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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
Eat, Drink and Shop in Quaint CF 13001:00 PM-4:00 PM General
Course Description

Cedar Falls Downtown is a destination Main Street and the heart and soul of Cedar Falls, Iowa. Explore the many choices for dining, specialty shopping, and all types of entertainment! Location: Cedar Falls Main Street

Learning Objectives
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Course Handouts

Room Number: Downtown Cedar Falls

An Afternoon of Art and Wine 14002:00 PM-4:00 PM General
Course Description

Spend an afternoon near the scenic Cedar River and let your creative juices flow. Grab a glass of wine and participate in a step-by-step painting project. Artistic talent not required. Hanna Thuesen, local artist and school teacher, will guide you through a fun art project. Location: Waterloo Center for the Arts

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Room Number: WCA: Visual Arts Studio

SingleSpeed Brewery Tour 14002:00 PM-4:00 PM General
Course Description

SingleSpeed Brewing, a modest 1700 SF facility, powered by a 3 BBL BrewHouse located in Cedar Falls, Iowa has expanded to downtown Waterloo. Visit SingleSpeed a 20 BBL brewery, situated in the historically renovated WonderBread building. Get an up close and personal look at SingleSpeed's brewing techniques and sample their latest brews. Location: SingleSpeed

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Room Number: SingleSpeed

VGM Campus Tours 15303:30 PM-5:30 PM General
Course Description

Maximize your VGM membership by taking a tour and learning about all the great services VGM has to offer.

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Course Handouts

Room Number: Departs from Convention Center Lobby

First Time Attendee Social 17005:00 PM-6:00 PM General
Course Description

Location: Waterloo Center for the Arts (225 Commercial St, Waterloo, IA 50701)

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Course Handouts

Room Number: Waterloo Center for the Arts

Hog Roast and Fireworks 18006:00 PM-10:00 PM General
Course Description

Start your Heartland experience off right at this Iowa-style event. Grab a cold beer or a soda from the trough and taste some of Iowa's finest pork and chicken, cooked on-site. Also, enjoy live music and a private fireworks display over the scenic Cedar River! Location: Riverloop Amphitheatre

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Room Number: Riverloop Ampitheatre

Course Name Speaker Date Educational Track
Breakfast 07157:15 AM-8:00 AM General
Course Description

Information coming soon.

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Room Number: Convention Center, Level 1 & 2

Keynote Address: The Elite Leader Jared Johnson
08008:00 AM-9:00 AM Keynote
Course Description

Motivating and practical, "The Elite Leader" is a high-energy presentation that captivates management team members and/or frontline staff, motivating them to strive toward their absolute best by connecting their mission with practical ways to empower an elite mindset throughout their own teams and even in their personal lives. Whether presented as a customizable keynote address or as a lunch-and-learn training session, it challenges attendees and inspires them to be passionate about their purpose as leaders who are capable of delivering elite results.

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Course Handouts

Room Number: Room 22-23

About Jared Johnson

Passion. Purpose. People. These are not buzzwords for Jared Johnson; they are the lifeblood of his approach to leadership. Bringing these elements together successfully is what propels ordinary into extraordinary. That only happens when leadership team members share the vision and embrace the role each has in the process. Elite leadership isn't a lofty ideal borne alone. It's a call to a standard of leading- and living- that relies on attitude, action and accountability. It comes when team members are energized, equipped and empowered to exceed expectations both professionally and personally, enriching their lives and the lives of the people they lead and the people they serve. Johnson has a unique skill set enhanced by 12 years as an elected public official and derived from more than 17 years of experience as a healthcare executive, garnering successful outcomes through thought leadership, planning and execution to the management space. Driven by a continual focus on quality and growth, he has an outstanding ability to forge collaborative relationships with management teams, staff members, industry colleagues and community partners, both public and private.

Tech Training 09009:00 AM-12:45 PM Rehab
Course Description

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Course Handouts

Room Number: WCA: Schoitz

Audit Update 2018 & TPE Review Process Kelly Grahovac
09309:30 AM-10:30 AM Compliance & Regulatory
Course Description

CMS directives to audit contractors are that they are to be more provider-friendly, in their own words. Recent policy changes and communication with contractors appear that this is a message that is being delivered and received, particularly in the DMEPOS world. Is this a true change in the mindset of CMS, and if so, how long will this continue? What does it mean for suppliers? Will CMS change their minds when the Recovery Audit Contractors are no longer recouping more than $2 billion per year? So many unanswered questions and speculation around this potential change in philosophy. This presentation will discuss the policy changes that can be viewed as provider-friendly while also providing real-world implications and potential hidden meanings. We'll share an insider's perspective on the current audit environment and what we can expect moving forward.

Learning Objectives
  • Discuss recent changes to the audit environment.
  • List ways to prevent an audit.
  • Identify if you are at risk for an audit and how to prepare yourself.
  • Discuss helpful tips to be audit ready.
Course Handouts

Room Number: 23

About Kelly Grahovac

Kelly Grahovac serves as a senior consultant for The van Halem Group, where she focuses on audits, appeals, and education 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 education 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.

DME Social Media: People Over Products Alex Anderson
09309:30 AM-10:30 AM Sales & Marketing
Course Description

Working in the marketing department of a Fortune 500 company (Whole Foods Market) in charge of the Chicagoland social media channels, I've brought my experience to the DME industry in my sixth generation, 142-year-old family business.

Learning Objectives
  • Review social media apps and what language to use on each platform.
  • Describe why just taking pictures of products doesn't work.
  • Explain why making your social media channels more "personal" will achieve a larger reach.
  • Measure your results and other tips.
Course Handouts

Room Number: 12-13

About Alex Anderson

Alex Anderson is the general manager of Oswald’s Pharmacy & Medical Equipment, a sixth generation family owned business in Naperville, Ill. His previous role as a marketing and communications specialist with Whole Foods Market has given him a unique set of tools working in the burgeoning retail/self-pay DME industry. Alex is also actively involved in his local Jaycees chapter as head of public relations for their largest fundraising event of the year, The Last Fling. You can reach him [email protected]y.com.

LAH Product Training 09309:30 AM-12:15 PM Accessibility
Course Description

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Learning Objectives
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Course Handouts

Room Number: WCA: Town Hall

Marketing Musts: An Actionable Guide to Core Marketing Brandon Noble
09309:30 AM-10:30 AM Retail
Course Description

Creating and executing a successful marketing plan to drive retail sales.

Learning Objectives
  • Understand the different market medium for retail.
  • Choosing best for retail.
  • Setting a plan process.
  • Executing the plan process.
Course Handouts

Room Number: WCA: Visual Arts

About Brandon Noble

Brandon Noble, director of Medical Marketing and Sales for Vionic Group, hails from a six-year clinical DME background, educated in health services administration, and transitioned to leading a sales and marketing team developing successful marketing strategies with suppliers and customers.

Outcomes the Data: Incorporating the FMA into Clinical Practice Assessment and CRT Service Delivery Elaine Toskos
09309:30 AM-10:30 AM Rehab
Course Description

Like many aspects of health care, the wheelchair clinic has endured harrowing changes over the past 20 years. The existing landscape is marked by reduced reimbursement for services, staffing challenges, and diminished access as clinics close their doors due to fiscal cuts and spiked, unmanageable volumes. Staffed part-time or full-time, this specialty service is a loss leader that must thrive by developing processes that ensure assessment, documentation and reimbursement efficiencies by focusing on quality service delivery and outcomes required in a pay-for-performance health care environment. Incorporating the FMA outcomes registry in wheelchair clinic settings provides objective data that can be used to both support the need for specialized clinical services to health systems and reimbursement of complex rehab technologies to entities like Medicare.Through data analysis and focused discussion, this session will highlight the programmatic impact of outcome measures, share lessons learned by onboarding the FMA at a major urban medical center, and offer practical take always on how to successfully incorporate into daily practice for enhanced clinical assessment and value-added CRT service delivery. We all know what we do works; now we can prove it works!

Learning Objectives
  • List three reasons why outcome measures are a necessary part of wheelchair clinic programs.
  • Identify two indicators that can measure successful CRT service delivery in your practice.
  • Discuss three aspects of clinical evaluation that can be improved by using the FMA as an assessment tool in wheelchair clinic settings.
  • List tree strategies on how to incorporate outcomes into electronic medical record systems and face-to-face documentation for successful CRT reimbursement.
Course Handouts

Room Number: 22

About Elaine Toskos

Elaine Toskos is an occupational therapist with more than 23 years of clinical practice experience and has lectured both nationally and internationally in the areas of assistive technology, seating and mobility and rehabilitation services. She is program manager at NYU Lanqone Health, responsible for development and clinical oversight to the continuum of seating and mobility programs at Rusk Rehabilitation in New York City.

Panel: How to Best Service OUR Customers: Perspectives from Payers, Providers, and Manufacturers Laurie Bachorek
Paula Berriche
Liz Daniels
Dan Fedor
Mike Harris
Todd Walling
09309:30 AM-10:30 AM Billing & Reimbursement
Course Description

The customer is always right, and we love our customers. These are two sayings that you hear often, and they are good to adhere to. Customers tell you what they need, and if you don't give it to them, someone else will. If we don't love (or show the love) to our customers, they will find someone else who will. Everyone wants to provide the best service to their customers, but sometimes there are conflicting forces that prevent that from happening. In this interactive panel discussion, you will hear the perspective of how to best service OUR customers from providers, payers, and manufacturers. After all, the person receiving DME is the customer of ALL three.

Learning Objectives
  • Identify challenges in providing quality home medical equipment.
  • Discuss the ramifications of these challenges.
  • Establish options for customers to receive the necessary products timely.
  • Evaluate if these options are allowing the best service for OUR customers.
Course Handouts

Room Number: 21

About Laurie Bachorek

Laurie Bachorek is the chief operating officer and next generation of family leadership at MetroCare HME in Dallas-Fort Worth, TX. Since 2007, Laurie has managed many aspects of the company including HR, sales, retail, billing, operations, online branding, and financial performance. Prior to joining the MetroCare board of directors, she earned accolades and awards in her international sales career in the high end event production and lighting industry in Austin, TX. Laurie is a passionate advocate for seniors and the disabled in her home state, an inaugural member of TexMEP (Texas Medical Equipment Providers), AAHomeCare, VGM, US Rehab, and periodic contributor/author for HME industry publications. She enjoys writing, live music, cooking, and exploring Fort Worth where she now lives with her husband and two children.

About Paula Berriche

Paula Berriche is a registered nurse and holds the position of medical review examiner/DME education representative for all states under Noridian's contract jurisdiction. As an education representative, Paula 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, Paula is responsible for complex medical review of claims for both Noridian contract jurisdictions.

About Liz Daniels

Liz Daniels joined CGS, Jurisdiction C, in July 2016 as a provider relations senior analyst on the Provider Outreach & Education Team. Liz is assigned as the education representative for national suppliers and suppliers in the state of Florida. When Liz joined CGS in 2016, she brought 15 years of experience working with the DMEPOS industry on the Jurisdiction A contract. Liz gained her extensive Medicare knowledge working as a customer service representative, ombudsman, and an outreach specialist for DME MAC Jurisdiction A (formerly DMERC Region A). During Liz’s last seven years at Jurisdiction A, she was the lead outreach and education specialist on the Provider Outreach & Education Team. Liz also holds a Bachelor of Arts degree in Political Science.

About Dan Fedor

Dan Fedor has been in the HME industry for more than 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 tha, 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 six years.

About Mike Harris

Mike Harris is the owner of Action Seating & Mobility, a complex rehab technology company with four locations in Oklahoma and Arkansas. Mike has been in the durable medical equipment business since 2002, when he started in marketing and then became operations manager for Asthma & Respiratory Service of Oklahoma. He earned a certificate in assistive technology from California State University at Northridge and received his ATP certification in June, 2007. Mike specializes in complex seating needs, high-end power mobility, and custom manual mobility, working with both pediatric and adult clients.

About Todd Walling

Todd Walling is senior vice president of Permobil, Business Region Americas. He has been with Permobil for more than 10 years and has held numerous positions including regional sales manager and key accounts manager. Prior to joining Permobil, he served as rehab product manager and director of Contracts for The MED Group. Todd has been working in the rehab and assistive technology industry for 18 years and has been dedicated to improving the lives of people living with disabilities. Todd is constantly striving to find new ways to engage with consumers, providers, industry advocates, and referrals in there market. He is goal directed, driven to achieve targets, and most importantly focused on improving the lives of the consumers who use Permobil products.

Selling Home Modifications as High-end Remodeling Jared Chevraux
Jason Williams
09309:30 AM-10:30 AM Accessibility
Course Description

This session will help home accessibility contractors tap into the private pay market and create a lead-generating network from overlooked sources.

Learning Objectives
  • Identify custom and high-end accessibility products in an aging In place remodel.
  • Discuss selling accessible remodeling as a home equity adder.
  • Identify how to create a network for high-end private pay referrals.
  • Describe marketing to the private pay audience.
Course Handouts

Room Number: WCA: Law Court Theater

About Jared Chevraux

Jared Chevraux has been with JTEK Enterprises and JTEK Solutions Group since November 2014. Prior experience includes quality control specialist in the asphalt paving and mineral mining industries.

About Jason Williams

Jason Williams is dealer sales manager for BestBeth. He has more tan 20 years of sales experience in all areas, from business management, government, corporate and training.

Tele-monitoring of the COPD and OSA Patient Cheryl Needham
09309:30 AM-10:30 AM Respiratory & Sleep
Course Description

As hospitals are penalized for COPD readmissions and home care providers are not reimbursed for OSA non-adherence, there has been an increased need to use electronic information and telecommunication to support remote clinical health care.

Learning Objectives
  • Define tele-monitoring.
  • Discuss tele-monitoring for the COPD and the OSA patient.
  • Explain how tele-monitoring will help reduce readmissions for the COPD patient.
  • Review how tele-monitoring will assist with adherence in the OSA patient.
Course Handouts

Room Number: 24-25

About Cheryl Needham

Cheryl Needham is senior 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.

Things Your CPA Wants You to Know that You Haven't Asked Chris Honkomp
09309:30 AM-10:30 AM Executive
Course Description

When it comes to working with a CPA, the relationship should go beyond the numbers. A CPA should be a true partner in helping you to reach your personal and professional goals. Discuss key questions you should be asking to ensure you are getting the most out of your CPA relationship.

Learning Objectives
  • Describe how to create a more valuable relationship with their advisor.
  • Discuss methods to develop a strategic business and financial plan.
  • Explain how to establish personal and professional financial goals.
  • Develop a brief overview of the new tax legislation.
Course Handouts

Room Number: Room 10-11

About Chris Honkomp

Chris Honkomp is managing partner with BerganKDV and has been a practicing CPA for more than 20 years. With a deeply rooted passion for growing business, Chris works with clients to help meet their personal and business goals. In addition to advising on strategic items, Chris also works on income tax planning, succession planning, and mergers and acquisitions. With this experience, Chris is excited to transition from a practicing CPA to an advisor and strategist as he founds a new firm – Grit Capital – this summer. Chris received a B.A. from the University of Northern Iowa. He is a board member for the Tanager Place, serves as trustee for the Boys & Girls Clubs of Cedar Rapids, and is a member of AICPA, Iowa Society of CPAs, and Cedar Rapids Estate Planning Council.

VPL Certified Training 09309:30 AM-12:15 PM Accessibility
Course Description

Information coming soon.

Learning Objectives
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Room Number: WCA: Town Hall

Advancing Healthcare Technology to Meet the Needs of Todays Client Ashley Detterbeck
09459:45 AM-10:15 AM Products & Technology
Course Description

In the day and age of evolving technology and smart devices, the complex rehab industry is following suit. Infrared control was just the tip of the iceberg on what wheelchairs can do for our clients. Bluetooth gave us connected devices such as computers, cell phones, and tablets. This Product and Technology session will discuss the newest release from Permobil; Connect. The session will highlight the benefits of the Connect platform from a proactive service model to clinical coaching with the already familiar Virtual Seating Coach.

Learning Objectives
  • Participants will obtain an in-depth understanding of Permobils industry leading Connect technology.
  • Participants will be able to list three aspects of the Virtual Seating Coach and how it can improve client outcomes.
  • Participants will be able to list three aspects of My Permobil and Fleet Management to expand client interaction while promoting a proactive service model.
  • Participants will identify two clinical applications for the Virtual Seating Coach
Course Handouts

Room Number: Seminar Room

About Ashley Detterbeck

Ashley Detterbeck, DPT, ATP, SMS, is regional clinical education manager with Permobil. Ashley joined Permobil following a 13-year career in seating and mobility with the Marshfield Clinic, Marshfield Wisc. In addition to running the seating clinic, she provided neurological and pediatric care, gait analysis, and participated in ongoing research with BOTOX and Walk Aide. Ashley presents educational programs to therapists and DME providers regarding seating, mobility, and pressure ulcer prevention.

Diabetic Shoes Brian Lane
103010:30 AM-11:00 AM Products & Technology
Course Description

This is a brief overview of the Diabetic Shoe program from measuring and fitting to billing and reimbursements.

Learning Objectives
  • The Learner will be able to identify the challenges of Diabetes and how it relates to the lower extremity.
  • The Learner will be able to show the correct skills of properly evaluating, measuring and fitting for therapeutic footwear.
  • The Learner will be able to recall basic facts relating to Medicare documentation as it relates to billing for Diabetic Shoes.
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Course Handouts

Room Number: Seminar Room

About Brian Lane

The course will be taught by Dr. Comfort’s Director of Education Brian Lane, C.Ped. Mr. Lane joined Dr. Comfort in February 2009 after serving as the Director of Pedorthics for a large podiatric practice in Atlanta, GA. He is also an active member of various pedorthic associations and has been a CPed for over 12 years. Brian also has 5 years of experience as a 4th grade teacher and is a veteran of the National Guard.

Analyses and Future Iterations of the Functional Mobility Assessment (FMA) and Uniform Dataset (UDS) Outcomes Project Kayla Mahler
Greg Packer
Vince Schiappa
Mark R. Schmeler
Bethany Semancik
Ron Turzy
104510:45 AM-12:15 PM Rehab
Course Description

Standardized outcome measures and associated data sets are necessary to improve evidence and accountability in the field of mobility assistive equipment. This session will present updated developments in the Functional Mobility Assessment (FMA) project along with the development of accompanied Uniform Data Set (UDS). Additional iterations of the registry will be addressed such as a family-centered version, orthotics and prosthetics version, and Spanish version. Additionally, the implementation of standardized measures in clinical routine and associated data collection, aggregation, and analyses will be discussed from previous work.

