapy program at The Ohio State University. Her focus has been on pediatric seating positioning, wheeled mobility and assistive technology solutions. An ATP since 1996,Kay has spent her years as an OT in various roles, from clinician to manufacturer rep. She worked for a rehab technology supplier in marketing education, training and accreditation, in Atlanta, Georgia, from 2000-2013. Kay was the Rehab Clinical Education Manager for Invacare from January 2014 until August 2014. She also works for the Joint Commission doing DME and Rehab surveys. She joined The vanHalem Group, a division of VGM, in December 2014. Kay worked one morning a week at the Assistive Technology Center at Childrens Healthcare of Atlanta for 10 years. She was an independent third party second level reviewer for 4 years for a large insurance company. She ran the seating and mobility clinic at the Scottish Rite Hospital in Dallas before returning to live in Atlanta in 2000. She has presented at various national and international conferences. Kay is active in the community and serves as a volunteer advisor for the Fragile Kids Foundation and Dream Makers, both associations dealing with children who use wheelchairs and have special needs.

About Heather Trumm

Heather Trumm is the Director of Wound Care and Bariatrics at VGM. Heather educates VGM members about the importance of diversifying product selection and incorporating aspects of wound care into their product mix. She also educates members in caring for the patient with wounds. Heather’s past nursing experience encompasses medical/surgical nursing, community and public health nursing, home health care nursing and she also worked in sales for major health care corporations. Heather has lectured at conferences, trade shows and seminars all across the country. She is a member of the National WOCN Society, President for the Iowa Affiliate of the WOCN Society, and a supporter of the National Nurses Association.

Current Status of Legislative Update Cara Bachenheimer
John Gallagher
Jay Witter
Jun 13th, Tue.
3:30 PM-5:00 PM
Compliance & Regulatory
Course Description

This portion of the session will provide participants with recent and timely information and government updates, explaining what they mean for the HME/DME industry. Topics will include current health care reform discussions, as well as discuss the many hot-topic DME issues such as, DME competitive bidding program, audit reform, CRT, State Licensure progress, Grassroots lobbying, VA contracting.

Learning Objectives
  • This session will provide participants with recent and timely information and government updates, explaining what they mean for the HME/DME industry.
  • State Licensure- The political landscape is ripe for licensure and now is the time for DME to be part of the broader health care conversation with legislators. Requiring DME licensure within states will create safeguards for our industry and allow us to raise the bar for local healthcare.
  • Grassroots Lobbying Developing a Grassroots Campaign
  • Audit Reform-Medical equipment providers are experiencing excessive, unreasonable denials of payment by CMS, via contractors CMS has hired to analyze claims. Severe delays and suspension of due process in claims analysis are paralyzing the DME community by tying up cash flow into recoupment proceedings that are eventually overturned.
Course Handouts

Room Number: Seminar

About Cara Bachenheimer

Cara Bachenheimer, senior vice president-government relations, Invacare Corp.: Cara has a J.D. from Georgetown University Law Center and a bachelor’s degree from Trinity College. Before joining Invacare in 2003, Cara was with Epstein, Becker & Green, where she represented health care clients in legal and regulatory matters arising under Medicare, Medicaid and other third party payment programs, as well as health care fraud issues. Before that, Cara spent more than 10 years with national associations representing the HME industry, focusing on government relations. Cara is an experienced and highly regarded lobbyist on home care and HME issues.

About John Gallagher

John E. Gallagher is Vice President of Government Relations for the VGM Group, Inc. where he is responsible for advocating on behalf of VGM members/DME providers to Congress, the Administration, and federal agencies. Gallagher has also amassed thousands of miles, traveling across the country to educate both the state associations and independent providers on regulatory and government issues. Additionally, Gallagher has worked tenaciously to promote upstanding service within the home medical equipment industry. He is a board member of both the Healthcare Quality Association for Accreditation (HQAA) and the Fraud Eradication Advisory Team (FEAT). John received his undergraduate degree from the University of Northern Iowa and a masters degree in management from the State University of New York Binghamton. Prior to his 2002 employment with VGM, John served as a U.S. Army Signal Corp. Officer from 1983 to 1989. He also held a number of executive positions in the medical equipment industry.

About Jay Witter

Jay Witter, senior director, government affairs, AAHomecare: Jay Witter IV’s background encompasses more than 16 years of legislative, political and management experience. Since joining AAHomecare, Jay has worked to advance the organization’s legislative initiatives on Capitol Hill, as well as coordinate its political activities. Before joining AAHomecare, Jay served as senior lobbyist for the United American Nurses, AFL-CIO, during which time he was appointed to President Obama’s Health Care Policy Committee. Prior to joining UAN, Jay was a senior health care consultant for national and state associations as well as educational institutions. Jay has a bachelor’s degree in Political Science and a master’s degree of public administration.

Cyber Security: Protect your HME Jeremy Kauten
Jun 13th, Tue.
10:45 AM-12:15 PM
Compliance & Regulatory
Course Description

This session will give business owners 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 you become The Target. The FBI reports that the Hacking of Healthcare Records has skyrocketed in 2016. There is valuable data within the information you store on your patient's including Social Security Numbers, Credit Cards, DOB, Insurance Account Numbers and up to date contact information. The underground cyber shopping mall is making millions of dollars from stolen patient data.

Learning Objectives
  • Learn How to determine your risk exposure
  • Learn How to Reduce your Risk
  • Describe why most small businesses cannot recover from a hack.
  • List 12 ways to fight hackers.
Course Handouts

Room Number: 10-11

About Jeremy Kauten

Jeremy Kauten, Chief information officer and senior vice president of information technology at VGM Group, Inc., has spent his entire career in the cyber-world. He currently focuses on protecting computers, networks, programs and data from unauthorized access, change or destruction, in addition to coordinating the optimization of technology throughout the 28 business units of VGM. Kauten's involvement at VGM started in 1997 where he committed himself to growing VGM Forbin and positioning the organization as a leader in healthcare web development and online security. He is a regular contributor to the trade press and is a frequent technology speaker at industry events. Kauten pursued his Bachelor's degree in Marketing and Business Management from Upper Iowa University and Computer Information Systems from the University of Northern Iowa as well as his AAS in law enforcement

Don't Stress, Be Happy Richard Davis
Jun 13th, Tue.
9:30 AM-10:30 AM
Operations & Customer Service
Course Description

We spend most of our awake time during the week at work, not at home with family. Why not be happy? This session will focus on current issues that impact the environment of most work places and will provide techniques and practical steps to create a happy and harmonious work environment with high performing teams.

Learning Objectives
  • Attendees will gain an understanding of the current issues impacting most workplace environments
  • Attendees will better understand the generation dynamics of today's workforce
  • Attendees will learn how to implement a painless performance management process
  • Attendees will learn techniques to create a happy work environment
Course Handouts

Room Number: 21

About Richard Davis

Sarah Hanna Sarah Hanna is the President of ECS Billing & Consulting North. With over 20 years of experience she is a nationally recognized speaker and consultant on revenue cycle management, corporate operation and workflow assessment. By helping companies across the United States, she has received national acclaim in the healthcare industry. Sarah has conducted countless training seminars and personal client consultations on proper billing protocols, operational efficiencies and workflow, revenue cycle management, and reporting mechanisms for corporate success. Sarah is a member of HomeCare magazine's Editorial Advisory Board. She has written articles for HME News and HomeCare Magazine on reimbursement and operation efficiencies. Sarah is a sought after public speaker. She has been a presenter for AAHomecare and various state and regional conferences including Medtrade Fall and Spring. Richard Davis Richard Davis has over 30 years of management and consulting experience. He founded McClain Group, LLC, dba HirePowerHR in 1992 consulting with clients nationwide in talent management, training, and human resources services and products. He was formally a VP of Human Resources for a large regional HME/RT/IV/Rehab provider and also worked in management and executive leadership positions in the Southeast, New England, and Canada with an international medical device manufacturer. Richard has been a speaker at Medtrade since 1995 and is a frequent speaker at numerous state HME associations across the country. Richard is a trained behavioral interviewer and is credentialed through the Society for Human Resources Management as a Senior Credentialed Professional (SHRM-SCP) and by the Human Resource Certification Institute as a Senior Professional in Human Resources (SPHR). Richard received his business degree from The Citadel in Charleston, SC.

Drug Diversion in the Workplace Ryan Soehlig, PharmD
Jun 13th, Tue.
1:00 PM-2:00 PM
Pharmacy & Infusion
Course Description

The importance of being proactive in the prevention of diversion of drugs in the workplace cannot be emphasized enough. To prevent diversion, the institution must first establish standardized methods of documenting and handling controlled substances. Any staff members who handle controlled substances must be appropriately monitored and the seriousness of the facility™s diversion program must be communicated to staff. Diversion prevention must be supported throughout the organization with every employee being held responsible for iversion prevention.

Learning Objectives
  • Defining Drug Diversion in the Workplace.
  • List factors associated with drug diversion.
  • Explain techniques to identify, investigate and prevent drug diversion.
  • Describe workplace drug diversion impact on patients.
Course Handouts

Room Number: WCA: Rotary Room

About Ryan Soehlig, PharmD

Dr. Soehlig completed his undergraduate studies at Florida Southern and University of North Florida. He went on to earn his Doctorate of Pharmacy from the University in Florida in 2006. Currently, he is completing his Master’s in Business Administration from Louisiana State University. Ryan has held various leadership roles throughout the pharmacy industry which extends to retail, acute-care, home healthcare/infusion and industry. While serving as Pharmacy Operations Director, St Vincent’s Healthcare, many of his initiatives were featured and commercialized through its parent company, Ascension Healthcare. He has served as Director of Pharmacy Operations and Division Manager for a national Home Infusion company. He currently serves as Regional Pharmacy Specialist for Intalere. He is responsible for promotion and implementation of the Intalere Pharmacy Group Purchasing Program. While having responsibility for sales performance of the program, he is also tasked with identification, development and implementation of program effectiveness and contract utilization.

Education, Training, or and Coaching As a: A Means to Operational Change Deborah Holman
Jun 13th, Tue.
3:30 PM-5:00 PM
Operations & Customer Service
Course Description

The ever- changing environment of the DME industry has created an environment of mergers and acquisitions, commodities business decisions to combat Competitive Bidding, and realigning realignment of business operations to maintain a positive bottom line. The results can have serious financial consequences to for the viability of an organization -- unless employees ahave beenre taught how to incorporate the changes into their processes. and a culture exists that embraces change. The speaker will discuss whyA business leaders should commitment by leadershipcommit to a formal employee education program. She will review will how a structured education program can create a culture that embraces change and can result in positive employee outcomes and improved financial performance..

Learning Objectives
  • Discuss that people want to learn and perform well.
  • Describe adult learning styles and why understanding this these makes a difference in educating your team.
  • Explain how the implementation of a structured training program impacts culture, decreases claims processing errors, and improves cash flow.
  • List three sources for employee education programs or materials.
Course Handouts

Room Number: 10-11

About Deborah Holman

RN graduate from the Hurley School of Nursing / University of Michigan - Flint; BA in Management and Organizational Development from Spring Arbor University; Past President of Michigan Home Care and Hospice Association; Current Past President of Michigan Home Care and Hospice Association; Chair of the Michigan Home Care and Hospice Association Education Committee for 15 years with responsibility for planning the state annual conference and educational programs for DME, home care, hospice, and private duty: Serve on the Medicare Region B Council for 15 years and as Treasure of the Executive Committee for approximately 10 years; Chief Compliance Officer for Hart Medical Equipment, past Director of HME / Home Infusion / Home Care Skilled Nursing for Genesys Health System; over 31 years experience in the DME industry. Presenter for multiple Michigan Home Care and Hospice Association Conferences and Workshops

Effective Social Media Branding and Ideas for Your Retail Area Brandon Noble
Jun 13th, Tue.
2:15 PM-3:15 PM
Sales & Marketing
Course Description

Social media are the worlds new billboards for business - but much less expensive. Learn how to effectively develop social media content and marketing assets to drive consumers to your facility.

Learning Objectives
  • Establish key marketing C's
  • Effective social media interaction
  • Driving consumers to your facility via social media
  • Consistent contact with your raving fans via social media
Course Handouts

Room Number: 10-11

About Brandon Noble

As Director of Sales and Marketing for the medical division of Vionic Group Brandon Noble has been driving efficient and effective marketing campaigns for the Vionic

EZ-ACCESS PATHWAY ® 3G Ramp Training Program Daniel G. Corcoran
Darren Corcoran
Jun 13th, Tue.
3:30 PM-5:00 PM
Rehab & Accessibility
Course Description

The PATHWAY 3G course is designed to provide professional knowledge for those who evaluate, install, and maintain modular ramp systems. Special attention will be given to site evaluation, local building codes, ADA guidelines, and most importantly to consumer safety. All aspects of the system™s features and design will be covered and the attendee will be given a hands-on opportunity to assemble a PATHWAY 3G Modular Ramp System.

Learning Objectives
  • Awareness of local building codes and standards for modular ramping (Governing Jurisdiction and Covenants)
  • Basics of ADA guidelines and application to residential ramping
  • Brief explanation of modular system layout and customer safety
  • Assembly of the new PATHWAY 3G system, and learn about this product vs. the previous PATHWAY System.
Course Handouts

Room Number: WCA: Town Hall

About Daniel G. Corcoran

Daniel Corcoran is the Residential Contracting Officer (RCO) with Vets Access LLC. He joined the family Business in 2008 installing ramps and managing field installation teams advancing to the RCO in 2010. Founded in 2005, Vets Access LLC is a Service-Disabled Veteran-Owned Small Business (SDVOSB) specializing in government contracting for the sale, installation, and service of specialized medical equipment. He uses his experience as a Student Athletic Trainer at SVSU to understand the disability’s and disease state of the clients that he meets to provide a deeper understanding of their needs. With his 20+ years in the construction industry he can understand the needs of the home and its structure as well. Daniel has completed the Michigan Residential Builders license in 2011, CEAC in 2012, and the CAPs course in 2013. He has also completed many of the manufacture certifications within the industry. Daniel was one of the driving forces in changing the elevator law in Michigan. As an owner of Cor Education, he helped in the creation of the CRT program with VGM. His prior work experience for a Fire Protection Company as a Project Forman and Head Service Tech for 10 years provided the ability to problem solve solutions and work with others. In 2016 Daniel became one of the founders and owners of Cor Education, a specialized medical equipment company dedicated to the development of industry standards.

About Darren Corcoran

Darren Corcoran is Chief Operating Officer of Vets Access LLC. He joined the family-operated Montrose, Michigan company in 2008 as construction management consultant and became COO in 2010. Founded in 2005, Vets Access LLC is a Service-Disabled Veteran-Owned Small Business (SDVOSB) specializing in government contracting for the sale, installation, and service of specialized medical equipment. As a consultant, Darren was key in the development of the nonprofit initiative Access is Everything which partners with major corporations to provide ADA compliant aluminum ramps for disabled military service personnel. Darren has more than 20 years of construction and business experience and is a business and construction management consultant. He has extensive experience and expertise in construction management, business development, and professional services including team building, business development, and leadership. He graduated from Fire Academy, Grand Blanc, Michigan, in 1998, and holds First Responder and Confined Space certifications. Darren also holds numerous manufacturers’ certifications for specialized medical equipment. In 2016 Darren became one the founders and now President of COR Education, a specialized medical equipment consultant company dedicated to the development of industry standards.

Harmar Pinnacle Stairway Lift Product Training David Baxter
Jun 13th, Tue.
2:15 PM-3:15 PM
Rehab & Accessibility
Course Description

Information coming soon.

Learning Objectives
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Course Handouts

Room Number: WCA: Town Hall

About David Baxter

David has led Harmars marketing, product management and strategic planning functions for the last 3 years. He has spent his career with manufacturing companies focused on various types of lifting devices from personnel lifts, material lifts and simple devices to provide better access in construction, industrial and now consumer markets. Davids previous experience working for JLG Industries, UpRight, Inc., Harsco Rail and his own consulting practice has been focused on new product development and the orchestration of multi-channel distribution with a variety of dealer types. David graduated with a degree in marketing from California State University, Fresno and later an MBA from University of Georgia.

HME in 2017 and Beyond: Things Are Looking Up! Collin Brecher
Mark Higley
Jun 13th, Tue.
2:15 PM-3:15 PM
Business Leadership & Management
Course Description

The end of 2016 arguably offered some promising changes to the Medicare reimbursement climate. The CURES bill mitigated some of the rural roll-out pain, a Final Rule indicated future bid rounds would begin at a much higher ceiling, and a bid bond requirement may allow for some out of area bidder relief. Medicare reimbursement continues to be a key payer benchmark, and these positive events should raise the overall bar. In the meantime, the market continues to consolidate. The speakers will present current HME market statistics. Valuations are down, but the trend indicates an upward tick. Who are the buyers? Mark will explain and offer commentary.

Learning Objectives
  • Identify several contemporary issues and regulations suggesting an improvement in HME financial operations.
  • Analyze the critical role of Medicare fee schedules/SPAs in determining other payer reimbursement methodologies.
  • Review HME evaluation tools and methods.
  • Explain various industry benchmarks.
Course Handouts

Room Number: 12-13

About Collin Brecher

Collin Brecher has been with VGM Government Relations for two years working to advance legislative, regulatory, and political efforts to improve the home medical equipment industry. Prior to working with the VGM Group, Collin gained experience working in the Iowa Legislature and assisting in the Iowa Secretary of State’s office. This past December Collin graduated with a B.A. in Political Science from the University of Northern Iowa and makes it a point to learn new skills.

About Mark Higley

Mark Higley is Vice President of Regulatory Affairs of the VGM Group with responsibilities including corporate business development, market research and industry analysis. His current projects include analysis of governmental, regulatory and compliance issues affecting the DMEPOS industry, including national competitive bidding, health care reform, and other current home medical equipment provider concerns. He sits on the AAHomecare Regulatory Council, on the board of the Healthcare Quality Association on Accreditation (HQAA), and is a regular speaker/panelist/consultant at numerous HME industry events. Mark received his master's of business administration in marketing research from the University of Iowa, and earned undergraduate degrees in Finance and Economics. Prior to his 1998 employment with VGM, Mark held a variety of executive positions with the Arena Football League, Chicago, IL, and as a financial analyst with Deere & Company, Moline, IL.

Home Infusion Benchmarking: Finding Gaps and Identifying Opportunities for Improvement Rodney Wright
Jun 13th, Tue.
2:15 PM-3:15 PM
Pharmacy & Infusion
Course Description

As payer policies dictate and limit coverage and payment for home infusion therapies, it is imperative that home infusion operations become aware of common operational insufficiencies that can be improved in order to continue to provide clinically appropriate care within the limitations of coverage and reduced payment. Rodney Wright will use benchmarking data and his experience from 20+ years in the home infusion industry to identify gaps and discuss opportunities for operational improvements.

Learning Objectives
  • Define the purpose of benchmarking
  • Explain how operational gaps and inefficiencies can be identified through benchmarking.
  • Demonstrate operational areas that can be improved using national benchmarking survey results.
  • Describe payer coverage limitations and reductions in payment effect on therapy margins.
Course Handouts

Room Number: WCA: Rotary Room

About Rodney Wright

Rodney Wright is the Founder and President of TANYR Healthcare. He took his first healthcare job in 1986 as a data entry clerk for a national hospital chain. In the 30 years since he has learned the healthcare business by working his way through the various segments of healthcare: hospitals, healthcare asset based lending, laboratories, physician offices, infusion suites, specialty pharmacy, mail order, retail and of course home infusion where he has dedicated his time for the last 21 years. Rodney served as Vice President of Reimbursement and Patient Financial Services for each of the three (3) of the largest home infusion providers before launching TANYR Healthcare in 2013. Today TANYR serves clients across the United States ranging in size from start-ups to large national organizations providing consulting, due diligence, transitional services, cash acceleration projects and all full suite of revenue cycle services.

Home Infusion Sales Strategies: Looking Back, Moving Katie Dostal, MBA
Stephanie Hookham
Jun 13th, Tue.
12:00 PM-1:00 PM
Pharmacy & Infusion
Course Description

Home Infusion Sales and Marketing has needed to become more sophisticated and involve the entire home infusion team so there is a unified understanding of individual hospital and physician practices/preferences, payer requirements and changes. We'll look at what used to be done and where we need to evolve to; based on successful involvement of the pharmacist, sales rep, nurse manager, intake specialist and billing specialist.

Learning Objectives
  • Discuss importance of all staff to be aware of sales and marketing goals and activity with clinical referral sources.
  • Describe best practice scenarios involving the entire staff regarding appropriate and accurate sales and marketing messaging.
  • Describe best practice scenarios in a sales cycle doing follow up with prescribers.
  • Describe past experiences of lessons learned working with referral sources.
Course Handouts

Room Number: WCA: Rotary Room

About Katie Dostal, MBA

Katie Dostal has 14 years’ experience sales and marketing of home infusion services. Coordinating with the Carepro clinical staff and referral sources to service new and existing patients.

About Stephanie Hookham

Stephanie Hookham, RD, CNSC, is a registered dietitian with more than 20 years’ experience in enteral and parenteral nutrition in industry and patient care. She was a home infusion account manager and clinical liaison for five years. Stephanie presents to clinicians and support groups related to nutrition support. She taught Principles of Nutrition as an adjunct instructor at Hawkeye Community College. She is board certified as a Nutrition Support Clinician. She has a BS in Dietetics from University of Northern Iowa.

Leads of Steel: Your Daily Five Minute Web Marketing Routine Christina Throndson
Jun 13th, Tue.
2:15 PM-3:15 PM
Sales & Marketing
Course Description

Are you feeling the pinch on time and money? Join the club! As an HME provider, it can be just as hard to find time as it is to find a healthy budget for marketing your business. This presentation will provide you the steps to market your business quickly and affordably each day with a rapid return on new business. During this presentation, the presenter will highlight web marketing tools that if used for just five minutes each morning, can earn you new customers by the afternoon.

Learning Objectives
  • Identify the quick ways to measure and analyze marketing data daily.
  • Discuss daily marketing maintenance needs across all online platforms.
  • Define the five-minute marketing goals.
  • Review tools that will automate online marketing efforts.
Course Handouts

Room Number: 21

About Christina Throndson

Christina Throndson, Director of Business Development, oversees all business development by VGM Forbin for websites, social media and online advertising. Christina joined VGM in 2004. Christina is Google AdWords certified, is a certified Yahoo Ambassador and is professionally trained in both New Media Marketing and Search Engine Marketing. These focuses allow her to analyze customer websites and provide ideas and solutions to drive additional traffic to their sites for increased revenues. Christina presents often to the O&P, banking and HME industries on the ever-changing market of social media and search engine marketing and optimization.

Liko Overhead Demonstrtion and Training Michael Boyce
Sean York
Jun 13th, Tue.
10:45 AM-11:45 AM
Rehab & Accessibility
Course Description

The Liko Demonstartion and Training coarse will give you a better iunderstanding on Liko Overhead lift and compents. We will be installing a simple overhead application, and giving education on sling selections and applications when using an overhead lift system.

Learning Objectives
  • Introduction to Liko Overhead Lifts
  • Understand how to install a Liko Overhead System
  • Introduction to Liko sling selection and application with Liko Overheads.
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Course Handouts

Room Number: WCA: Town Hall

About Michael Boyce

Michael Boyce has over 15 years’ experience working directly with DME providers and homecare market. Michael is a Hill-Rom/Liko homecare expert and has worked for Hill-Rom for over eight years. Prior to his career with Hill-Rom Michael worked as a Sales and Marketing for a Respiratory Pharma company. He has organized and managed Hill-Rom’s work comp program for 3 of those years and recently joined the Liko team to support and develop the dealer network in the eastern part of the country. Michael can be reached at michael.boyce@hill-rom.com.

About Sean York

Sean York has been working with Liko Homecare at Hill-Rom for 3 years designing lifts and working with DME’s. Sean has over 10 years’ experience in the construction field. Prior to working at Hill-Rom Sean worked with a contractor building residential homes. After completing college, he went on to working at an MEP Engineering firm designing HVAC and plumbing. Sean can be reached at sean.york@hill-rom.com

Making It Work: Building a Successful Home Mod Company from Day 1 Joseph Chevraux
Jun 13th, Tue.
10:45 AM-12:15 PM
Rehab & Accessibility
Course Description

The session will help start-up modification companies be successful from the start. I will share the secrets of my success and share my personal experiences from an owner's perspective.