Learning Objectives
  • Identify two benefits of a mobility registry.
  • Describe the 10 items and scoring of the Functional Mobility Assessment (FMA) and elements of the associated database.
  • List three iterations of the associated FMA/UDS.
  • Explain two long-term goals of the FMA/UDS project.
Course Handouts

Room Number: 22

About Kayla Mahler

Kayla Mahler is 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 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 to 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. He serves on five 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 Vince Schiappa

Vince Schiappa is a graduate student researcher within the Department of Rehabilitation Science & Technology at the University of Pittsburgh. He has a background in public health. He is finishing his Master’s in rehabilitation science and technology in which he is completing his thesis on seat elevators.

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.

About Bethany Semancik

Information coming soon.

About Ron Turzy

Ron Turzy is the national vice present 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 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 director of Contracting and Marketing for RehabTECH, Inc., (a Midwest regional CRT provider) and has more than 13 years of 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.

Panel: How to Successfully Manage a Ventilator Program Ronda Buhrmester
Christopher Burgess
Michael Dick
Bob Hoffman
Dave Lyman
Mary Menck
Nicole Rodriguez
104510:45 AM-12:15 PM Respiratory & Sleep
Course Description

Complex respiratory more specifically home ventilation has been a hot topic this past year for various reasons. There are many suppliers that have considered expanding their services into the ventilator category whether it's from requests of referrals or looking to diversify. While there are many suppliers that already have home ventilation as a service that is offered but looking to improve the program. With the coverage criteria being vague and the audits that continue, this session is a good opportunity for suppliers to have discussions with a panel. The panel will consist of DME suppliers, your peers, that have successfully developed a home ventilator program and will share their successes and pitfalls. If you are thinking about expanding into home ventilation category, either invasive, non-invasive, or both, or even possibly looking for ways to become more efficient with your ventilator program, this session will have your answers.

Learning Objectives
  • Identify key documentation to have in place with a ventilator management program
  • Discuss the challenges that other suppliers faced bringing them to a successful ventilator program
  • Those suppliers looking to expand into ventilators will learn how to start the ventilator program
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Course Handouts

Room Number: 21

About Ronda Buhrmester

As a VGM/U.S. Rehab associate since 2012, Ronda Buhrmester specializes in billing and reimbursement. She managed a hospital-based DME in Illinois for 12 years, handling sales and marketing. Ronda is a respiratory therapist and 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 jurisdiction A, B, and D respiratory team, is a member of the Provider Outreach and Education team for jrisdictions A, B, C, and D, and attends the council meetings with jurisdictions 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 Christopher Burgess

Christopher Burgess, BS, RRT‐NPS, RCP, serves as vice president of Clinical Services for Med Emporium. He began their home ventilation program in 2001 and has developed it into a well-established home management program for patients with respiratory failure from all causes. Christopher is also involved with the ALS clinic and has worked extensively in the management of neuromuscular patients. He is the primary respiratory supplier for numerous other ALS clinics in the Charlotte, N.C., region. Christopher became the point person for government relations and public outreach in 2016 and since that time, Med Emporium has been active in lobbying activities at both the state and federal levels.

About Michael Dick

Information coming soon.

About Bob Hoffman

Bob Hoffman is a registered respiratory therapist and began his career at the Mayo Clinic in Rochester, Minn. He then became the director of Cardio-Pulmonary Services at Allen Hospital in Waterloo, Iowa. After working in the clinic setting for five years, he started a DME company in Waterloo. Upon selling that company, he started DMEs for two hospital systems. He began his career at VGM in 2008 as the vice president of Nationwide Respiratory. During his time at VGM, Bob has worked with respiratory members and vendor partners across the country. In addition, he works with VGM’s Freedom Link department, National Sleep Services, and oversees the wound care department.

About Dave Lyman

Dave is vice president of VGM Respiratory. He started his health care career at The Cleveland Clinic as a respiratory therapist. He has been in the DME industry for more than 20 years. Most of Dave's experience is with hospital-based DMEs. 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. Dave also serves on multiple committees regarding patient outcomes and patient care and serves as the chair for the education committee for OAMES and AA Homecare Respiratory focus group.

About Mary Menck

Mary Menck is sales manager for Major Medical located along the Front Range in Colorado. She has worked for Major Medical for nine years beginning as an account manager in the Denver area and working up the organization to her current position. Mary graduated from Appalachian State University in 2005 with a Bachelor of Science degree in Health Promotion and a minor in psychology. Her strong passion is helping people, growing a team to be successful, helping patients and referrals understand guidelines and qualifications to get needed items covered, and is always available to be a resource to whomever asks for help. Mary’s expertise in medical sales is combined with her unique ability to connect with accounts and her internal team to achieve the best result for the customer. Mary has been instrumental in the development and growth of the company’s clinical initiatives.

About Nicole Rodriguez

Nicole Rodriguez is a respiratory therapist with 16 years of experience in the acute, rehabilitation, and home care settings. Nicole is senior clinical services manager at SuperCare Health, where she oversees the clinical respiratory and population health divisions. SuperCare Health’s mission is to develop creative solutions and programs geared toward improving the lives of patients living with chronic respiratory illness.

Panel: Running or Growing a Retail Business? What's it Really Like? Alex Anderson
Skip Matthews
Greg McGough
RJ Poonawala
Tim Rutti
Brad Severson
104510:45 AM-12:15 PM Retail
Course Description

We've all heard that retail works. But, how do you actually make it happen? Hear first-hand from store owners and real retailers working in cash DME every day what works, what doesn't, and what defines success.

Learning Objectives
  • Describe the best tools and techniques to drive traffic into a store.
  • Identify the best techniques for hiring the best staff and what qualities make a good staff member.
  • Describe the components of a store environment that returns repeat customers and higher sales.
  • Identify product categories, vendors, and specific products that sell and those that don't.
Course Handouts

Room Number: WCA: Visual Arts

About Alex Anderson

Alex Anderson is the general manager of Oswald’s Pharmacy & Medical Equipment, a sixth generation family owned business in Naperville, Ill. His previous role as a marketing and communications specialist with Whole Foods Market has given him a unique set of tools working in the burgeoning retail/self-pay DME industry. Alex is also actively involved in his local Jaycees chapter as head of public relations for their largest fundraising event of the year, The Last Fling. You can reach him [email protected]

About Skip Matthews

Information coming soon.

About Greg McGough

Information coming soon.

About RJ Poonawala

Information coming soon.

About Tim Rutti

Tim Rutti has been in the industry for about eight years, with most of that experience on the medical disposable supplies/billing side of the business. Medical supply companies he has worked for include A-Med Healthcare, Byram Healthcare, and Experea Healthcare; manufacturing companies he has worked for include First Quality, Gilead Sciences, and Merck & Co.

About Brad Severson

Information coming soon.

Rethinking Sleep: Optimizing the Continuum of PAP Therapy David Baxter
Stacy Colvett
Seth Dixon
104510:45 AM-12:15 PM Respiratory & Sleep
Course Description

Join us for an interactive panel discussion to explore questions you should be asking yourself about your PAP setup and resupply programs. We will cover questions such as: What technologies am I using to enhance patient outcomes? When do I need live interaction with patients? How do I improve operational workflow for my PAP program? What metrics should I be reviewing and how often? What am I doing to enhance the relationships with current referral sources? How do I attract new opportunities? How do I blend this all together and produce better net margins for my business? The goal will be to help set a road map to maximize growth in your sleep segment while delivering better net margins than ever before.

Learning Objectives
  • Discuss framing a systematic approach and setting benchmarks for referrals, intake processes, setups, compliance monitoring, cost of goods, resupply outreach, and billing.
  • Discuss how to focus your clinician's time on outcome-based measures.
  • Identify how to impact new marketing opportunities through an effective PAP set up and resupply programs.
  • Explain how PAP resupply impacts your bottom line.
Course Handouts

Room Number: 12-13

About David Baxter

David Baxter owns and operates a family of companies that includes a multi-site DME in Tennessee and surrounding areas, a rehab company specializing in custom mobility products, the manufacturing and distribution of a communication device, a community fitness center, and a software and resupply outreach company.

About Stacy Colvett

Stacy Colvett is vice president of Operations for S3 Resupply. Stacy is a respiratory therapist by trade. Stacy’s background includes clinician level experience, as well as department and executive level management in the DME industry.

About Seth Dixon

Seth Dixon is marketing and sales director for S3 Resupply. He has a business background in DME, pharmacy, and service industry markets.

Unified Program Integrity Contractors: The Sharks are Circling Wayne van Halem
104510:45 AM-12:15 PM Billing & Reimbursement
Course Description

CMS has quietly unveiled a $2.5 billion, 10-year contract vehicle to Unified Program Integrity Contractors (UPICs) to take the place of Medicare Zone Program Integrity Contractors (ZPICs) and Medicaid Program Integrity Contractors (PICs). The transition is underway and initial contracts have been awarded for amounts up to $130 million to three companies to audit both Medicare and Medicaid claims. CMS expects the program to be fully operational in 2018. These contractors are given significant authority to take adverse actions against providers, including payment suspensions, revocations, and law enforcement referrals. This presentation will take an in-depth look at this program and what it means for providers billing both Medicare and Medicaid. The discussion will include information on the UPICs' authority and what to do when faced with a UPIC audit.

Learning Objectives
  • Identify the UPICs and gain a general understanding of the program.
  • Identify steps a UPIC can take under the current authority.
  • Identify potential outcomes that could significantly impact a supplier.
  • Identify practical tips and solutions to respond to a UPIC audit.
Course Handouts

Room Number: 23

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 in navigating 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 more than $70 million in overpayments and denial recoveries.

Using Mergers and Acquisitions to Grow your Home Care Business Bradley Smith
104510:45 AM-12:15 PM Executive
Course Description

Get real answers to the questions you always wanted to ask about buying or selling an HME business. How do you know if buying or selling is the right option for you? How do you manage the human factors? How do you value the company?

Learning Objectives
  • Discuss the elements of a transaction and their practical implications.
  • Identify the macro market and how it influences our micro HME marketplace (the state of our industry).
  • Discuss what factors should a company consider when it is looking at purchasing an HME supplier.
  • Discuss how to value a home care business.
Course Handouts

Room Number: 10-11

About Bradley Smith

Bradley Smith is managing director and partner for Vertess and is a CMAA-certified M+A advisor with more than 15 years of significant executive positions including founding Lone Star Scooters, which offered medical equipment and franchise opportunities across the country; Lone Star Bio Medical, a diversified DME, pharmacy, and home health care company; and BMS Consulting, where he provided strategic analysis and M+A intermediary services to executives in the health care industry. In addition, Bradley is a regular columnist for HomeCare magazine and HME News where he focuses on health care marketplace trends and innovative business strategies for the principals of health care companies.

What's Next in Private Pay Home Modifications? Louis Tenenbaum
104510:45 AM-12:15 PM Accessibility
Course Description

Four innovations - market segment, message, stakeholder collaboration, and incentives - will recreate what has been, until now, a frustrating potential opportunity for construction, technology, DME, and home,care. The population of older Americans continues to grow, they want to stay in their homes, and doing so is economical but the market for products and services to make aging in place easier has eluded all sectors. This presentation will outline innovations that promise to kick market growth into high gear as solar tax credit has done for that industry. Typical messaging and segment activity will be discussed in terms of recent research to contrast to the suggested innovations. Current efforts and opportunities will be described.

Learning Objectives
  • Identify partners for local market development collaboration.
  • Identify ways to develop local activism to inform and push for incentives.
  • Identify ways to participate in national efforts to grow this market.
  • Identify ways to inform consumers of all ages about these issues.
Course Handouts

Room Number: WCA: Law Court Theater

About Louis Tenenbaum

Louis Tenenbaum, one of the first contractors to focus on aging in place, authored in 2010 "Aging 2.0: Rethinking Solutions to the Home Care Challenge," published by the MetLife Mature Market Institute. Uniquely straddling building, aging, and policy worlds, in 2016 Louis was named a Next Avenue “Influencer in Aging” and a HIVE (Housing, Innovation, Vision and Economics) awardee by the building industry. Louis leads HomesRenewed, advocating incentive policies to increase the number of homes prepared for residents throughout the modern lifespan. Contact him at [email protected]

Who Goes Where? Hiring and Developing for Fit Richard Davis
104510:45 AM-12:15 PM Operations & Customer Service
Course Description

Many companies practice the "hire a warm body" approach to filling positions. This leads to poor performance, decreased employee engagement, and higher turnover. A structured process is needed to hire and develop for fit. It increases productivity and has a positive impact on the bottom line.

Learning Objectives
  • Define the term "hiring for fit."
  • Describe the financial costs of not hiring for fit.
  • Identify how to find and hire the best for fit.
  • Describe effective performance management strategies.
Course Handouts

Room Number: 24-25

About Richard Davis

Richard Davis has more than 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 vice president 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, S.C. Richard is currently the Chief People Officer for SIB Fixed Cost Reduction.

Better Patient Management -- Built on Data, Accelerated by Humans Mike Lorenz
111511:15 AM-11:45 AM Products & Technology
Course Description

An integrated view on when to use technology or people to solve patient problems.

Learning Objectives
  • Increase Revenue, Efficiency and Patient Satisfaction
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Course Handouts

Room Number: Seminar Room

About Mike Lorenz

Mike is with Snapworx. Mike Lorenz is former CEO of a Regional DME. He also has a background working at Microsoft in cloud platform development.

Lunch & Exhibits 121512:15 PM-2:00 PM General
Course Description

Information coming soon.

Learning Objectives
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Course Handouts

Room Number: Expo Hall

Tech Training 13151:15 PM-5:00 PM Rehab
Course Description

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Learning Objectives
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Course Handouts

Room Number: WCA: Schoitz

Five Key Elements to Effectively Manage Your Billing Operations Sunil Krishnan
14002:00 PM-3:00 PM Billing & Reimbursement
Course Description

Do you find yourself wondering how to organize and efficiently run your billing operations? With reduced reimbursement impacting many businesses, are you struggling to strike the right balance between accurately billing insurance claims while managing the costs and personnel of the operations team that are billing those claims? In this session, we will review five key elements to effectively manage your operations: productivity measurement, quality assurance, issue management, bottleneck resolution, and workforce management. We will cover best practices and lessons learned and harness some key takeaways and actionable plans that you can implement within your own environment.

Learning Objectives
  • Discuss challenges managing a billing operation.
  • Identify five key elements to effectively manage your operations.
  • Discuss best practices to optimize the operations.
  • Describe how to implement various strategies within your operations.
Course Handouts

Room Number: 23

About Sunil Krishnan

Sunil Krishnan is vice president of Global Operations & Analytics for Brightree and has more than 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.

High-performing Strategy and Planning Organizations Sara Laures
14002:00 PM-3:00 PM Executive
Course Description

A deep dive into how some best-in-class companies excel at strategic focus including: strategic planning, execution, scenario planning, adjacent growth, innovation, and integration. Learn how to identify gaps in your organization's strategy and planning.

Learning Objectives
  • Define strategy, and discuss what differentiates it from planning
  • Describe best leading practices from some of the most successful companies.
  • Discuss ways strategy can help your organization™s objectives.
  • Identify focus areas necessary for your own organization's strategic development.
Course Handouts

Room Number: 10-11

About Sara Laures

Sara Laures is the senior vice president of People and Strategy for VGM Group, Inc., where she oversees human resources, talent acquisition, organizational development, corporate planning, and manages strategic projects that support the success of VGM’s 27 businesses and 900+ employees. She works closely with the CEO to develop and implement strategy across the company. Additionally, she provides leadership oversight to human resources, talent acquisition, organizational development, health and wellness, and facilities functions. A 20-year associate of VGM, her career has included multiple roles in VGM businesses, including a 14-year term as the vice president of VGM Education. Sara has a bachelor’s degree in health services administration from Upper Iowa University and is an active member of the Strategy Leadership Council, Association for Strategic Planning, National Society for Human Resource Management, and Cedar Valley SHRM. Sara also serves on the Cedar Valley Alliance’s Economic Inclusion Partnership.

Incorporating Trigger Products into your Practice or Business Dr. Tonya Butler
14002:00 PM-2:30 PM Products & Technology
Course Description

An overview of the various Trigger Point Products offered and how they can be incorporated in to your medical practice or self care regimen.

Learning Objectives
  • To introduce new customers/users to the benefits of Trigger Point Products
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Course Handouts

Room Number: Seminar Room

About Dr. Tonya Butler

Tonya is with Implus. Dr. Tonya Butler is a Master Trainer for Trigger Point Technologies teaching self- myofascial release systems for trainers and athletes and medical professionals. A fitness professional for over 20 years, she began her career in fitness as a Master Fitness Trainer in the United States Army. Dr. Butler served as a tenured professor at the University of North Georgia teaching courses in exercise science and recreation and leisure studies. As a national speaker, Dr. Butler presents for several national organizations including the National Strength and Conditioning Association-TSAC, American College of Sports Medicine, National Athletic Trainer Association, Disabled Sports USA, and numerous veteran conferences. She specializes in adaptive sports for wounded veterans and advanced techniques for enhancing sports performance. Dr. Butler is a licensed Medical and Sports Massage Therapist, using techniques in soft tissue release to enhance motor movement and sports performance. Dr. Butler works to improve the lives of wounded warriors that have survived traumatic brain injuries and/ or spinal cord injuries through training in adaptive sports. She is part of the National training team for Team River Runner and a coach for Wounded Warrior athletes competing in national competitions.

Kitchen and Bathroom Design for People Aging or with Disabilities Nils Bundgaard
14002:00 PM-3:00 PM Accessibility
Course Description

How is it possible to create a safe and practical home environment for people aging and disabled? Difficulties in walking, safety, use of wheelchair are some of the issues you need to consider when you design bathrooms and kitchens for disabled. How do you minimize risk of falling in the kitchen/bathroom? How do you ensure good hygiene for the user? How do you ensure access for a wheelchair in small bathrooms? How to design an optimal kitchen for a wheelchair user? These are some of the topics this session will deal with.

Learning Objectives
  • Review a needs analysis for special design of bathrooms and kitchens for people with disabilities.
  • Describe the inspiration from solutions in Europe.
  • Describe the inspiration on bathroom design solutions.
  • Describe inspiration on kitchen design solutions.
Course Handouts

Room Number: WCA: Law Court Theater

About Nils Bundgaard

Nils Bundgaard, vice president of Sales and Marketing for Ropox, has for more than five years attended a big number of architect lunch and leans, architect and occupational conferences both as speaker and contact person. In 20 years,Nils has dedicated his career to business activities related to wheelchair users hereunder development projects, special charity organizations, etc.