Learning Objectives
  • Getting Started
  • Establishing Yourself as the Expert in Your Market
  • Hiring & Retention vs. Vetted Subcontractors
  • Generating Leads & Closing Sales
Course Handouts

Room Number: 22

About Joseph Chevraux

Joseph R. Chevraux is the President of JTEK Solutions Group, LLC. He has been working at helping people for the last fifteen years. As the Fund Development Director for Trillium Family Solutions, he attained funding from Federal, State, Local and Private contributors for programs to help less fortunate people in the Stark County, Ohio area. He continued on as the Executive Director of the Multiple Sclerosis Services Agency in Northeast Ohio serving over 800 individuals with Multiple Sclerosis. In September 2011, he opened a franchised HandyPro of The Valley. JTEK Solutions Group, LLC serves individuals throughout Northeast Ohio and Western Pennsylvania with a very client specific aspect to helping seniors and disabled individuals. He is a Certified Senior Advisor, Certified Environmental Accessibility Consultant, Certified Home Assessment and Modification Specialist and is a Preferred Provider for the Ohio Bureau of Workers Compensation, Ohio Medicaid Waiver Programs, Veterans Administration and Area Agency on Aging. He also helps students attaining their Occupational Therapy Assistant degrees at Kent State University. Additionally, Mr. Chevraux works with the Gerontology Department at Youngstown State University providing internships and product knowledge to their programs. Working closely with home healthcare agencies, OTs, PTs, nursing homes and assisted living facilities, he is able to find several solutions to most challenges affecting seniors and individuals with disabilities today. With offices in Louisville and Canfield he is able to cover most areas including rural less populated spots in Ohio. With over 7,000 products to draw from, his area of expertise is widespread and he can find a solution for each specific loved ones challenges to accessibility.

Medforce Technologies: Benefits of Electronic Signature Shelly Rogers
Jun 13th, Tue.
12:45 PM-1:15 PM
Products & Technology
Course Description

The only electronic signature, data capture and document markup tool that was built specifically for healthcare, SignCenter can help you go truly paperless and save time, money and hassle. Whether you need signature on-site or from a distance, SignCenter provides a secure, web-based portal that gives you control over who, where, and when documents can be signed. There are a variety of uses, including CPAP set up, obtaining physician approval, and completing patient paperwork without having to print and scan and documents. Learn how easy it is to prepare a document for signature and track the signature lifecycle with Medforce SignCenter.

Learning Objectives
  • Outline the benefits of electronic signature
  • Understand e-signature in context of the documentation lifecycle
  • Highlight common use cases for electronic signature
  • Demonstrate Medforce SignCenter
Course Handouts

Room Number: Seminar Room

About Shelly Rogers

Shelly has spent the last decade of her career focused in healthcare, working on the provider side and in healthcare information technology. At Knoll Patient Supply, a large durable medical equipment provider in Topeka, KS, she was a Customer Service Representative and later worked in the Pharmacy as a Patient Care Coordinator. After Knoll was acquired by Apria, Shelly moved into healthcare software, with positions at QS/1, RxMedic and Medforce Technologies. At Medforce, Shelly uses her background in DME and Pharmacy to quickly understand customer goals and tailor software solutions to meet the unique needs of clients and prospects. With a specialty in helping companies use technology to become more productive through standardization, enhanced efficiency and increased control, Shelly uses her can-do attitude to build comprehensive solutions that help healthcare organizations effortlessly adapt to change and improve the bottom line.

Merits Health Products: A Retail Focus: How Merits Can Help Supplement Your Bottom Line Michael Hughes
Jun 13th, Tue.
1:30 PM-2:00 PM
Products & Technology
Course Description

This session will cover a broad range of retail products, including: three-wheel rollators, dual-function manual wheelchairs, travel scooters, high-end scooters & power wheelchairs with seat elevators.

Learning Objectives
  • Learn Merits' retail product line
  • How to sell up the line
  • Provide solutions for your customers not sell them
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Course Handouts

Room Number: 22

About Michael Hughes

Michael has over nine years experience in the medical industry, with seven of those years specifically in the DME industry. Previously, he worked for Orbit Medical as a provider. Michael began with Merits as the District Sales Manager in Texas & became the National Sales Manager in 2015.

Motion Concepts: Clinical Benefits of Anterior Tilt and Carbon Fiber Back Supports Stephanie Tanguay, OT/L, ATP
Steffen Tiskus
Jun 13th, Tue.
1:30 PM-2:00 PM
Products & Technology
Course Description

Course will give an overview including hands on demonstration of the clinical benefits of Power Anterior Tilt for postural control/aid in transfer assistance/ enhance the end users ability to access their environment. Participants will be given an overview on the clinical benefits of Carbon Fiber Back Supports from the all new MX2 Back including- vibration dampening/dynamics/weight reduction.

Learning Objectives
  • Review at least three clinical benefits of Anterior Tilt to help facilitate safe Sit-to-Stand/ Stand Pivot Transfers.
  • Review at least three clinical benefits of Anterior Tilt for Postural Management.
  • Demonstrate at least three clinical benefits of an all Carbon Fiber back Support for ultra-light weight wheelchairs.
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Course Handouts

Room Number: 21

About Stephanie Tanguay, OT/L, ATP

Stephanie Tanguay began her career as an Occupational Therapist with a decade of experience in spinal cord injury and seating & mobility. She also worked as a Rehab Technology Supplier for seven years. She has presented on numerous occasions at ISS, RESNA, CSMC, and ESS and throughout North America. Since 2006 Stephanie has been the Clinical Education Specialist for Motion Concepts, a manufacturer of power seating systems and seat surface and back support products.

About Steffen Tiskus

Steffen Tiskus, P.T. Education- 1991: Bachelor of Science Degree, University of Illinois at Chicago. Experience- Training and Development Coordinator, Motion Concepts, (2014-Present). Complex Rehabilitation Representative- MSL Associates, (2000-2014). Rehabilitation Equipment Supplier- Ultra Care, (1995-2000). Physical Therapist- Allied Health Professionals, (1991-1995)

Optimize Power Seat Function Usage, Application, and Justification Jennith Bernstein
Jun 13th, Tue.
3:30 PM-5:00 PM
Rehab & Accessibility
Course Description

This presenter will provide a brief summary of the research to support seat functional utilization and application that can be synthesized to maximize patient outcomes and ultimately reduce potential secondary complications that occur with chronic sitting. She will also highlight power seat functions that will enhance a person's environmental interaction and ability to participate in their day with increased independence to provide a more seamless interaction between a power wheelchair and the world. Attendees should plan to discuss successful justification examples that can be used when communicating with funding sources regarding qualifying diagnoses and physical impairments.

Learning Objectives
  • Explain how to differentiate two benefits and potential drawbacks of five different power seat functions.
  • Describe how power tilt and recline can be used together to maximize pressure management.
  • Identify two functional benefits of anterior tilt for increased participation and functional independence.
  • Give three examples of justifications for at least two different power seat functions as recognized by reimbursement criteria.
Course Handouts

Room Number: 23

About Jennith Bernstein

Jennith has been a practicing PT for over 12 years and spent the last 10 years at a model SCI center (Shepherd Center) in Atlanta, Georgia. Jennith completed her Masters in Physical Therapy at North Georgia College & State University and return to complete her transitional DPT at University of Texas Medical Branch in 2014. Jennith has served as a volunteer teacher at the Universidad Mariano Galvez in Guatemala, instructing spinal cord injury curriculum as well as seating and mobility. Jennith has presented at national conferences such as RESNA, ISS, and the APTA NEXT conference. Jennith joined Permobil as the Clinical Education Manager for the Central Region in 2016.

Organizational Health Assessment Ty Bello
Jun 13th, Tue.
9:30 AM-10:30 AM
Big Ideas
Course Description

Information coming soon.

Learning Objectives
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Course Handouts

Room Number: 24-25

About Ty Bello

Information coming soon.

Patient Perspective on Provider Interaction Jason Regier
Jun 13th, Tue.
2:15 PM-3:15 PM
Big Ideas
Course Description

Information coming soon.

Learning Objectives
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Course Handouts

Room Number: 24-25

About Jason Regier

Jason has over 18 years of business experience in training, marketing, speaking, nonprofit development and owns his own company, Spellbynder. He has earned a dual masters degree with an MBA and MS in Marketing from the University of Colorado. Jason is a national speaker. He has represented Team USA in Wheelchair Rugby for the past 12 years.

Permobil, Inc.: Understanding Advancements in Power Mobility Programming and Performance Jennith Bernstein
Jun 13th, Tue.
12:45 PM-1:15 PM
Products & Technology
Course Description

Manufacturers continue to push the envelope in advancing their technology to improve functional mobility, enhance independence, improve comfort, and increase participation. This Product and Technology session will include a review of current advanced programming of Permobil joystick module as well as clinical applications and suggestions as to when to use these options. In addition, this session will highlight both the mechanical and clinical benefits to recommending or offering Group 4 power wheelchairs with multi-power seating systems. All too often clinicians, suppliers, and funding sources automatically rule in or out a base, without the understanding that there is more to a Group 4 than overall speed. Plan to highlight not only the changes made as we transition from the M300 to the M3, but also how much the M5 can further enhance a person™s wheeled mobility and quality of life.

Learning Objectives
  • Participants will obtain an in-depth understanding of advancements in Permobil joystick programming including assignable buttons, independent repositioning mode, and Bluetooth capabilities.
  • Participants will be able to list 3 differences between the Permobil M3 power base and the Permobil M5 power base.
  • Participants will identify 3 clinical applications and justifications to support provision of a Group 4 mobility base.
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Course Handouts

Room Number: 23

About Jennith Bernstein

Jennith has been a practicing PT for over 12 years and spent the last 10 years at a model SCI center (Shepherd Center) in Atlanta, Georgia. Jennith completed her Masters in Physical Therapy at North Georgia College & State University and return to complete her transitional DPT at University of Texas Medical Branch in 2014. Jennith has served as a volunteer teacher at the Universidad Mariano Galvez in Guatemala, instructing spinal cord injury curriculum as well as seating and mobility. Jennith has presented at national conferences such as RESNA, ISS, and the APTA NEXT conference. Jennith joined Permobil as the Clinical Education Manager for the Central Region in 2016.

Perseverance and Persistence: Leadership Qualities that Bring Success Sarah Hanna
Jun 13th, Tue.
9:30 AM-10:30 AM
Business Leadership & Management
Course Description

Successful companies are those which have a strong leadership team. Great management brings about the best in their staff, which in turn improves productivity and retention. With the changes in the HME industry, leaders are needed to propel your organization into the next dimension of health care and secure your companys future. This presenter will provide the characteristics of a good leader and how to use those characteristics to evoke change within your staff and motivate your team toward achievement.

Learning Objectives
  • Discuss the characteristics of a good leader.
  • List ways to develop leadership traits.
  • Describe ways to improve management skills.
  • Explain the use of goals to promote staff accountability.
Course Handouts

Room Number: 12-13

About Sarah Hanna

Sarah Hanna is the President of ECS Billing & Consulting North and is a nationally recognized speaker and consultant on revenue cycle management, corporate operation and workflow assessment. She has worked in the healthcare industry for over 25 years. Sarah has conducted training seminars and personal client consultations on proper billing protocols, operational efficiencies and workflow, revenue cycle management, and reporting mechanisms for corporate success. Sarah is a member of HomeCare magazines Editorial Advisory Board and is a VGM endorsed Consultant. She has written articles for HME News and HomeCare Magazine on reimbursement and corporate operations. She has been a presenter for NHIA, VGMs Heartland Conference, AAHomecare and various state and regional conferences including Medtrade Fall and Spring. ECS North is proud to be the only billing and consulting firm in the United States to be accredited. Their commitment to compliance and professional services is evident by voluntarily being part of the accreditation process. ECS North is accredited through the Healthcare Quality Association on Accreditation, HQAA. Her company, ECS Billing & Consulting North provides billing, consulting and training services to healthcare providers throughout the United States.

Philips Respironics: Introducing Care Orchestrator The Future of Connected Solutions Sherry Huggins
Maura Toole
Jun 13th, Tue.
12:45 PM-1:15 PM
Products & Technology
Course Description

Learn about Care Orchestrator, a first-of-its-kind connected health technology for Philips sleep and respiratory devices, electronic medical records, insurance and billing systems and other Philips and third party applications on the HealthSuite digital platform. Care Orchestrator offers a full view of sleep and respiratory patients and makes it easier for healthcare providers to share and exchange information, addressing critical needs like treatment adherence, patient and provider engagement, and billing and reimbursement.

Learning Objectives
  • Understand how Care Orchestrator enables remote management and care of sleep and respiratory patients
  • Learn how to integrate Care Orchestrator into your workflow to increase efficiencies
  • See the ways in which Care Orchestrator integrates into third party applications as well as enables customized business processes
  • Understand how to transition your company to Care Orchestrator
Course Handouts

Room Number: 24-25

About Sherry Huggins

Field Marketing Manager with Philips Respironics for the past 9 years. She has assisted in launching numerous products and solutions in the Sleep and Respiratory care division, such as the SimplyGo POC, DreamStation CPAP and Trilogy Ventilator. She has also developed and administered the Know How Webinar Program which focused on clinical and product webinars. Her previous marketing experience was with the Discovery Channel as an Implementation Specialist in the Education Division, instructing teachers on how to use technology in the classroom and with The Pittsburgh Penguins in the Premium Service department.

About Maura Toole

Information coming soon.

Rise to the Executive Suite Mary Jane Mapes
Jun 13th, Tue.
10:45 AM-12:15 PM
Business Leadership & Management
Course Description

Have you ever seen: A leader who cant command respect in meetings? A sales person who lacks confidence and blows a deal? Someone who seems to shine, but crumbles in a crisis? There is an answer for those who struggle to engage, influence, and lead regardless of the situation, and its found in those who possess Executive Presence directly linked to your ability to get noticed, create great relationships, get others committed to your ideas or your vision and ultimately move up in the organization. This session shows you whats required.

Learning Objectives
  • Identify the three critical elements of executive presence - the corporate IT factor.
  • Explain how to demonstrate depth of knowledge even without it.
  • Describe a simple formula to convince.
  • State the conditions under which one's true character is tested.
Course Handouts

Room Number: 12-13

About Mary Jane Mapes

For over 25 years Mary Jane Mapes, President and Founder of The Aligned Leader Institute, has specialized in helping leaders and sales professionals develop real influence and take relationships and business results higher through deeper connections. A nationally accredited speaker with an uncanny ability to hit the stage and create an instant connection with her audience, she consistently receives rave reviews for her thought-provoking content, laugh-out-loud humor, and life-changing ideas. Known for her powerful storytelling ability, Mary Jane transports her audience into the picture, leaving them with unforgettable insights into the dynamics of human relationships and what it takes to succeed.

ROHO: Science of Seating: ROHO Technology and Product Applications Jennith Bernstein
Jun 13th, Tue.
1:30 PM-2:00 PM
Products & Technology
Course Description

This 30 minute product and technology specialty presentation will provide the attendees with an in-depth look at the science behind the development and principles that comprise ROHO technology. The participant will gain exposure to the success ROHO has in applications such as positioning cushions, skin protection cushions, backrest supports, custom backrest applications, and the utilization of the Smart Check device to enhance therapeutic goals and patient outcomes. This session will increase recognition of appropriate utilization and application of the technology to a variety of patient groups.

Learning Objectives
  • Describe the four principles of Dry Floatation associated with ROHO technology.
  • Give examples of patient presentations to qualify for ROHO cushions based on funding guidelines.
  • Summarize the benefits of the AGILITY backrest system and custom applications as well as coding and reimbursement guidelines.
  • Incorporate the newest technology to enhance the utilization and understanding of ROHO products.
Course Handouts

Room Number: 23

About Jennith Bernstein

Jennith has been a practicing PT for over 12 years and spent the last 10 years at a model SCI center (Shepherd Center) in Atlanta, Georgia. Jennith completed her Masters in Physical Therapy at North Georgia College & State University and return to complete her transitional DPT at University of Texas Medical Branch in 2014. Jennith has served as a volunteer teacher at the Universidad Mariano Galvez in Guatemala, instructing spinal cord injury curriculum as well as seating and mobility. Jennith has presented at national conferences such as RESNA, ISS, and the APTA NEXT conference. Jennith joined Permobil as the Clinical Education Manager for the Central Region in 2016.

Seating is in the Details- Power Positioning Guidelines. Steffen Tiskus
Jun 13th, Tue.
2:15 PM-3:15 PM
Rehab & Accessibility
Course Description

Clinical overview of common issues associated with positioning for a variety of diagnoses. Discuss proper usage of common seating components to accommodate a variety of fixed and flexible deformities of the spine/pelvis. Review power positioning options for more involved clients. Identify several solutions to aid in transfer assistance. Discuss funding options for a variety of power positioning accessories.

Learning Objectives
  • Participants will be able to describe at least 3 critical support components required for proper positioning for the wheelchair dependent client
  • Participants will be able to list four or more types of power positioning accessories designed to reduce the extrinsic risk factors associated with skin breakdown for the more involved wheelchair dependent end-user.
  • Identify three or more wheelchair accessories designed to facilitate and enhance the safety of: Sit-to-stand/stand-pivot/lateral transfers.
  • Participants will be able to identify 3 or more devices to provide independent access to communication and environmental controls for wheelchair dependent clients.
Course Handouts

Room Number: 23

About Steffen Tiskus

Steffen Tiskus, P.T. Education- 1991: Bachelor of Science Degree, University of Illinois at Chicago. Experience- Training and Development Coordinator, Motion Concepts, (2014-Present). Complex Rehabilitation Representative- MSL Associates, (2000-2014). Rehabilitation Equipment Supplier- Ultra Care, (1995-2000). Physical Therapist- Allied Health Professionals, (1991-1995)

Starting a Store from Scratch: An All-Cash Store Case Study Rob Baumhover
Staci Langel
Maria Markusen
Jun 13th, Tue.
9:30 AM-10:30 AM
Sales & Marketing
Course Description

The wave of the retail health care future has arrived. With the changes and opportunities happening in the market, now is the time to adopt and implement an all- cash, health and wellness business model. The presenters will review how to operate, manage, and grow your all-cash, health and wellness business from day one to store opening and beyond.

Learning Objectives
  • Review the assessment process and analysis criteria for starting, improving, and/or expanding retail operations.
  • Describe the necessary pieces to a logical and systematic store opening plan including the start-up costs related to retail expansion.
  • Review the metrics and key indicators of retail and overall business success.
  • Summarize how to project, plan, and implement strategies for long-term business success and growth.
Course Handouts

Room Number: Seminar

About Rob Baumhover

Rob Baumhover is the Director of Retail Programs with VGM & Associates. He is the creator of the VGM Retail Program, which assists VGM members to diversify their HME businesses through improved retail operations. Before joining VGM in 2010, Baumhover worked in a variety of positions with big-box retail companies including Bed, Bath & Beyond, Hobby Lobby, Menards, and Wal-Mart. In his retail career spanning over 20 years, Rob opened and managed numerous big-box retail stores throughout the Midwest, with responsibilities including the daily operations of stores, the setup of floor plans, ordering merchandise, and the hiring and training of management and sales employees. Rob holds a Bachelor of Science in Teaching from Clarke University in Dubuque, IA.

About Staci Langel

Staci Langel is the Marketing Coordinator for VGM Retail, a division of VGM & Associates. In this position, Staci is responsible for the development, creation, implementation, management and analysis of strategic marketing efforts for VGM Members, contracted retail vendors, and the VGM Retail division. Her marketing experience spans multiple industries including traditional retail, HME/DME, and club and resort. Her work reaches across multiple consumer markets and incorporates multi-channel efforts. Prior to joining VGM Retail, Staci obtained Bachelor of Arts degrees in Marketing and Economics from the University of Northern Iowa in Cedar Falls, IA.

About Maria Markusen

Maria Markusen is the Director of Operations and Development for VGM Retail Services. In this position, her responsibilities include managing day-to-day operations within the team and strategizing solutions to internal and member problems. Before joining VGM, Markusen was Co-Founder and Chief Operating Officer of Simply Shops where she successfully anticipated, forecasted and exploited industry shifts with innovative strategies and creative executions while delivering exceptional results to providers, partners and consumers. Earlier in her career, she also was VP of Sales and COO of multiple national long-term care companies where she served the health industry for several years.

State-of-the-Art HME Management Strategies Louis Feuer, MA, MSW
Jun 13th, Tue.
3:30 PM-5:00 PM
Business Leadership & Management
Course Description

Management has new opportunities to manage more effectively in the electronic age. This program is designed for the manager or executive who would like to be a better manager or boss. Learn techniques that enhance your companys reporting and communication. The speaker will discuss how having staff work for people they like can ensure they are more productive. Learn what to look for in your next financial report and what to do with the information you uncover. Review the value of a commission plan -- regardless of the plan. Learn what to share and what to avoid. Review how business training must be combined with customer education. Attendees will be encouraged to share the management tips they recognize as the most valuable.

Learning Objectives
  • Explain how to manage by the numbers to avoid subjectivity and allow for appropriate goal setting.
  • Review the strategies used by America's leading corporate executives.
  • Identify the parts of your financial report that should be share with all staff.
  • Outline strategies for improving company productivity.
Course Handouts

Room Number: 12-13

About Louis Feuer, MA, MSW

Louis Feuer, MA, MSW is president of Dynamic Seminars & Consulting/Take Me to the Top Education. He has been training and educating the healthcare industry for close to 35 years. He has been a social worker/case manager, referral source, hospital administrator and the director of professional development for one of the nations largest home care companies. Louis has presented sales, marketing and customer service programs in almost every area of the healthcare industry. His new 2016 video online lecture series, Take Me to the Top is now available at http://trainingg.dynamicseminars.com. Louis training programs are used by American Health Insurance Plans for all their customer service training and certification courses. He has published hundreds of articles in such journals as the Journal of Hospital Marketing, the Retail Pharmacist, The Case Manager Magazine, HomeCare Magazine and the list goes on. He provides business strategies to businesses and business administration students through his work with Broward College in South Florida. He has published several hundred articles on professional development issues and had for almost 20 years had a monthly column in HomeCare Magazine. Louis is the creator of Our Comment Center a 24/7 online program for listening to referral sources and patients. Previously for 7 years Louis served on the National Accreditation Review Committee for HQAA having reviewed thousands of surveyor reports. He has lectured throughout the US, Canada and Europe. He is best known in the industry for his dynamic, straightforward, entertaining and insightful programs that have been a part of Heartland Conferences since its inception. With almost 35 years of healthcare industry experience Louis provides straightforward, easy to use strategies for improving sales, operations and marketing.

Taking It To The Next Level: Staying Ahead of Policies and Requirements Ronda Buhrmester
Jun 13th, Tue.
9:30 AM-10:30 AM
Billing & Reimbursement
Course Description

The industry is filled with an alphabet soup of auditing contractors and suppliers need to make sure they are at the next level getting ahead of the game.During this interactive presentation, the presenter will dive into the medical policies of oxygen, CPAP, and ventilator (NIV) equipment. This includes working through questionable areas. Attendees will be challenged with common scenarios that suppliers faced daily.