LAH Product Training 14002:00 PM-4:45 PM Accessibility
Course Description

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Learning Objectives
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Course Handouts

Room Number: WCA: Town Hall

Seating and Mobility Guidelines for Patients with Muscular Dystrophy Steffen Tiskus
14002:00 PM-3:00 PM Rehab
Course Description

This one-hour course will review each of the various types of muscular dystrophy, including average age of onset, life expectancy, and etiology of each.Guidelines will be presented to aid during the assessment process to provide the appropriate mobility device along with proper seating/positioning accessories for both manual and power platforms, including specialty input devices. The course will also examine anticipated future needs of individuals with muscular dystrophy as their condition progresses.The course will be presented as a PowerPoint with case studies and is aimed at both clinicians and assistive technology providers to maximize independence and delay the onset of postural deformities for individuals with muscular dystrophy and other neuromuscular conditions.

Learning Objectives
  • Describe the characteristics of the various types of muscular dystrophy, including average age of onset, life expectancy, and etiology of each.
  • List three or more specialty control devices to aid in increased independence with mobility and access to environmental controls.
  • Identify at least three positioning and support elements that are critical to reduce the risk and/or early onset of postural deformities with these types of neuromuscular conditions.
  • Describe at least three accessories and/or devices that should be anticipated for future needs as the condition progresses.
Course Handouts

Room Number: 22

About Steffen Tiskus

Steffen Tiskus is training and development coordinator with Motion Concepts. He began his career as a physical therapist, working with a wide range of patient populations. He later worked as a rehabilitation technology supplier in a variety of clinical settings, with both pediatric and adult populations. For 14 years Steffen worked as an independent representative and consultant of complex rehabilitation equipment. With more than 20 years of complex technology experience, Steffen has presented on numerous occasions throughout the United States on seating and positioning and wound care management.

Take Off the Gloves: Team Conflict Resolution Strategies Mona Earnest
14002:00 PM-3:00 PM Operations & Customer Service
Course Description

Unresolved issues will drain the productivity from your team. As a leader you must provide an environment and culture for teams to resolve issues. You must exemplify how to handle future conflicts more productively. Team members have preferred ways of handling conflict. Some teams avoid conflict at all costs, while others find that the battle gives them energy and motivation. Leaders must engage teams in a discussion of how they choose to handle conflict and what impact their behavior is having on the success of their team. Team members can learn to handle each situation by ranking strategy alternatives. Then, the team as a whole can try to reach consensus on the items. This approach allows individual team members to share their perceptions and to peacefully come to conclusions about common strategies employed.

Learning Objectives
  • Identify participant's preferred strategy for handling conflict.
  • Identify the five different conflict strategies.
  • Discuss the appropriate use of each strategy.
  • Explain procedures for managing disagreements.
Course Handouts

Room Number: 12-13

About Mona Earnest

Mona Earnest is vice president of Human Resources Organization Development with Team @ Work, LLC and is dedicated to enthusiastic and dynamic teaching as a means of creating and sustaining organizational change for all levels. She is fluent in Urdu/Hindi, Spanish, and English and lived in six countries (Saudi Arabia, Kuwait, United Arab Emirates, Pakistan, England, and the U.S.). She has her Master's Degree in Human Resources Organization Development. She is currently writing a book on cultural diversity and published her first book, “From Isa to Christ” in February 2017.

The Future of DME Repair Dan Fedor
Matt Macpherson, ATP
Greg Packer
14002:00 PM-3:00 PM Rehab
Course Description

Effective and efficient technicians are essential to a provider, but how do you measure a technician's competence? Untimely repairs cost the DME provider money and increases the risk of liability if done incorrectly.The future of DME repair is to establish a consistent, comprehensive, effective training program for technicians and be capable of measuring what they've learned, then recognize those that have achieved a level of competency with a certification. This not only provides a formal track of achievement for technicians but also clearly recognizes their competency.

Learning Objectives
  • Identify the criteria for a comprehensive, efficient training program.
  • Discuss the importance of certification.
  • Evaluate the outcome of an effective technical service program.
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Course Handouts

Room Number: 21

About Dan Fedor

Dan Fedor has been in the HME industry for more than 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 tha, 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 six years.

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 developed his skills with experience. Matthew has worked for four major DME companies in two 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 more than 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 two 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 an eight-week college-level DME repair technician certification course with both online course theory and in-class participation.

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. He serves on five 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.

Using Data to Drive Traffic and Referrals in Retail Ryan Ball
14002:00 PM-3:00 PM Retail
Course Description

Gone are the days of opening a store in a solid location and expecting traffic to show up and shop. Many of our potential customers don't know they need us or that we exist to solve their problems. Referrals are still key in educating and sending customers to our stores to purchase, allowing us to incrementally suggest and sell additional products. But, how do you find the right referral sources? And once you've found them, how and what can you communicate to referral sources to encourage them to send patients and customers to your stores?

Learning Objectives
  • Explain why data is key to a retail traffic driving strategy.
  • Identify key metrics and data to track to drive retail traffic.
  • Discuss how to compile and analyze the key metrics to drive retail traffic.
  • Discuss the importance of referrals in driving retail traffic.
Course Handouts

Room Number: WCA: Visual Arts

About Ryan Ball

Ryan Ball, director, VGM Market Data, has worked in the health care industry for the VGM Group for more than a decade as director of VGM Market Data and various analyst roles within VGM Government and 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 three 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 health care sales/marketing teams.

VGM Campus Tours 14002:00 PM-4:00 PM General
Course Description

Maximize your VGM membership by taking a tour and learning about all the great services VGM has to offer.

Learning Objectives
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Course Handouts

Room Number: Departs from Convention Center Lobby

Win Your Consumer's Heart with Behavioral Marketing Strategies Christina Throndson
14002:00 PM-3:00 PM Sales & Marketing
Course Description

Do you sometimes see potential customers just pass outside your door? But, you know their needs and know it's your services they're looking for? Most business owners haven't got a clue about targeting their audience by interest, behavior, or location and other tactics used in today's behavioral marketing strategies. During this course, you will learn the basics of how to market your products and services to specific audiences by determining the prior behaviors of your target audience using behavioral-marketing tools. Stop wondering where your customers are, and develop the focused marketing campaigns needed to get them saying they love you more.

Learning Objectives
  • Identify how you can reach your customers through Bluetooth-enabled beacons.
  • Define behavioral marketing.
  • Identify the different behavioral marketing tools available.
  • Identify if your website is mobile friendly.
Course Handouts

Room Number: 24-25

About Christina Throndson

Christina Throndson, director of Business Development with VGM Forbin, oversees all business development by Forbin for websites, social media, and online advertising. Christina joined VGM in 2004. She 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.

Your Patient Needs Power Positioning but Doesn't have a Neuro Diagnosis...What Next? Dave Jones
Bret Tracy
14452:45 PM-3:15 PM Products & Technology
Course Description

Review of diagnosis that may require power positioning, but who don't qualify for Group 3 rehab equipment. Review the options available to those patients for positive outcomes.

Learning Objectives
  • Understanding the solutions to a positive outcome for patients who medically require power positioning but do not have a diagnosis to quality for Group 3 rehab equipment.
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Course Handouts

Room Number: Seminar Room

About Dave Jones

Dave is with Merits Health Products.

About Bret Tracy

Bret is with Merits Health Products.

Collaborative Arrangements with Hospitals and Physicians Jeffery Baird
15153:15 PM-4:45 PM Compliance & Regulatory
Course Description

There are a number of terms that have recently entered the DME industry's vocabulary: data analytics, quality outcomes, performance measurements, and collaborative care. Collectively, these stand for the proposition that third-party payers no longer intend to pay for health care services that are provided in silos. Said another way, payers expect health care providers to work together to keep patients healthy and keep them from being readmitted to the hospital time and time again. This program will examine the ways that DME suppliers can legally collaborate with hospitals, physicians, and other referral sources. Particular areas of focus are (1) preferred provider arrangements with hospitals; (2) employee liaison arrangements with hospitals, physicians, and other providers; (3) consignment (loan closet) arrangements with hospitals, physicians, and other providers; (4) medical director agreements with physicians; and (5) agreements among providers to collect and share patient data so as to measure outcomes.

Learning Objectives
  • Discuss the transition of the third-party reimbursement model from "fee-for-service" to "performance outcome."
  • Explain the challenges that hospitals are facing to reduce the incidences of readmission.
  • Describe the business models by which the DME supplier can collaborate with hospitals and physicians to improve patient outcomes.
  • Explain how the supplier can set up collaborative arrangements while avoiding problems under federal anti-fraud laws.
Course Handouts

Room Number: 23

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.

Developing Strategic Partnerships with Hospital Systems for Post-acute Services Dan Easley
15153:15 PM-4:45 PM Executive
Course Description

Hospital systems are expanding their reach into post-acute services, and developing HME partnerships are an innovative means to stay attached to their patient base. HME clinical services cannot only reduce 30-day readmissions but also leverage an ongoing patient relationship to drive patients back into outpatient services and ultimately increase hospital market shares. Learn how you can impact quality objectives, design respiratory navigator positions, and quantify the value of innovative HME-driven programs.

Learning Objectives
  • Identify joint clinical outcome goals to coordinate delivery of care.
  • Develop revenue potential for hospital systems and post acute providers.
  • Describe common respiratory care protocols with sub-acute and home providers to complete a respiratory care network.
  • Explain how to align clinical goals and revenue opportunities to create shared strategies for the future.
Course Handouts

Room Number: 10-11

About Dan Easley

Dan Easley, BA, has served in various health care executive roles with Baxter Healthcare and as president of DeVilbiss Healthcare, a $120 million global respiratory manufacturer and president of Sunrise Medical Mobility Division, a $300M global manufacturer of high-end custom wheelchairs. Dan founded Inspired Technologies, a venture-funded startup where he developed and patented multiple devices, including the innovative SmartDose oxygen delivery device. Dan later joined Klingensmith Healthcare and developed the most widely known, post-acute care COPD management program in the U.S., the DASH program. Klingensmith was sold in 2015 to Allegheny Health System, Johns Hopkins, and Highmark Health.

DME MAC Updates Emily Barnes
Paula Berriche
Liz Daniels
Dr. Janet Lawrence
Cindy White
15153:15 PM-4:45 PM Billing & Reimbursement
Course Description

Noridian will provide information on all current issues affecting the DMEPOS supplier community. Trends in medical review will be noted as well as any recent policy changes. Education on Noridian updates for jurisdictions A and D will be provided. Questions from VGM attendees will be welcomed and encouraged.

Learning Objectives
  • Explain jurisdictions A and D updates.
  • Describe the new Medicare Card Project.
  • Describe the new TPE Pilot review process.
  • Explain the educational resources Noridian offers.
Course Handouts

Room Number: 21

About Emily Barnes

Emily Barnes received a Bachelor’s degree in Health Services Administration in 2002, followed by a Masters' 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 five 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, she has been the education and outreach specialist, sharing the Formal Telephone Discussion Demonstration at numerous conferences, state association meetings, and jurisdictions C (CGS) and D (Noridian) council meetings.

About Paula Berriche

Paula Berriche is a registered nurse and holds the position of medical review examiner/DME education representative for all states under Noridian's contract jurisdiction. As an education representative, Paula 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, Paula is responsible for complex medical review of claims for both Noridian contract jurisdictions.

About Liz Daniels

Liz Daniels joined CGS, Jurisdiction C, in July 2016 as a provider relations senior analyst on the Provider Outreach & Education Team. Liz is assigned as the education representative for national suppliers and suppliers in the state of Florida. When Liz joined CGS in 2016, she brought 15 years of experience working with the DMEPOS industry on the Jurisdiction A contract. Liz gained her extensive Medicare knowledge working as a customer service representative, ombudsman, and an outreach specialist for DME MAC Jurisdiction A (formerly DMERC Region A). During Liz’s last seven years at Jurisdiction A, she was the lead outreach and education specialist on the Provider Outreach & Education Team. Liz also holds a Bachelor of Arts degree in Political Science.

About Dr. Janet Lawrence

Dr. Janet Lawrence has been serving as the managing medical director for C2C Solutions Inc. since 2013. Within this role she provides medical oversight of the second level of Medicare DME appeals. Prior to that, she served as a medical director for Jurisdiction 13 National Government Services division of WellPoint (Syracuse, N.Y.); national accounts medical director for WellPoint (Albany, N.Y.); various positions with the U.S. Army:- chief of Internal Medicine, deputy surgeon for Mobilization, deputy command surgeon; and various other medical positions in the home health and hospice fields.

About Cindy White

Cindy White is an education consultant for the outreach and education teams providing guidance to both the jurisdiction A and D DME MAC contracts currently held by Noridian Healthcare Solutions. As an education consultant, she is responsible for offering support to the supplier community as well as creating and presenting training courses involving detailed billing, coding, and coverage requirements for Medicare fee-for-service. Cindy has also had the opportunity to present during many collaborative events with the provider community referring patients to DMEPOS suppliers to assist in their understanding of Medicare DMEPOS requirements. Prior to joining Noridian Healthcare Solutions, Cindy spent 17 years working for a supplier in the DME industry, primarily in respiratory services. She holds a Bachelor of Arts degree in Communication Studies with a minor in Business Administration. Cindy has extensive experience in training related to DMEPOS coverage criteria and reimbursement.

Panel: Building a Successful Home Modification Business Todd Bick
Joseph Chevraux
Darren Corcoran
Wayne Flatt
Jim Greatorex
Vern Martell
15153:15 PM-4:30 PM Accessibility
Course Description

Join VGM Live at Home members and vendor partners as they share their views on how to create and maintain a successful home modification business or division. We will share our Big Picture views of the market and how to capture market share. Successful marketing ideas will be shared and best practices will be revealed.

Learning Objectives
  • Learn from successful members and manufacturer partners about best business practices.
  • Understand from members how they have built market share and created efficient operations.
  • Learn the panelists' views on market growth and suggestions for best how to reach revenue potential in your market.
  • Share questions on how to solve pain points in your current business.
Course Handouts

Room Number: WCA: Law Court Theater

About Todd Bick

Todd Bick has been with Harmar Mobility for six years since the acquisition of Freedom Mobility in which he fulfilled the national sales manager role from the very beginning of launching their dealer network. Now as the senior director of Sales for Harmar, Todd has shifted his focus from driving top-line company sales to a heavy focus on sales enablement and education. It is not uncommon to see Todd out in the field side by side at a dealership teaching them retail-focused tips and techniques. Todd is a mechanical engineer by trade and attributes his rapid success to his technical ability and flavor for sales and relationship building.

About Joseph Chevraux

Joseph R. Chevraux is president of JTEK Solutions Group, LLC. He has been working at helping people for the last 15 years. 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. Joe works with the Gerontology Department at Youngstown State University, providing internships and product knowledge to their programs. Working closely with home health care 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. This past May he was featured in the Business Journal in the Youngstown, Ohio area. With offices in Louisville and Canfield he is able to cover most areas including rural, less populated spots in Ohio. With more than 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.

About Darren Corcoran

Darren Corcoran is chief operating officer of Vets Access LLC. He joined the family-operated Montrose, Mich., 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 non-profit 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.

About Wayne Flatt

Wayne Flatt is a general contractor who has spent more than 30 years in the home building industry. In 2010 he joined Hammer Medical Supply to head the Home Modification Division and received his CEAC (Certified Environmental Access Consultant) certification. Wayne is responsible for performing home assessments for all clients who call upon Hammer for their home modification needs. Wayne is involved in each project from start to finish, preparing all bids, and working with many outside agencies such as the VA, Waiver Programs, Work Comp insurances, etc. to secure funding, ordering inventory, as well as building and installation.

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 three stores and 37 employees in Maine and New Hampshire until sold two years ago. Jim was selected by his peers in New England to be the president of New England Medical Equipment Dealers (NEMED), serving in that role until June 2007. He has been very active in lobbying in Washington for the industry. He has more than 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 Live at Home division.

About Vern Martell

Vern Martell, CAPS, is president/partner of Safe Living Solutions, LLC. He began specializing in construction and home modifications in 2005. Four years later, he dedicated his career to assisting people to live safely in their homes. By 2015 Safe Living Solutions, LLC had provided products and services in 25 states. Vern has received honors for his work with modifying homes and institutional rehabilitating seniors with orthopedic conditions. He is a certified aging-in-place specialist. He is a graduate of Virginia Tech with a bachelor's degree in business communications and marketing.

Resolving the Obstacles of Non-compliant PAP Patients Tom Honeywell
15153:15 PM-4:45 PM Respiratory & Sleep
Course Description

The participants will review the past and current obstacles in keeping their patients compliant with CPAP therapy. We will also review the current reimbursement codes and review how to optimize revenue with each patient while improving their comfort, compliance, and outcomes/quality of life.

Learning Objectives
  • Identify the primary issues with patients failing to stay compliant with their PAP therapy.
  • Identify what solutions have been tried and failed with helping patients overcome their current issues in trying to stay compliant.
  • Explain the long-term complications of non-compliance with PAP therapy.
  • Discuss new and recent advances in technology that could prove useful in improved outcomes for the OSA patient.
Course Handouts

Room Number: 12-13

About Tom Honeywell

Tom is currently the vice president of sales with Bleep Sleep.

The Millennial Workforce: Understanding and Monetizing the Predominant Group in the Labor Force Kit Shellhouse
15153:15 PM-4:45 PM Operations & Customer Service
Course Description

Leveraging a workforce that can bring the best to your company has never been more important than in today's business environment. Millennial's comprise the majority of the labor force today, and comprehending their views and needs in the workplace will help you understand the most misunderstood generation. Rather than berating their traits, embrace them, and help this group work to the best of their abilities in your organization. Shifting your paradigm will assist in realizing financial gains within your company.

Learning Objectives
  • Discuss what millennials are looking for in a work environment.
  • Explain how your company can meet their needs.
  • Describe how changing the work environment can benefit all, not just millennials.
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Course Handouts

Room Number: 24-25

About Kit Shellhouse

Kit Shellhouse is vice president of Operations of ECS North. She has more than 19 years’ experience in business operations management and has conducted numerous training webinars along with personal client consultations on business operations and medical documentation process development. Kit has been a featured speaker for industry groups throughout the U.S. and is currently on the OAMES Education Committee. As part of ECS North’s support for the health care industry, she travels to Washington, D.C., to partake in grass roots lobbying efforts on Capitol Hill. Kit holds a B.A. in Administrative Business Management and completed her Master’s degree in Business Management in 2002.

Understanding the Substance and Design of CRT Ashley Detterbeck
15153:15 PM-4:45 PM Rehab
Course Description

The materials used in complex rehab technology (CRT) are sophisticated and quite varied from manufacturer to manufacturer. Clinicians and ATPs recommend CRT for their clients every day, and the composition of this equipment has a direct impact on the clients' health, functional performance, physical experience, and overall quality of life. Clinical decision making should include a more in depth understanding of the materials that make up the equipment selected and how those materials impact short-term and long-term outcomes. Many clinicians and ATPs have had very little training and experience with the properties/characteristics of materials and how they function. After this course, participants will have an improved ability to associate with individually configured ultra-light weight manual wheelchairs, power wheelchair design, and properties of seating and positioning products.

Learning Objectives
  • State two types of forces applied to the body dependent on the type of material and design of a cushion used.
  • Identify three types of changes in client function and how to optimize outcomes with seating materials and design selection.
  • Identify three materials used in making individually configured manual wheelchairs and how they affect daily function.
  • Describe the difference between linear and non-linear suspension used in power wheelchairs.
Course Handouts

Room Number: 22

About Ashley Detterbeck

Ashley Detterbeck, DPT, ATP, SMS, is regional clinical education manager with Permobil. Ashley joined Permobil following a 13-year career in seating and mobility with the Marshfield Clinic, Marshfield Wisc. In addition to running the seating clinic, she provided neurological and pediatric care, gait analysis, and participated in ongoing research with BOTOX and Walk Aide. Ashley presents educational programs to therapists and DME providers regarding seating, mobility, and pressure ulcer prevention.

DreamWear: This Mask Changes Everything Jeff Murray
15303:30 PM-4:00 PM Products & Technology
Course Description

Managing sleep therapy is more challenging than ever, from cuts to reimbursement to increasing administrative burden to patient adherence. The face of sleep apnea will never be the same. Introducing DreamWear mask: one mask, 3 options.

Learning Objectives
  • Learn how DreamWears modular design helps with finding right fit for every patient.
  • Understand how DreamWear can help with patient adherence and increased operational efficiency
  • See how the unique design of DreamWear allows patients to sleep how they want
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Course Handouts

Room Number: Seminar Room

About Jeff Murray

In his six years as Sr. Marketing Manager at Philips Respironics, Jeff Murray has helped launch ten new mask products into the North American market, including the newly released DreamWear Full Face Mask. Prior to joining Philips, Jeff managed brands and products in the OTC pharmaceutical, pet food and materials analysis industries. Outside of the sleep business, Jeff learns life lessons from his three young children and wife, enjoys sports and spending time with friends and family.

Get Noticed! Choose Incremental Products that Differentiate your Store in a Crowded Marketplace Rob Baumhover
Staci Langel
16154:15 PM-4:45 PM Products & Technology
Course Description

Did you know that it is less expensive to keep a current customer engaged rather than snag a new customer? One of the ways to differentiate your store and exceed your customers expectations is through store product offerings. Learn about what incremental products are, how easily incremental products can be incorporated to your store, and identify first-rate products that customers are asking for!

Learning Objectives
  • Express sales potential of incremental products.
  • Help customers identify what some trending incremental products are and show them how easy it is to incorporate incremental products into current store product categories.
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Course Handouts

Room Number: Seminar Room

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, Rob 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 more than 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 degree in Tteaching from Clarke University in Dubuque, Iowa.

About Staci Langel

Staci Langel is marketing coordinator for VGM Retail, a division of VGM & Associates. In this position, Staci is responsible for the development, creation, and implementation 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, as well as multiple consumer markets. Prior to joining VGM Retail, Staci obtained her Bachelor of Arts degrees in Marketing and Economics from the University of Northern Iowa in Cedar Falls, Iowa.

Exhibit Hall Grand Opening Reception 16454:45 PM-6:00 PM General
Course Description

Spend some quality time checking out the hottest products and guaranteed best prices in the industry offered by VGM's Participating Vendors. Enjoy delicious appetizers while you peruse the show floor. Get to know other VGM Members and introduce yourself to the more than 70 VGM Participating Vendors who are exhibiting. Location: The Waterloo Convention Center on Five Sullivan Brothers Plaza - Exhibition Hall

Learning Objectives
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Course Handouts

Room Number: Expo Hall

Community Dinners 18306:30 PM-9:30 PM General
Course Description

Tuesday evening you will have the opportunity to network with people who "do what you do." The Heartland Community Dinners give you time to eat, drink and socialize with people who perform similar job duties as you. You will receive an email with information regarding your dinner and your dinner info will be printed on your nametag! Community Dinners:Clinical (RT/Pharmacy, PT/OT, RN, ATP) at Screaming Eagle Sponsored by Repair AuthorityExecutive/Management at Single Speed (Indoors) Sponsored by SnapworxHome Modification at Jamesons Sponsored by Merits USA, molift and EZ-ACCESSOperations (Billing, Customer Service, Warehouse, Purchasing) at Briqhouse Pizza Sponsored by AtlasSales and Marketing at El Patron Sponsored by Med-Lift & Mobility Inc. and Compass HealthHMEYP at Single Speed (Patio) Sponsored by MK Battery

Learning Objectives
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Course Handouts

Room Number: Downtown Waterloo

Course Name Speaker Date Educational Track
Breakfast 07157:15 AM-8:00 AM General
Course Description

Information coming soon.

Learning Objectives
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Course Handouts

Room Number: Convention Center, Level 1 & 2

Dear Resupply, Can You Save My Sleep Business? Aram Susong
08008:00 AM-9:00 AM Respiratory & Sleep
Course Description

This presentation is for all sizes of HMEs that are not currently partnered with a company to help with their resupply program. It provides an initial examination of three significant business aspects: the real financial impact of running your resupply program, the effect that technology can have on your resupply program, and patient compliance.

Learning Objectives
  • Identify the true costs of running your own resupply program.
  • Identify the need to develop a plan to manage and handle inventory levels.
  • Identify and implement automation and outreach tools that will pay off.
  • Describe a hands-off resupply plan to be more hands-on with patients.
Course Handouts

Room Number: 24-25

About Aram Susong

Aram Susong is communications manager for VGM Fulfillment, a division of VGM Group, Inc. With a passion for people and connecting, Aram has a diverse background of experience in the financial and retail industries He has the ability to understand and create a great customer experience while doing it profitably. He brings a sense of humor to his presentations. Keeping them entertaining and enjoyable, and leaving the audience wanting more.

EZ Access: Building a Rental Ramp Program Scott Crosswhite
08008:00 AM-9:00 AM Accessibility
Course Description

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Learning Objectives
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Course Handouts

Room Number: WCA: Law Court Theater

About Scott Crosswhite

Scott Crosswhite, currently the National VP of Sales for the EZ-ACCESS Residential channel, has been in the Home Healthcare market for 16+ years in varying roles for some of the industry’s largest manufacturers. He began his healthcare career with Sunrise Medical in 2002 as a Regional Director of Sales where he spent 6 years managing their sales team in his area of responsibility. In 2008, Scott moved over to Joerns Healthcare when they regained distribution of their Hoyer brand. He spent 5 years creating and managing their Homecare channel as their Director of Sales. In 2013, Scott joined Snug Seat (now R82, Inc.) as their Vice President and held that role until the spring of 2016 when he decided to venture out of healthcare and explore other opportunities. In the fall of 2017, Scott retuned to the Home Healthcare arena in his new role at EZ-ACCESS. Scott is a seasoned veteran and has witnessed the massive changes in our industry. He is C.E.A.C. (Certified Environmental Access Consultant) credentialed and is heavily involved in home access projects with the market’s best partners.

HIPAA Compliance: Risk Analysis vs Gap Analysis Wayne van Halem
08008:00 AM-9:00 AM Compliance & Regulatory
Course Description

In this session, we will cover the HIPAA compliance program for a sample HME. We will review the essential requirements of a solid HIPAA compliance program and how to be ready for a random audit from the Office for Civil Rights.

Learning Objectives
  • Discuss a detailed HIPAA compliance program for a sample HME company.
  • Identify how to complete a detailed risk analysis as required by HIPAA law.
  • Describe the importance of policies and procedures.
  • Discuss the process HME companies might face if selected for random HIPAA audit.
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 in navigating 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 more than $70 million in overpayments and denial recoveries.

HME in 2018 and Beyond: Facts, Trends, Forecasts & Commentary Mark Higley
08008:00 AM-9:00 AM Compliance & Regulatory
Course Description

Demographics and new market potentials remain strong, but the number of active HME businesses have been reduced by more than 40 percent since the competitive bidding program began. While the industry continues to retool and retrain to deal with the challenges providers are facing from every direction, significant uncertainty remains. This expert panel will offer their analysis, update, and commentary relative to where we are likely headed in 2018 and beyond.

Learning Objectives
  • Identify the likely opportunities (and threats) with key payers and funding sources.
  • Discuss the most current valuation and consolidation data of HME businesses.
  • Discuss the potential for further private equity investment in the near and longer term future.
  • Address with our expert panel your most pressing questions and concerns.
Course Handouts

Room Number: 21

About Mark Higley

Mark Higley is vice president of Regulatory Affairs for VGM Group, Inc. 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, Ill., and as a financial analyst with Deere & Company, Moline, Ill..

HME In-store Events: Get People There, Create Impactful Experiences, and Generate Sales Jim Greatorex
Christa Miehe
Cassi Price
08008:00 AM-9:00 AM Sales & Marketing
Course Description

Are you searching for a way to get more foot traffic through your store, but have no idea where to start? Have you been dreaming of your HME business packed with customers all yearning to learn more about one of your new services, initiatives, or partnerships? Then an in-store event may be in your future, but these successful events don't just magically happen. During this presentation, we will take you through the six steps to an impactful, in-store event that will leave your customers wanting more.

Learning Objectives
  • Explain in-store event concepts based on historical data, your competitors, and trends.
  • Define elements that make up a great in-store event inspiring loyalty, sales, and positive reputation.
  • Describe how to market your in-store event before, during, and after the big day.
  • Discuss how to re-create that successful event over and over for your business.
Course Handouts

Room Number: 22

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 three stores and 37 employees in Maine and New Hampshire until sold two years ago. Jim was selected by his peers in New England to be the president of New England Medical Equipment Dealers (NEMED), serving in that role until June 2007. He has been very active in lobbying in Washington for the industry. He has more than 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 Live at Home division.

About Christa Miehe

Christa Miehe is president of VGM Marketing and Shared Services where she oversees four departments and 85 employees. The teams that she guides plan and implement internal and external communication and events for the more than 25 businesses under the VGM Group umbrella. They also help members and vendors of the VGM community with print and online marketing campaigns. Christa has nearly 20 years’ experience with planning, executing, and analyzing marketing and special projects for the employee-owned company. Christa is an impactful marketer who believes in progress over perfection. She helps guide company strategy to maximize brand enhancement, improve employee engagement, increase diversity of revenue, and nurture company culture. You can connect with Christa on LinkedIn, on Twitter @christamiehe, or by email at [email protected]

About Cassi Price

With more than a decade of experience focusing on content strategy and online marketing, Cassi Price brings a unique perspective to her role as manager of Marketing Strategy at VGM Forbin. Cassi is certified in Google AdWords and oversees a team of copywriters that create unique, optimized content for websites, social media campaigns, and online advertising campaigns. In addition to these responsibilities, she also is charged with developing Forbin’s internal marketing strategy.

NCART CRT Update Don Clayback
08008:00 AM-9:00 AM Rehab
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 speaker will review CRT updates on both the federal and state levels. Topics will include the application of competitive bidding pricing to CRT wheelchair accessories, Medicare Separate Benefit Category legislation, Medicaid Matters, and other important initiatives and trends. The speaker will also review the latest tools available to promote access to CRT with policy makers and payers and how to use these effectively.

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

Room Number: 12-13

About Don Clayback

Don Clayback is executive cirector of the National Coalition for Assistive and Rehab Technology (NCART). NCART is a 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, Don has responsibility for monitoring, analyzing, reporting, and influencing legislative and regulatory activities. Don has 28 years of experience in the CRT and HME industries as a provider, consultant, and advocate. He is actively involved in industry issues and is a frequent speaker at state and national conferences.

Tech Training 08008:00 AM-12:00 PM Rehab
Course Description

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Learning Objectives
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Course Handouts

Room Number: WCA: Schoitz

Ways to Lead, Measure, and Monitor For Success: A Best Practice Approach Miriam Lieber
08008:00 AM-9:00 AM Operations & Customer Service
Course Description

In the HME world, long gone are the days of bill and get paid. With shrinking margins and continued claim scrutiny, what are HME providers doing today to sustain profitability in this increasingly challenging climate? Dwelling on the past does not work. Being positioned correctly in the order-to-cash process is what does work and is the key to success. Learn what profitable HME companies are doing to forge ahead and to maintain a nimble yet steady foundation to remain profitable in the new normal.

Learning Objectives
  • Discuss how HME companies are staying nimble to survive and thrive in today's climate.
  • Describe ways to measure and monitor the order-to-cash process for optimal efficiency.
  • Explain the required staff skill set for today's norm.
  • Discuss ways to use metrics and accountability to control costs, report outcomes to referrals, and maximize margins.
Course Handouts

Room Number: 23

About Miriam Lieber

Miriam Lieber president of Lieber Consulting, LLC and is an independent consultant and trainer specializing in home care reimbursement and operations management. Her extensive experience with Medicare and other third party payers has brought her national recognition in the home care industry. With more than 25 years' experience in the home care 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 home care trade associations. In her consulting practice, Miriam's 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.

LAH Product Training 09009:00 AM-11:30 AM Accessibility
Course Description

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Learning Objectives
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Course Handouts

Room Number: WCA: Town Hall

The Business of Compression Hosiery Evan McGill
09009:00 AM-9:30 AM 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: Seminar Room

About Evan McGill

Evan McGill is Executive Vice President, Business Development and Co-Owner of Knit-Rite, Inc. He oversees a team of 18 people in Sales, Customer Service and Product Education. He leads all export initiatives for Knit-Rite, which includes global distribution on 6 continents and in over 50 countries. He has spoken all over the world and at numerous national conferences including Medtrade, VGM Heartland Conference, Mutual Drug Annual Trade Show, Essentially Women FOCUS Conference, Uniform Retailers Association Annual Conference and the American Orthotic and Prosthetic Association’s World Congress. In addition, he has contributed to articles in HME News, Medtrade Monday, VEIN Magazine, Home Care Magazine and more. Evan has his Bachelor of Business Administration (BBA) from the University of Miami (FL), his Master of Business Administration (MBA) from Columbus State University, and his Master of International Business (MIB) from Florida International University.

Competing Compliantly in HME Ronda Buhrmester
Dan Fedor
09059:05 AM-10:05 AM Billing & Reimbursement
Course Description

Throughout the day there are conversations that occur about following medical policies and regulations while still meeting the patient's needs. The primary function is to serve the customer; however, because many of these items are paid for by a third party (Medicare, Medicaid, etc.) providers must ensure they have what they need to get paid timely and accurately. Many conversations throughout the day are usually surrounding, "I think I have the requirements met, but is there enough information?" Or even, "What do I need to be compliant but still provide the patient with this product in a timely manner?" Some may call it walking the line, meaning not being fraudulent by any means, but following the requirements just enough to get by. Or, many hear from a referral source that your competitors are not asking for that much documentation. And, if they are not, how are they getting away without requiring what appears to be required? Do they know something we don't? Are WE asking for too much and, in turn, losing business? In this session Ronda and Dan will role play some common scenarios that occur daily for the HME provider and with audience participation will discuss how to accomplish both timely service and compliance even when your competitor may not playing by the rules.

Learning Objectives
  • Identify documentation requirements for common HME items.
  • Explain which requirements are a SHOULD have verses a SHALL have.
  • Develop internal policies to meet the necessary requirements and to address when others outside of the company don't.
  • Describe the logic for the policies implemented.
Course Handouts

Room Number: 24-25

About Ronda Buhrmester

As a VGM/U.S. Rehab associate since 2012, Ronda Buhrmester specializes in billing and reimbursement. She managed a hospital-based DME in Illinois for 12 years, handling sales and marketing. Ronda is a respiratory therapist and 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 jurisdiction A, B, and D respiratory team, is a member of the Provider Outreach and Education team for jrisdictions A, B, C, and D, and attends the council meetings with jurisdictions 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 Fedor has been in the HME industry for more than 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 tha, 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 six years.

Cyber Security Risk Management: What Health Care Business Leaders Need to Know Now Jeremy Kauten
09059:05 AM-10:05 AM Executive
Course Description

While data breaches at large businesses such as Equifax, Saks Fifth Avenue, Anthem, Yahoo, and major health systems often make the headlines, the majority of data breaches affect small businesses. Big or small, every business that collects data is at serious risk -- especially those with patient records. Social Security Numbers, dates of birth, and insurance account numbers are in high demand and can command a huge payday for hackers on the dark web. Are your defenses fortified? During this session, VGM's chief information officer, Jeremy Kauten, will arm attendees with a security framework plan that health care executives can implement immediately to protect their business. Jeremy will provide the information you need to protect not only your customers' data, but your business name and reputation from being tarnished by cybercriminals. Attendees will also learn the path to securing your business from costly ransomware payments and fines for HIPAA violations. Don't make the headlines. Protect yourself from risk, and take control of your cybersecurity program today.

Learning Objectives
  • Identify how to build a foundation for a security strategy specific to the DME industry.
  • Review formulas on how to calculate your total risk should a breach take place.
  • Identify why hackers want to attack your business and what to do.
  • Receive a takeaway worksheet with a cybersecurity program implementation framework.
Course Handouts

Room Number: 10-11

About Jeremy Kauten

Jeremy Kauten,is chief information officer and senior vice president of Information Technology at VGM Group, Inc. He 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. Jeremy's involvement at VGM started in 1997 where he committed himself to growing VGM Forbin and positioning the organization as a leader in health care web development and online security. He is a regular contributor to the trade press and is a frequent technology speaker at industry events. Jeremy 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.