Learning Objectives
  • Discuss breaking down the oxygen and PAP medical policies -- local coverage determinations (LCDs) -- and related articles, reviewing the questionable areas.
  • Review ventilator requirements, focusing on noninvasive ventilation (NIV), as these pertain to documentation.
  • Explain and work through common scenarios that suppliers regularly face and identify solutions.
  • Identifying the proper documentation to obtain for the respiratory equipment in the event of the audit.
Course Handouts

Room Number: 22

About Ronda Buhrmester

As a VGM / U.S. Rehab associate since 2012, Ronda specializes in the billing and reimbursement. She managed a hospital-based DME in Illinois for 12 years, and handled sales and marketing. Ronda is a respiratory therapist as well as a certified mastectomy fitter. She assists VGM / U.S. Rehab members with review of claims and all types of audits, and educates members on medical policies in the respiratory, face to face ruling, and general DME areas. She serves on the Jurisdictions A, B, and D respiratory team, is a member of the Provider Outreach and Education team for Jurisdictions A, B, and C and the Jurisdiction D, and attends the council meetings with Jurisdiction B and D. She is also on the Great Lakes Home Medical Services Association Board of Directors and a member the National Supplier Clearinghouse Advisory Council. Ronda has presented at the VGM Heartland Conference as well as the Medtrade conferences and state association meetings, and has conducted webinars and on-site education with VGM Members.

The COPD Patient: Choosing the Right Oxygen for the Right Patient Katherine Royster
Jun 13th, Tue.
3:30 PM-5:00 PM
Sales & Marketing
Course Description

Declining oxygen reimbursements and increasing expectations for managing patients with COPD present heightened challenges for the DME. In this session, the speaker will discuss how to effectively analyze your competitive market as well as segment your patients to ensure you are providing the right oxygen to the right patient. The goals are to develop healthier patients and a healthier business.

Learning Objectives
  • Define current environment with home oxygen delivery for the COPD patient.
  • Evaluate your current competitive marketplace.
  • Segment your present and future patient base to maximize quality of life and operational efficiencies.
  • Communicate strategy with referral sources to leverage incremental business.
Course Handouts

Room Number: 21

About Katherine Royster

Katherine has been involved with the HME marketplace for almost 2 decades. Katherine has worked for several National DME providers, beginning her career as a Sales Representative with Apria Healthcare in 1997. She has held various positions in the HME field including positions in Sales Training and Marketing. She moved into the manufacturing side of the Medical business in 2008 where she was a Global Product Manager for Zimmer, Inc. before returning to the field she knows and loves joining Philips Respironics in June of 2013. Katherine is currently the Senior Field Marketing Manager for oxygen poducts. Katherine holds a Bachelors degree from Denison University in Granville Ohio. She lives in Scottsdale Arizona where, when not working and traveling for her job, you are likely to find her hiking, running or doing anything outdoors!

The Importance of Pressure Mapping Dr. Kirsten Davin, OTDR/L, ATP, SMS
Jun 13th, Tue.
9:30 AM-10:30 AM
Rehab & Accessibility
Course Description

New design and recent affordability have launched pressure mapping into the mainstream. It is imperative that the evaluating clinician and equipment providers have a thorough understanding of the images portrayed and the benefits to be reaped via pressure mapping implementation. In this course, we will explore the images and data produced from pressure mapping use and evaluate its impact on the clinical decisions of therapists, equipment providers, and caregivers. We will correlate the asymmetries which present to the naked eye to the pressure mapped images associated with said asymmetries.

Learning Objectives
  • Identify three common wheelchair seating and postural asymmetries which are evident to the naked eye.
  • Recognize the above noted asymmetries on pressure mapping images and demonstrate the ability to name the asymmetries based on pressure mapping presentation.
  • Recognize the types of asymmetries which may not be successfully identified without the incorporation of pressure mapping technology (i.e., asymmetries which may be invisible to the naked eye).
  • Review clinical decisions and methods to achieve proper seating and positioning via the use of pressure mapping technology ss preliminary analyses performed on FMA data.
Course Handouts
About Dr. Kirsten Davin, OTDR/L, ATP, SMS

Dr. Kirsten Davin, OTDR/L, ATP, SMS, is owner/president of Precision Seating Solutions, LLC, which is dedicated to providing the rehab industry with the first affordable pressure mapping systems for clinical use. She has extensive experience in a variety of practice areas including inpatient, acute care, and intensive care units. She conducts workshops nationally on the topic of wheelchair seating/positioning and assistive technology. She authors articles for periodicals and various webinars on seating and positioning. She completed her undergrad studies in occupational therapy at the University of Illinois at Chicago. She received her doctorate in occupational therapy from Rocky Mountain University of Health Professions where she now holds a faculty position.

The Key to Success through Accreditation Sharon Daugherty, RPh
Jun 13th, Tue.
9:30 AM-10:30 AM
Pharmacy & Infusion
Course Description

The increasing regulatory requirements may overwhelm a provider. The reality of the day to day complexities of managing your pharmacy and providing quality patient care takes priority over the often considered mundane tasks of accreditation that may include compliance audits to ensure compliance. Accreditation success is measured by the objective evaluation of an organization that is focused on getting you to the finish line so that you can continue to provide that patient care you went into business to do.

Learning Objectives
  • Examine and review the objectives, issues and opportunities of Accreditation that impact the clinical delivery of patient care.
  • Discuss the challenges associated with accreditation related to staff training and development.
  • Discuss the challenges associated with accreditation related to process improvement.
  • Discuss the challenges associated with accreditation related to policy and procedure development and implementation and preparation.
Course Handouts

Room Number: WCA: Rotary Room

About Sharon Daugherty, RPh

Ms. Daugherty is principal owner of Compliance Consulting Group. She has over 30 years experience in the home infusion industry whereby she has direct knowledge of all aspects including: patient care, executive management, equipment procurement and implementation, facilities design, budget and financial analysis, USP 797 and other state and federal requirements. Sharon's main emphasis is on consultation with infusion businesses offering accreditation preparation; regulatory compliance, financial analysis and reimbursement training and ongoing long-term relationships with those businesses to ensure all guidelines are maintained. Sharon's extensive knowledge in the home infusion industry is comprised of clinical and managerial programs developed through formal leadership roles and ongoing educational programs, marketing, staff retention and productivity through various incentivation bonus programs designed to motivate and reqard success. Sharon is knowledgable in all facets of operational and financial processes.

Therafirm: Understanding The Business of Compression Hosiery Evan McGill
Jun 13th, Tue.
12:45 PM-1:15 PM
Products & Technology
Course Description

In this day and age of competitive bidding and lower reimbursements, cash items become extremely important for survival. One cash item experiencing significant growth is compression hosiery. THERAFIRM's training course is designed to provide the fitter of medical compression stockings with a broad overview of medical knowledge to safely measure compression, fit and select the appropriate product for patients with venous insufficiency, including venous ulceration. This course will have a specific focus on compression hosiery and wound care and what items THERAFIRM offers that fit that market place and provide additional revenue streams. The seminar covers the following topics: Circulatory Anatomy and Physiology, Venous Disorders, THERAFIRM Product Overview, Measuring and Fitting, and Growing Your Business with Compression Hosiery. This course is designed for all levels of compression experience.

Learning Objectives
  • Understanding venous disease and what happens to the body requiring it to need compression hosiery
  • Understanding the THERAFIRM product line
  • Measuring and fitting compression hosiery
  • Building a referral source and growing your business with compression hosiery
Course Handouts

Room Number: 22

About Evan McGill

Evan McGill has spent the last 10 years in the pharmaceutical/medical device field in various roles including his current role as EVP, Business Development for Knit-Rite/Therafirm. Evan has spent the last 6 years teaching compression fitters all over the country “everything you need to know” about compression hosiery from the basic anatomy as to why patients need to wear compression hosiery all the way to how to grow your business with compression. Evan also spent time with Shionogi Pharma as Corporate Sales Trainer for their cardiovascular division. His intense yet humorous presentations have left many to attend his presentations more than once. Evan McGill graduated from the University of Miami (FL) with a Bachelor’s of Business Administration, an MBA from Columbus State University and an MIB from Florida International University.

Topical BioMedics, Inc.: Establishing a Robust Cash Retail Profit Center of Innovative Pain Relief Products Lou Paradise
Jun 13th, Tue.
1:30 PM-2:00 PM
Products & Technology
Course Description

How to Grow Your HME Retail Business by Maximizing Cash Sales, Identify Pain Management Opportunities, Cross-Selling Opportunities with Existing Products

Learning Objectives
  • Review your understanding of pain management products
  • Identifying product characteristics that deliver relief benefits and maintaining an active robust lifestyle your customers are seeking
  • Choosing the safe most effective pain management products increases profitability and foot traffic
  • You will armed will the knowledge your customers need to help them make informed decisions
Course Handouts

Room Number: Seminar Room

About Lou Paradise

Lou Paradise Co-founded Topical BioMedics, following 4-decades as an accomplished natural medicines researcher, experimenting with a select combination of homeopathic biomedicines to support optimum healing at the cellular level addressing that cause of pain. Mr. Paradise's enthusiasm, insight, and perseverance during a ten-year development phase to refine his formulation designs led to the company's flagship patented pain relief and healing product, Topricin®, in 1993. Lou is a decorated Marine Corps combat veteran, and part of his motivation for his research was to find a healing solution for trauma injuries he suffered as a result of the physical demands of serving two tours of duty in Vietnam as a helicopter combat/rescue crew chief. Lou is on a new mission fighting a war with two old enemies; pain and side effects, especially due to the epidemic of addiction to Rx opioids that are destroying lives and turning families from every walk of life upside down. Lou indicates with the lives of millions of Americans at risk, we need to win every battle with dedicated commitment and superior tools. Lou frequently serves as an expert speaker on the use of natural medicines and the creation of sustainable healthcare models, on nationally syndicated radio, and conducts pain management seminars for audiences throughout the northeast. Lou has participated in addressing compliance issues related to natural medicines with federal agencies, and regularly speaks to clinical audiences on the use of the company's proprietary technologies in the treatment of acute and chronic pain, and trauma injury as a compliment to primary care. Lou’s work in this area has helped change the how doctors diagnose, and treat pain that has led to advancements in treatment protocols, a reduction in Rx pain prescriptions being dispensed, improved patient centered outcomes and an increase in restoring hope and quality of life for everyone suffering in pain. Lou has equal experience in effectively marketing the company’s products to patient/customers, pharmacy and other retailers as well as practitioners.

Trulife: The Custom Approach to Profitability Beth Erdy, CFm
Jun 13th, Tue.
1:30 PM-2:00 PM
Products & Technology
Course Description

This class gives insight to the benefits of offering a custom product and experience for both the business and the patient. Looking at a growth strategy within a mastectomy business to leverage expertise in custom breast prosthesis fittings to help stand out above the competition.

Learning Objectives
  • Relate to the Breast Cancer Statistics for 2017.
  • Recognize a patient™s post-surgical need for a custom breast prosthesis.
  • Measure a current fitting example to a more profitable strategy.
  • Investigate 3D Scanning and the marketing potential for new business growth.
Course Handouts

Room Number: 24-25

About Beth Erdy, CFm

Beth Erdy, CFm, has spent her professional career in the medical industry working for the past 6 years for Trulife in the Breastcare and Orthotic and Prosthetic divisions. Prior to that, she worked in the Oral Care field with Colgate Palmolive and with Johnson & Johnson where she also worked in the Diabetic Care division. Beth's passion lies in collaborating with others to ensure the forward progress of the Breastcare industry. Beth resides in Columbus, Ohio with her husband, Todd, and has three grown daughters.

U.S. Rehab Tech Training: Beginner/Advanced (Day 1) David Jordan
Matt Macpherson, ATP
Doug Marchand
Mark Robson
Rohan Smith
Ryan Vickers
Jun 13th, Tue.
9:30 AM-5:00 PM
Rehab & Accessibility
Course Description

U.S. Rehab Tech Training is a three-day seminar on power wheelchair repair. The course is taught by Matt Macpherson along with technical trainers from MK Battery, Invacare, Motion Concepts, Permobil, Sunrise Medical and Merits/Avid Rehab. A beginner track and an advanced track are offered to allow education content to be tailored to the techs’ skill levels. MK Battery and Matt Macpherson present on battery for power wheelchairs including the difference between deep cycle and 12 volt batteries, recharging requirements and chargers, respirator battery backup systems, how to use a multimeter, replacement of batteries, and the differences between AGM and sealed lead acid batteries. Attendees learn about the dangers of overcharging, recycling and specific examples of issues that have occurred with improper use or charging. Technical Trainers from Permobil, Invacare, Motion Concepts, Sunrise Medical and Merits/Avid Rehab focus on troubleshooting issues on their specific power wheelchairs. Each manufacturer covers basic motor location, how to access batteries and controllers, caster beam adjustments (if applicable), seat and accessory adjustments, how to dismantle and rebuild the equipment, electronics, programming of seat and motor functions, and programming for switches and devices. Attendees have the opportunity to ask specific questions on issues they have seen in the field. The class is hands-on allowing for each attendee to practice all of these elements. Manufacturers provide technical manuals on their equipment and information on how to use their website, order parts and tech support. All industry troubleshooting techniques are trained on and any maintenance tips are discussed. Beginner level attendees will have the opportunity to fully take a part and rebuild a power wheelchair. The advanced level track includes an introduction to seating and positioning for techs. We suggest that any tech who has less than 2 years’ experience attend the beginner session and any tech with more than 2 years’ experience can take the advanced session. Beginner Track: - Electronics and Battery Basics, Motors and Controllers - Programing for the new tech - Product specific repair and adjustments - Industry trends Advanced Track: - Programing for the advanced tech - Product specific repair and adjustments - Industry trends - Introduction to Seating and Positioning for techs On the final afternoon of training, each attendee is given a comprehensive exam covering the entire course. Scores from these exams will be used to provide the Tech Training certification.

Learning Objectives
  • Identify the tools that a wheelchair technician needs to rapidly and correctly diagnose and perform reapirs on manual and power wheelchairs.
  • Explain the operation of the major electrical components used in wheelchair controllers.
  • Demonstrate the procedures necessary to troubleshoot electrical issues with wheelchair electronics.
  • Select and inspect batteries for the DME industry.
Course Handouts

Room Number: WCA: Schoitz I & III

About David Jordan

David Jordan is the Power Specialist covering the Northeast for Sunrise Medical since 2016. He has spent the past 18 years in the power mobility and CRT industry. David has a Bachelor of Science degree and has been an Assistive Technology Professional since 2007.

About Matt Macpherson, ATP

Matthew Macpherson, ATP studied Electronics at the University College of the Fraser Valley in British Columbia, Canada. In the summer of 2000, he started a temporary job repairing powerchairs and manual wheelchairs at a local medical supply store and realized he really enjoyed the work and developed his skills with experience. Matthew has worked for 4 major DME companies in 2 countries. He has experience in every area of DME, including: repair and cleaning equipment, inside sales, VA program development, repair management, ATP, inventor of DME product design and more recently, systems development and training for technicians. He has developed and taught over 60 in-services for local Physical Therapists, ranging from principals of repairs to seating positioning components and parts. He has also developed three college courses in 2 countries for PT and PTA course work that instruct on areas such as: seating principals, product selection, pediatric components and seating parameters. Most recently, Matthew has developed a new 8-week college level DME repair technician certification course with both online course theory and in-class participation. Matthew teaches this course throughout the year at Mt. Hood Community College, in Portland, OR and is focused on bringing it to every state in the U.S. and in Canada within the next few years.

About Doug Marchand

Doug Marchand is a technical education supervisor for Invacare Corp. Doug has worked in the medical equipment manufacturing field since 1984, and in service related positions since 1987. Doug has worked as a repair technician, telephone technical support technician, and as a technical trainer of equipment supported. He joined Invacare in 2001, and now provides technical training on all mechanical and electronic aspects of power wheelchairs and scooters, as well as operation, repair and set-up of stationary oxygen concentrators, portable oxygen concentrators and home-fill systems.

About Mark Robson

Mark Robson is currently the National Powered Positioning Business Development Manager for Invacare Canada and Motion Concepts. His primary role is the education of therapists, dealer sales representatives and technicians on Invacare/Motion Concepts powered positioning products. Prior to accepting this position, he has held the titles of National Rehab Product Specialist, Rehab Product Education Manager and Territory Business Manager for Invacare Canada. Mark started out his career in healthcare at Muskoka Mobility, a small independent home healthcare dealership, which he owned and operated for twelve years. In all, Mark has a total of 25 years of industry-related experience.

About Rohan Smith

Rohan Smith has worked for Merits for the past 4 years as the Technical Support Supervisor. Rohan has an Associates Degree in computer engineering electronics technology and is currently finishing his Bachelor's Degree at DeVry University. As the lead technician for Merits, he provides technical support on all product lines and handles all warranty work.

About Ryan Vickers

Ryan Vickers is a technical training specialist at Permobil Inc. He has over nine years of power mobility product experience. After excelling with Permobil’s tech support team for the past three years Ryan was appointed as technical training specialist and is responsible for educating dealers and technicians on Permobil’s complete line of power mobility products.

VGM Live Talks Jun 13th, Tue.
12:45 PM-1:15 PM
VGM Live Talks
Course Description

Learn More About VGM and How to Maximize your VGM MembershipJoin team VGM Tuesday, Wednesday and Thursday during the lunch hour for VGM Live Talks. These quick, yet informative presentations will give you an idea of all of the services and programs offered by VGM. If you have been wondering how to maximize your VGM membership, you cannot miss these entertaining talks.From VGM Insurance to VGM Forbin to The van Halem Group, VGM Live Talks will help you make your membership work harder for you and your business.

Learning Objectives
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Course Handouts

Room Number: 10-11

VGM Live Talks Jun 13th, Tue.
12:45 PM-1:15 PM
VGM Live Talks
Course Description

Learn More About VGM and How to Maximize your VGM MembershipJoin team VGM Tuesday, Wednesday and Thursday during the lunch hour for VGM Live Talks. These quick, yet informative presentations will give you an idea of all of the services and programs offered by VGM. If you have been wondering how to maximize your VGM membership, you cannot miss these entertaining talks.From VGM Insurance to VGM Forbin to The van Halem Group, VGM Live Talks will help you make your membership work harder for you and your business.

Learning Objectives
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Course Handouts

Room Number: 12-13

VGM Live Talks Jun 13th, Tue.
1:30 PM-2:00 PM
VGM Live Talks
Course Description

Learn More About VGM and How to Maximize your VGM MembershipJoin team VGM Tuesday, Wednesday and Thursday during the lunch hour for VGM Live Talks. These quick, yet informative presentations will give you an idea of all of the services and programs offered by VGM. If you have been wondering how to maximize your VGM membership, you cannot miss these entertaining talks.From VGM Insurance to VGM Forbin to The van Halem Group, VGM Live Talks will help you make your membership work harder for you and your business.

Learning Objectives
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Course Handouts

Room Number: 10-11

VGM Live Talks Jun 13th, Tue.
1:30 PM-2:00 PM
VGM Live Talks
Course Description

Learn More About VGM and How to Maximize your VGM MembershipJoin team VGM Tuesday, Wednesday and Thursday during the lunch hour for VGM Live Talks. These quick, yet informative presentations will give you an idea of all of the services and programs offered by VGM. If you have been wondering how to maximize your VGM membership, you cannot miss these entertaining talks.From VGM Insurance to VGM Forbin to The van Halem Group, VGM Live Talks will help you make your membership work harder for you and your business.

Learning Objectives
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Course Handouts

Room Number: 12-13

Women in Wine - Leaning In Jun 13th, Tue.
3:30 PM-5:00 PM
Big Ideas
Course Description

In this session, attendees will learn how to apply Sheryl Sandbergs "Lean In" concepts into their real, everyday lives. This fun session will feature moderated peer interaction and discussion in a casual atmosphere. All attendees will receive a free gift along with tactical tips for females in the workplace. And of course, there will be wine. Moderated by a panel of HME industry veterans.

Learning Objectives
  • Develop an understand of the concept of Leaning In
  • Discuss methods to address challenges of work-life balance
  • Explain and review the concepts of Make Your Partner a Real Partner, Authentic Communication, Have Confidence, and The Myth of Doing it All (aka guilt)
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Course Handouts

Room Number: 24-25

Course Name Speaker Date Educational Track
Acquisitions & Mergers: An Expert Panel Don Davis
Mark Higley
Jun 14th, Wed.
10:30 AM-11:30 AM
Business Leadership & Management
Course Description

This session will be moderated by VGM's V-P of Regulatory Affairs Mark Higley and Don Davis, President of Duckridge Advisors. Don has over 30 years experience in all areas of finance, including strategic leadership, business startups, mergers and acquisitions, capital raising and working in highly leveraged situations. Mark, Don and the panel of HME managers will provide an overview of the current M&A market, business valuation benchmarks, private equity, investment opportunities, and much more.

Learning Objectives
  • The Buyers Market How do you take advantage?
  • Why the HME Market Can Be An Attractive Investment Opportunity
  • Strategy & Business Conditions in HME
  • Deal Structure Valuation Techniques
Course Handouts

Room Number: 12-13

About Don Davis

Don Davis is president of Duckridge Advisors, a boutique merger and acquisition advisory firm for the HME industry. Duckridge Advisors specializes in the HME industry, designing unique and targeted strategies to achieve maximum returns for each client. Don has more than two decades of M&A experience, raising nearly $1 billion for companies during his career and advising on significant acquisitions across multiple industries on four continents. He has served as the CFO of a billion-dollar multinational firm, as well as successful HME-based startups. Don is a certified public accountant and graduate of Duquesne University.

About Mark Higley

Mark Higley is Vice President of Regulatory Affairs of the VGM Group with responsibilities including corporate business development, market research and industry analysis. His current projects include analysis of governmental, regulatory and compliance issues affecting the DMEPOS industry, including national competitive bidding, health care reform, and other current home medical equipment provider concerns. He sits on the AAHomecare Regulatory Council, on the board of the Healthcare Quality Association on Accreditation (HQAA), and is a regular speaker/panelist/consultant at numerous HME industry events. Mark received his master's of business administration in marketing research from the University of Iowa, and earned undergraduate degrees in Finance and Economics. Prior to his 1998 employment with VGM, Mark held a variety of executive positions with the Arena Football League, Chicago, IL, and as a financial analyst with Deere & Company, Moline, IL.

Analyses of Functional Mobility Assessment (FMA) Outcomes: What the Data Says Mark R. Schmeler
Jun 14th, Wed.
10:30 AM-11:30 AM
Rehab & Accessibility
Course Description

Standardized outcome measures and associated datasets are necessary to improve evidence and accountability in the field of mobility assistive equipment.The speakers will present updated developments in the Functional Mobility Assessment (FMA) registry and the development of accompanied Uniform Data Set (UDS). Challenges and strategies associated with the implementation of standardized measures in clinical routine and associated data collection, aggregation, and analyses will be discussed from previous work and current collaborations with VGM Group, Inc./U.S. Rehab.

Learning Objectives
  • Identify two reasons why the field needs a mobility registry.
  • Review the 10 items and scoring of the Functional Mobility Assessment (FMA) and elements of the associated database.
  • List three elements of the associated FMA Database/UDS.
  • Explain two analyses from the data set.
Course Handouts

Room Number: 23

About Mark R. Schmeler

Dr. Mark Schmeler is an Assistant Professor, Graduate Faculty, and Director of the Continuing Education Program in the Department of Rehabilitation Science & Technology at the University of Pittsburgh. He is also the course director for the International Seating Symposium hosted in the USA..

Applying the Functional Mobility Assessment (FMA) to Your Business Kayla Mahler
Greg Packer
Ron Turzy
Jun 14th, Wed.
2:45 PM-3:45 PM
Rehab & Accessibility
Course Description

Outcomes are becoming of the utmost importance in the healthcare industry. The Functional Mobility Assessment (FMA) is a quality assurance survey that can be used by mobility providers to track patient outcomes. U.S. Rehab owns the exclusive license to the FMA in the marketplace. This session will give an overview of the importance of outcomes and the FMA for the rehab provider, train on the use of the FMA and provide strategies in implementing the FMA in their business.

Learning Objectives
  • Describe outcomes and how it can be measured in the rehabilitation industry.
  • Describe the differences between the FMA and FIM and how the use leads to better outcomes.
  • Be familiar with the use of the FMA with a patient and what is expected of the provider and the patient.
  • Explain how outcomes will help the rehabilitation industry and the ATP credential maintain its integrity.
Course Handouts

Room Number: 22

About Kayla Mahler

Kayla Mahler is the Operations Manager for U.S. Rehab, a division of VGM Group, Inc. Kayla graduated from Central College in Pella, Iowa in 2009 with a degree in Communication Studies. She is currently finishing her Masters of Communication Studies at the University of Northern Iowa. For the past two years, Kayla has managed the day-to-day operations, communications, and education programs for U.S. Rehab. She also assists members and manufacturers take advantage of their U.S. Rehab membership.

About Greg Packer

Greg Packer is president of U.S. Rehab. Greg's background, which includes sales management for Pride Mobility Products Corp. and Biocore Medical Technologies, Inc., provides him with an understanding of both the sales and product areas of rehabilitation technology. Greg served three terms in the Kansas House of Representatives, and is familiar with the regulatory and governmental issues facing the rehab/HME industries. Packer currently serves on 5 industry boards and committees to help make the industry a better environment for the independent provider. A graduate of Iowa State University, Greg received his master's degree from Baker University.

About Ron Turzy

Ron Turzy is the national VP of Complex Rehab for U.S. Rehab. Ron currently works with the U.S. Rehab outcomes program and seeks national and regional insurance contracts. He joined VGM Homelink in January of 2014 as the Director of Complex Rehab. He came to VGM from Numotion (a national complex rehab technology supplier) where he fulfilled the role of an Area Contracting Manager for United Seating and Mobility/Numotion. He also was the Director of Contracting and Marketing for RehabTECH, Inc., (a Midwest regional CRT provider) and has over 13 years in contracting, sales/marketing and management experience in the field of complex rehab technology and DME. Ron has also worked for American Hospital Supply Corporation-Baxter Healthcare and Olsten in building business units and has a passion for providing excellent service. He holds two degrees from Eastern Illinois University and currently resides in northern Illinois.

Assistive Technology Professional (ATP) - Sales Professional or Clinical Consultant Dave Jones, ATP
Jun 14th, Wed.
9:15 AM-10:15 AM
Rehab & Accessibility
Course Description

Assistive Technoogy Professional (ATP) - Sales Professional or Clinical Consultant. As the process of supplying CRT continues to evolve, we will discuss the balancing act of being a consultant and a sales professional in the Assistive Technology arena.

Learning Objectives
  • Understand the difference between a salesperson and a consultant
  • Define the sales/evaluation process related to CRT
  • Clearly understand the concept of a sales "formulary"
  • Define the role of the ATP in the sales and consulting process
Course Handouts

Room Number: 23

About Dave Jones, ATP

With cross-industry expertise and knowledge of Dealer/Providers, Industry Manufacturers and Group Purchasing Organizations (GPO), Dave Jones, ATP, RVP of Sales & Training – Power Mobility, offer’s a 25 year history of performance in Rehab Sales Management. Dave excels at developing strategic business relationships - and plans that create competitive advantage.

Billing Non-Assigned and Selling at Retail: The Counter to Medicare Cuts Jeffery Baird
Jun 14th, Wed.
8:00 AM-9:00 AM
Compliance & Regulatory
Course Description

On June 23, 2016, CMS published the July Fee Schedule for DME suppliers and it is ugly. The rates encompass the expansion of the low competitive bid rates to non-CBAs. In response, suppliers need to distance themselves from Medicare fee-for-service. This program will discuss ways that the DME supplier can accomplish this. For example, the supplier can elect to be nonparticipating and provide DME on a non-assigned basis. Doing so raises a number of questions. For example: (i) What does it mean to bill non-assigned? (ii) If the supplier bills an item non-assigned, then can the supplier set the price without limitations? (iii) Can a supplier bill a rental item non-assigned? Additionally, the supplier can work with hospitals to reduce the incidences of readmissions of patients soon after discharge. Another approach is to furnish DME that provides a higher profit and discontinue furnishing DME that is unprofitable.

Learning Objectives
  • Discuss the July 2016 DME Fee Schedule and how it applies to DME suppliers in non-CBAs.
  • Explain the difference between a participating supplier and a non-participating supplier.
  • Describe what it means to bill non-assigned.
  • Outline how the supplier can set prices when billing non-assigned.
Course Handouts

Room Number: 10-11

About Jeffery Baird

Jeffrey S. Baird, Esq., is Chairman of the Health Care Group at Brown & Fortunato, P.C., a law firm based in Amarillo, Texas. Mr. Baird represents pharmacies, HME companies and other health care providers throughout the United States. He works closely with governmental agencies. Mr. Baird has authored numerous articles and is a frequent lecturer throughout the country. He serves on the Medtrade Education Advisory Board, the AAHomecare Regulatory Council, and the AAHomecare Audit Task Force. Mr. Baird earned a B.B.A. from the University of Iowa and received his law degree from the University of Tulsa College of Law. Mr. Baird is Board Certified in Health Law by the Texas Board of Legal Specialization.

Business and Regulatory Challenge: The Roller Coaster Ride Isn't Over: Hot Button Business Denise Leard
Jun 14th, Wed.
4:00 PM-5:00 PM
Compliance & Regulatory
Course Description

The Medicare Competitive Bidding Program is moving forward. Durable medical equipment (DME) suppliers are facing the thinnest margins in history with the roll- out of competitive bid pricing. In addition, the rRegulatory challenges continue to growincrease. Add to all this aThere is uncertainty due to the change in administration and the appointment of Tom Price as the Secretary of Health and Human Services. Add to this an appeals system that is backlogged with an administrative law judge hearing taking on average three to four years instead of the statutorily mandated 90 days. Yet the demand for DME continues to increase. Add to all this a change in administration and the appointment of Tom Price as the Secretary of Health and Human Services. This program speaker will address the hot- button business and regulatory challenges that DME suppliers will continue to face over the next 12 months. The program will include a discussion about competitive bidding, strategies for dealing with industry cuts, cash sales, and creating an action plan for responding to increased aggressiveness of CMS audit contractors.

Learning Objectives
  • List some the challenges DME suppliers will face in 2017.
  • Describe the current status of the Medicare competitive bid.
  • Explain how to develop an action plan for dealing with the aggressive audits of CMS.
  • Discuss strategies for dealing with industry reimbursement cuts.
Course Handouts

Room Number: 10-11

About Denise Leard

Denise M. Leard, Esq., is an attorney with the Health Care Group of Brown & Fortunato, P.C., a law firm based in Amarillo, Texas. Mrs. Leard represents HME companies, pharmacies, and other health care providers throughout the United States. Mrs. Leard has authored numerous articles and is a frequent lecturer throughout the country. She is licensed in Idaho, Oklahoma, Texas, and Washington and is Board Certified in Health Law by the Texas Board of Legal Specialization. Mrs. Leard earned a B.A. from the University of Washington and received her law degree from the University of Oklahoma College of Law.

Buying Motives- People dont like to be sold-but they love to buy Mat Pentelute
Jun 14th, Wed.
2:45 PM-3:45 PM
Sales & Marketing
Course Description

I focus on buying motives. Reason? Theyre a million times more powerful than selling skills. Make that a zillion. And heres the best part -- your competition is still selling. Two big questions: How do you uncover buying motives? At the heart of understanding and capturing buying motives is a strategy thats so powerful its almost always overlooked.

Learning Objectives
  • Motives to buy are the most powerfulmotivator to securing a sale
  • Wheres the beef?Its in the buying motive! Want to make the sale easier?Establish prospect rapport first
  • Fail to make the sale?15.5 get-real questions aboutestablishing buyer confidence
  • 12.5 ways to make the prospectconfident enough to buy. Where and whento establish buyer confidence.
Course Handouts

Room Number: 21

About Mat Pentelute

As a seasoned Business Development Leader, Senior Executive and a Communications Specialist, Mr. Pentelute has achieved revenues of more than $34 million dollars per month, coupled with his 25 years of business savvy working side by side with CEOs and industry leaders. He is highly skilled at working with C- Level professionals operating well within their culture and on critical Marketing decisions. Mats passion and expertise have allowed him to impact companies throughout the country by increasing efficiencies and effectiveness, enhancing bottom line returns and Maximizing workflow and related operations. Anyone associated with the direct selling industry is likely to know Mat or be familiar with his work. Since joining the Primekinetix team, Mat has become a nationally recognized industry-leading expert in human movement and myofascial release. A thought leader in the science and art of human movement Mr. Pentelute spends much of his time presenting to the public and practitioners around the country. Mat considers his most satisfying professional achievement to be his ability to see what can be, inspiring the same vision and confidence in others. In the end, he will tell you that growing people brings the greatest satisfaction.

CleanCut Bath Product Certification Chris Stafford
Jun 14th, Wed.
8:00 AM-9:00 AM
Rehab & Accessibility
Course Description

"In this hands-on session, CleanCut will conduct a certification training for their line of bath accessibility products and discuss and demonstrate various renovation ideas to provide affordable accessibility for your customers. Included in the session is an overview of the installation and the sales and marketing of the CleanCut product lines, innovative products that retrofits a customer’s existing bathtub to be more accessible, for a fraction of the cost compared to tearing out and removing the bathtub. This session is a must see for remodelers, contractors and HME dealers looking to add a high-profit margin service and providing innovative and cost-effective options for their customers."

Learning Objectives
  • Develop understanding of the value proposition of the CleanCut product line
  • Experience “Hands-On” actual installation demonstration and tutorial
  • Discuss and understand sales sectors and related business development opportunities for each
  • Receive introduction and develop understanding of marketing tools, techniques and resources
Course Handouts

Room Number: WCA: Town Hall

About Chris Stafford

Chris Stafford serves as the President of CleanCut and directs all facets of operations and business development activities. CleanCut manufactures and distributes a line of bath retrofit products that allow for an existing bathtub to be modified for easier accessibility. Chris is a Certified AIP Specialist (CAPS) and is a frequent speaker on topics related to home modification and aging issues and has been quoted and/or contributed information for publication in numerous industry journals and national publications.

Competitive Bidding Subcontracts, Acquisitions and Networks Neil Caesar
Jun 14th, Wed.
9:15 AM-10:15 AM
Compliance & Regulatory
Course Description

Real World Tips and Advice This presentation offers practical advice and insight on how to maintain and grow your competitive bidding business by acquisition or by subcontracting or networking with other suppliers. We will discuss how to utilize these transactional options to respond legally and practically to competitive bidding and other opportunities. Whether you are a bid winner or non-bid winner, this session will enable you to effectively subcontract, network or acquire; to evaluate what sort of structural details best serve your needs; to continue servicing existing customers safely and profitably; to maintain referral source relationships; and to operate your contracts in a legally-compliant manner. We will evaluate various fee and service options as well as compare and contrast contractual options and opportunities. The goal for this conference is to identify the several subcontract arrangements, network relationships and acquisition opportunities available to suppliers, with recommendations as to which ones are most appropriate to your goals.

Learning Objectives
  • Identify legal, operational, financial and referral opportunities and obstacles for subcontracts, acquisitions and networks.
  • Assess structural alternatives, their advantages and disadvantages.
  • Learn what is really going on in the field, and how to maximize opportunities.
  • Evaluate various fee and service options as well as compare and contrast contractual options and opportunities.
Course Handouts

Room Number: 10-11

About Neil Caesar

Neil Caesar is President of the Health Law Center, a national healthcare law firm headquartered in Greenville, South Carolina. For over thirty years Mr. Caesar has served the legal needs of thousands of homecare companies nationally, and pledges clear, practical insight for his clients. Mr. Caesar created the monthly Compliance University column for HomeCare Magazine, and is the Author and Editor in Chief of the Home Care Compliance Answer Book.

Complex Rehab Technology Update Don Clayback
Jun 14th, Wed.
2:45 PM-3:45 PM
Rehab & Accessibility
Course Description

The Complex Rehab Technology (CRT) market continues to experience changes and challenges. To be successful in this specialized segment, providers need to stay current and engaged. This session will supply CRT updates on both the federal and state level. Topics will include the application of Competitive Bid pricing to CRT wheelchair accessories, the Medicare Separate Benefit Category legislation, Medicaid matters, and other important initiatives and trends. Well also review the latest tools available to promote access to CRT with policy makers and payers and how to use them effectively.

Learning Objectives
  • Learn the latest regarding the Medicare CRT legislation and other federal issues.
  • Learn the latest regarding Medicaid issues, trends, and activities.
  • Learn what lies ahead in the world of CRT that impacts providers.
  • Learn how to become active in protecting CRT access on federal and state levels and the resources available to help.
Course Handouts

Room Number: 23

About Don Clayback

Don Clayback is Executive Director of the National Coalition for Assistive and Rehab Technology (NCART). NCART is national organization of Complex Rehab Technology (CRT) providers and manufacturers focused on ensuring individuals with disabilities have appropriate access to these products and services. In this role, he has responsibility for monitoring, analyzing, reporting, and influencing legislative and regulatory activities. Don has 28 years of experience in the Complex Rehab Technology and Home Medical Equipment industry as a provider, consultant, and advocate. He is actively involved in industry issues and a frequent speaker at state and national conferences.

COPD Management: Reducing Readmissions Cheryl Needham
Jun 14th, Wed.
2:45 PM-3:45 PM
Respiratory & Sleep
Course Description

This session speaker will focus on hospital readmissions by COPD patient. She will discuss the COPD patient and how a patient care plan and a team of caregivers, including the DME, and can help reduce readmissions to the hospital after an exacerbation of their diseaseCOPD.

Learning Objectives
  • Recognize the risk factors for hospital readmissions by the COPD patient.
  • Describe patient-centered care management.
  • Explain the components of COPD care.
  • Discuss the evidence demonstrating that a COPD care plan reduces readmissions.
Course Handouts

Room Number: Seminar

About Cheryl Needham

Cheryl Needham is currently the Sr. Clinical Marketing Manager with Global Channel Marketing at Philips Respironics. For the past 26 years, Cheryl has also worked in capacities within both the sales and marketing departments. In her current role, she is able to put both her sales and clinical background as a respiratory therapist to good use developing educational programs for both internal and external customers.

Cultivating Leaders Jennifer Laughlin Stevenson
Jun 14th, Wed.
8:00 AM-9:00 AM
Big Ideas
Course Description

Learn the four step process for growth to nurture your awareness by learning how connection increases your influence in every situation. The Cultivating Leaders session will help you identify with people and relate to others in a way that increases your influence with them. To be a successful leader, you need to learn to communicate in a way that builds a connection with others. Leaders who have learned the art of connection are able to commuicate their ideas persuasively, establishing buy-in and attracting followers.

Learning Objectives
  • Learn a four step process for growth to nurture your awareness .
  • Sharpen your communication skills to increase your effectiveness.
  • immediately yield results while flourishing your emotional intelligence.
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Course Handouts

Room Number: 24-25

About Jennifer Laughlin Stevenson

Jennifer is a self-made success story, she has cultivated her own life, award winning business , and farm. When others said it wasn't possible, she dug deep and found a better path. Midwest values and country living teaches us that even during the stormy season it's possible to bring in your biggest harvest. Jennifer is also an author, radio host, farmer, military advocate, consulant; with her past experience managing mental health services she has a unique way of sharing and delivering her message.

Decoding Documentation for Complex Rehab Wheelchairs and Seating Kay Koch
Jun 14th, Wed.
9:15 AM-10:15 AM
Billing & Reimbursement
Course Description

Suppliers are tasked with providing the complete documentation package for Medicare review for complex rehab wheelchairs and seating. This session will focus on the documentation required by Medicare for complex wheelchairs and seating. The presenter will discuss which documents are required and how having these available upfront will reduce the evaluation to delivery cycle.

Learning Objectives
  • Identify two items Medicare requires for all complex rehab wheelchair and seating documentation.
  • List one common document required by Medicare that the supplier can provide and complete.
  • Name two items that cannot be billed separately per Medicare.
  • Describe one resource for checklists and additional information.
Course Handouts

Room Number: 22

About Kay Koch

Kay has over 30 years seating and wheeled mobility experience. She is a graduate of the Occupational Therapy program at The Ohio State University. Her focus has been on pediatric seating positioning, wheeled mobility and assistive technology solutions. An ATP since 1996,Kay has spent her years as an OT in various roles, from clinician to manufacturer rep. She worked for a rehab technology supplier in marketing education, training and accreditation, in Atlanta, Georgia, from 2000-2013. Kay was the Rehab Clinical Education Manager for Invacare from January 2014 until August 2014. She also works for the Joint Commission doing DME and Rehab surveys. She joined The vanHalem Group, a division of VGM, in December 2014. Kay worked one morning a week at the Assistive Technology Center at Childrens Healthcare of Atlanta for 10 years. She was an independent third party second level reviewer for 4 years for a large insurance company. She ran the seating and mobility clinic at the Scottish Rite Hospital in Dallas before returning to live in Atlanta in 2000. She has presented at various national and international conferences. Kay is active in the community and serves as a volunteer advisor for the Fragile Kids Foundation and Dream Makers, both associations dealing with children who use wheelchairs and have special needs.

Evaluation and Seating for Wheeled Mobility Stephanie Tanguay, OT/L, ATP
Jun 14th, Wed.
8:00 AM-9:00 AM
Rehab & Accessibility
Course Description

Assessment, measurement and appropriate technology application can greatly enhance the functional outcomes for clients who utilize seating and wheeled mobility systems. This two-hour course follows the guidelines published in the "RESNA Wheelchair Service Provision Guide" with a primary focus on the assessment/evaluation process. The speaker will review various components of seating and mobility evaluation including initial interview, mat assessment, equipment trial, and prescription considerations. Common seated postures will be presented and the principles of seating and positioning will be discussed with a goal of maximizing consumer function from the wheelchair. Considerations for the selection of seat cushions and back supports will be reviewed using a clinical approach.

Learning Objectives
  • List and describe at least four seated postures which are deviated from neutral and their impact on physiologic and ADL function, stability, and skin integrity.
  • Describe the concepts of immersion, envelopment, and off-loading as each applies to seat cushion design and the applications of each in various seat surface designs.
  • Discuss at least three features that back supports should include to achieve ergonomic position of the pelvis and spine.
  • Review the difference between flexible and fixed seated postural deviations, list at least three of those common in seated postures, and explain the intervention for accommodation or correction as indicated.
Course Handouts

Room Number: 23

About Stephanie Tanguay, OT/L, ATP

Stephanie Tanguay began her career as an Occupational Therapist with a decade of experience in spinal cord injury and seating & mobility. She also worked as a Rehab Technology Supplier for seven years. She has presented on numerous occasions at ISS, RESNA, CSMC, and ESS and throughout North America. Since 2006 Stephanie has been the Clinical Education Specialist for Motion Concepts, a manufacturer of power seating systems and seat surface and back support products.

EZ-ACCESS PASSPORT ® Vertical Platform Lift Certification Daniel G. Corcoran
Darren Corcoran
Jun 14th, Wed.
9:15 AM-11:30 AM
Rehab & Accessibility
Course Description

PASSPORT Vertical Platform Lift Technical Training and Certification: Covering installation, technical details, and maintenance. This is the only certification available for the PASSPORT VPL.

Learning Objectives
  • Discuss the efficiency behind the green design, as well as explain the benefits and long-term value of the overall design.
  • Construct the product, covering all the essential requirements and the physical process of the installation.
  • Discuss the technical design of the lift. Instruction includes troubleshooting and repair of components and wiring.
  • Upon co-setup, installation, and repair, the PASSPORT VPL lift attendee will have attained the level of certified technician for the product.
Course Handouts

Room Number: WCA: Town Hall

About Daniel G. Corcoran

Daniel Corcoran is the Residential Contracting Officer (RCO) with Vets Access LLC. He joined the family Business in 2008 installing ramps and managing field installation teams advancing to the RCO in 2010. Founded in 2005, Vets Access LLC is a Service-Disabled Veteran-Owned Small Business (SDVOSB) specializing in government contracting for the sale, installation, and service of specialized medical equipment. He uses his experience as a Student Athletic Trainer at SVSU to understand the disability’s and disease state of the clients that he meets to provide a deeper understanding of their needs. With his 20+ years in the construction industry he can understand the needs of the home and its structure as well. Daniel has completed the Michigan Residential Builders license in 2011, CEAC in 2012, and the CAPs course in 2013. He has also completed many of the manufacture certifications within the industry. Daniel was one of the driving forces in changing the elevator law in Michigan. As an owner of Cor Education, he helped in the creation of the CRT program with VGM. His prior work experience for a Fire Protection Company as a Project Forman and Head Service Tech for 10 years provided the ability to problem solve solutions and work with others. In 2016 Daniel became one of the founders and owners of Cor Education, a specialized medical equipment company dedicated to the development of industry standards.

About Darren Corcoran

Darren Corcoran is Chief Operating Officer of Vets Access LLC. He joined the family-operated Montrose, Michigan company in 2008 as construction management consultant and became COO in 2010. Founded in 2005, Vets Access LLC is a Service-Disabled Veteran-Owned Small Business (SDVOSB) specializing in government contracting for the sale, installation, and service of specialized medical equipment. As a consultant, Darren was key in the development of the nonprofit initiative Access is Everything which partners with major corporations to provide ADA compliant aluminum ramps for disabled military service personnel. Darren has more than 20 years of construction and business experience and is a business and construction management consultant. He has extensive experience and expertise in construction management, business development, and professional services including team building, business development, and leadership. He graduated from Fire Academy, Grand Blanc, Michigan, in 1998, and holds First Responder and Confined Space certifications. Darren also holds numerous manufacturers’ certifications for specialized medical equipment. In 2016 Darren became one the founders and now President of COR Education, a specialized medical equipment consultant company dedicated to the development of industry standards.

Generational Differences in the Workplace Heather Woody
Jun 14th, Wed.
9:15 AM-10:15 AM
Big Ideas
Course Description

In this session participants will come to learn about each of the 3-4 active generations in today's workplace. In this interesting session, we will discuss strengths and features about the generations and how to maximize each of them in order to glean excellent performances and a winning culture.

Learning Objectives
  • To develop an understanding of the 3-4 active generations in today's workforce
  • To learn how to communicate with each generation and build respect amongst the generations
  • To maximize the strengths of each generation
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Course Handouts

Room Number: 24-25

About Heather Woody

Heather L. Woody is a Master Certified Coach that teams with individuals personally and professionally to help them experience their greatness. She has a passion for working with people in organizations as they pursue their key goals and objectives while also building a fulfilling career and personal life. Heather is sought for her contagious energy, her ability to quickly zero in on the powerful components of a situation, flesh them out and help her clients uncover an approach that leads them to success. Heather has a strength for connecting people in their working and personal relationships in order to create flow, understanding and best outcomes. She wants for her clients to experience the changes and enhancements in their lives that open doors wide to real success. Heather’s work as a success coach, trainer, facilitator and speaker has encompassed many areas including: leadership, bridging generations, conflict effectiveness, team work, communication, change management, coaching, generational bridging, emotional intelligence, self-time management and project-time management. She conducts her coaching with individuals as well as with teams. Heather is also an experienced speaker. As a coach and consultant, Heather has worked with clients in the following fields and industries: Coaching, Finance and Banking, Insurance, Healthcare, Utilities, Law, Real Estate, Sporting Goods, Chiropractic, Consumer Products & Services, Manufacturing, Food Service Equipment, Entrepreneurs, Computer Training, Printing & Publishing, Volunteer and Fundraising Organizations and City Governance. Heather is a Master Certified Coach through the Certified Coach Federation. Heather is a graduate of Coach Inc., one of the largest international training organizations for professional coaches. She also holds a BA from the University of Northern Iowa in Public Relations and Communications. She is certified in the following FranklinCovey programs: The 5 Choices, The 7 Habits Signature and Great Leaders, Great Teams, Great Results Leadership. She is also an accomplished collegiate athlete and All-American in track and field at Simpson College and the University of Northern Iowa. Prior to coaching she worked in marketing, public relations and sales. She resides in Iowa with her husband Joey, her son Drake and daughter Isabelle.

Harmar Helix Stairway Lift David Baxter
Jun 14th, Wed.
2:45 PM-3:45 PM
Rehab & Accessibility
Course Description

Information coming soon.

Learning Objectives
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Course Handouts

Room Number: WCA: Town Hall

About David Baxter

David has led Harmars marketing, product management and strategic planning functions for the last 3 years. He has spent his career with manufacturing companies focused on various types of lifting devices from personnel lifts, material lifts and simple devices to provide better access in construction, industrial and now consumer markets. Davids previous experience working for JLG Industries, UpRight, Inc., Harsco Rail and his own consulting practice has been focused on new product development and the orchestration of multi-channel distribution with a variety of dealer types. David graduated with a degree in marketing from California State University, Fresno and later an MBA from University of Georgia.