Exploring the Power of Mobility and "Smart" Technology Angie Kiger
09059:05 AM-10:05 AM Rehab
Course Description

Smart technology has revolutionized the way people interact with their homes and complete everyday tasks. Individuals are able to control devices such as doors, blinds, lights, television, etc. through their smart phones or tablets. Much of the technology required to create such smart homes are commercially available and relatively affordable. During this one-hour educational session participants will learn how smart technology interacts with a power wheelchair and potentially increases the user's independence. In addition, various smart technology devices will be introduced with clinical application and functionality of each item will be discussed.

Learning Objectives
  • Define the term smart technology.
  • Identify the components required for interfacing smart technology with a power wheelchair.
  • List at least three devices that can be accessed through a power wheelchair via smart technology.
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Course Handouts

Room Number: 23

About Angie Kiger

Angie Kiger is clinical strategy and education manager for Sunrise Medical. She earned a Master of Education degree in assistive technology from George Mason University and a certificate in assistive technology from California State University at Northridge. Angie is an assistive technology professional (ATP), seating and mobility specialist (SMS), and a certified therapeutic recreation specialist (CTRS). Angie has worked with infants, children, and adults in both inpatient and outpatient settings. In addition to working as a clinician, Angie has served as an adjunct instructor at George Mason University in the Assistive Technology program. Angie has presented at numerous conferences in United States and abroad including the International Seating Symposium (ISS), European Seating Symposium (ESS), and the Assistive Technology Industry Association (ATIA) annual conference. She has also presented hundreds of live educational programs live and via webinar. Angie has contributed to articles in trade publications and serves as a member of Mobility Management magazine’s Editorial Advisory Board.

Increasing Awareness and Getting Noticed in the Accessibility/Senior Market Vern Martell
09059:05 AM-10:05 AM Accessibility
Course Description

In this session Vern, as only Vern can, will share some marketing tips that can differentiate your company from the competition. Vern's company, Safe Living Solutions, has experienced rapid growth in the South Carolina area due to his marketing strategies. In this session, Vern will reveal how to elevate your company market awareness and close sales with today's home modification customers.

Learning Objectives
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Course Handouts

Room Number: WCA: Law Court Theater

About Vern Martell

Vern Martell, CAPS, is president/partner of Safe Living Solutions, LLC. He began specializing in construction and home modifications in 2005. Four years later, he dedicated his career to assisting people to live safely in their homes. By 2015 Safe Living Solutions, LLC had provided products and services in 25 states. Vern has received honors for his work with modifying homes and institutional rehabilitating seniors with orthopedic conditions. He is a certified aging-in-place specialist. He is a graduate of Virginia Tech with a bachelor's degree in business communications and marketing.

Purchasing Internet Leads: Sure It Can Be Done, But Be Very Care Denise Leard
09059:05 AM-10:05 AM Compliance & Regulatory
Course Description

This is a hot area in terms of enforcement actions brought by the Department of Justice, Office of Inspector General, and CMS contractors. When purchasing internet leads, it is critical that the DME supplier not violate the Medicare anti-kickback statute. When communicating with leads, it is equally as critical that the supplier not violate the telephone solicitation statute and state and federal "do not call" statutes. Unfortunately, most internet lead companies are clueless regarding the anti-kickback statute and the "do not call" statutes. Sadly, too many suppliers and other providers are equally clueless. This program will discuss what a contract (between a supplier and an internet lead company) should look like and will discuss what the supplier can (and cannot) do in contacting leads.

Learning Objectives
  • Describe legal ways a marketing company can be paid for lead generations.
  • Identify inappropriate telehealth.
  • Discuss the regulations related to contacting leads generated by a marketing company.
  • Describe the requirements for a valid telehealth visit paid for by Medicare.
Course Handouts

Room Number: 12-13

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. Denise represents HME companies, pharmacies, and other health care providers throughout the United States. She 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. Denise earned a B.A. from the University of Washington and received her law degree from the University of Oklahoma College of Law.

Untangling Medicare Document Requirements for CRT Wheelchairs Jim Stephenson
09059:05 AM-10:05 AM Billing & Reimbursement
Course Description

In this session the attendee will learn about the coverage criteria and the documentation requirements necessary for the approval of CRT wheelchairs through Medicare. The intent of this course is to educate providers and clinicians on how best to traverse the often challenging process of gathering adequate documentation for complex rehab technology.

Learning Objectives
  • Identify the coverage requirements necessary to obtain reimbursement for CRT wheelchairs.
  • Identify what is necessary to meet the guidelines for each of the required documents for CRT wheelchairs.
  • Identify strategies to assist in educating physicians and other stakeholders on the documentation requirements for CRT wheelchairs.
  • Identify the common pitfalls throughout the documentation process.
Course Handouts

Room Number: 21

About Jim Stephenson

Jim Stephenson is the reimbursement and coding manager at Permobil. Over the past 25 years, he has worked on all sides of the health care reimbursement spectrum, the last 14 years in the CRT/DME industry. His broad background has provided him with vast experience and a unique perspective in working with funding sources, providers, physicians/clinicians, and consumers. He is currently a member of the DME MAC Advisory Councils, the Complex Rehab and Mobility Council (CRMC), and the Regulatory Council for the American Association for Homecare. At Permobil, he works closely with the product development, government affairs, clinical education, and marketing teams.

Updating Referral Sources on Medicare Wheelchair Requirements Laura Cohen
09059:05 AM-10:05 AM Rehab
Course Description

Medicare has identified physicians and non-physician practitioners (NPPs) (physician assistants, nurse practitioners, clinical nurse specialists) as responsible parties for initiating, ordering, and documenting medical necessity for manual and power wheelchairs. Yet, physicians and NPPs often receive little education and training about these technologies and are often unfamiliar with Medicare DME policies (LCDs and policy articles) even more than 10 years after implementation. Education and training of referral sources can help both clinicians (PTs/OTs) and rehab technology practitioners (RTPs) to obtain appropriate documentation and paperwork the first time. This not only improves effectiveness and efficiency for both the clinician and the RTP but ensures that appropriate documentation is on file with the supplier in the event of an audit. The Clinician Task Force has created educational materials and will present a model for information dissemination to referral sources. Participants will leave with action steps they can use in their organizations to help disseminate information upon their return.

Learning Objectives
  • Describe the target audience for Medicare wheelchair requirements knowledge dissemination activities.
  • Identify three methods for disseminating information to busy referral sources.
  • Name three motivators to engage referral sources in knowledge dissemination activities.
  • Develop a knowledge dissemination plan for use in your organization.
Course Handouts

Room Number: 22

About Laura Cohen

Laura Cohen, PhD, PT, ATP/SMS, RESNA Fellow, is a principal for Rehabilitation & Technology Consultants in Arlington, Va.. She is the executive director of the Clinician Task Force, a national group of seating and mobility clinicians working to influence Medicare and Medicaid coding, coverage, and payment policies for complex rehabilitation technology. A recognized thought leader, Dr. Cohen provides counsel, leadership, and clinical expertise to clients about medical necessity, benefit integrity, policy development, and compliance.

Business Management & Technology William (Bill) Paul
09459:45 AM-10:15 AM Products & Technology
Course Description

ATLAS is an Enterprise Resource Planning (ERP) and Customer Relationship Management (CRM) software specifically built for the Rehab/HME business. This is the only complete software that will manage customers, process orders, store electronic medical records, process medical billing, manage accounts payable and accounts receivable, and does it seamlessly in one system. There are no third party bolt on modules. Our customers are reporting operational efficiencies that empower significant growth without the addition of FTE's. Orders are processed by ATLAS in compliance with payer rules so when you get paid you stay paid.

Learning Objectives
  • Create profits by using technology for efficiencies
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Course Handouts

Room Number: Seminar Room

About William (Bill) Paul

Bill has a background in multiple industries including 20 years as the owner of a regional Rehab Provider business and the founder of ATLAS Enterprise Software. These experiences allowed him to combine technology with real life operations of a multi-location Provider business to insure proper management over-site that insured compliance with payers.

Can I Afford to Repair the Chair? Dan Fedor
101510:15 AM-11:15 AM Rehab
Course Description

More and more providers are avoiding wheelchair repairs as it appears there is risk without reward. However, with a few upfront considerations, the risk can be minimized and the reward significantly increased both in revenue for the current repair and in obtaining a future customer for new products. Session attendees will discover how to maximize labor reimbursement (itemizing time and proper documentation), how to bill labor without parts, bill for temporary replacement equipment (aka loaner), get the required documentation but not more than you need, and non-assigned repairs.

Learning Objectives
  • Identify the appropriate reimbursement rate.
  • Describe the documentation requirements.
  • Identify available options when the reimbursement rate is not adequate.
  • Analyze if you can afford to repair the chair.
Course Handouts

Room Number: 22

About Dan Fedor

Dan Fedor has been in the HME industry for more than 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 tha, 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 six years.

Expanding HME Business into Payer Population Health Contracts Zach Gantt, RRT
101510:15 AM-11:15 AM Executive
Course Description

COPD is the third leading cause of death in the U.S. and one of the five most expensive chronic diseases to manage. Yet with this high-cost population, payers have not discovered the value of deploying respiratory therapists using outcome-focused protocols/software to lower their per patient costs. Learn how to position your business as a provider of theses services and what tools and programs are available to "get you to the table."

Learning Objectives
  • Describe the difference between disease management and population health.
  • Identify gaps in respiratory care with COPD members in a health plan.
  • Illustrate expertise in communicating outcomes via assessment data.
  • Identify how to connect payer chronic health management goals to an ongoing respiratory services program to reduce hospital utilization and improve quality metrics.
Course Handouts

Room Number: 10-11

About Zach Gantt, RRT

Zach Gantt, RRT, is CEO of Encore Healthcare, LLC, and has served in executive roles in two RT companies, Alana Healthcare and Linde RSS. He is the founder/creator of the CROM program, which accelerated Alana Healthcare’s transition from a $3M DME company into an integrated $40M disease management company. This business offered solutions in the nursing home industry, developed payer respiratory population health contracts, and garnered a national reputation for respiratory excellence. Gantt started Encore with the vision of providing the next generation programs that couple the strength of respiratory-focused DME/HHA providers with innovative software and technology.

Home Modifications for Remote Clients Mark Richmann
101510:15 AM-11:15 AM Accessibility
Course Description

The course will cover how to handle the demands of working with remote clients and payer sources on home modification projects. It will address the unique circumstances involved with working with clients who are receiving services being paid for by family members, government programs, and insurance companies. The course will also cover how to work with clients modifying their own properties while they are in care facilities, vacationing, or snow birding. The course will outline how to work with clients, their families, and third-party payer sources. The course will cover the challenges of communicating and documenting projects from start to finish.

Learning Objectives
  • Discuss managing communication expectations throughout the entire home modification.
  • Identify and outline the recommended documentation.
  • Discuss the importance of defining the scope of work and preventing scope creep.
  • Discuss the necessity of pictures and video both before the project begins and after project completion.
Course Handouts

Room Number: WCA: Law Court Theater

About Mark Richmann

Mark Richmann, CEAC, CAPS, oversees the Home and Vehicle Modification and Custom Rehab programs for VGM HOMELINK and is the owner of Marrich Construction and Design. He was a general contractor and has more than 25 years’ experience in the construction industry. Mark started his construction career in high school but took a break from construction to complete his college education. He attended Kirkwood Community College in Cedar Rapids, Iowa, and the University of Northern Iowa in Cedar Falls, Iowa, and graduated with a degree in Marketing Management. Mark re-entered the construction industry shortly after completing his education and soon became the owner of a construction company. He transitioned his company into a real estate holding and consulting firm and was able to work with several large volume production builders. He has worked on single-family, multi-family, and light commercial projects in seven states and well versed in build codes and ADA guidelines. He joined VGM HOMELINK in 2014 as a network developer and shortly thereafter assumed the role of vice president of Accessibility Modifications.

Legislative Update Cara Bachenheimer
John Gallagher
Jay Witter IV
101510:15 AM-11:15 AM 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 following hot-topic DME issues: 1) The DME competitive bidding program, 2)The Market Pricing Program - where it is, what we need to do to get it to move forward, 3) Binding bids - where the industry is going forward, 4) Fixes to the current program, 5) Audit reform, 5) Complex rehab technology legislative activity, 6) State DME licensure progress, 7) Key members and committees in Congress, 8) Beneficiary awareness and mobilization, and 9) People for Quality Care and patient advocacy.

Learning Objectives
  • Discuss most current legislative status of information relating to DME.
  • Discuss the health care reform and its affect on the DME industry.
  • Discuss information on key members of Congress and explain importance of their positions.
  • Discuss where industry is in the fight against competitive bidding; Discuss other regulations affecting DME.
Course Handouts

Room Number: 21

About Cara Bachenheimer

Cara Bachenheimer, is senior vice president-government relations for Invacare Corp. She 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 vce president of Government Relations for VGM Group, Inc., where he is responsible for advocating on behalf of VGM members/DME providers to Congress, the administration, and federal agencies. John has amassed thousands of miles, traveling across the country to educate both the state associations and independent providers on regulatory and government issues. Additionally, he 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 IV

Jay Witter is senior director, government affairs for AAHomecare. He has 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.

Motivating Sales Team Members to be Productive and Not Just Active Ty Bello
101510:15 AM-11:15 AM Sales & Marketing
Course Description

The time you put into coaching sales reps will reflect on the bottom line, but you must be organized and consistent. We all have seen and worked with sales reps who are active but not productive. We need to explore the behaviors of most sales reps and our own leadership style and metrics we have in place. We need to set aside time to coach and motivate both engaged and disengaged team members. Time is valuable, and your time is an investment in the future success of sales. You must set aside time to coach your sales team members, and not discriminate between new and old team members.

Learning Objectives
  • Identify the different types of sales reps.
  • Describe how we may be leading them and the impact this has on productivity.
  • Discuss how to match their style with our productivity goals and get them aligned.
  • Discuss how to execute and engage your team.
Course Handouts

Room Number: 24-25

About Ty Bello

Ty Bello is president and founder of [email protected] and a registered corporate coach with the Worldwide Association of Business Coaches. Ty is a highly sought-after speaker and provides relevant and best-in-class information during his presentations and during his one-on-one coaching. Ty has more than 28 years of HME business optimization experience as a sales professional, leader, and coach. Ty coaches HME owners, leaders, and team members and raises the bar in their performance and business metrics. Ty also continues to carry the bag and logs in more than 400 sales calls per year coaching sales professionals.

Put Your Numbers to Work Mike Scarsella
101510:15 AM-11:15 AM Retail
Course Description

How to use key retail performance indicators to make operational business decisions.

Learning Objectives
  • Discuss with retailers on what and how to measure.
  • Define tactics for quick and effective P&L analysis.
  • Discuss how to draw a roadmap; establish current position and set goals and targets.
  • Explain how to link key performance indicators with applicable actions; GM growth with merchandising, GMROI to vendor stock and freight programs, etc.
Course Handouts

Room Number: WCA: Visual Arts

About Mike Scarsella

Before joining Compass Health Brands as director of National Sales in December 2017, Mike Scarsella was the northeast regional vice president at Golden Technologies. Prior to Golden, Mike spent more than 18 years as a marketing and sales executive in the home furnishings industry. His focus during this tenure was on developing products and strategies to maximize sell‐through at the retail level. He worked with a broad array of companies including Henredon, Ralph Lauren, Durham Furniture, and Harden Furniture and fostered strong and successful relationships with some of the finest furniture retailers in the U.S. and Canada. Mike holds a Bachelor’s degree in Communications from The University of Notre Dame and an MBA in Marketing and Strategic Planning from the Katz Graduate School of Business, University of Pittsburgh.

Why Does Oxygen Reimbursement Seem So Difficult? Ronda Buhrmester
101510:15 AM-11:15 AM Billing & Reimbursement
Course Description

While the oxygen policy (LCD) appears to be simple, the audits from various contractors let suppliers know that it's not a cut and dry policy. Is the coverage requirement just about the oxygen test results, or the diagnosis, or alternative treatments that have been tried - the answer is NO! It's not just about one of those requirements, it's about all of those requirements and more. It's about painting the picture, telling the story of why home oxygen is necessary for long-term therapy. During this session, we will discuss those gray areas so the need is explained - Painting the Picture.

Learning Objectives
  • Discuss a basic overview of the oxygen policy and related article.
  • Identify the gray areas within the oxygen policy to better understand the documentation and requirements that are necessary for coverage.
  • Discuss educational tips for referrals that are not the easiest to work with when discussing coverage for home oxygen.
  • Identify attendee experiences that have been successful.
Course Handouts

Room Number: 23

About Ronda Buhrmester

As a VGM/U.S. Rehab associate since 2012, Ronda Buhrmester specializes in billing and reimbursement. She managed a hospital-based DME in Illinois for 12 years, handling sales and marketing. Ronda is a respiratory therapist and 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 jurisdiction A, B, and D respiratory team, is a member of the Provider Outreach and Education team for jrisdictions A, B, C, and D, and attends the council meetings with jurisdictions 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.

Willful Neglect: Two Words That Can Cost You Your Business Wayne van Halem
101510:15 AM-11:15 AM Compliance & Regulatory
Course Description

In 2017, the Justice Department and the Inspector General released guidance on metrics they would use to evaluate a company's compliance program in the event of a compliance issue. CMS has indicated that they, too, will be more proactive with guidance on compliance programs in 2018. We've also seen where the Office of Civil Rights has begun auditing suppliers and identifying significant penalties for those that do not have appropriate controls in place. If an entity has a compliance issue and its determined there was an absent or insufficient compliance program, the supplier may be accused of willful neglect and suffer increased penalties. This presentation will discuss what the government expects suppliers to be doing when it comes to compliance, that covers both reimbursement and HIPAA. It will also provide potential penalties for non-compliance while including practical solutions that will reduce your company's risk. Compliance is no longer an option.

Learning Objectives
  • Explain what the federal government expects a supplier to be doing for a reimbursement compliance program.
  • Explain what the federal government expects a supplier to be doing for a HIPAA compliance program.
  • Identify what penalties a supplier could face in the event of a compliance issue with insufficient controls in place.
  • Identify practical solutions for suppliers who do not have a comprehensive compliance program as defined in this presentation.
Course Handouts

Room Number: 12-13

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 in navigating 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 more than $70 million in overpayments and denial recoveries.

Brightree New Features: A Glimpse into the Future Steve Rogers
103010:30 AM-11:00 AM Products & Technology
Course Description

Join Steve Rogers as he discusses recent and near term future features and functionality in Brightree. Brightree has a long history of investing in research and development to fuel product innovation and drive provider efficiency. Topics will include: Patient Intake Workflow, Price Tables, Inventory and Patient Engagement along with Interoperability with Hospital and Physician EMRs. Want to see what were working on now? Join Steve for this glimpse into the future.