Home Modifications Best Practices to Capture Market Share David Baxter
Darren Corcoran
Jim Greatorex
Vince Pelose
Jun 14th, Wed.
10:30 AM-11:30 AM
Rehab & Accessibility
Course Description

In this interactive session we will have 4 successful Home Modification companies and one manufacture share their experiences in successes and failures in the Home Modification business. Audience members will be able to ask the questions on how they can capture more market share of this exploding market. The Home Modification market is predicted to to 5-7 billion in revenue in the next 10 years which will make it 2.5 times bigger than Home Oxygen. Now is the time to learn from the experts how easy it is to start in the business and we will reveal what the business can evolve to.

Learning Objectives
  • Learn from our panel what makes their business model successful
  • Discover one thing each panelist has done to spur revenue growth in their market
  • Understand how some panelist capture a healthy share of third party business
  • Be part of a discussion on how to stratigically prepare quotes that both win business and protect margins
Course Handouts

Room Number: 22

About David Baxter

David has led Harmars marketing, product management and strategic planning functions for the last 3 years. He has spent his career with manufacturing companies focused on various types of lifting devices from personnel lifts, material lifts and simple devices to provide better access in construction, industrial and now consumer markets. Davids previous experience working for JLG Industries, UpRight, Inc., Harsco Rail and his own consulting practice has been focused on new product development and the orchestration of multi-channel distribution with a variety of dealer types. David graduated with a degree in marketing from California State University, Fresno and later an MBA from University of Georgia.

About Darren Corcoran

Darren Corcoran is Chief Operating Officer of Vets Access LLC. He joined the family-operated Montrose, Michigan company in 2008 as construction management consultant and became COO in 2010. Founded in 2005, Vets Access LLC is a Service-Disabled Veteran-Owned Small Business (SDVOSB) specializing in government contracting for the sale, installation, and service of specialized medical equipment. As a consultant, Darren was key in the development of the nonprofit initiative Access is Everything which partners with major corporations to provide ADA compliant aluminum ramps for disabled military service personnel. Darren has more than 20 years of construction and business experience and is a business and construction management consultant. He has extensive experience and expertise in construction management, business development, and professional services including team building, business development, and leadership. He graduated from Fire Academy, Grand Blanc, Michigan, in 1998, and holds First Responder and Confined Space certifications. Darren also holds numerous manufacturers’ certifications for specialized medical equipment. In 2016 Darren became one the founders and now President of COR Education, a specialized medical equipment consultant company dedicated to the development of industry standards.

About Jim Greatorex

Jim Greatorex just completed his 36th year in the HME industry. In 1988, he started Black Bear Medical, which grew to include 3 stores and 37 employees in Maine and New Hampshire until sold 2 years ago. Jim was selected by his peers in New England to be the president of NEMED (New England Medical Equipment Dealers), serving in that role until June 2007. He has been very active in lobbying in Washington for the industry. He has over 20 years of HME Retail experience and speaks all over the country sharing HME Retail successes. Jim joined VGM in 2015 and worked with the VGM Retail team until the beginning of 2017 when he was promoted to Vice President of VGM’s Accessible Home Improvement of America (AHIA) division.

About Vince Pelose

Vince has been the CEO of Access To Independence for 34 years. He received his BS degree from Ball State University and a Master’s Degree from Southern Illinois University. As a CEAC he has designed projects for seniors and people with disabilities so they could remain in their homes in a safe and independent environment. He prides himself with an attitude that he can always learn from others, and sincerely enjoys sharing his knowledge with colleagues.

How to Create an Engaged and Excited Workforce Richard Davis
Sarah Hanna
Jun 14th, Wed.
8:00 AM-9:00 AM
Business Leadership & Management
Course Description

This session will combine fun and learning to find out how one can create a work environment that increases employee engagement and makes it an exciting place to be. Attendees will learn how to create a great place to work so great work can take place.

Learning Objectives
  • Understand the financial consequences of a disengaged workforce
  • Learn about the dynamics that make a work environment exciting
  • Find out what other companies are doing inside and outside the homecare space
  • Learn a step by step process to implement positive change to impact engagement
Course Handouts

Room Number: 12-13

About Richard Davis

Sarah Hanna Sarah Hanna is the President of ECS Billing & Consulting North. With over 20 years of experience she is a nationally recognized speaker and consultant on revenue cycle management, corporate operation and workflow assessment. By helping companies across the United States, she has received national acclaim in the healthcare industry. Sarah has conducted countless training seminars and personal client consultations on proper billing protocols, operational efficiencies and workflow, revenue cycle management, and reporting mechanisms for corporate success. Sarah is a member of HomeCare magazine's Editorial Advisory Board. She has written articles for HME News and HomeCare Magazine on reimbursement and operation efficiencies. Sarah is a sought after public speaker. She has been a presenter for AAHomecare and various state and regional conferences including Medtrade Fall and Spring. Richard Davis Richard Davis has over 30 years of management and consulting experience. He founded McClain Group, LLC, dba HirePowerHR in 1992 consulting with clients nationwide in talent management, training, and human resources services and products. He was formally a VP of Human Resources for a large regional HME/RT/IV/Rehab provider and also worked in management and executive leadership positions in the Southeast, New England, and Canada with an international medical device manufacturer. Richard has been a speaker at Medtrade since 1995 and is a frequent speaker at numerous state HME associations across the country. Richard is a trained behavioral interviewer and is credentialed through the Society for Human Resources Management as a Senior Credentialed Professional (SHRM-SCP) and by the Human Resource Certification Institute as a Senior Professional in Human Resources (SPHR). Richard received his business degree from The Citadel in Charleston, SC.

About Sarah Hanna

Sarah Hanna is the President of ECS Billing & Consulting North and is a nationally recognized speaker and consultant on revenue cycle management, corporate operation and workflow assessment. She has worked in the healthcare industry for over 25 years. Sarah has conducted training seminars and personal client consultations on proper billing protocols, operational efficiencies and workflow, revenue cycle management, and reporting mechanisms for corporate success. Sarah is a member of HomeCare magazines Editorial Advisory Board and is a VGM endorsed Consultant. She has written articles for HME News and HomeCare Magazine on reimbursement and corporate operations. She has been a presenter for NHIA, VGMs Heartland Conference, AAHomecare and various state and regional conferences including Medtrade Fall and Spring. ECS North is proud to be the only billing and consulting firm in the United States to be accredited. Their commitment to compliance and professional services is evident by voluntarily being part of the accreditation process. ECS North is accredited through the Healthcare Quality Association on Accreditation, HQAA. Her company, ECS Billing & Consulting North provides billing, consulting and training services to healthcare providers throughout the United States.

How to Wow Service Excellence Rob Bell
Jun 14th, Wed.
9:15 AM-10:15 AM
Operations & Customer Service
Course Description

Every team member has the power to polish or tarnish your company's reputation. When it comes to a remarkable service experience, absolutely everything counts Bells How to WOW Wow program Service Excellence teaches participants how to earn loyal, long-term customers and to provide the total complete loving care that your patients need. When it comes to a remarkable service experience, ABSOLUTELY EVERYTHING COUNTS. This session is high-content, high-energy, and FUN!fun!

Learning Objectives
  • Discuss methods to relate to patients, customers, and team members positively.
  • Review techniques to demonstrate professional and friendly communications.
  • Explain how to project a positive image.
  • List five steps to turn service breakdowns into loyalty-building opportunities.
Course Handouts

Room Number: 12-13

About Rob Bell

Rob Bell began teaching Service, Communication and Leadership Skills early in his tenure as the Personnel Development/Education & Training Director for Dick's Supermarkets, Inc. Drawing on 25+ years of experience in Leadership Roles, Customer Service, and Education & Training, Rob makes it simple clear and FUN to improve Customer Service and gain Leadership Skills. Rob is a Certified Speaking Professional, who has been speaking professionally since 1995. He really is the BELL YOU RING FOR SERVICE.

Innovation: Outside of Controlled Environments, Field trip to Cedar Valley Makers Space Danny Laudick
Taylor Morris
Jun 14th, Wed.
10:30 AM-11:30 AM
Big Ideas
Course Description

*Cedar Valley Makers, Inc. is a 501(c)(3) with the mission to promote collaborative learning, creative design and manufacturing forpeople of all ages and skill levels. We provide education by giving access to tools, machines and training inside our makerspace and by promoting and planning educational events that can forward scientific thinking, learning and entrepreneurial spirit for allmembers of our community. This presentation will cover the objectives listed above, and will be paired with tours (throughout the weekend) of the Cedar Valley Makerspace to introduce, explain and show off the capability that our volunteer effort has ssembled right here in the Cedar Valley.

Learning Objectives
  • Introduce Makerspace Concept
  • Introduce Cedar Valley Makers
  • Show Cedar Valley Makerspace- projects, programs, and progress made
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Course Handouts

Room Number: 24-25

About Danny Laudick

Danny Laudick works as Director of Talent Solutions for the Greater Cedar Valley Alliance & Chamber. He holds a BS degree in Business Economics from the University of Northern Iowa, and, through involvement with various organizations and initiatives throughout the community, he works to improve the economic conditions and opportunities available in the Cedar Valley. Danny is the CVM Treasure and has been an invaluable asset to the CVM Board on their journey through the start-up process.

About Taylor Morris

Information coming soon.

Inventory Management: Digging Deep to Fill Inventory Holes Rob Baumhover
Maria Markusen
Jun 14th, Wed.
9:15 AM-10:15 AM
Sales & Marketing
Course Description

How robust is your product portfolio? Are your key ticket items supplemented by secondary products to achieve optimal sales and revenue potential? Are you tracking and analyzing the right metrics to ensure healthy inventory levels? This presenter will teach Learn the keys of to successful inventory management from product and retail experts through real-life examples.

Learning Objectives
  • Describe the importance and key elements of inventory management.
  • Discuss incremental sales and the role these sales play in successful inventory management.
  • Identify the key metrics and tools used by industry experts to discover product holes, reach and manage healthy inventory levels, and evolve the product assortment overtime.
  • Review successful inventory management techniques and benchmarks through industry examples.
Course Handouts

Room Number: 21

About Rob Baumhover

Rob Baumhover is the Director of Retail Programs with VGM & Associates. He is the creator of the VGM Retail Program, which assists VGM members to diversify their HME businesses through improved retail operations. Before joining VGM in 2010, Baumhover worked in a variety of positions with big-box retail companies including Bed, Bath & Beyond, Hobby Lobby, Menards, and Wal-Mart. In his retail career spanning over 20 years, Rob opened and managed numerous big-box retail stores throughout the Midwest, with responsibilities including the daily operations of stores, the setup of floor plans, ordering merchandise, and the hiring and training of management and sales employees. Rob holds a Bachelor of Science in Teaching from Clarke University in Dubuque, IA.

About Maria Markusen

Maria Markusen is the Director of Operations and Development for VGM Retail Services. In this position, her responsibilities include managing day-to-day operations within the team and strategizing solutions to internal and member problems. Before joining VGM, Markusen was Co-Founder and Chief Operating Officer of Simply Shops where she successfully anticipated, forecasted and exploited industry shifts with innovative strategies and creative executions while delivering exceptional results to providers, partners and consumers. Earlier in her career, she also was VP of Sales and COO of multiple national long-term care companies where she served the health industry for several years.

Leadership and Mentorship Program Lessons Learned Miriam Lieber
Jun 14th, Wed.
2:45 PM-3:45 PM
Business Leadership & Management
Course Description

Learn from an experienced mentor and business coach to leaders in HME organizations how to guide HME staff in growing and evolving in their leadership roles. In this session, the speaker will discuss some of the best practices and lessons learned from this years mentor and business coaching sessions with clients. She will explain how she learned as much, if not more, from her mentees as they learn from her.

Learning Objectives
  • Describe some of the ways that leaders quantified measurable results of goals established with their staff.
  • Discuss select ideas use to motivate personnel to continue working towards goals and improved productivity.
  • Review positive behaviors used by leaders when met with challenges.
  • Identify ways to grow staff into leaders.
Course Handouts

Room Number: 12-13

About Miriam Lieber

Miriam Lieber is an independent consultant and trainer specializing in homecare reimbursement and operations management. Her extensive experience with Medicare and other third party payers has brought her national recognition in the homecare industry. With over 25 years experience in the homecare field, Miriam is a featured author of many articles in the areas of operations management and leadership. She is also a nationally known speaker for many homecare trade associations. In her consulting practice, Ms. Liebers clientele includes, home health care companies, managed care organizations, hospitals, wholesalers, pharmacists and manufacturers. She is known to have practical approaches to complex reimbursement matters and assists her clients with the nuts and bolts of running a profitable business.

Lessons Learned Working for a National CRT Provider Jerry Stevens
Jun 14th, Wed.
4:00 PM-5:00 PM
Business Leadership & Management
Course Description

This session will examine the current national CRT picture from a former insiders perspective. We will discuss their strengths, their vulnerabilities and provide some insights on how to better prepare your company for future competition.

Learning Objectives
  • Assess the value of your ATP orders how do they compare with the nationals?
  • Analyze the tasks currently assigned to your ATPs do they require a reset to better compete with the nationals?
  • Assess your HR strategy dont lose your staff to the nationals!
  • Complete an inventory of your CRT business - do you stay or should you depart?
Course Handouts

Room Number: 12-13

About Jerry Stevens

Jerry Stevens founded and managed a Kansas City based CRT company for 30 years. The company had locations in Wichita, Topeka and suburban Kansas City; it was sold to United Seating & Mobility in 2011. After the sale, USM leadership asked him to remain and manage their future acquisitions; his title was Director of Acquisition Integration & Support. He continued in that role until USM merged with ATG in 2013. He was again asked to stay with the new entity, Numotion, and support their acquisitions. That continued until 2015 when he retired.

Maximizing Your Employees - BPM Fundamentals for HME Esther Apter
Jun 14th, Wed.
4:00 PM-5:00 PM
Operations & Customer Service
Course Description

In this era of increasing regulatory complexity and shrinking margins, everyone wants to have more time and money to get the work done. Going lean and implementing Business Process Management can dramatically increase productivity and improve your bottom line. But getting started can be a daunting task - and getting your staff on board can be even more difficult. Discover the best methods for where to start with streamlining and automating your operations for the highest levels of employee engagement. Learn who to involve, when, and what questions to ask. Get a detailed look into the necessary steps to removing operational waste, while motivating your employees to make long-lasting, successful improvements.

Learning Objectives
  • Overview of business process management and how it can elevate your employees' experience
  • Identify how employee preferences will impact change management
  • Gain insight into how to engage and motivate employees to make positive change
  • Understand how to monitor, analyze and refine processes for continual improvement
Course Handouts

Room Number: Seminar

About Esther Apter

Esther Apter is a pioneer in HME, with a 25-year focus on increasing efficiency and boost profitability for providers. She is the founder of Healthcare Management Solutions (HMS), a full-service medical billing company, and Medforce Technologies, a developer of business productivity software. Her vast knowledge of the healthcare industry, expertise in process development, and commitment to continuous improvement have fueled the creation of leading-edge, user friendly, and adaptable solutions that help clients improve cash flow, reduce costs and gain critical business insight.

New AHIA Vendor Opportunities Jim Greatorex
Jun 14th, Wed.
12:45 PM-1:15 PM
Rehab & Accessibility
Course Description

Information coming soon.

Learning Objectives
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Course Handouts

Room Number: WCA: Town Hall

About Jim Greatorex

Jim Greatorex just completed his 36th year in the HME industry. In 1988, he started Black Bear Medical, which grew to include 3 stores and 37 employees in Maine and New Hampshire until sold 2 years ago. Jim was selected by his peers in New England to be the president of NEMED (New England Medical Equipment Dealers), serving in that role until June 2007. He has been very active in lobbying in Washington for the industry. He has over 20 years of HME Retail experience and speaks all over the country sharing HME Retail successes. Jim joined VGM in 2015 and worked with the VGM Retail team until the beginning of 2017 when he was promoted to Vice President of VGM’s Accessible Home Improvement of America (AHIA) division.

Optimize Collections With AR Analysis Sunil Krishnan
Jun 14th, Wed.
8:00 AM-9:00 AM
Billing & Reimbursement
Course Description

Its a competitive world out there, and todays HME knows that one of the keys to survival is fully understanding their revenue cycle process and ensuring theyre collecting every dollar possible. There is no wiggle room when it comes to cash, and no matter how advanced your billing practice may be, theres likely opportunity for improvement. One of the most critical things to watch for is where money is being tied up. Not knowing how to identify problem areas can hurt HMEs, and result in missed revenue. This session will teach you the best ways to analyze your data to determine where bottlenecks are occurring, identifying inefficiencies within the business, and presenting opportunity for optimizing your collections.

Learning Objectives
  • Optimize collections through effective metrics monitoring and trending analysis
  • Identify areas that need process improvement
  • Establish educated benchmarks and goals to drive collections
  • Employ both Data Analysis as well as Data Analytics to drive your business forward
Course Handouts

Room Number: 22

About Sunil Krishnan

Sunil Krishnan has over 19 years of experience in the technology field. His various roles include managing the global operations for the revenue cycle management division of Brightree, data analytics, internal process efficiency and performance management. Prior to Brightree, Sunil worked for Intel Corporation.

Oxygen Therapy 2020: A Brave New World Bob Messenger
Jun 14th, Wed.
8:00 AM-9:00 AM
Respiratory & Sleep
Course Description

Uncertainty dominates the healthcare landscape, but what is certain is that change is inevitable. Shrinking reimbursement has forced changes to the traditional long-term oxygen model. Service has mostly disappeared, and products have largely become commoditized. Still, more change is inevitable. In the near future care will be driven from the patients perspective. Highly successful technology companies, such as Apple and IBM, are innovating how to provide care is provided. In the near future, care will be driven from the patients perspective. These companies are masters of intuitive interface design and simplified complexity. In the near future care will be driven from the patients perspective. WStarting with a deep understanding of end-user needs, products will be designed to offer solutions to common problems and will afford business advantages to providers and outcome benefits to clinicians. This presentation presenter will look atreview the processes involved in human factors engineering and its role in developing future oxygen systems.

Learning Objectives
  • Identify the forces driving technology improvements in healthcare.
  • Describe a process that can be used to develop insights and concepts.
  • Explain an immersion experience.
  • Describe a journey map.
Course Handouts

Room Number: Seminar

About Bob Messenger

Bob Messenger is the Respiratory Insights Manager for the Invision Group, the market development team at the Invacare Corporation. Bob is a Registered Respiratory Therapist and a Fellow of the American Association for Respiratory Care. His respiratory career has included acute care as well as a variety of post-acute care positions culminating in the operation and ownership of a durable medical equipment and a sleep diagnostics business. He has held educational positions in both the acute care and academic settings and currently serves on several peer review editorial boards. His research has resulted in over two dozen publications in trade and peer-reviewed journals and he lectures on a variety of topics related to the long-term management of the COPD patient.

Re-Inspire Yourself Kelli Krueger
Jun 14th, Wed.
2:45 PM-3:45 PM
Big Ideas
Course Description

Are you one of those courageous people? You get up in the morning, despite all you woes and griefs and hardships, and do what needs to be done. Day in and day out for the last so many years you go to work and get the JOB done because that is what you are paid to do. At the end of the day, you carry or drag your tired self home and go through the motions all over again. Same stuff day after day. I bet you have no idea that life could be any different. I wonder, do you think this daily grind you are in is your lot or duty in life? Do you believe you would have to win the lottery for a change of pace. Wrong! This session is going to show you that you can be re-inspired and find new purpose on the job and at home without a ton of work or a scratch off ticket.

Learning Objectives
  • Define the difference between motivation and inspiration
  • Identify where you're values are and how they impact your motivation
  • Transform you're way of thinking about goals
  • Produce a fresh new perspective on the daily grind
Course Handouts

Room Number: 24-25

About Kelli Krueger

Kelli Krueger is the VP of VGM Education. She’s a Master Practitioner/Trainer in Neuro-Linguistic Programming and has been in the training industry for 20+ years. Kelli specializes in sales, persuasion, customer service, organizational culture and leadership training. Her trainings focus on the development of human talent and communication, utilizing the latest innovations in Human Performance Technology.

Reaching and Selling Home Modifications to the Private Pay Market Jason Williams
Jun 14th, Wed.
8:00 AM-9:00 AM
Rehab & Accessibility
Course Description

Many businesses dive into the home modification world to diversify and reach beyond funding agencies to increase profits. There is potential for business growth in private-pay home modifications. This presentater will focus on targeting non-funded sources of business, including how to identify the target demographic, and close those potential clients.

Learning Objectives
  • Identify potential in the private-pay market for home modifications.
  • Discuss how to to target the private-pay market for home modifications.
  • Review how to obtain private-pay market leads for home modifications.
  • Summarize how to close a private-pay home modifications sale.
Course Handouts

Room Number: 21

About Jason Williams

6+ years employment at bestbath, previous Heartland presenter. 20+ years sales experience in all areas, from business management, government, corporate and training. Past and Current small business owner.

Respiratory Care in the Home: Extinction or Evolution? Zach Gantt, RRT
Jun 14th, Wed.
4:00 PM-5:00 PM
Respiratory & Sleep
Course Description

Homecare has drastically changed with competitive bidding, cuts to nNon-iInvasive vVentilation (NIV), consolidations, and new payment models. Innovative homecare providers have found new ways to create revenue streams, clinical programs, and partnerships. These services and programs are now the excepting exceptions instead of the rule. The presenter is presentation will outline how to leverage the new models incorporating accountable, affordable, and value- based care to drive outcomes and new business opportunities using your existing resources of rRespiratory therapists.

Learning Objectives
  • Discuss the current clinical respiratory services landscape in the USUnited States.
  • Describe the opportunity to look at clinicians as profit centers versus cost centers.
  • Review innovative approaches that can make 150% return for every major stakeholder of care by providing non-reimbursable respiratory services.
  • Outline why every DME should be running towards clinical services instead of away from it.
Course Handouts

Room Number: 21

About Zach Gantt, RRT

Registered Respiratory Therapist and entrepreneur with a passion for making a difference in the healthcare continuum. Dedicated, self motivated and high energy clinician with very unique skill set in the industry. Expertise include population health, disease management, DME/HME, sub-acute ventilator & rehab units, business development, payer relations, & telemedicine. Served in various roles in clinical operations, clinical executive, business development, R&D, and President of for profits, as well as non profit organizations. Currently serve as Chair of the Homecare Section for the American Association for Respiratory Care, Past President, & hold a seat on the Board of Directors, and Executive committees for two non profit organizations, TN Society for Respiratory Care (501c6) and TN Respiratory Education Foundation (501c3). Have dedicated a portion of my career to advancing and protecting the profession of Respiratory Care. This commitment has been to move the envelope forward in helping to advance the profession outside of the hospital to provide care where RTs can make the largest difference in outcomes and reducing cost. Frequent speaker and presenter of original abstracts at more than 80 events across the US, with a focus on the Affordable Care Act (ACA), Accountable Care Organizations (ACO), reducing hospital re-admissions, COPD Population Health & Non Invasive Respiratory care strategies. Winner of multiple awards such as Distinguished Service - TSRC 2013 Long Term Care- Specialty Practitioner of the Year Award - AARC Philips Non Invasive Respiratory Care International Fellowship Award- AARC

Sales Strategies for a New Age Louis Feuer, MA, MSW
Jun 14th, Wed.
10:30 AM-11:30 AM
Sales & Marketing
Course Description

The changing sales process is changing and new times requires a new approach to attracting new business. Retail customers, government paying customers, bundling issues, etc. all require a separate business approach. and what you need to be learning about your customer to build your sales operation.This program is dedicated designed to those with afor the HME nd without a sales person or sales /team. The speaker will describe what you need to be learning about customers to build your sales operation. Retail customers, government paying customers, bundling issues, etc. all require a separate business approach. Attendees will lLearn how to build orders from existing customers to reduce total customer acquisition costs. , learn about community networking strategiesThe speaker will review, and what to look for in terms of product, territory, and sales trends. Learn and what is driving the emergence of new patient services and products. He will discuss community networking strategies andConsider explain ways social media, and digital marketing, and text messaging may help your business. This program is about looking ahead and how text messaging may be replacing the email. and what you need to be learning about your customer to build your sales operation.

Learning Objectives
  • Review strategies for strengthening the customer relationship.
  • Identify ways to create a company-wide sales mindset.
  • List tips and strategies for increasing revenues per customer.
  • Analyze the factors most important in your financial reports.
Course Handouts

Room Number: 21

About Louis Feuer, MA, MSW

Louis Feuer, MA, MSW is president of Dynamic Seminars & Consulting/Take Me to the Top Education. He has been training and educating the healthcare industry for close to 35 years. He has been a social worker/case manager, referral source, hospital administrator and the director of professional development for one of the nations largest home care companies. Louis has presented sales, marketing and customer service programs in almost every area of the healthcare industry. His new 2016 video online lecture series, Take Me to the Top is now available at http://trainingg.dynamicseminars.com. Louis training programs are used by American Health Insurance Plans for all their customer service training and certification courses. He has published hundreds of articles in such journals as the Journal of Hospital Marketing, the Retail Pharmacist, The Case Manager Magazine, HomeCare Magazine and the list goes on. He provides business strategies to businesses and business administration students through his work with Broward College in South Florida. He has published several hundred articles on professional development issues and had for almost 20 years had a monthly column in HomeCare Magazine. Louis is the creator of Our Comment Center a 24/7 online program for listening to referral sources and patients. Previously for 7 years Louis served on the National Accreditation Review Committee for HQAA having reviewed thousands of surveyor reports. He has lectured throughout the US, Canada and Europe. He is best known in the industry for his dynamic, straightforward, entertaining and insightful programs that have been a part of Heartland Conferences since its inception. With almost 35 years of healthcare industry experience Louis provides straightforward, easy to use strategies for improving sales, operations and marketing.

Strategies for Success: Billing Commercial Payers Sarah Hanna
Jun 14th, Wed.
10:30 AM-11:30 AM
Billing & Reimbursement
Course Description

Lets face it: Medicare is not the only payer in town.With the competitive bidding, environment providers need to be aware of the reimbursement practices within the commercial payer world. Navigating the commercial payer world is challenging and the payer practices are frustrating. This presenter will address some of the billing challenges providers face in the commercial world as well as provide ideas on how to combat denials and reimbursement runarounds.

Learning Objectives
  • Identify techniques by commercial payers to reduce payments and increase denials.
  • Discuss ideas to combat denials from commercial payers.
  • Define audit practices similar to Medicare which commercial payers have employed.
  • Review protocols that will assist in best practice methods to increase payments.
Course Handouts

Room Number: Seminar

About Sarah Hanna

Sarah Hanna is the President of ECS Billing & Consulting North and is a nationally recognized speaker and consultant on revenue cycle management, corporate operation and workflow assessment. She has worked in the healthcare industry for over 25 years. Sarah has conducted training seminars and personal client consultations on proper billing protocols, operational efficiencies and workflow, revenue cycle management, and reporting mechanisms for corporate success. Sarah is a member of HomeCare magazines Editorial Advisory Board and is a VGM endorsed Consultant. She has written articles for HME News and HomeCare Magazine on reimbursement and corporate operations. She has been a presenter for NHIA, VGMs Heartland Conference, AAHomecare and various state and regional conferences including Medtrade Fall and Spring. ECS North is proud to be the only billing and consulting firm in the United States to be accredited. Their commitment to compliance and professional services is evident by voluntarily being part of the accreditation process. ECS North is accredited through the Healthcare Quality Association on Accreditation, HQAA. Her company, ECS Billing & Consulting North provides billing, consulting and training services to healthcare providers throughout the United States.

Telehealth: Make the Right Call Wayne van Halem
Jun 14th, Wed.
10:30 AM-11:30 AM
Compliance & Regulatory
Course Description

Dont make the wrong call with telehealth.Telehealth is a relatively new phenomenon. It is likely future benefit that but, many of us will be able to take advantage of enjoy. Unfortunately, the industry is already seeing questionable and abusive practices related to telehealth that could impact the legitimacy of this benefit in the future as it relates to DMEPOS. We Some shave seen suppliers participateing in sham agreements with unethical telehealth providers that could result in inappropriate and perhaps illegal referrals. It alsoThis often results in significant audit and compliance issues for the suppliers. This presentation presenter will provide detailed information on what constitutes a legitimate telehealth visit and the advantages of these themvisits. It wasHe will also provide details of about the types of unethical contracts we he hasve seen in our his practice that have resulted in serious consequences for those involved . along with an explanationHe will also explain of why these concerns are valid. Dont make the wrong call with telehealth.

Learning Objectives
  • Outline what constitutes a valid telehealth arrangement.
  • Review the compliance risks and concerns with certain telehealth arrangements.
  • List steps a supplier should take when accepting telehealth referrals.
  • Explain actions that have been taken against companies involved in inappropriate telehealth arrangements.
Course Handouts

Room Number: 10-11

About Wayne van Halem

Wayne van Halem founded The van Halem Group in 2006. The Atlanta-based firm merged with VGM Group in 2014 and Wayne currently serves as its President as they assist providers navigate complex issues related to audits, appeals, enrollment, and compliance. A former auditor and national Appeals Director with Medicare, Wayne is also a published author and well-known lecturer. He is an Accredited Healthcare Fraud Investigator through the National Health Care Anti-fraud Association (NHCAA); a Certified Fraud Examiner through the Association of Certified Fraud Examiners (ACFE), and an active member of the Health Care Compliance Association (HCCA). He has served on the faculty for each of these national organizations. He also sits on the American Association for Homecares Regulatory Council, Medtrades Educational Advisory Board, Medicare DME MAC Jurisdiction C and D Advisory Councils, and on the Advisory Board for HME Business Magazine. He has also served as a legal expert in various criminal and civil proceedings. Since 2006, his company has saved suppliers over $70 million in overpayments and denial recoveries.

The Positives of Negative Pressure Wound Therapy (NPWT) Dean Demitropoulos
Jun 14th, Wed.
9:15 AM-10:15 AM
Sales & Marketing
Course Description

You will alsoThe speaker will help attendees uncover evaluate what NPWT can be worth to your their business. by recognizing how to get ahead and be successful!

Learning Objectives
  • Discuss how negative pressure wound therapy (NPWT) is still a money maker in this the competitive bid world environmentwe live in.
  • Review how the right supplier invests in your business alongside their provider partners.
  • Explain why the time is now to enter this once monopolized market.
  • List basics on requirements to support such a business.
Course Handouts

Room Number: Seminar

About Dean Demitropoulos

Dean Demitropoulos has over 16 years of wound care experience, with the last 10 years in NPWT. Like his roster of colleagues at Medela, he is CWCMS market certified.

The Power and Pitfalls of the Electronic Medical Record Lisa Eick
Jun 14th, Wed.
4:00 PM-5:00 PM
Billing & Reimbursement
Course Description

The electronic medical record has the potential to improve health care for millions of Americans. The purpose of the electronic medical record is to create a seamless medical record, giving physicians, nurse practitioners, physician assistants, pharmacists and other authorized health care providers access to real-time medical information for patients. The overarching goal of the electronic medical record is to help improve communication between providers and patients, improve quality, safety and create more efficiency. This course addresses the history of the electronic medical record. The speaker will discuss the advantages and the challenges facing the DME processor with regard to Medicare documentation requirements for DME as these relate to the electronic medical record.

Learning Objectives
  • Describe the intent of the electronic medical record and its advantages.
  • Explain the Medicare requirements for the electronic medical records as these apply to documents and signatures.
  • Discuss how to recognize electronic medical record documentation that meets Medicare criteria.
  • Discuss how to recognize electronic medical record documentation that meets Medicare criteria.
Course Handouts

Room Number: 22

About Lisa Eick

Lisa Eick is a registered nurse with 25 years of experience in Medicare and Medicaid clinical delivery systems in skilled nursing facilities. Lisa has been providing education and training in the areas of compliance and best practices for the last 10 years. Lisa joined VGM Education in 2013, specializing in developing and coordinating online education programs for nurses and other health care providers. Lisa joined the van Halem Group, a division of VGM Group, Inc., in 2015 as a clinical consultant and medical reviewer for complex rehab. Lisa holds a degree in nursing from Allen School of Nursing in Waterloo, Iowa.

The Seat Belt Talk: Functional Pelvic Positioning Daniel Duley
Jun 14th, Wed.
4:00 PM-5:00 PM
Rehab & Accessibility
Course Description

My son needs his headrest adjusted or The lateral trunk supports are too high are some of the most common complaints regarding a newly fitted seating and mobility system. Seat belts or pelvic positioning straps are often an afterthought when prescribing a wheelchair and seating system. However, stable pelvic positioning is essential for a successfully seated patient. This speaker will review how to select, install, and apply pelvic positioning straps that work together with the rest of the seating system to provide a stable and functional position for your patient.

Learning Objectives
  • Explain at least three methods of attaching a pelvic strap.
  • Compare buckle style and size, selecting the most effective combination.
  • Review two alternatives to traditional seat belts.
  • Describe three strategies limiting a patients access to the release mechanism.
Course Handouts

Room Number: 23

About Daniel Duley

Dan Duley has worked with seating and mobility patients for the past 25 years. He has worked for three childrens hospitals, large regional rehab providers and owned his own business. Currently he is establishing a new complex rehab program at Childrens Hospital of Omaha. Dan earned a degree in Bioengineering from the University of IL and holds the ATP and RET credentials from RESNA.

Think Differently! Benchmarking updates, and future landscape in healthcare Dave Lyman
Jeff Rummel
Jun 14th, Wed.
2:45 PM-3:45 PM
Operations & Customer Service
Course Description

This session will cover several strategies and ideas to ultimately take a look at you current business model and how you may fit in the future of the healthcare continuum. We will also discuss some of the key findings highlighted during VGM’s latest benchmarking results.

Learning Objectives
  • To understand how the future of healthcare and how it may pertain to your business.
  • To gauge where you stand amongst your peers in key permormance indicators.
  • To have a better understanding of incremental growth.
  • To discover new ideas for your business.
Course Handouts

Room Number: 10-11

About Dave Lyman

Dave started his healthcare career at The Cleveland Clinic as a respiratory Therapist. He has been in the DME industry for over Twenty years. Most of his experience is with Hospital based DME’s. He started in this industry as a staff Respiratory Therapist and has experience in Clinical, Operations, Billing, Executive Management and Sales in the DME industry. Currently Dave is the Director of Alternate Care for The VGM Group. Dave also serves on multiple committees regarding patient outcomes and patient care. Dave also serves as the chair for the education committee for OAMES and AA Homecare Respiratory focus group...

About Jeff Rummel

JEFF RUMMEL, CPA, is the Chief Financial Officer at VGM Group Inc. As such, he is the lead accounting officer and leads the accounting department with ultimate responsibility for all financial reporting, financial measurement, payroll, treasury, tax and compliance and a majority of VGM’s billing, collections, accounts payable, disbursements and financial analysis. Prior to coming to VGM spring of 2015, he was with Consolidated Energy Co., Jesup IA, for 14 years first as CFO and later President. Prior to that, he was in Des Moines as controller for two other companies and worked at what was then McGladrey and Pullen accounting firm to start off his career. His bachelor’s degree in accounting is from the University of Northern Iowa, and his MBA is from Drake University

U.S. Rehab Tech Training: Beginner/Advanced (Day 2) David Jordan
Matt Macpherson, ATP
Doug Marchand
Mark Robson
Rohan Smith
Ryan Vickers
Jun 14th, Wed.
8:15 AM-5:00 PM
Rehab & Accessibility
Course Description

U.S. Rehab Tech Training is a three-day seminar on power wheelchair repair. The course is taught by Matt Macpherson along with technical trainers from MK Battery, Invacare, Motion Concepts, Permobil, Sunrise Medical and Merits/Avid Rehab. A beginner track and an advanced track are offered to allow education content to be tailored to the techs’ skill levels. MK Battery and Matt Macpherson present on battery for power wheelchairs including the difference between deep cycle and 12 volt batteries, recharging requirements and chargers, respirator battery backup systems, how to use a multimeter, replacement of batteries, and the differences between AGM and sealed lead acid batteries. Attendees learn about the dangers of overcharging, recycling and specific examples of issues that have occurred with improper use or charging. Technical Trainers from Permobil, Invacare, Motion Concepts, Sunrise Medical and Merits/Avid Rehab focus on troubleshooting issues on their specific power wheelchairs. Each manufacturer covers basic motor location, how to access batteries and controllers, caster beam adjustments (if applicable), seat and accessory adjustments, how to dismantle and rebuild the equipment, electronics, programming of seat and motor functions, and programming for switches and devices. Attendees have the opportunity to ask specific questions on issues they have seen in the field. The class is hands-on allowing for each attendee to practice all of these elements. Manufacturers provide technical manuals on their equipment and information on how to use their website, order parts and tech support. All industry troubleshooting techniques are trained on and any maintenance tips are discussed. Beginner level attendees will have the opportunity to fully take a part and rebuild a power wheelchair. The advanced level track includes an introduction to seating and positioning for techs. We suggest that any tech who has less than 2 years’ experience attend the beginner session and any tech with more than 2 years’ experience can take the advanced session. Beginner Track: - Electronics and Battery Basics, Motors and Controllers - Programing for the new tech - Product specific repair and adjustments - Industry trends Advanced Track: - Programing for the advanced tech - Product specific repair and adjustments - Industry trends - Introduction to Seating and Positioning for techs On the final afternoon of training, each attendee is given a comprehensive exam covering the entire course. Scores from these exams will be used to provide the Tech Training certification.

Learning Objectives
  • Identify the tools that a wheelchair technician needs to rapidly and correctly diagnose and perform reapirs on manual and power wheelchairs.
  • Explain the operation of the major electrical components used in wheelchair controllers.
  • Demonstrate the procedures necessary to troubleshoot electrical issues with wheelchair electronics.
  • Select and inspect batteries for the DME industry.
Course Handouts

Room Number: WCA: Schoitz I & III

About David Jordan

David Jordan is the Power Specialist covering the Northeast for Sunrise Medical since 2016. He has spent the past 18 years in the power mobility and CRT industry. David has a Bachelor of Science degree and has been an Assistive Technology Professional since 2007.

About Matt Macpherson, ATP

Matthew Macpherson, ATP studied Electronics at the University College of the Fraser Valley in British Columbia, Canada. In the summer of 2000, he started a temporary job repairing powerchairs and manual wheelchairs at a local medical supply store and realized he really enjoyed the work and developed his skills with experience. Matthew has worked for 4 major DME companies in 2 countries. He has experience in every area of DME, including: repair and cleaning equipment, inside sales, VA program development, repair management, ATP, inventor of DME product design and more recently, systems development and training for technicians. He has developed and taught over 60 in-services for local Physical Therapists, ranging from principals of repairs to seating positioning components and parts. He has also developed three college courses in 2 countries for PT and PTA course work that instruct on areas such as: seating principals, product selection, pediatric components and seating parameters. Most recently, Matthew has developed a new 8-week college level DME repair technician certification course with both online course theory and in-class participation. Matthew teaches this course throughout the year at Mt. Hood Community College, in Portland, OR and is focused on bringing it to every state in the U.S. and in Canada within the next few years.

About Doug Marchand

Doug Marchand is a technical education supervisor for Invacare Corp. Doug has worked in the medical equipment manufacturing field since 1984, and in service related positions since 1987. Doug has worked as a repair technician, telephone technical support technician, and as a technical trainer of equipment supported. He joined Invacare in 2001, and now provides technical training on all mechanical and electronic aspects of power wheelchairs and scooters, as well as operation, repair and set-up of stationary oxygen concentrators, portable oxygen concentrators and home-fill systems.

About Mark Robson

Mark Robson is currently the National Powered Positioning Business Development Manager for Invacare Canada and Motion Concepts. His primary role is the education of therapists, dealer sales representatives and technicians on Invacare/Motion Concepts powered positioning products. Prior to accepting this position, he has held the titles of National Rehab Product Specialist, Rehab Product Education Manager and Territory Business Manager for Invacare Canada. Mark started out his career in healthcare at Muskoka Mobility, a small independent home healthcare dealership, which he owned and operated for twelve years. In all, Mark has a total of 25 years of industry-related experience.

About Rohan Smith

Rohan Smith has worked for Merits for the past 4 years as the Technical Support Supervisor. Rohan has an Associates Degree in computer engineering electronics technology and is currently finishing his Bachelor's Degree at DeVry University. As the lead technician for Merits, he provides technical support on all product lines and handles all warranty work.

About Ryan Vickers

Ryan Vickers is a technical training specialist at Permobil Inc. He has over nine years of power mobility product experience. After excelling with Permobil’s tech support team for the past three years Ryan was appointed as technical training specialist and is responsible for educating dealers and technicians on Permobil’s complete line of power mobility products.

VGM Live Talks Jun 14th, Wed.
12:00 PM-12:30 PM
VGM Live Talks
Course Description

Learn More About VGM and How to Maximize your VGM MembershipJoin team VGM Tuesday, Wednesday and Thursday during the lunch hour for VGM Live Talks. These quick, yet informative presentations will give you an idea of all of the services and programs offered by VGM. If you have been wondering how to maximize your VGM membership, you cannot miss these entertaining talks.From VGM Insurance to VGM Forbin to The van Halem Group, VGM Live Talks will help you make your membership work harder for you and your business.

Learning Objectives
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Course Handouts

Room Number: 10-11

VGM Live Talks Jun 14th, Wed.
12:00 PM-12:30 PM
VGM Live Talks
Course Description

Learn More About VGM and How to Maximize your VGM MembershipJoin team VGM Tuesday, Wednesday and Thursday during the lunch hour for VGM Live Talks. These quick, yet informative presentations will give you an idea of all of the services and programs offered by VGM. If you have been wondering how to maximize your VGM membership, you cannot miss these entertaining talks.From VGM Insurance to VGM Forbin to The van Halem Group, VGM Live Talks will help you make your membership work harder for you and your business.

Learning Objectives
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Course Handouts

Room Number: 12-13

VGM Live Talks Jun 14th, Wed.
12:45 PM-1:15 PM
VGM Live Talks
Course Description

Learn More About VGM and How to Maximize your VGM MembershipJoin team VGM Tuesday, Wednesday and Thursday during the lunch hour for VGM Live Talks. These quick, yet informative presentations will give you an idea of all of the services and programs offered by VGM. If you have been wondering how to maximize your VGM membership, you cannot miss these entertaining talks.From VGM Insurance to VGM Forbin to The van Halem Group, VGM Live Talks will help you make your membership work harder for you and your business.

Learning Objectives
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Course Handouts

Room Number: 10-11

VGM Live Talks Jun 14th, Wed.
12:45 PM-1:15 PM
VGM Live Talks
Course Description

Learn More About VGM and How to Maximize your VGM MembershipJoin team VGM Tuesday, Wednesday and Thursday during the lunch hour for VGM Live Talks. These quick, yet informative presentations will give you an idea of all of the services and programs offered by VGM. If you have been wondering how to maximize your VGM membership, you cannot miss these entertaining talks.From VGM Insurance to VGM Forbin to The van Halem Group, VGM Live Talks will help you make your membership work harder for you and your business.

Learning Objectives
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Course Handouts

Room Number: 12-13

Course Name Speaker Date Educational Track
Are You on Par for PAR? Lisa Eick
Jun 15th, Thu.
3:15 PM-4:15 PM
Billing & Reimbursement
Course Description

The Prior Authorization Request (PAR) program has been in place since September 1, 2012. The program includes all power operated vehicles (POV) and standard power mobility devices (PMDs), all Group 2 PMD, and all Group 3 non-power PMD. Beginning July 1, 2017, K085 and K0861 Group 3 PMDs will be subject to PAR nationwide. It is essential all suppliers to be well informed and ready for this change. This presentation will inform about and enhance the attendees knowledge of anticipated nationwide expansion of the PAR program. The presenter will include a PAR program history and reasons for expansion. She will address the PAR process, documentation requirements, claims submissions, and appeals. It is essential for all suppliers be well informed and ready for this change.

Learning Objectives
  • Explain the history and purpose of Prior Authorization Request (PAR
  • Describe the required documents.
  • Identify the process for submitting claims.
  • Review how to differentiate between a PAR review and a PAR claim.
Course Handouts

Room Number: 22

About Lisa Eick

Lisa Eick is a registered nurse with 25 years of experience in Medicare and Medicaid clinical delivery systems in skilled nursing facilities. Lisa has been providing education and training in the areas of compliance and best practices for the last 10 years. Lisa joined VGM Education in 2013, specializing in developing and coordinating online education programs for nurses and other health care providers. Lisa joined the van Halem Group, a division of VGM Group, Inc., in 2015 as a clinical consultant and medical reviewer for complex rehab. Lisa holds a degree in nursing from Allen School of Nursing in Waterloo, Iowa.

Back to Basics: Using the Classics to Make Online Marketing Easier Carrie Fitzgerald
Jane Gordon
Jun 15th, Thu.
9:00 AM-10:30 AM
Sales & Marketing
Course Description

Enough with the digital marketing buzzwords! Nothing beats the classics, so Llets bring web marketing back to the basics and showcase the best tried and true marketing concepts that have never gone out of style. The presenters During this presentation, Carrie and Jane will discuss what the four4 Ps of marketing - product, price, place, and promotion looks like in todays digital world. They will also cover review this oldie, but goodie: the promotion mix of direct marketing, personal selling, sales promotion, advertising, and publicity. The tools have changed, but the process remains the same. Let Carrie and JaneThe presenters will help your business simply succeed online. today!

Learning Objectives
  • List the four Ps of marketing and how each translates to digital.
  • Discuss the standard promotion mix and how to incorporate easily into any marketing plan.
  • Define a clear process for promotion of your services through strategy, targeting, positioning, crafting a message, communicating, and selling.
  • Review effective marketing through the decades and what it would look like today.
Course Handouts

Room Number: 21

About Carrie Fitzgerald

Carrie Fitzgerald, HME Sales Representative, joined VGM Forbin in 2013. With a love for the sales process, everything HME and over a decade of sales experience, Carrie provides HME businesses with successful web solutions geared towards enhancing their sales experience. Helping customers located from Ohio to the Pacific Coast and everywhere in between, Carrie specializes in web solutions for HME/DME providers, pharmacies and health providers of all kinds. Whether she is showcasing Forbins PowerWeb, Hospice Portal or Ecommerce solutions, Carrie is helping her clients do business better and more efficiently.

About Jane Gordon

Jane Gordon, HME Sales Representative, joined VGM Forbin in 2010. Responsible for the Central and Eastern sales territory, Jane has an enthusiasm for seeing a live site benefiting one of her clients. With a diverse background in radio and television media sales, account management with advertising agencies and website sales, Jane works with companies in the HME/DME, orthotics and prosthetics, and pharmacy stores industries. Jane specializes in showcasing our PowerWeb, Hospice Portal and Ecommerce solutions. Jane’s knowledge also extends to Forbin’s O&P Package for orthotics and prosthetics practitioners, as well as Social Performance Plans, Search Engine Marketing and SEO plans.

Becoming a Leader that Multiplies the Intelligence of Others Kelli Krueger
Jun 15th, Thu.
3:15 PM-4:15 PM
Big Ideas
Course Description

Are the people on your team continually getting better? Find out what it takes to help everyone around you raise their game. Based on the book Multipliers, learn tips for releasing the natural genius in your people and getting better more consistent results from your team. In one short hour you will discover what would you be willing to change if that change caused you to essentially double your workforce for FREE.