Learning Objectives
  • Enable attendees to identify opportunities to engage with Patients in new meaningful ways
  • Describe changes to Patient Intake to take advantage of new Workflow options
  • Gain new insights into Inventory on hand and better manage inventory assets
  • Discuss how implementing Standard Pricing has improved Price Tables
Course Handouts

Room Number: Seminar Room

About Steve Rogers

Steve Rogers serves as Vice President, Product Management where he is responsible for product strategy, feature prioritization and product roadmap across Brightree’s portfolio of cloud-based post-acute care solutions. Steve brings more than 25 years of experience in software product development and product management with the last 10 being on SaaS / cloud applications. He has an extensive background developing, managing, integrating and supporting complex technology products in a variety of settings – from startups to global firms. His previous roles include director of product management at Nuesoft Technologies in ambulatory care practice management and EHR, vice president of product management and engineering operations at Imbee, Inc., and vice president of global service and support plus product management at Zhone Technologies. Steve earned a BS in civil engineering and an MS in computer science from Georgia Institute of Technology.

Lunch & Exhibits 111511:15 AM-1:00 PM General
Course Description

Information coming soon.

Learning Objectives
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Course Handouts

Room Number: Expo Hall

Keynote Address: Creating a Customer Service Revolution John DiJulius
13001:00 PM-2:00 PM Keynote
Course Description

The Customer Service Revolution: Overthrow Conventional Business, Inspire Employees, and Change the World (January 2015 Greenleaf Books).Creating a Customer Service Revolution Be the brand people cannot live without. Learn how numerous companies have made Customer service their biggest competitive advantage, are dominating their industries, and are making price irrelevant!

Learning Objectives
  • Discover how all your employees can have compassion & empathy for your customers
  • Discover how to create a customer service vision statement
  • Discover how to create non-negotiable standards that every team member will follow
  • Discover how to make price irrelevant
Course Handouts

Room Number: Room 21-22-23

About John DiJulius

International consultant and best-selling author of three Customer service books, his latest book, The Customer Service Revolution (Greenleaf Books 2015), instantly hit #1 on Amazon. John works with world class companies like The Ritz-Carlton, Lexus, Starbucks, Nordstrom, Nestle, Marriott Hotels, PwC, Cheesecake Factory, Progressive Insurance, Harley Davidson, Chick-fil-A, and many more. John isn't just talking about it, he lives it, as a very successful entrepreneur of two businesses. John Robert's Spa, a chain of upscale Cleveland locations, has been repeatedly named one of the top 20 salons in America; and The DiJulius Group, a consulting firm focused on changing the world by creating a Customer service revolution. John will demonstrate how we can make our Customer service our single biggest competitive advantage and make price irrelevant!

Tech Training 13001:00 PM-5:00 PM Rehab
Course Description

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Learning Objectives
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Course Handouts

Room Number: WCA: Schoitz

Customers Will Do As They Are Sold! John Lees
14002:00 PM-3:30 PM Retail
Course Description

It is hard to imagine that any manager would only want customers to come looking for something, get what they want in a friendly way, and then leave. So the first sales challenge is this: what does management want customers to receive when they are served beyond what they want? The answer is to determine the hidden needs of customers and then arm service staff to satisfy those needs in a timely and professional manner. This means that the service aim of the store is to satisfy and not merely pacify. This session explains this challenge and then provides simple strategies for service staff to use along with examples that highlight what can be done for customers.Please note: attendees will receive a free copy of a book by John Lees, courtesy of Vionic Group, entitled, "The Move From Order-Taker To Sales-Maker."

Learning Objectives
  • Recognize that what customers need is different from what they want.
  • Recognize that we sell success with products not just access to products.
  • Describe how to educate and prepare the service team to "serve"'...and then "up-serve."
  • Describe how to get customers to endorse standards that management needs to enforce.
Course Handouts

Room Number: WCA: Visual Arts

About John Lees

John Lees is a sales and marketing specialist. He is the author of 12 business books and has spoken at more than 2,000 conferences. His messages are void of "sales techniques;" instead they focus on the real challenges of selling in ways that are both successful and welcome to customers. These days John performs the specialist role of “second gap manager” for the Vionic Group.

Grand Rounds Kristina DuFour, PT, ATP
Julie Grosser, MSSW
Jill Gualke, OTR/LCLT
Emily Mullen, MSPT, ATP
Mark R. Schmeler
14002:00 PM-5:15 PM Rehab
Course Description

Acute rehab is a therapy-intensive, inpatient treatment program. Participants will observe therapy evaluations of patients who have been treated in an acute rehab setting. They will discuss the development of a therapy treatment plan. Following this, a discussion of discharge planning will take place addressing and integrating DME into discharge planning and discuss the role of the ATP as part of the rehab team. This course will be off site at Covenant Medical Center Rehabilitation Center and Clark and Associates.

Learning Objectives
  • Explain the role of the PT and OT in the acute rehab setting.
  • Explain the role of the physiatrist in the acute rehab setting.
  • Explain the role of the social worker in the acute rehab setting.
  • List patient diagnoses commonly seen in the acute rehab setting.
Course Handouts

Room Number: Departs from Convention Center Lobby

About Kristina DuFour, PT, ATP

Krissy is the lead physical therapist at Covenant Medical Center on the Rehabilitation Unit for 22 years. She graduated from Northern Illinois University in 1995. She attained her ATP certification in 2007. Her special interests are working with patients following stroke, amputation, and completing wheelchair assessments. She coordinates the CARF accreditation for the rehab unit.

About Julie Grosser, MSSW

Julie Grosser is a social worker on the Rehabilitation Unit at Covenant Medical Center. She holds degrees in social work from Wartburg College in Waverly, Iowa, and the University of Iowa. She has worked as a social worker on the rehabilitation unit at Covenant for 30 years. Julie has served on the Governor’s Advisory Council on Brain Injury, the Brain Injury Waiver design committee, and the Iowa Stroke Association. She coordinates local amputee and stroke education and support groups.

About Jill Gualke, OTR/LCLT

Jill Gualke, OTR/LCLT, is an occupational therapist at Covenant Medical Center on the Rehabilitation Unit. She graduated from St. Ambrose University in 1996 with her degree in occupational therapy. She has practiced for 22 years. Her special interests include working with patients following stroke, burns. She also is a certified lymphedema therapist.

About Emily Mullen, MSPT, ATP

Emily Mullen, MSPT, ATP, is a physical therapist at Covenant Medical Center in Waterloo, Iowa, on the rehabilitation unit for 13 years. She attended Clarke College in Dubuque, Iowa, graduating in 2004. Her special interests are patients with neurological disorders and wheelchair assessments on an inpatient and outpatient basis. She has had her ATP certification since 2007.

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.

Home Accessibility: It's All About the Showroom, Baby! Vincent Pelose
14002:00 PM-3:00 PM Accessibility
Course Description

This is a model for someone entering or seasoned in the home accessibility business. It is a way to unchain the traditional revenue streams DMEs have used in the past. It is taking what we do best: teaching our customers what products best fit their needs through compassion and knowledge. This market is growing rapidly. See how you can be the leader of the pack in your market. Think Aging in Place.

Learning Objectives
  • Discuss how to build a better home modification business.
  • Discuss how to create a showroom that can compete with internet sales.
  • Describe how to create a cash sales focus.
  • Discuss how to bring customers to the showroom you've created.
Course Handouts

Room Number: WCA: Law Court Theater

About Vincent Pelose

Vince Pelose has been the CEO of Access To Independence for 35 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.

LAH Product Training 14002:00 PM-5:15 PM Accessibility
Course Description

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Learning Objectives
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Course Handouts

Room Number: WCA: Town Hall

ABC Custom Breast Prosthesis: What's in it for you? Nikki Giamarino
14102:10 PM-3:40 PM Products & Technology
Course Description

Are you looking for a new revenue stream that doesn't require you to increase your current inventory but delivers a favorable profit margin? The addition of a custom breast prosthesis to your product offering is good for your patients and good for your business. For patients, it's another non-surgical post-surgery option. For the business, it can have a positive impact on the bottom line! Offering a custom breast prosthesis can be a win-win and American Breast Care can show you how.

Learning Objectives
  • Identify which of your customers can benefit from a custom breast prosthesis.
  • List the features and benefits of a custom breast prosthesis.
  • Discuss myths related to custom breast prosthesis billing.
  • Recognize information on different custom breast prosthesis options.
Course Handouts

Room Number: Seminar Room

About Nikki Giamarino

Nikki Giamarino is business development manager at American Board for Certification in Orthotics, Prosthetics & Pedorthics (ABC) and is an ABC-certified fitter with 19+ years in the medical and breast care industry, including instructing education courses. She holds a BS in Health Administration from Auburn University. Her personal experience, industry knowledge, and caring personality are the perfect combination for an exceptional learning experience.

CRT Seating and Mobility Delivery: A Critical Step for Success Tricia Garven
14102:10 PM-3:40 PM Rehab
Course Description

The process of CRT service delivery often focuses on initial evaluation, objective clinical measures, and understanding how to justify and procure the recommended equipment. Research has shown that during the evaluation process, involving all team members produces the best equipment selection. However, the next steps, which include delivery and fitting, follow-up and maintenance, and clinical outcomes are often overlooked as requiring team involvement. When fulfilling the entire wheelchair provision plan of care, there is often a lack of attention to what happens next. Following this course, participants will recognize the importance and necessary requirements of the delivery process, from final fitting to programming with a team approach.

Learning Objectives
  • Identify three components of final fitting of the seating system to reduce postural compensation.
  • Using the ICF model, describe threeways that using a team approach to the fitting and delivery of CRT can positively affect health outcomes for the wheelchair user.
  • Name two examples of how to educate your client necessary maintenance of their mobility equipment.
  • Describe two strategies to implementing successful service delivery of CRT.
Course Handouts

Room Number: 22

About Tricia Garven

Tricia Garven, MPT, ATP, is a regional clinical education manager for Permobil. Prior to joining the clinical team at Permobil, she was in a similar role as the clinical applications manager for ROHO. Prior to that, Tricia specialized in neuro rehabilitation at Baylor Institute for Rehabilitation (BIR) in Dallas. While working at BIR, she gained extensive knowledge in the prescription and training of custom wheelchairs and seating. She also worked as the outpatient wheelchair seating clinic specialist. Tricia presents educational programs to therapists and DME providers regarding seating, mobility, and pressure ulcer prevention. Tricia is an active member of RESNA, Clinician’s Task Force, and the APTA. Within the APTA, Tricia is a member of the neurology section and is on the nominating committee for the newly formed AT-SWM (Assistive Technology – Seating and Wheeled Mobility) SIG.

Empowered and Ready for Action: Five Rules for Success Heather Vickery
14102:10 PM-3:40 PM Operations & Customer Service
Course Description

Empowered team members are the bedrock of successful companies, but empowerment doesn't just happen. It's a process, and it's a practice. Heather Vickery believes that when your work aligns with your values, you are inspired to deliver meaningful work. In her talk, she empowers professional leaders to cultivate what drives their team to live their most abundant life, both in and out of the office. Learn to garner buy-in and leverage motivation to drive operational excellence. Through stories from her 18 years in the trenches of the service industry, Heather dives into her five rules for success including clear goal-setting, boundary creation, and taking responsibility for your success.

Learning Objectives
  • Explain how to empower your team.
  • Describe how to create systems and strategies to turn your goals into reality.
  • Discuss proven methods to move your team into action.
  • Develop an action plan.
Course Handouts

Room Number: 12-13

About Heather Vickery

Heather Vickery is an award-winning entrepreneur, business owner, and transformational life + business coach. Heather’s work as an event designer has been featured in major print outlets including Parade Magazine and Martha Stewart Weddings, on television, and she has won numerous industry awards. But, Heather isn’t just a savvy businesswoman. She’s an inspiration. The founder of Vickery and Co., Heather has been featured in Prevention Magazine and has appeared as a guest on podcasts, including Converge, as an expert on achieving an authentic and meaningful life.

Recognizing and Avoiding Fraud Landmines Jeffery Baird
14102:10 PM-3:40 PM Compliance & Regulatory
Course Description

Unlike DME suppliers 20 years ago, today's suppliers are highly regulated. They live in the proverbial glass house. If a supplier is doing something it should not be doing, someone knows about it. That someone can be an existing or former employee, a competitor, another provider that the DME supplier is working with, a CMS contractor that reviews the supplier's Medicare claims, or the supplier's accrediting organization. This program will discuss the many federal (and some state) anti-fraud laws, such as the federal anti-kickback statute, the federal Stark physician self-referral statute, the federal beneficiary inducement statute, the federal telephone solicitation statute, and some of their state counterparts. The program will present multiple real-life examples of activities suppliers engage in that violate these laws. Lastly, this program will lay out concrete steps the supplier can take to avoid violating anti-fraud laws.

Learning Objectives
  • Discuss the many federal anti-fraud statutes and regulations.
  • Discuss a representative sample of state anti-fraud statutes and regulations.
  • Describe "real life" examples of activities suppliers engage in that violate federal and state anti-fraud laws.
  • Develop concrete steps the supplier can take to avoid violating anti-fraud laws.
Course Handouts

Room Number: 21

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.

Respiratory Care in Today's Home Care Market Cheryl Henninger
14102:10 PM-3:40 PM Respiratory & Sleep
Course Description

A new age of health care is evolving. While reimbursement for home medical equipment continues to decrease, claims audits continue to increase, and competitive bid continues to expand, there are a multitude of opportunities for home medical equipment companies - particularly in disease management. Home medical equipment companies are already home care experts, and new market potentials exist for those who want to step outside of the box.

Learning Objectives
  • Identify current challenges for old-world HME and new-age HME.
  • Identify opportunities for respiratory therapists with new-age HME.
  • Identify top five readmission diagnoses.
  • Identify the value of respiratory therapists in the new-age HME and how they can contribute to decreasing readmissions and managing chronic respiratory illnesses at home and in the community.
Course Handouts

Room Number: 23

About Cheryl Henninger

Cheryl Henninger, RRT, CEAC, is a registered respiratory therapist and a health care business consultant with more than 25 years of experience in the health care industry. After starting her health care career in the acute care environment, Cheryl moved to home care, where accreditation and reimbursement became her main responsibilities. After several years in home care, Cheryl became an accreditation surveyor and an independent consultant specializing in business analysis and operations with a focus on new business development with home care agencies, DME companies, pharmacies, long-term care facilities, and physician groups.

Top FIve Ways to Optimize Patient Collections Jennifer Leon
Lisa Ziehl
14102:10 PM-3:40 PM Billing & Reimbursement
Course Description

Patient billing has quickly taken a toll on many providers, and knowing how to have financial conversations with patients is an art. But, what about after the initial conversation? What happens when the patient is months behind paying for their rental item? How can providers collect that money owed, but more so, prevent it from happening in the future? Expect to walk away from this session with better billing practices, efficient workflows, and knowledge on how to better utilize technology to help secure patient payments at the time of service as well as automatically charge future dates of service without the time and effort of your staff.

Learning Objectives
  • Discuss current billing practices and analyze opportunities to increase efficiency and workflow.
  • Identify key billing techniques through scripting and technology.
  • Identigy tips and tricks other providers have implemented that could be used in daily operations as it directly relates to patient billing.
  • Identify the technology needed to implement a turn-key patient collections strategy.
Course Handouts

Room Number: 24-25

About Jennifer Leon

Jennifer Leon is 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 six years. She has held a succession of positions with increasing responsibility, enabling her to develop a deep understanding of the 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.

About Lisa Ziehl

Lisa Ziehl is a strategic account executive with Brightree, LLC and has been in the HME industry since 2004. At Brightree, she works closely with providers ensuring maximum use is being achieved, benchmarks are being met, and operational efficiency is obtained. She is adamant that technology can aid in efficiencies and is passionate in helping HME providers find solutions within their workflow. Lisa is blessed with traveling to HME offices across the country where best practices are developed and implemented. She spent 10 years in a health system-based HME in Minnesota, where, as operations director, she focused on streamlining front end processes to gain operational effectiveness. Lisa was honored to serve on the Midwest Association of Medical Equipment Suppliers (MAMES) board of directors for four years.

Understanding and Maximizing Financial Results Jim Greatorex
Steve Huntington
Dave Lyman
Jeff Rummel
14102:10 PM-3:40 PM Executive
Course Description

In this panel discussion we will discuss ways to analyze your books to find the secret sauce that helps you maximize profits. Balance sheets, P&Ls, accounts receivable, inventory, and human resources are all financially part of your company. We will discuss what to look for in these reports that will help you find ways to maximize profits. We will also discuss the importance of trending, benchmarks, and key ratios.

Learning Objectives
  • Identify some practical tips on where you should look in your financials to find key metrics to company stability.
  • Identify where to start looking and how to find key metrics that make your company grow its EBITA.
  • Discuss real-life examples of financial analytics that were used to improve company performance.
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Course Handouts

Room Number: 10-11

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 three stores and 37 employees in Maine and New Hampshire until sold two years ago. Jim was selected by his peers in New England to be the president of New England Medical Equipment Dealers (NEMED), serving in that role until June 2007. He has been very active in lobbying in Washington for the industry. He has more than 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 Live at Home division.

About Steve Huntington

Steve Huntington is vice president of Finance for HME Home Medical and is a certified public accountant with an MBA in Finance from DePaul University with experience as a financial analyst, manager of Finance, plant controller, corporate controller, and chief financial officer. His experience spans several industries including retail, distribution, food manufacturing, and energy. He has been a member of the board of directors for two privately run companies as well as two non-profit organizations. Steve has led five acquisitions of private companies, and includes public company reporting experience for three different companies. In addition, he has led the installation of four ERP systems. He is experienced in managing and strengthening banking relationships and in private equity fund raising. His strengths are in financial reporting, cash flow management, and strategic planning.

About Dave Lyman

Dave is vice president of VGM Respiratory. He started his health care career at The Cleveland Clinic as a respiratory therapist. He has been in the DME industry for more than 20 years. Most of Dave's experience is with hospital-based DMEs. 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. Dave also serves on multiple committees regarding patient outcomes and patient care and serves as the chair for the education committee for OAMES and AA Homecare Respiratory focus group.

About Jeff Rummel

Jeff Rummel, CPA, 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 in 2015, Jeff was with Consolidated Energy Co., Jesup, Iowa, for 14 years, first as CFO and later president. Prior to that, he was controller for two Des Moines, Iowa, 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.

VGM Campus Tours 14302:30 PM-4:30 PM General
Course Description

Maximize your VGM membership by taking a tour and learning about all the great services VGM has to offer.

Learning Objectives
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Course Handouts

Room Number: Departs from Convention Center Lobby

Fall Injury Prevention: A Billion Dollar Market Opportunity Thom Disch
15153:15 PM-4:15 PM Accessibility
Course Description

We all fall. In fact we all fall too much, and as a result more than 9 million people go to the emergency room every year. During the last 15 years we have seen deaths from car accidents and heart disease drop by more than 10 percent, but deaths from falls have grown by 150 percent. Falls have become a chronic problem in America, and according to the CDC, they cost the USA more than $150 billion every year. In this session Thom Disch discusses fall injuries and how we can provide a vital (and profitable!) service by helping members of the community avoid injuries from falls.

Learning Objectives
  • Cite the percentage of all that result in ER visits.
  • Explain how falls can be prevented.
  • Build a business model that makes people safer and generates profit for your organizations.
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Course Handouts

Room Number: WCA: Law Court Theater

About Thom Disch

Thom Disch is a leading expert and speaker on slip, trip, and fall injuries in the United States. Thom is the author of the award-winning book, Stop The Slip, and works with individuals and businesses reducing fall injuries. He is a serial entrepreneur and owns several companies and nationally known brands, including Handi-Ramp, PetSTEP International, and Industrial Toolz, Inc. Thom has developed dozens of products for the specific purpose of reducing and preventing slips, trips, and falls. These products have won awards for innovation, and some of his designs are patented by the U.S. Patent and Trademark Office.

Creating a Profitable Home Care Business Team Louis Feuer, MA, MSW
15453:45 PM-5:15 PM Sales & Marketing
Course Description

Poor or even questionable relationships within your organization can be detrimental to the health of your home care business and your revenues. While you may be in denial, this program will wake you up and open your eyes. From employee conflicts to miscommunications - you may be losing business for reasons unrelated to quantity of sales, contracts, or the competition. This program will help you lower the risk of internal business challenges. Learn how high level internal relationships can produce high level financial returns. Learn the changes you need to make that will enhance the value of the team the customer is counting on.

Learning Objectives
  • Identify the ingredients of productive revenue generating staff relationships.
  • Describe how to build outstanding work relationships at your home care company that will lead to increased profits.
  • Describe the keys to handling internal employee conflicts.
  • Develop quick and easy strategies for boasting employee morale and motivation.
Course Handouts

Room Number: 24-25

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 health care industry for close to 35 years. He has been a social worker/case manager, referral source, hospital administrator, and 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 health care 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 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. 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.

Embracing Patient Engagement Cheryl Henninger
15453:45 PM-5:15 PM Operations & Customer Service
Course Description

HMEs need to embrace these opportunities in order to get on the bandwagon with health care reform. Learn the value that HME companies bring by learning how to engage the patients. Learn about new revenue streams and how to contribute to improved outcomes by creating community networking opportunities and partnerships with other agencies and health care professionals to circle around your community.

Learning Objectives
  • Define patient engagement.
  • Explain the importance of patient engagement.
  • Examine types of patient engagement.
  • Discuss patient engagement opportunities.
Course Handouts

Room Number: Seminar Room

About Cheryl Henninger

Cheryl Henninger, RRT, CEAC, is a registered respiratory therapist and a health care business consultant with more than 25 years of experience in the health care industry. After starting her health care career in the acute care environment, Cheryl moved to home care, where accreditation and reimbursement became her main responsibilities. After several years in home care, Cheryl became an accreditation surveyor and an independent consultant specializing in business analysis and operations with a focus on new business development with home care agencies, DME companies, pharmacies, long-term care facilities, and physician groups.

How to Impact Positive Outcomes Far Beyond the Day of Delivery Chris Chovan
Brad Peterson
15453:45 PM-5:15 PM Rehab
Course Description

Power wheelchairs and their electronics continue to evolve and offer new and innovative features and functionality. Unfortunately, these features are often not utilized or not maximized to provide the best possible outcomes for the end user. Using research and clinical best practices, this course will highlight factors essential to consider at delivery and throughout the life of the system. We will focus on the importance of a comprehensive system setup, essential programming, effective monitoring, and maintenance to ensure lasting positive results. We will provide practical clinical applications that lead to increased efficiency at delivery, improved troubleshooting accuracy, and enhanced proficiency with service and maintenance all to influence more successful long-term outcomes for the user.

Learning Objectives
  • List two things that are often overlooked when delivering a power wheelchair that will negatively influence the user's satisfaction with their system.
  • Discuss three critical factors that will impact long-term positive outcomes for a power wheelchair user.
  • Recognize three advancements in wheelchair electronics and how they can save time and help to increase troubleshooting accuracy and enhance proficiency for the ATP or service technician.
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Course Handouts

Room Number: 21

About Chris Chovan

Chris Chovan, OTR/L, ATP, CAPS, is the clinical education specialist on the Professional Affairs and Clinical Education (PACE) Team at Invacare. He is a licensed occupational therapist, a RESNA-certified assistive technology professional and a NAHB-certified aging in place specialist. Chris brings more than 20 years of experience working primarily in the areas of seating and wheeled mobility, accessibility, and assistive technology. Prior to joining the Invacare team, Chris founded and managed Rehab Mobility Specialists, Inc (RMS) for 10 years. Until it closed, RMS was western Pennsylvania’s only community-based therapy private practice that specialized in evaluations for wheelchair seating and mobility, home safety and accessibility, and other specialty assistive technologies. Additionally, Chris has been involved with state and national advocacy organizations related to assistive technology and seating and wheeled mobility policy, funding, and service delivery.

About Brad Peterson

Brad Peterson is vice president of Professional Affairs and Clinical Education for Invacare Corporation. In more than 25 years in the rehab industry, Brad has worked as a clinician, provider, manufacturer’s representative, and now manufacturer. With nearly 20 years’ experience as a manufacturer, Brad has worked for Quantum Rehab as well as Motion Concepts. Brad has lectured extensively throughout the United States and Canada at seminars and symposiums including RESNA, Medtrade, International Seating Symposium, and the Canadian Seating and Mobility Conference. Brad has also been published in numerous trade publications during this time.

Panel Discussion with CMS, SBA, and DME MAC Contractors Jayne Armstrong
Emily Barnes
Paula Berriche
Ronda Buhrmester
Liz Daniels
Tangita Daramola
Mark Higley
Dr. Janet Lawrence
Cindy White
15453:45 PM-5:15 PM Compliance & Regulatory
Course Description

Moderated by Ronda Buhrmester and Mark Higley. Join us for a discussion with the CMS Competitive Bidding Acquisition Ombudsman, Tangita Daramola and the Small Business Administrations Iowa District Director, Jayne Armstrong, Contractors from CGS and Noridian will also be on panel answer your questions.This is your opportunity to address your reimbursement and business concerns with CMS, the SBA and DME Contractors.

Learning Objectives
  • Discuss reimbursement and business concerns with prominent government officials from CMS and the SBA.
  • Discuss with key government officials on how to improve Medicare programs.
  • Discuss the future of the home medical equipment industry with CMS and SBA officials.
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Course Handouts

Room Number: 12-13

About Jayne Armstrong

Information coming soon.

About Emily Barnes

Emily Barnes received a Bachelor’s degree in Health Services Administration in 2002, followed by a Masters' 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 five 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, she has been the education and outreach specialist, sharing the Formal Telephone Discussion Demonstration at numerous conferences, state association meetings, and jurisdictions C (CGS) and D (Noridian) council meetings.

About Paula Berriche

Paula Berriche is a registered nurse and holds the position of medical review examiner/DME education representative for all states under Noridian's contract jurisdiction. As an education representative, Paula 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, Paula is responsible for complex medical review of claims for both Noridian contract jurisdictions.

About Ronda Buhrmester

As a VGM/U.S. Rehab associate since 2012, Ronda Buhrmester specializes in billing and reimbursement. She managed a hospital-based DME in Illinois for 12 years, handling sales and marketing. Ronda is a respiratory therapist and 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 jurisdiction A, B, and D respiratory team, is a member of the Provider Outreach and Education team for jrisdictions A, B, C, and D, and attends the council meetings with jurisdictions 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 Liz Daniels

Liz Daniels joined CGS, Jurisdiction C, in July 2016 as a provider relations senior analyst on the Provider Outreach & Education Team. Liz is assigned as the education representative for national suppliers and suppliers in the state of Florida. When Liz joined CGS in 2016, she brought 15 years of experience working with the DMEPOS industry on the Jurisdiction A contract. Liz gained her extensive Medicare knowledge working as a customer service representative, ombudsman, and an outreach specialist for DME MAC Jurisdiction A (formerly DMERC Region A). During Liz’s last seven years at Jurisdiction A, she was the lead outreach and education specialist on the Provider Outreach & Education Team. Liz also holds a Bachelor of Arts degree in Political Science.

About Tangita Daramola

Tangita Daramola was named as the competitive acquisition ombudsman (CAO) in June 2009. Her core tasks, as mandated by the Medicare Improvements for Patients and Providers Act of 2008 (MIPPA) Section 154(b), are to respond to complaints and inquiries made by suppliers and individuals relating to the application of the DMEPOS competitive bidding program and to submit an annual report to Congress. As the CAO, she has worked with internal and external stakeholders including prescribers, suppliers, patient advocates, and Medicare beneficiaries to ensure effective resolution of systemic issues impacting the program’s implementation.

About Mark Higley

Mark Higley is vice president of Regulatory Affairs for VGM Group, Inc. 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, Ill., and as a financial analyst with Deere & Company, Moline, Ill..

About Dr. Janet Lawrence

Dr. Janet Lawrence has been serving as the managing medical director for C2C Solutions Inc. since 2013. Within this role she provides medical oversight of the second level of Medicare DME appeals. Prior to that, she served as a medical director for Jurisdiction 13 National Government Services division of WellPoint (Syracuse, N.Y.); national accounts medical director for WellPoint (Albany, N.Y.); various positions with the U.S. Army:- chief of Internal Medicine, deputy surgeon for Mobilization, deputy command surgeon; and various other medical positions in the home health and hospice fields.

About Cindy White

Cindy White is an education consultant for the outreach and education teams providing guidance to both the jurisdiction A and D DME MAC contracts currently held by Noridian Healthcare Solutions. As an education consultant, she is responsible for offering support to the supplier community as well as creating and presenting training courses involving detailed billing, coding, and coverage requirements for Medicare fee-for-service. Cindy has also had the opportunity to present during many collaborative events with the provider community referring patients to DMEPOS suppliers to assist in their understanding of Medicare DMEPOS requirements. Prior to joining Noridian Healthcare Solutions, Cindy spent 17 years working for a supplier in the DME industry, primarily in respiratory services. She holds a Bachelor of Arts degree in Communication Studies with a minor in Business Administration. Cindy has extensive experience in training related to DMEPOS coverage criteria and reimbursement.

Panel: Build and Grow Your Retail Business Brick by Brick Rob Baumhover
Maria Markusen
15453:45 PM-5:15 PM Retail
Course Description

We all want to have a good experience when we visit a store, but what does that truly mean? And, how can we provide that to our own customers? This interactive panel with the VGM retail team of experts will be the capstone course for the Heartland 2018 Retail track. We'll focus on the three core retail components or bricks: product, experience, and marketing, giving you the foundation to start of grow your store or retail program.

Learning Objectives
  • Define a good retail store experience.
  • Discuss the importance of store experience to reach revenue and growth targets.
  • Define and explain the components of each of the bricks: product, experience, and marketing.
  • Discuss how the bricks work together holistically for store success.
Course Handouts

Room Number: WCA: Visual Arts

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, Rob 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 more than 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 degree in Tteaching from Clarke University in Dubuque, Iowa.

About Maria Markusen

Maria Markusen is 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, Maria 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 vice president of Sales and COO of multiple national long-term care companies where she served the health industry for several years.

Success Strategies when Billing Commercial Payers Kit Shellhouse
15453:45 PM-5:15 PM Billing & Reimbursement
Course Description

Let's 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 these waters is challenging and the payer practices frustrating. Knowing your contract with the payers and utilizing them as a weapon against slow claims processing and unfair denials is important in building your case for payment. This seminar will address some of the billing challenges providers face when dealing 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.
  • Identify protocols that will assist in best practice methods to increase payments.
  • Explain the use of the provider's payer contract to help gain payment.
Course Handouts

Room Number: 22

About Kit Shellhouse

Kit Shellhouse is vice president of Operations of ECS North. She has more than 19 years’ experience in business operations management and has conducted numerous training webinars along with personal client consultations on business operations and medical documentation process development. Kit has been a featured speaker for industry groups throughout the U.S. and is currently on the OAMES Education Committee. As part of ECS North’s support for the health care industry, she travels to Washington, D.C., to partake in grass roots lobbying efforts on Capitol Hill. Kit holds a B.A. in Administrative Business Management and completed her Master’s degree in Business Management in 2002.

Tapping into the Customer Experience for the Mastectomy Patient Miriam Lieber
15453:45 PM-5:15 PM Operations & Customer Service
Course Description

This session will provide first-hand experience from a patient diagnosed with breast cancer who underwent mastectomy surgery with reconstruction. The scary truth is many mastectomy patients do not feel prepared for surgery and what they will need to help with the recovery process. This session will help position the women™s health boutique as the local resource to help women regardless of their intended path after surgery.

Learning Objectives
  • Recognize mastectomy fitters are excellent resources for reconstruction patients too
  • Identify how to develop relationships with breast surgeons, plastic surgeons, oncologists, and nurses
  • Identify how to listen and anticipate client concerns and needs in making recovery more comfortable
  • Identify product categories to help drive traffic to your location, rather than the internet!
Course Handouts

Room Number: 23

About Miriam Lieber

Miriam Lieber president of Lieber Consulting, LLC and is an independent consultant and trainer specializing in home care reimbursement and operations management. Her extensive experience with Medicare and other third party payers has brought her national recognition in the home care industry. With more than 25 years' experience in the home care 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 home care trade associations. In her consulting practice, Miriam's 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.

Vision, Value, Exit...Integrating Your Business and Personal Wealth Scott Sernett
15453:45 PM-5:15 PM Executive
Course Description

The line between you and the business is blurred. It's difficult to step away from your life's work and trust someone else to drive growth. Yet, 80% or more of your net worth may be tied to the company. How does your business score on the eight key drivers of value? There's still time to increase your business's value and your wealth. Attendees will have the opportunity to receive a FREE assessment report scoring their business on the eight key drivers of value (a $500 value).

Learning Objectives
  • Discuss the eight key areas that drive the value of your business.
  • Explain how to improve the performance of your business.
  • State some of the top financial blind spots business owners have and why it matters.
  • Explain how to balance business and personal wealth.
Course Handouts

Room Number: Room 10-11

About Scott Sernett

Scott Sernett is the CEO and founder of Sernett Wealth Management and VIZALEX. Scott’s had the privilege of serving business owners and their families, employees, and communities for more than 20 years. As a successful business owner himself, He understands managing risk, making payroll, using leverage, diversifying, hiring, rewarding and retaining employees, growing business value, and planning ahead for transitions and the unexpected. Scott is passionate about helping people through the complexities of building, growing, protecting, and transferring their businesses. He is the co-author of How to Create Your Life by Design. He graduated from the University of Northern Iowa with a degree in marketing and has five professional designations: certified financial planner, (CFP®), chartered life underwriter (CLU), chartered financial consultant (ChFC), accredited estate planner (AEP), and certified business exit consultant (CBEC).

LAH Pro Home Assessment Tool Launch Guide and Party! Josh Carroll
Jim Greatorex
Bill Stelzer
16304:30 PM-5:30 PM Accessibility
Course Description

In this session we will unveil our first release of the upgraded, long awaited Live at Home Pro Digital Home Assessment Tool. Josh Carroll will lead us through the functions and features of the program. You will learn how you can access and use the program in your business and make it your own. We will celebrate the release in typical VGM style!

Learning Objectives
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Course Handouts

Room Number: WCA: Law Court Theater

About Josh Carroll

Josh Carroll is production manager for VGM Forbin, where he works to coordinate the development of software solutions that support Forbin’s diverse client base. As a software engineer, Josh has more than 20 years of experience in software development ranging from small-medium business up to Fortune 500 organizations. Prior to joining VGM, Josh was a business owner and software consultant supporting development efforts in the pharmaceutical/health care, e-commerce, and real estate industries. Heavily involved in the entrepreneurial community throughout northeast Iowa, Josh also facilitated the John Pappajohn Entrepreneurial Center Apps Lab program at the University of Northern Iowa, where he worked to educate start-ups and small-medium business owners on how to integrate various technologies into their business.

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 three stores and 37 employees in Maine and New Hampshire until sold two years ago. Jim was selected by his peers in New England to be the president of New England Medical Equipment Dealers (NEMED), serving in that role until June 2007. He has been very active in lobbying in Washington for the industry. He has more than 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 Live at Home division.

About Bill Stelzer

Bill Stelzer is a home modifications coach and HME consultant to VGM Live at Home (LAH), a division of VGM Group, Inc. He developed the In-home Accessibility division of Green Bay Home Medical Equipment in Green Bay, Wis., retiring in 2010 as entrepreneurial general manager. Bill has more than 45 years’ experience in the medical and health care arena. He specializes in helping companies start up or enhance home modifications initiatives and retail aspects of their HME or construction businesses. He is a frequent health care and home accessibility conference speaker and article author. Bill received a Bbachelor’s degree from Marian College, Fond du Lac, Wis. He is a licensed respiratory care practitioner, a certified cardiac exercise technologist, and previously was a registered cardiac/vascular ultrasound technologist.

Giddy Up Gala at the Heartland Saloon 18006:00 PM-11:00 PM General
Course Description

Put on your boots and your bling and join us for an evening of country music, dancing and refreshments. Wear your best cowboy or cowgirl gear for a chance to be named best dressed.