Learning Objectives
  • Distinguish the difference between leadership traits that multiplies employee™s intelligence and what traits diminish their intelligence.
  • Define the true meaning of employee intelligence and how it plays a role in company performance
  • Recognize and model leaders who use their smarts to stimulate and enhance the creativity of the group.
  • Examine how bringing people together, and giving others on the team more freedom, power, and responsibility, will ultimately generates self-worth and satisfaction.
Course Handouts

Room Number: 24-25

About Kelli Krueger

Kelli Krueger is the VP of VGM Education. She’s a Master Practitioner/Trainer in Neuro-Linguistic Programming and has been in the training industry for 20+ years. Kelli specializes in sales, persuasion, customer service, organizational culture and leadership training. Her trainings focus on the development of human talent and communication, utilizing the latest innovations in Human Performance Technology.

Common Sense Approach to Compliance Wayne van Halem
Jun 15th, Thu.
10:45 AM-12:15 PM
Compliance & Regulatory
Course Description

Many suppliers are confused when it comes to compliance. While some suppliers think they have a comprehensive compliance program, it really isnt effective. On the flip side, some suppliers may be going overboard on changes that they implemented, and it ends up causing backlogged work and inefficiencies. This presentationpresenter will discuss best practices and practical solutions when it comes to an effective compliance program. These are the types of questions that will be answered in this presentation include 1) . What does compliance mean? 2) What am I are you required to do? 3) How much should youI spend? These are the types of questions that will be answered in this presentation. While some suppliers think they have a comprehensive compliance program, it really isnt effective. On the flip side, some suppliers may be going overboard on changes that they implemented and it ends up causing backlogged work and inefficiencies. This presentation will discuss best practices and practical solutions when it comes to an effective compliance program.

Learning Objectives
  • List the seven7 elements required of for an effective compliance program.
  • Describe how to use an assessment tool to determine how comprehensive your compliance program is.
  • Review some best practices that relate to compliance programs.
  • Identify common error that suppliers face when implementing a compliance program.
Course Handouts

Room Number: 10-11

About Wayne van Halem

Wayne van Halem founded The van Halem Group in 2006. The Atlanta-based firm merged with VGM Group in 2014 and Wayne currently serves as its President as they assist providers navigate complex issues related to audits, appeals, enrollment, and compliance. A former auditor and national Appeals Director with Medicare, Wayne is also a published author and well-known lecturer. He is an Accredited Healthcare Fraud Investigator through the National Health Care Anti-fraud Association (NHCAA); a Certified Fraud Examiner through the Association of Certified Fraud Examiners (ACFE), and an active member of the Health Care Compliance Association (HCCA). He has served on the faculty for each of these national organizations. He also sits on the American Association for Homecares Regulatory Council, Medtrades Educational Advisory Board, Medicare DME MAC Jurisdiction C and D Advisory Councils, and on the Advisory Board for HME Business Magazine. He has also served as a legal expert in various criminal and civil proceedings. Since 2006, his company has saved suppliers over $70 million in overpayments and denial recoveries.

Competitive Bidding: Meeting Capacity, Exiting a Contract, and Other "Hot Button: Issues Jeffery Baird
Jun 15th, Thu.
9:00 AM-10:30 AM
Compliance & Regulatory
Course Description

This program will discuss hot button legal issues facing competitive bid suppliers. Specifically we will (i) examine if the DME supplier can cease serving competitive bid patients if the supplier's business has exceeded the capacity stated in the supplier's bid package; (ii) look at the options the contract supplier has if it concludes that it simply cannot profitably continue to serving patients under the competitive bid contract; (iii) examine what the supplier must do if it discovers that it has not met the "physical location" requirements of a state; (iv) look at the requirements a contract supplier must follow in order to "carve out" a portion of its competitive bid contract; and (v) examine how a contract supplier should prepare a Corrective Action Plan when CMS threatens to terminate the competitive bid contract.

Learning Objectives
  • Describe the contract suppliers obligations once it reaches the capacity set out in its bid submission.
  • Outline the contract suppliers options if it is losing money under its competitive bid contract.
  • Discuss what the contract supplier should do if it is out of compliance with a states physical location requirements.
  • Outline the issues to be included in a Corrective Action Plan.
Course Handouts

Room Number: 10-11

About Jeffery Baird

Jeffrey S. Baird, Esq., is Chairman of the Health Care Group at Brown & Fortunato, P.C., a law firm based in Amarillo, Texas. Mr. Baird represents pharmacies, HME companies and other health care providers throughout the United States. He works closely with governmental agencies. Mr. Baird has authored numerous articles and is a frequent lecturer throughout the country. He serves on the Medtrade Education Advisory Board, the AAHomecare Regulatory Council, and the AAHomecare Audit Task Force. Mr. Baird earned a B.B.A. from the University of Iowa and received his law degree from the University of Tulsa College of Law. Mr. Baird is Board Certified in Health Law by the Texas Board of Legal Specialization.

Custom Seating Solutions: Designing a Seat Support Surface Stacey Mullis
Jun 15th, Thu.
1:30 PM-3:00 PM
Rehab & Accessibility
Course Description

An off-the-shelf seat cushion is not always sufficient to address complex seating goals. A mold can be restrictive, rigid, and costly, with little room for change or growth. This presenter will discuss an alternative to molds. She will instruct on how to build a cushion from the base up, incorporating growth. She will review foam properties and applications as well as base cushion styles, cushion components, and applications.

Learning Objectives
  • Define the two relevant properties of foam.
  • List appropriate foams for each layer of a cushion.
  • Describe at least two cushion components and why you would use them.
  • Give examples of one clinical presentation for each cushion base.
Course Handouts

Room Number: 23

About Stacey Mullis

Stacey is Director of Clinical Education for Comfort Company. She is a Canadian trained Occupational Therapist of 20 years. With experience in pediatrics, inpatient/outpatient rehabilitation, long term care, and home health, Stacey has faced the challenges of providing appropriate seating in various settings. This led her to pursue an apprenticeship in Asheville, NC to advance her skills and she now focuses her efforts on educating her colleagues on principles of seating and positioning.

Customer Service for Today A Nimble and Versatile Encounter Miriam Lieber
Jun 15th, Thu.
9:00 AM-10:30 AM
Operations & Customer Service
Course Description

Taking an HME order today requires a comprehensive and analytical thinker. From competitive bid orders and their unique requirements to compliance- friendly, ABN, and retail/cash pay options, your customer service staff will have to meet the rigorous demands of this widely varied landscape. This speaker will lead an interactiveA discussion of the considerations and requirements for order intake today will be discussed. She will explore aActual case studies and efforts to remain flexible but steadfast will be explored in this comprehensive and current/timely session.

Learning Objectives
  • Discuss select intake questions that must be asked to properly complete the intake process properly.
  • Explore intake nuances that impact each new order.
  • Identify software tools that assist intake staff in meeting their responsibilities for order intake.
  • Review reasons for employing the ABN.
Course Handouts

Room Number: Seminar

About Miriam Lieber

Miriam Lieber is an independent consultant and trainer specializing in homecare reimbursement and operations management. Her extensive experience with Medicare and other third party payers has brought her national recognition in the homecare industry. With over 25 years experience in the homecare field, Miriam is a featured author of many articles in the areas of operations management and leadership. She is also a nationally known speaker for many homecare trade associations. In her consulting practice, Ms. Liebers clientele includes, home health care companies, managed care organizations, hospitals, wholesalers, pharmacists and manufacturers. She is known to have practical approaches to complex reimbursement matters and assists her clients with the nuts and bolts of running a profitable business.

Discovering the Secrets of Delight to Win Over Others and Yourself Beth Cox Hollingsworth
Jun 15th, Thu.
9:00 AM-10:30 AM
Big Ideas
Course Description

Delight: a high degree of satisfaction: JOY; also: extreme satisfaction. In our lives, the concept of delight is common, but it's sometimes uncommon to give it much thought. The dictionary calls it satisfaction, but what really makes a person feel satisfied? During this session, well analyze the concept of delight from multiple lenses. A business owner seeks to infuse a customer with feelings of delight through interactions with the company's brand. A supervisor wants to create delight in the work environment to motivate team members. An individual who wears many hats longs for delight in the way she spends her time. An investigation of human behaviors will provide clues to understanding and embrace delight during this three-part talk.

Learning Objectives
  • Define delight in a way that is actionable and meaningful to business
  • Review what science says about human behaviors that impact delight
  • Investigate examples of successful strategies to create delight in customers
  • Identify sources of delight in your own life and why they they are important to wellbeing
Course Handouts

Room Number: 24-25

About Beth Cox Hollingsworth

Beth Cox Hollingsworth is the Director of Content Strategy for VGM Marketing. A member of the marketing leadership team, she oversees a team of content and data professionals, who specialize in developing marketing strategies that are planned, sustainable and integrated with sales strategy. In addition to marketing strategy, Beth has a passion for empowering individuals to discover their personal mind-body well-being. She is a certified life and wellness coach and speaker on topics such as stress management and happiness in the workplace. Beth came to the marketing department by way of People for Quality Care, VGMs patient advocacy group and Strategic Media, Ltd. VGMs former political communications firm, where she ran local and regional political campaigns. She holds a master degree of public policy and a bachelor degree of Spanish Language and Literature from the University of Northern Iowa.

How HMEs Can Capture and Monetize the Sickness to Wellness Trend Beth Cox Hollingsworth
Maria Markusen
Jun 15th, Thu.
1:30 PM-3:00 PM
Sales & Marketing
Course Description

Consumer trends around sickness and health are rapidly changing. The new focus for many consumers is on wellness, or making a proactive effort to maintain or improve health. Described as a holistic mind-body approach, it is characterized by prevention, individual responsibility and full integration of healthy solutions into daily life. Think eating the right foods, fitness tracking, using essential oils as cleansers or for home treatments or bringing the yoga mat to work. The opportunities to provide these products are big for health care businesses, and this includes the retail spaces of HME businesses. Could your HME be a solution for the thousands of caregivers and baby boomers in your community who are looking to shape new, healthy lifestyles? In this session we will explore wellness trends, products and retail strategies for your space.

Learning Objectives
  • Identify the health market paradigm shift from sickness to wellness.
  • Learn about common wellness products in high demand by today's consumers.
  • Examine a case study of an HME business that shifted its business model to support. holistic products.
  • Evaluate if adopting a wellness approach is right for your business.
Course Handouts

Room Number: 21

About Beth Cox Hollingsworth

Beth Cox Hollingsworth is the Director of Content Strategy for VGM Marketing. A member of the marketing leadership team, she oversees a team of content and data professionals, who specialize in developing marketing strategies that are planned, sustainable and integrated with sales strategy. In addition to marketing strategy, Beth has a passion for empowering individuals to discover their personal mind-body well-being. She is a certified life and wellness coach and speaker on topics such as stress management and happiness in the workplace. Beth came to the marketing department by way of People for Quality Care, VGMs patient advocacy group and Strategic Media, Ltd. VGMs former political communications firm, where she ran local and regional political campaigns. She holds a master degree of public policy and a bachelor degree of Spanish Language and Literature from the University of Northern Iowa.

About Maria Markusen

Maria Markusen is the Director of Operations and Development for VGM Retail Services. In this position, her responsibilities include managing day-to-day operations within the team and strategizing solutions to internal and member problems. Before joining VGM, Markusen was Co-Founder and Chief Operating Officer of Simply Shops where she successfully anticipated, forecasted and exploited industry shifts with innovative strategies and creative executions while delivering exceptional results to providers, partners and consumers. Earlier in her career, she also was VP of Sales and COO of multiple national long-term care companies where she served the health industry for several years.

How Technicians are Evolving Matt Macpherson, ATP
Jun 15th, Thu.
9:00 AM-10:30 AM
Rehab & Accessibility
Course Description

The industry of DME Repair Technicians has been in need of evolution in the way we training and measure the skills of our technicians. This course is an overview of where technicians have been, where we are now, and where we are going in the next few years.

Learning Objectives
  • The overview of Technician training in the past
  • Where we are today
  • What we need to change
  • What the training will look like in 2 years
Course Handouts

Room Number: 23

About Matt Macpherson, ATP

Matthew Macpherson, ATP studied Electronics at the University College of the Fraser Valley in British Columbia, Canada. In the summer of 2000, he started a temporary job repairing powerchairs and manual wheelchairs at a local medical supply store and realized he really enjoyed the work and developed his skills with experience. Matthew has worked for 4 major DME companies in 2 countries. He has experience in every area of DME, including: repair and cleaning equipment, inside sales, VA program development, repair management, ATP, inventor of DME product design and more recently, systems development and training for technicians. He has developed and taught over 60 in-services for local Physical Therapists, ranging from principals of repairs to seating positioning components and parts. He has also developed three college courses in 2 countries for PT and PTA course work that instruct on areas such as: seating principals, product selection, pediatric components and seating parameters. Most recently, Matthew has developed a new 8-week college level DME repair technician certification course with both online course theory and in-class participation. Matthew teaches this course throughout the year at Mt. Hood Community College, in Portland, OR and is focused on bringing it to every state in the U.S. and in Canada within the next few years.

How to Develop High Performance Teams That Are Engaged Richard Davis
Jun 15th, Thu.
10:45 AM-12:15 PM
Business Leadership & Management
Course Description

We all work on teams. No matter how large or small an organization, rare is the case where someone is always working alone. Developing effective and high performing teams requires thought, strategy, and work. A highly effective program that develops high performing teams can have a dramatic impact on any business. Is some cases it can be the difference between survival and extinction.

Learning Objectives
  • Attendees will learn about the current and changing talent pool.
  • Attendees will learn the characteristics of a high performing team
  • Attendees will learn the obstacles to a high performing team
  • Attendees will learn about the stages of effective team development
Course Handouts

Room Number: 12-13

About Richard Davis

Sarah Hanna Sarah Hanna is the President of ECS Billing & Consulting North. With over 20 years of experience she is a nationally recognized speaker and consultant on revenue cycle management, corporate operation and workflow assessment. By helping companies across the United States, she has received national acclaim in the healthcare industry. Sarah has conducted countless training seminars and personal client consultations on proper billing protocols, operational efficiencies and workflow, revenue cycle management, and reporting mechanisms for corporate success. Sarah is a member of HomeCare magazine's Editorial Advisory Board. She has written articles for HME News and HomeCare Magazine on reimbursement and operation efficiencies. Sarah is a sought after public speaker. She has been a presenter for AAHomecare and various state and regional conferences including Medtrade Fall and Spring. Richard Davis Richard Davis has over 30 years of management and consulting experience. He founded McClain Group, LLC, dba HirePowerHR in 1992 consulting with clients nationwide in talent management, training, and human resources services and products. He was formally a VP of Human Resources for a large regional HME/RT/IV/Rehab provider and also worked in management and executive leadership positions in the Southeast, New England, and Canada with an international medical device manufacturer. Richard has been a speaker at Medtrade since 1995 and is a frequent speaker at numerous state HME associations across the country. Richard is a trained behavioral interviewer and is credentialed through the Society for Human Resources Management as a Senior Credentialed Professional (SHRM-SCP) and by the Human Resource Certification Institute as a Senior Professional in Human Resources (SPHR). Richard received his business degree from The Citadel in Charleston, SC.

Identify and Convert Key Referral Sources to Generate New Business Ryan Ball
Jun 15th, Thu.
10:45 AM-12:15 PM
Sales & Marketing
Course Description

With nationwide competitive bidding, audits, endless reimbursement cuts and payer/provider consolidations, it is more important than ever to find greater efficiencies in business operations. The Affordable Care Act allocated billions of dollars to incentivize health care providers to utilize electronic medical records over the past several years. T, and that investment has led to a technological boom in data available to target key physicians. It seems everyone other health care businesses is are utilizing big data, so why aren't HMEs? It is more important than ever to find greater efficiencies in business operations. This presentation will detail data that is available on DME products and traditional referral sources. After detailing opportunities, the presenter is presentation will identify discuss real-world examples of different tools available to identify, target, engage, and convert key referral sources. He will and provide guidance on how data can be used using data to create a more targeted, efficient HME sales and marketing efforts.

Learning Objectives
  • Identify data resources available to HME providers.
  • Explain tips on how to use your own business data to target sales and marketing efforts.
  • Tips on how to use external data options to target sales and /marketing efforts.
  • Review rReal- world examples of targeted sales and /marketing plans for HME providers.
Course Handouts

Room Number: 21

About Ryan Ball

Ryan Ball, director, VGM Market Data, has worked in the healthcare industry for The VGM Group, for over a decade as director of VGM Market Data and various analyst roles within VGM Government & Regulatory department. Prior to working as a regulatory analyst, Ryan worked as a political campaign consultant, focusing primarily on developing and analyzing data to identify statistically-significant market trends and make recommendations on efficient resource allocation. For the past 3 years, Ryan has been the director of VGM Market Data and works with VGM members to provide market intelligence data to identify key referral source opportunities in their markets and provides tools to provide actionable intelligence to post-acute healthcare sales/marketing teams.

Legal Guidelines for: Waiver of Reduction for Medicare and Commercial Co-payments Denise Leard
Jun 15th, Thu.
1:30 PM-3:00 PM
Compliance & Regulatory
Course Description

Margins are the thinnest they have ever been and every penny counts. OTherefore, one of the most important revenue sources is the collection of copayments, but it can also be one of the most difficult areas to manage. DME suppliers may find it surprising that, as a general rule, they are required to collect for copayments from commercial patients the same way that suppliers are required to collect from Medicare beneficiaries. This presentation presenter will discuss what the law requires regarding the collection of copayments from Medicare beneficiaries and from patients covered by commercial insurance. DME suppliers may find it surprising that, as a general rule, they are required to collect for copayments from commercial patients the same way that suppliers are required to collect from Medicare beneficiaries. Thisese materials presenter will set out practical steps that suppliers can take to successfully collect copayments and the legal steps to take before they can reduce or waive a copayment.

Learning Objectives
  • Review why the collection of copayments and deductibles are critical to the success of a business.
  • Explain when it is legally acceptable to waive copayments and deductibles.
  • Summarize federal and state case law that should be considered by a company when making a decision to waive a copayment or deductible.
  • Outline how to develop a legally acceptable waiver of copayment and deductible policy.
Course Handouts

Room Number: 10-11

About Denise Leard

Denise M. Leard, Esq., is an attorney with the Health Care Group of Brown & Fortunato, P.C., a law firm based in Amarillo, Texas. Mrs. Leard represents HME companies, pharmacies, and other health care providers throughout the United States. Mrs. Leard has authored numerous articles and is a frequent lecturer throughout the country. She is licensed in Idaho, Oklahoma, Texas, and Washington and is Board Certified in Health Law by the Texas Board of Legal Specialization. Mrs. Leard earned a B.A. from the University of Washington and received her law degree from the University of Oklahoma College of Law.

Live At Home Pro- Have a tablet be your leading tool in the toolbox Jessica Barber
Bill Stelzer
Jun 15th, Thu.
1:30 PM-3:00 PM
Rehab & Accessibility
Course Description

This one hour course will consist of an explanation of how the LIVEATHOMEPRO App is organized and we will show you how to use it effectively in situations that are quite simple as well as situations that are very complex by first looking at the individual and that individual's needs, desire and limitations. Contact Jessica.Barber@vgm.com for a Live at Home Pro registration. Bring your iPad to follow-along for a hands-on training experience.

Learning Objectives
  • Learn the overall capability effectiveness and efficiency to be gained by using the App
  • Distinguish when and how to use the entire App or to use only the portions of the App specific to and persons specific desires
  • Identify and determine the special applications contained within the App.
  • Determine how this App will help you grow your business in the Home Safety and Accessibility Marketplace.
Course Handouts

Room Number: 12-13

About Jessica Barber

Jessica Barber has worked alongside Accessible Home Improvement of America for the past 7 years as the administrative assistant and marketing coordinator. She is an active participant in developing the Live At Home Pro App and is the administrator for the program. Aside from AHIA, she continues to assist VGM & Associates, LTD with tasks ranging from accounting, marketing and contracting.

About Bill Stelzer

Bill Stelzer currently is known as a Van G. Miller & Associates Inc./Accessible Home Improvement of America (VGM/AHIA) consultant/coach on In Home Safety and Accessibility with respect to the Construction and Home Medical Equipment Industries, after pioneering this aspect of those industries while he was the general manager of Green Bay Home Medical Equipment. He has been a consultant to VGM/AHIA members for the last 6 plus years and has helped several companies start up or enhance their Home Modifications Business and other retail aspects of their HME and/or Construction business. He has made many presentations at National Home Medical Equipment Conferences including Medtrade, Medtrade Spring, and the Heartland Conference and he has written several articles for Homecare Magazine and HME News, and has participated in the development of several education and certification programs for VGM and AHIA.

NO MORE Mobility Addendums!Getting it Right the FIRST Time Dan Fedor
Kay Koch
Jun 15th, Thu.
1:30 PM-3:00 PM
Billing & Reimbursement
Course Description

One of the most frustrating things for a clinician and the supplier is when the patient clearly requires complex rehab equipment but are informed that the documentation doesnt justify the medical necessity. In this interactive workshop participants will gain insight into Medicare's documentation requirements. The instructors will present in an understandable manner what Medicare expects from a clinician to justify the medical necessity for qualified patients. Participants will have a hands-on experience by reviewing actual wheelchair evaluations then discuss their findings with the group and with the help of the instructor learn what is considered acceptable documentation for commonly used complex rehab technology.

Learning Objectives
  • The participants will be able to recognize how to properly document the medical necessity for mobility assistive equipment and related accessories
  • Participants will be able to prepare a wheelchair evaluation with the expected content and format required for reimbursement for qualified patients
  • Upon completion of this course participants will be able to identify the necessary language for a comprehensive evaluation for the purpose of Medicare reimbursement
  • The participants will be able to list one reason why the LCA ( least costly alternative) needs to be documented
Course Handouts

Room Number: Seminar

About Dan Fedor

Dan has been in the HME industry for over 25 years and currently servers as the Compliance Director for VGM and US Rehab members. He is available to assist members with documentation requirements, audits and compliance for mobility products. He is a graduate of Penn State University where he earned a BS in Economics with a Business Minor. Dan joined VGM in 2014 and before that, was the Director of Education and Compliance for Pride Mobility Products Corp. for 13 years. Prior to joining Pride, Dan served as a Senior Manager for Professional Relations and Electronic Data Interchange for the Jurisdiction A DME MAC (United Healthcare) for nearly 6 years.

About Kay Koch

Kay has over 30 years seating and wheeled mobility experience. She is a graduate of the Occupational Therapy program at The Ohio State University. Her focus has been on pediatric seating positioning, wheeled mobility and assistive technology solutions. An ATP since 1996,Kay has spent her years as an OT in various roles, from clinician to manufacturer rep. She worked for a rehab technology supplier in marketing education, training and accreditation, in Atlanta, Georgia, from 2000-2013. Kay was the Rehab Clinical Education Manager for Invacare from January 2014 until August 2014. She also works for the Joint Commission doing DME and Rehab surveys. She joined The vanHalem Group, a division of VGM, in December 2014. Kay worked one morning a week at the Assistive Technology Center at Childrens Healthcare of Atlanta for 10 years. She was an independent third party second level reviewer for 4 years for a large insurance company. She ran the seating and mobility clinic at the Scottish Rite Hospital in Dallas before returning to live in Atlanta in 2000. She has presented at various national and international conferences. Kay is active in the community and serves as a volunteer advisor for the Fragile Kids Foundation and Dream Makers, both associations dealing with children who use wheelchairs and have special needs.

Noninvasive Modes of Ventilation NIPPV: When Did This Become So Complicated? Zach Gantt, RRT
Jun 15th, Thu.
10:45 AM-12:15 PM
Respiratory & Sleep
Course Description

Mechanical ventilation has been through much change over the last few years, from rules to reimbursement changes and prepaid audits. There are clinical challenges that come with the new age ventilators that focus on noninvasive positive pressure ventilation (NIPPV). Each NIPPV has its patented modes, setting, and user interfaces. Understanding the basics is near impossible. This presenter will help clinicians decide how to identify the right device for their population and how to get past the sales pitch to review true supporting data around these modes.

Learning Objectives
  • Review the current status of ventilation rules and regulations.
  • Discuss the challenges clinicians face in the current ventilation market.
  • Describe the modes of ventilations and their similarities and differences.
  • Explain the nuances and advantages of each device or mode.
Course Handouts

Room Number: Seminar

About Zach Gantt, RRT

Registered Respiratory Therapist and entrepreneur with a passion for making a difference in the healthcare continuum. Dedicated, self motivated and high energy clinician with very unique skill set in the industry. Expertise include population health, disease management, DME/HME, sub-acute ventilator & rehab units, business development, payer relations, & telemedicine. Served in various roles in clinical operations, clinical executive, business development, R&D, and President of for profits, as well as non profit organizations. Currently serve as Chair of the Homecare Section for the American Association for Respiratory Care, Past President, & hold a seat on the Board of Directors, and Executive committees for two non profit organizations, TN Society for Respiratory Care (501c6) and TN Respiratory Education Foundation (501c3). Have dedicated a portion of my career to advancing and protecting the profession of Respiratory Care. This commitment has been to move the envelope forward in helping to advance the profession outside of the hospital to provide care where RTs can make the largest difference in outcomes and reducing cost. Frequent speaker and presenter of original abstracts at more than 80 events across the US, with a focus on the Affordable Care Act (ACA), Accountable Care Organizations (ACO), reducing hospital re-admissions, COPD Population Health & Non Invasive Respiratory care strategies. Winner of multiple awards such as Distinguished Service - TSRC 2013 Long Term Care- Specialty Practitioner of the Year Award - AARC Philips Non Invasive Respiratory Care International Fellowship Award- AARC

Operations Management: Improving Efficiency of Core Processes Miriam Lieber
Jun 15th, Thu.
1:30 PM-3:00 PM
Operations & Customer Service
Course Description

Requisite to staying profitable today is the need to hone processes and improve efficiencies. Accountability, automation, process, and flow are keys to a healthy HME company. This lively presenter will lead Aa discussion of the many positive operational changes seen throughout the HME community at large will be included in this session. Join Lieber for aShe will review of national best practices from small to large HME providers.

Learning Objectives
  • Identify ways to hone your HME business practices.
  • Evaluate and explore quantifiable measures for core competence.
  • Discuss automation trends for efficiency and increased productivity.
  • Describe efforts of some HME companies that have helped them stay profitable.
Course Handouts

Room Number: 22

About Miriam Lieber

Miriam Lieber is an independent consultant and trainer specializing in homecare reimbursement and operations management. Her extensive experience with Medicare and other third party payers has brought her national recognition in the homecare industry. With over 25 years experience in the homecare field, Miriam is a featured author of many articles in the areas of operations management and leadership. She is also a nationally known speaker for many homecare trade associations. In her consulting practice, Ms. Liebers clientele includes, home health care companies, managed care organizations, hospitals, wholesalers, pharmacists and manufacturers. She is known to have practical approaches to complex reimbursement matters and assists her clients with the nuts and bolts of running a profitable business.

Over-the-Counter Hearing Aids… Yes, you heard me right! Melodie Maerz, AuD
Jun 15th, Thu.
10:45 AM-12:15 PM
Big Ideas
Course Description

The FDA recently made two significant changes to help Americans with access to hearing aids: 1)audiologists no longer need a referral from a physician prior to fitting hearing aids to adults; 2)new class of Over-the-counter hearing aids was approved. VGM members can now access adding a new product line for their patients - OTC hearing aids. Additionally, VGM Members have access to a Homelink Staff Doctor of Audiology and a team of operations professionals to help develop your new line of business.

Learning Objectives
  • Learn about the new Class of OTC Hearing Aids approved by Congress in 2017
  • Assess the margins & advantages of selling OTC hearing aids
  • Discover ways to reach the 300M Americans with untreated hearing loss
  • Analyze the additional hearing products and accessories you can offer as add on items to the new class of OTC hearing aids
Course Handouts

Room Number: 24-25

About Melodie Maerz, AuD

Information coming soon.

Re-invent, Re-energize, Re-engage Marketing Strategies Staci Langel
Maria Markusen
Jun 15th, Thu.
3:15 PM-4:15 PM
Sales & Marketing
Course Description

Gone are the days of passive traffic driving into your store. In an industry where competition is around every corner, actively and effectively reaching potential customers is essential to attracting and retaining an engaged customer base. This presenter will review examples of marketing successes -- and failures -- to re-energize your marketing efforts and re-engage your customers.

Learning Objectives
  • Identify and define the marketing content strategy shift occurring in the HME industry.
  • Discuss how to create and use a varied portfolio of marketing tools and techniques to drive foot traffic and build a customer following through real-life marketing executions.
  • Identify key metrics to analyze marketing success and the relation to sales performance.
  • Describe the process of drawing conclusions and making decisions based on marketing results.
Course Handouts

Room Number: 21

About Staci Langel

Staci Langel is the Marketing Coordinator for VGM Retail, a division of VGM & Associates. In this position, Staci is responsible for the development, creation, implementation, management and analysis of strategic marketing efforts for VGM Members, contracted retail vendors, and the VGM Retail division. Her marketing experience spans multiple industries including traditional retail, HME/DME, and club and resort. Her work reaches across multiple consumer markets and incorporates multi-channel efforts. Prior to joining VGM Retail, Staci obtained Bachelor of Arts degrees in Marketing and Economics from the University of Northern Iowa in Cedar Falls, IA.

About Maria Markusen

Maria Markusen is the Director of Operations and Development for VGM Retail Services. In this position, her responsibilities include managing day-to-day operations within the team and strategizing solutions to internal and member problems. Before joining VGM, Markusen was Co-Founder and Chief Operating Officer of Simply Shops where she successfully anticipated, forecasted and exploited industry shifts with innovative strategies and creative executions while delivering exceptional results to providers, partners and consumers. Earlier in her career, she also was VP of Sales and COO of multiple national long-term care companies where she served the health industry for several years.

Red is Not the New Black: Can You Afford to Accept Assignment? Ronda Buhrmester
Dan Fedor
Jun 15th, Thu.
9:00 AM-10:30 AM
Billing & Reimbursement
Course Description

Are you participating or non-participating with Medicare? Have you always accepted assignment (the Medicare allowable) on claims? Can you continue to accept assignment for all products and services and remain profitable? Since Jan 2016, Medicare has slashed the allowables by approximately 50%, and other payers are following its lead. The supplier has been put in a challenging position of wanting to continue to service patients in the same manner while remaining profitable. It is critical to know the accurate reimbursement rates for provided products as there are many different fee schedules for the same code. Ronda and Dan will discuss which fee schedule is applicable for various scenarios and provide alternatives when the rate is no longer acceptable.

Learning Objectives
  • Identify the accurate fee schedule for your customer.
  • Describe how to execute a non-assigned claim when necessary.
  • Explain how to execute a valid ABN for denial, upgrade, and retail transactions.
  • Review how to implement a company protocol for when you cannot accept assignment.
Course Handouts

Room Number: 22

About Ronda Buhrmester

As a VGM / U.S. Rehab associate since 2012, Ronda specializes in the billing and reimbursement. She managed a hospital-based DME in Illinois for 12 years, and handled sales and marketing. Ronda is a respiratory therapist as well as a certified mastectomy fitter. She assists VGM / U.S. Rehab members with review of claims and all types of audits, and educates members on medical policies in the respiratory, face to face ruling, and general DME areas. She serves on the Jurisdictions A, B, and D respiratory team, is a member of the Provider Outreach and Education team for Jurisdictions A, B, and C and the Jurisdiction D, and attends the council meetings with Jurisdiction B and D. She is also on the Great Lakes Home Medical Services Association Board of Directors and a member the National Supplier Clearinghouse Advisory Council. Ronda has presented at the VGM Heartland Conference as well as the Medtrade conferences and state association meetings, and has conducted webinars and on-site education with VGM Members.

About Dan Fedor

Dan has been in the HME industry for over 25 years and currently servers as the Compliance Director for VGM and US Rehab members. He is available to assist members with documentation requirements, audits and compliance for mobility products. He is a graduate of Penn State University where he earned a BS in Economics with a Business Minor. Dan joined VGM in 2014 and before that, was the Director of Education and Compliance for Pride Mobility Products Corp. for 13 years. Prior to joining Pride, Dan served as a Senior Manager for Professional Relations and Electronic Data Interchange for the Jurisdiction A DME MAC (United Healthcare) for nearly 6 years.

Setting Goals How to turn your Dreams into Realities Chuck Battles
Jun 15th, Thu.
1:30 PM-3:00 PM
Big Ideas
Course Description

This presentation will challenge, encourage, motivate, and prepare individuals to be more successful in life and in business. I will start with the basics of why we should set goals, to finding what pulls us towards our goal. I will conclude with a personal challenge that I hope will make a difference for a lifetime for those that attend!

Learning Objectives
  • Why are Goal Important
  • Finding Your WHY
  • How to Set my Goals
  • Burn The Boats! How to Keep Moving towards my Goals
Course Handouts

Room Number: 24-25

About Chuck Battles

Charles Chuck Battles Jr. Chuck serves as the Director of Business Development for TANYR Healthcare Solutions where I oversee the sales, marketing, strategic partnerships, and customer relations. Prior to working for TANYR, Chuck was a youth pastor and a medical mission worker/coordinator where he helped raise funds and support for onsite clinics in south and central America. He started his corporate career with a regional cellular provider where he was named Corporate manager overseeing all operations, sales, and marketing. Chuck was recruited to the banking and insurance industry and was consistently one of the top producers in the company nationwide. Chuck has been blessed to have worked in multiple states and 3 countries. Chuck earned his B.S. in Leisure Studies with an emphasis in Leisure Service Management from Oklahoma State University.

Targeting Solutions to Reduce Your Workers' Compensation Costs Robert Kroll, PT
Jun 15th, Thu.
9:00 AM-10:30 AM
Business Leadership & Management
Course Description

In this interactive presentation, Robert Kroll, BS, PT will outline strategies that companies can implement to assist in reducing work related injuries and associated costs. He will discuss ways to identify the physical demands and injury risk factors inherent in your employee’s jobs and ways to mitigate these risks. Bob will also review the advantages of a worksite wellness program and the key components of an effective return to work program.

Learning Objectives
  • Participants will be able to identify at least five direct and indirect costs associated with work related injuries.
  • Participants will be able to identify six potential predictors of successful return to work following injury on the job.
  • Attendees will be able to outline key methods to be able to reduce work related injuries and associated costs.
  • Attendees will be able to apply strategies to implement a culture of workplace safety, wellness and cost containment.
Course Handouts

Room Number: 12-13

About Robert Kroll, PT

Bob obtained his Bachelor of Science degree in Physical Therapy from the University of Wisconsin-Madison and has over 30 years of clinical experience managing work-related injuries. During his 20+ years in private practice, he specialized in industrial rehabilitation and prevention services and managed the business development, operations and marketing, for his Milwaukee based out-patient therapy clinics. He established and managed multiple on-site work programs as well, providing rehabilitation, injury prevention and consultation services to employees and employers. In addition to his practice, Bob consulted with numerous insurance and injury management companies on physical therapy utilization, return to work and injury prevention programs, and worked as an ergonomic consultant and medical case manager. Bob is now the Vice President of Business Development for Homelink Therapy Network, a national therapy network designed to partner independent therapy practices with workers compensation payers. Bob has been a frequent presenter on a variety of topics relating to industrial injury rehabilitation and prevention, therapy utilization, case management and ergonomics.

U.S. Rehab Tech Training: Beginner/Advanced (Day 3) David Jordan
Matt Macpherson, ATP
Doug Marchand
Mark Robson
Rohan Smith
Ryan Vickers
Jun 15th, Thu.
8:30 AM-1:30 PM
Rehab & Accessibility
Course Description

U.S. Rehab Tech Training is a three-day seminar on power wheelchair repair. The course is taught by Matt Macpherson along with technical trainers from MK Battery, Invacare, Motion Concepts, Permobil, Sunrise Medical and Merits/Avid Rehab. A beginner track and an advanced track are offered to allow education content to be tailored to the techs’ skill levels. MK Battery and Matt Macpherson present on battery for power wheelchairs including the difference between deep cycle and 12 volt batteries, recharging requirements and chargers, respirator battery backup systems, how to use a multimeter, replacement of batteries, and the differences between AGM and sealed lead acid batteries. Attendees learn about the dangers of overcharging, recycling and specific examples of issues that have occurred with improper use or charging. Technical Trainers from Permobil, Invacare, Motion Concepts, Sunrise Medical and Merits/Avid Rehab focus on troubleshooting issues on their specific power wheelchairs. Each manufacturer covers basic motor location, how to access batteries and controllers, caster beam adjustments (if applicable), seat and accessory adjustments, how to dismantle and rebuild the equipment, electronics, programming of seat and motor functions, and programming for switches and devices. Attendees have the opportunity to ask specific questions on issues they have seen in the field. The class is hands-on allowing for each attendee to practice all of these elements. Manufacturers provide technical manuals on their equipment and information on how to use their website, order parts and tech support. All industry troubleshooting techniques are trained on and any maintenance tips are discussed. Beginner level attendees will have the opportunity to fully take a part and rebuild a power wheelchair. The advanced level track includes an introduction to seating and positioning for techs. We suggest that any tech who has less than 2 years’ experience attend the beginner session and any tech with more than 2 years’ experience can take the advanced session. Beginner Track: - Electronics and Battery Basics, Motors and Controllers - Programing for the new tech - Product specific repair and adjustments - Industry trends Advanced Track: - Programing for the advanced tech - Product specific repair and adjustments - Industry trends - Introduction to Seating and Positioning for techs On the final afternoon of training, each attendee is given a comprehensive exam covering the entire course. Scores from these exams will be used to provide the Tech Training certification.

Learning Objectives
  • Identify the tools that a wheelchair technician needs to rapidly and correctly diagnose and perform reapirs on manual and power wheelchairs.
  • Explain the operation of the major electrical components used in wheelchair controllers.
  • Demonstrate the procedures necessary to troubleshoot electrical issues with wheelchair electronics.
  • Select and inspect batteries for the DME industry.
Course Handouts

Room Number: WCA: Schoitz I & III

About David Jordan

David Jordan is the Power Specialist covering the Northeast for Sunrise Medical since 2016. He has spent the past 18 years in the power mobility and CRT industry. David has a Bachelor of Science degree and has been an Assistive Technology Professional since 2007.

About Matt Macpherson, ATP

Matthew Macpherson, ATP studied Electronics at the University College of the Fraser Valley in British Columbia, Canada. In the summer of 2000, he started a temporary job repairing powerchairs and manual wheelchairs at a local medical supply store and realized he really enjoyed the work and developed his skills with experience. Matthew has worked for 4 major DME companies in 2 countries. He has experience in every area of DME, including: repair and cleaning equipment, inside sales, VA program development, repair management, ATP, inventor of DME product design and more recently, systems development and training for technicians. He has developed and taught over 60 in-services for local Physical Therapists, ranging from principals of repairs to seating positioning components and parts. He has also developed three college courses in 2 countries for PT and PTA course work that instruct on areas such as: seating principals, product selection, pediatric components and seating parameters. Most recently, Matthew has developed a new 8-week college level DME repair technician certification course with both online course theory and in-class participation. Matthew teaches this course throughout the year at Mt. Hood Community College, in Portland, OR and is focused on bringing it to every state in the U.S. and in Canada within the next few years.

About Doug Marchand

Doug Marchand is a technical education supervisor for Invacare Corp. Doug has worked in the medical equipment manufacturing field since 1984, and in service related positions since 1987. Doug has worked as a repair technician, telephone technical support technician, and as a technical trainer of equipment supported. He joined Invacare in 2001, and now provides technical training on all mechanical and electronic aspects of power wheelchairs and scooters, as well as operation, repair and set-up of stationary oxygen concentrators, portable oxygen concentrators and home-fill systems.

About Mark Robson

Mark Robson is currently the National Powered Positioning Business Development Manager for Invacare Canada and Motion Concepts. His primary role is the education of therapists, dealer sales representatives and technicians on Invacare/Motion Concepts powered positioning products. Prior to accepting this position, he has held the titles of National Rehab Product Specialist, Rehab Product Education Manager and Territory Business Manager for Invacare Canada. Mark started out his career in healthcare at Muskoka Mobility, a small independent home healthcare dealership, which he owned and operated for twelve years. In all, Mark has a total of 25 years of industry-related experience.

About Rohan Smith

Rohan Smith has worked for Merits for the past 4 years as the Technical Support Supervisor. Rohan has an Associates Degree in computer engineering electronics technology and is currently finishing his Bachelor's Degree at DeVry University. As the lead technician for Merits, he provides technical support on all product lines and handles all warranty work.

About Ryan Vickers

Ryan Vickers is a technical training specialist at Permobil Inc. He has over nine years of power mobility product experience. After excelling with Permobil’s tech support team for the past three years Ryan was appointed as technical training specialist and is responsible for educating dealers and technicians on Permobil’s complete line of power mobility products.

Updates from Noridian, C2C Solutions, and RAC- Performant Emily Barnes
Paula Berriche
Ted Doyle, MA, AHFI, CFE, CIFI
Dr. Mary Pascucci
Dawn Reamer
Jun 15th, Thu.
10:45 AM-12:15 PM
Billing & Reimbursement
Course Description

Learn about current issues affecting the DMEPOS supplier community, including trends in medical review and any recent policy changes. The speakers will discuss telehealth as well as Noridian updates for Jurisdiction A & D and Performant updates for RAC Region 5. C2C Innovative Solutions, Inc., the Qualified Independent Contractor (QIC), Formal Telephone Discussion DemonstrationCMS 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 Discussion Demonstration, historical results of the demonstration thus far and the expansion to other appeal categories. Attendees will receive detailed information of the two distinct programs (Formal discussions on incoming appeals and The Reopening/Remand process of cases currently pending at the ALJ). Questions from attendees will be welcomed and encouraged.

Learning Objectives
  • Explain the Noridian Medicare Portal, Summarize telehealth requirements.
  • Review Jurisdiction A and D updates.
  • Discuss recently published MLN Matters Articles.
  • Review RAC Region 5 updates
Course Handouts

Room Number: 22

About Emily Barnes

Mrs. Barnes received a Bachelor’s degree in Health Services Administration in 2002, followed by a Masters’ degree and Specialist degree in Education Leadership. Prior to joining C2C Innovative Solutions, Inc. in 2015, Emily worked in the public sector for 14 years, including an administrative roll for 5 of those years. Emily currently meets with CMS, OMHA, and the MACs regularly to present updates and information regarding the Formal Telephone Discussion Demonstration. For the last two years, Mrs. Barnes has been the Education & Outreach Specialist, sharing the Formal Telephone Discussion Demonstration at numerous conferences, state association meetings and Jurisdiction C (CGS) and D (Noridian) Council advisory meetings. Mrs. Barnes brings a wealth of information and over 15 years’ experience to C2C Innovative Solutions, Inc.

About Paula Berriche

Paula is a Registered Nurse and now holds the position of Medical Review Examiner/DME Education Representative for all states under Noridians contract jurisdiction. As an Education Representative, Paula is responsible for offering support to Noridians supplier community creating and presenting training courses involving detailed billing, coding, and coverage guidelines to ensure correct claim submission resulting in proper Medicare DME payments. As a Medical Review Examiner, Paula is responsible for complex medical review of claims for both Noridian contract jurisdictions.

About Ted Doyle, MA, AHFI, CFE, CIFI

Ted Doyle is the Project Manager for the National Region 5 DMEPOS, Home Health, and Hospice Recovery Audit contract. Ted has over 32 years of experience in the healthcare industry with thorough knowledge of CMS Medicare and commercial healthcare coverage policies, procedures, and billing guidelines. Over his career he has been a senior leader with the CMS Program Integrity and Financial Management offices with Performant where he has been responsible for commercial clients' audit & investigation activities and also with multiple commercial healthcare insurers responsible for audit, investigations and analytics activities. Ted has over 20 years of experience serving as Project Manager with CMS and commercial healthcare insurers responsible for implementing and managing large scale service and systems delivery projects, conducting needs analysis, and developing and executing strategic plans. Overall, Ted is responsible to ensure the implementation of the National Region 5 RAC contract meets CMS requirements and development of a good working relationship with CMS, Providers, Industry associations and all interested parties and stakeholders

About Dr. Mary Pascucci

Dr. Mary Pascucci serves as Performant Recovery's Contractor Medical Director for the CMS National DMEPOS, Home Health and Hospice Contract. Her leadership, education and experience serves as a valuable asset to the medical review and concepts teams. Prior to joining Performant Dr. Pascucci acted as Performant's subcontracted Interim Medical Director. She was the Medical Director at Veritas MRS focused on the CMS Chronic Care Management program, DRG and InterQual review. Her role included peer to peer discussion, policy review, and ALJ interaction. Prior to Veritas, she was a Deputy Medical Director at the level of the QIC in charge of Physician Quality Control dealing primarily with DMEPOS, and also Part B Medicare. Dr. Pascucci's duties also included peer review for the VA System. Dr. Pascucci has more than 20 years’ experience as an Anatomic and Clinical Pathologist with experience as a Laboratory Medical Director at multiple hospital based as well as privately owned laboratories. She is board certified in both AP and CP. Dr. Pascucci holds an adjunct faculty position at the Commonwealth Medical College. Dr. Pascucci received her degree from Philadelphia College of Osteopathic Medicine and did her residency at Geisinger Medical Center. She is currently enrolled at St. Joseph's University in the Executive Healthcare MBA program.

About Dawn Reamer

Dawn now holds the position of Medical Review Examiner/DME Education Representative for all states under Noridian’s contract jurisdictions. As an Education Representative, Dawn is responsible for offering support to Noridian’s supplier community creating and presenting training courses involving detailed billing, coding, and coverage guidelines to ensure correct claim submission resulting in proper Medicare DME payments. As a Medical Review Examiner, Dawn is responsible for complex medical review of claims for both Noridian contract jurisdictions.

VGM Live Talks Jun 15th, Thu.
12:45 PM-1:15 PM
VGM Live Talks
Course Description

Learn More About VGM and How to Maximize your VGM MembershipJoin team VGM Tuesday, Wednesday and Thursday during the lunch hour for VGM Live Talks. These quick, yet informative presentations will give you an idea of all of the services and programs offered by VGM. If you have been wondering how to maximize your VGM membership, you cannot miss these entertaining talks.From VGM Insurance to VGM Forbin to The van Halem Group, VGM Live Talks will help you make your membership work harder for you and your business.

Learning Objectives
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Course Handouts

Room Number: 10-11

VGM Live Talks Jun 15th, Thu.
12:45 PM-1:15 PM
VGM Live Talks
Course Description

Learn More About VGM and How to Maximize your VGM MembershipJoin team VGM Tuesday, Wednesday and Thursday during the lunch hour for VGM Live Talks. These quick, yet informative presentations will give you an idea of all of the services and programs offered by VGM. If you have been wondering how to maximize your VGM membership, you cannot miss these entertaining talks.From VGM Insurance to VGM Forbin to The van Halem Group, VGM Live Talks will help you make your membership work harder for you and your business.

Learning Objectives
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Course Handouts

Room Number: 12-13

VGM Live Talks Jun 15th, Thu.
12:45 PM-1:15 PM
VGM Live Talks
Course Description

Learn More About VGM and How to Maximize your VGM MembershipJoin team VGM Tuesday, Wednesday and Thursday during the lunch hour for VGM Live Talks. These quick, yet informative presentations will give you an idea of all of the services and programs offered by VGM. If you have been wondering how to maximize your VGM membership, you cannot miss these entertaining talks.From VGM Insurance to VGM Forbin to The van Halem Group, VGM Live Talks will help you make your membership work harder for you and your business.

Learning Objectives
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Course Handouts

Room Number: 21

VGM Live Talks Jun 15th, Thu.
12:45 PM-1:15 PM
VGM Live Talks
Course Description

Learn More About VGM and How to Maximize your VGM MembershipJoin team VGM Tuesday, Wednesday and Thursday during the lunch hour for VGM Live Talks. These quick, yet informative presentations will give you an idea of all of the services and programs offered by VGM. If you have been wondering how to maximize your VGM membership, you cannot miss these entertaining talks.From VGM Insurance to VGM Forbin to The van Halem Group, VGM Live Talks will help you make your membership work harder for you and your business.

Learning Objectives
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Course Handouts

Room Number: 22