Learning Objectives
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Course Handouts

Room Number: Electric Park

Course Name Speaker Date Educational Track
Tech Training Joe Cervantez
Matt Macpherson, ATP
Mark Robson
Rohan Smith
Steffen Tiskus
Scott Valentine
Ryan Vickers
08008:00 AM-3:00 PM Rehab
Course Description

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Learning Objectives
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Course Handouts

Room Number: WCA: Schoitz

About Joe Cervantez

Joe Cervantez, a technical specialist for Adaptive Switch Laboratories, has been a vital part of ASL since 2000. His knowledge of wheelchair electronics and programming has led him to manage ASL’s technical training and certification courses for rehab technology suppliers. He specializes in alternative access, drive control systems, environmental controls, and works closely with all power chair manufacturers to keep up with the continuous change of their most current electronics. He also works with rehab medical suppliers, clinicians, and clients with specialty needs to configure custom driver controls on power chairs. His expertise is in connecting power chairs to access the specific requirements of the power chair user’s environment and their essential need for advanced technology. Joe is also a vital part of the customer service technical team. His experience with wheelchair electronics and understanding of the distinct needs in the rehab industry has led him to help in the design and testing of ASL’s products.

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 developed his skills with experience. Matthew has worked for four major DME companies in two 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 more than 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 two 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 an eight-week college-level DME repair technician certification course with both online course theory and in-class participation.

About Mark Robson

Mark Robson is 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. Previously, Mark 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 health care at Muskoka Mobility, a small, independent home health care dealership, which he owned and operated for 12 years. In all, Mark has a total of 27 years of industry-related experience.

About Rohan Smith

Rohan Smith has worked for Merits for the past five years as technical support supervisor. Rohan is the company’s official technical trainer. He 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 Steffen Tiskus

Steffen Tiskus is training and development coordinator with Motion Concepts. He began his career as a physical therapist, working with a wide range of patient populations. He later worked as a rehabilitation technology supplier in a variety of clinical settings, with both pediatric and adult populations. For 14 years Steffen worked as an independent representative and consultant of complex rehabilitation equipment. With more than 20 years of complex technology experience, Steffen has presented on numerous occasions throughout the United States on seating and positioning and wound care management.

About Scott Valentine

Scott Valentine is a power sales specialist (PSS) for Sunrise Medical, responsible for the Western Region of the U.S. and has worked in multiple roles for the past 24 years, with a focus on mobility and seating products. Scott has served and worked closely as a member of several specialty focused task committees: engineering and product design, product management and new product clinical application design, product testing and verification engineering, and sales advisory board planning activities. He has extensive knowledge in all areas of the complex rehab technology industry, including manufacturing and the clinical forum. He has presented tech training on a national basis for national suppliers on a yearly basis over the past five years, in addition to attending ISS in Vancouver and Western area Abilities Expos.

About Ryan Vickers

Ryan Vickers is a technical training specialist at Permobil Inc. He has more than 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.

Breakfast 08158:15 AM-9:00 AM General
Course Description

Information coming soon.

Learning Objectives
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Course Handouts

Room Number: Convention Center, Level 1 & 2

BOC Mastectomy Fitter Exam 09009:00 AM-11:15 AM Women's Health
Course Description

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Learning Objectives
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Course Handouts

Room Number: Seminar Room

Cybersecurity: Don't Risk it All When it Comes to Patient Data Carol Albaugh
Patrick Quinn
09009:00 AM-10:00 AM Operations & Customer Service
Course Description

This session will give health care business owners a realistic perspective of why hackers are targeting YOU. We will identify common threats targeting health care companies and collect tools and best practices to successfully protect your business. Identifying and managing risks is a key component to cybersecurity. In this session we will examine three key components to raise awareness and help mitigate risk. Securing your business against hackers can seem complicated, but creating a budget, starting small, and increasing it each year is a commitment that will help you create a strong security posture.

Learning Objectives
  • Identify the current state of cyberthreats, and understand the types of breaches that are common in the health care industry.
  • Demonstrate why health care has become a prime target for hackers.
  • Describe best practices and practical steps you can take immediately to help protect your business from cyberthreats.
  • Explain the importance of secure passwords and workforce security training to secure your ePHI.
Course Handouts

Room Number: 12-13

About Carol Albaugh

Carol Albaugh, technical solutions consultant for VGM Group, Inc., focuses on cybersecurity for the extensive membership organization throughout the 28 business units of VGM. She has 25+ years' experience in a variety of positions related to technology and the health care industry. She has held positions as clinical application software analyst and senior team lead for fortune 500 companies. Carol's extensive background in technology, health care, and security enables her to have a vast understanding of how to protect ePHI from health care data security threats.

About Patrick Quinn

Everyone has a story to tell and Patrick Quinn, director of Sales & Marketing for ProCircular, wants to hear it. Be it on the phone or over a sandwich, he believes success is best cultivated in spending time with and listening to people. Patrick admires hard work, big thinking, and a drive to help humanity, making ProCircular the ideal microcosm for him to pair client needs with the cutting edge of cybersecurity.

DME Revenue Cycle Best Practices Joey Graham
09009:00 AM-10:00 AM Billing & Reimbursement
Course Description

The DME revenue cycle starts with incoming referrals and order intake and ends with A/R management. In this session the DME revenue cycle work flow will be presented, and best practices will be highlighted in each phase. From intake to cash posting and denial management: how does your organization stack up?

Learning Objectives
  • Develop an understanding of the overall revenue cycle for DME providers.
  • Describe each phase of the revenue cycle and discuss best practices.
  • Discuss the role of technology in achieving these best practices.
  • Identify next steps for providers looking to implement the recommended solutions.
Course Handouts

Room Number: 23

About Joey Graham

Joey Graham is vice president of Operations for Prochant. With more than 15 years’ experience in the DME industry, Joey is an expert in DME operations and revenue cycle management. From humble foundations as a DME service technician, Joey has risen through the ranks while earning an MBA to become the general manager of a large DME provider and then a senior consultant for a major DME software provider.

How to Choose the Appropriate Compression Garment Erik Berens
09009:00 AM-10:00 AM Products & Technology
Course Description

Learn the differences in compression garment materials and how they work for patients with venous health, lymphedema, and wound care ailments. This session will review circular knit, flat knit, and in-elastic alternatives and selecting the correct product for the condition. The session will be a hands-on approach on how to measure and fit products to ensure high patient compliance.

Learning Objectives
  • Discuss who needs compression garments, how they work, and what are the market and clinical needs for venous/ lymphatic systems.
  • Explain the different compression for different patients: elastic vs. inelastic.
  • Evaluate product selection and measuring.
  • Discuss long-term patient success with compression therapy garments.
Course Handouts

Room Number: 24-25

About Erik Berens

Erick Berens is vice president of Sales for medi-USA and has been a compression therapy enthusiast for more than 18 years. He has extensive knowledge in the use of compression garments in the venous health, lymphedema, and wound care clinical sectors. Erick has helped develop successful compression therapy businesses with numerous HME partners throughout the US market. He takes an educational approach in building a long-term relationship with patients, clinicians, and dealers through the use of quality products that provide positive outcomes.

How to Win a VA - Government Contract John Gallagher
09009:00 AM-10:00 AM Compliance & Regulatory
Course Description

In this presentation you will learn the best way for a small business to grow the federal government as a customer. Unfortunately many small businesses find it difficult to get a foot in the door. Many government agency buying practices -- including contract bundling and the failure to go to outside established vendor networks -- make it difficult for small businesses to bid on and win federal contracts. During this presentation you will learn about VA acquisition purposes; that veteran and small businesses must be independently owned and operated, not dominant in the field of operation in which they are bidding on government contracts, and otherwise qualify as small businesses under the criteria and size standards developed by the Small Business Administration (SBA).

Learning Objectives
  • Identify government agencies buying practices.
  • Explain government contracting lingo.
  • Describe the government contracting roadmap, NAICS codes, locating opportunities, and marketing research.
  • Discuss how to qualify for VA FSS contracts.
Course Handouts

Room Number: 21

About John Gallagher

John E. Gallagher is vce president of Government Relations for VGM Group, Inc., where he is responsible for advocating on behalf of VGM members/DME providers to Congress, the administration, and federal agencies. John has amassed thousands of miles, traveling across the country to educate both the state associations and independent providers on regulatory and government issues. Additionally, he 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.

Immerse Yourself: The Science of Skin Protection Stephanie Tanguay, OT/L, ATP
09009:00 AM-10:00 AM Rehab
Course Description

Appropriate technology application can greatly enhance the functional outcomes for clients who use seating and wheeled mobility systems. Once the mat assessment is completed, it is necessary to interpret that data and convert it to equipment selection and configuration. Common seated postures and the principles of accommodation or reduction of orthopedic changes will be presented. Considerations for the selection of seat cushions and back supports with a goal of maximizing consumer function will be reviewed using a clinical approach. This course follows the guidelines published in the RESNA Wheelchair Service Provision Guide.

Learning Objectives
  • Describe the difference between flexible and fixed seated postural deviations and explain the intervention for accommodation or correction as indicated.
  • Describe the concepts of immersion, envelopment, and off-loading in context of seat cushion design and the applications of each.
  • List two or more intrinsic factors and two or more extrinsic variables which can compromise skin integrity for seated individuals.
  • Describe three or more techniques a therapist might teach a consumer to perform weight shifts to maintain skin integrity.
Course Handouts

Room Number: 22

About Stephanie Tanguay, OT/L, ATP

Stephanie Tanguay is a clinical education specialist for Motion Concepts. She began her career as an occupational therapist with a decade of experience in spinal cord injury and seating and mobility. She also worked as a rehab technology supplier for seven years. Stephanie has presented on numerous occasions at ISS, RESNA, CSMC, and ESS and throughout North America. She has been with Motion Concepts since 2006. Motion Concepts is a manufacturer of power seating systems and seat surface and back support products.

LAH Product Training 09009:00 AM-10:00 AM Accessibility
Course Description

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Learning Objectives
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Course Handouts

Room Number: WCA: Town Hall

Metrics and Cadence for your Sales Team: The NEW NORMAL Ty Bello
09009:00 AM-10:00 AM Sales & Marketing
Course Description

What are you measuring and why? We need to continue to focus on cash flow, bad debt, held sales, and orders, but if we don't have sales, none of these financial metrics will matter. Let's put some emphasis on the metrics and cadence in our sales team. There must never be any uncertainty in our business and what our sales team is achieving. We need a fresh perspective on what and why we measure, and then how to use these metrics to drive the cadence of the team to optimize growth metrics, and cadence is one of the components of a business optimization plan that will take your business from here (the Now) to the THERE, the NEW NORMAL.

Learning Objectives
  • Identify our new normal as an HME provider.
  • Discuss how to drill down on the uncertainty of our sales efforts.
  • Identify the metrics and cadence for your team.
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Course Handouts

Room Number: 10-11

About Ty Bello

Ty Bello is president and founder of [email protected] and a registered corporate coach with the Worldwide Association of Business Coaches. Ty is a highly sought-after speaker and provides relevant and best-in-class information during his presentations and during his one-on-one coaching. Ty has more than 28 years of HME business optimization experience as a sales professional, leader, and coach. Ty coaches HME owners, leaders, and team members and raises the bar in their performance and business metrics. Ty also continues to carry the bag and logs in more than 400 sales calls per year coaching sales professionals.

The New Federal Tax Law and How it Affects You and Your Business Jeff Rummel
09009:00 AM-10:00 AM Accessibility
Course Description

The recently passed tax overhaul is the largest and most comprehensive legislation signed into law since the 1980s. This new, massive tax legislation has been described as 80% positive and 20% detrimental. This session will make sure you know the benefits to look forward to - and the negatives to be aware of.

Learning Objectives
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Course Handouts

Room Number: WCA: Law Court Theater

About Jeff Rummel

Jeff Rummel, CPA, 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 in 2015, Jeff was with Consolidated Energy Co., Jesup, Iowa, for 14 years, first as CFO and later president. Prior to that, he was controller for two Des Moines, Iowa, 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.

BEWARE: Medicaid Managed Care and Sole Source (Exclusive) Contract Pam Colbert
101510:15 AM-11:15 AM Compliance & Regulatory
Course Description

Learn about the dangerous trend of Medicaid Managed Care companies' sole-source (exclusive) contracts with national suppliers that exclude local DMEPOS suppliers. Specifically we will (1) look at managed care companies, their focus (culture), payment structure, and their responsibilities as delegated by Medicaid; (2) understand the what, why, and how of a sole-source contract; (3) discuss the impact on DMEPOS; and (4) examine how to push back.

Learning Objectives
  • Compare the structure and culture of managed care companies, including the payment structure and delegated responsibilities to traditional Medicaid.
  • Discuss the what, why, and how of sole-source (exclusive) contracts.
  • Analyze the impact Medicaid Managed Care and its sole source contracts have on DMEPOS.
  • Describe methods and option avenues to convert these sole source (exclusive) contracts to a "preferred provider/supplier" contract.
Course Handouts

Room Number: 23

About Pam Colbert

Pam Felkins Colbert, Esq., is an attorney with the Health Care Group of Brown & Fortunato, P.C, a law firm based in Amarillo, Texas. Ms. Colbert represents a variety of providers and has extensive experience and knowledge of health care law in both the government and private health care insurance industries. She has authored many articles and is a frequent presenter at national health care conferences. Ms. Colbert is licensed in Alabama and is certified by NHCAA as an accredited health care fraud Investigator. She received her law degree from the Cumberland School of Law and is a board member of Cumberland’s Master of Science in Health Law and Policy program.

Home Modifications: A Team Approach Deon Clabby
101510:15 AM-11:15 AM Accessibility
Course Description

This presentation is about who are the team members and what their role is in the team for completing home modifications. We will identify the practical barriers such as lack of knowledge, funding, physiological barriers, aesthetics, and social. We will discuss how to overcome those barriers when doing a home modification and identify areas for improvement when evaluating barriers in the home.

Learning Objectives
  • Identify the roles of the team when assessing home modifications.
  • Identify barriers to obtaining home modifications.
  • Discuss the processes to facilitate the completion of home modifications.
  • Identify areas for improvement in evaluating barriers in home set ups, and identify equipment available for keeping your patient safe in their homes.
Course Handouts

Room Number: WCA: Town Hall

About Deon Clabby

Deon Clabby is a home assessment specialist/rehab specialist/business development with NuCara Home Medical in Waterloo, Iowa. She has more than 20 years' experience in the health care field. She has her CEAC (Certified Environmental Access Consultant) designation and has worked in the home accessibility area for the last 20 years. Deon also has her ATP certification, working in the rehabilitation area, also.

Home Sleep Testing and the DME Provider Hank Hart
101510:15 AM-11:15 AM Respiratory & Sleep
Course Description

Review of the current practice of home sleep testing and its impact on the DME marketplace providing sleep services.

Learning Objectives
  • Identify the predisposing factors for sleep-disordered breathing.
  • Identify candidates for home sleep testing, and describe co-morbidities for which a full in-lab sleep study is recommended.
  • Describe the equipment levels used to perform home sleep testing.
  • Explain the impact of home sleep testing on the DME provider.
Course Handouts

Room Number: 21

About Hank Hart

Hank Hart is a clinical specialist with Philips Respironics. He works with sleep labs, referring physicians, and home care companies throughout Wisconsin, Iowa, and upper Michigan. Hank has a Bachelor of Science degree from Cardinal Stritch University (Milwaukee, Wisc.) in Business Management and is a graduate of the Sacred Heart School of Practical Nursing. Hank has 32 years of experience in the health care marketplace, working with manufacturers of anesthesia, patient monitoring, sleep and respiratory products, as well as hospital and sleep lab organizations.

New Solutions for Fitting the Breast Reconstruction Patient Beth Erdy
101510:15 AM-11:15 AM Products & Technology
Course Description

This course provides innovative options for fitting the breast cancer patient who is the most challenging for certified fitters due to the patient a) undergoing staged breast reconstruction, b) having a failed or aged reconstructed breast, c) having changed breast tissue due to radiotherapy, or d) simply having a "hard-to-fit" mastectomy or lumpectomy surgery site. The course will also include techniques and ideas, using the most advanced technology, materials, and versatile products to achieve balance and symmetry for the hardest-to-fit patients. The use of dynamic video, didactic learning, and creative PowerPoint will help to ensure participant retention of this course.

Learning Objectives
  • Evaluate a patient's post-mastectomy or reconstructed chest wall to assess her needs and select the best possible option to restore her natural balance and symmetry.
  • Propose effective solutions for patients who are undergoing staged breast reconstruction, have a failed or aged Reconstruction, have tissue changes due to radiation, or have a "hard-to-fit" surgery site.
  • Demonstrate a deeper understanding of post-mastectomy resources available to ensure proper fit results.
  • Recall the benefits, versatility, and importance of using 100% natural silicone in post-mastectomy products.
Course Handouts

Room Number: 24-25

About Beth Erdy

Beth Erdy, CFm, has spent her professional career in the medical industry working for the past six years for Trulife in the breastcare and orthotic and prosthetic divisions. Previously, she worked in the oral care field with Colgate Palmolive and with Johnson & Johnson where she also worked in the diabetic care division. In these positions, she has always had a focus on education and patient outcomes. Beth's passion lies in collaborating with others to ensure the forward progress of the beastcare, orthotic, and prosthetic industries.

Performance Standards for Selecting Wheelchair Technology Garrett Grindle
Mark R. Schmeler
101510:15 AM-11:15 AM Rehab
Course Description

Evidenced-based approaches for the selection of appropriate wheelchair products are needed. The University of Pittsburgh is working to develop performance-based selection as a rehabilitation strategy that uses results from standards testing to inform the product selection process. Performance standards establish test methods and requirements for devices. Our program is developing, evaluating, and implementing performance standards for cushion tissue integrity management, cushion durability, wheelchair durability, and wheelchair propulsion efficiency. Specific projects are: develop and validate a test methods for seat cushion load-bearing performance, seat cushion performance stability with use, wheelchair rolling resistance, wheelchair caster durability, research and disseminate product performance using these methods, and research clinical relevance by evaluating equivalency of product performance and relating standards outcomes to clinical and real-world outcomes. This presentation will describe the benefits to clinicians and consumers of this approach and how rehabilitation services are enhanced by utilizing performance measures to match appropriate and quality products to user needs.

Learning Objectives
  • Discuss the scope of national wheelchair and wheelchair performance standards.
  • Identify the relationship between wheelchair performance measures and real-world performance.
  • Identify the relationships between seating standards and clinical outcomes.
  • Discuss how performance standards improve clinical services.
Course Handouts

Room Number: 22

About Garrett Grindle

Information coming soon.

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.

Quit Delaying Your Business's Growth Online: Meet WCAG Rob Duryea
John Kurth
101510:15 AM-11:15 AM Sales & Marketing
Course Description

Responsive mobile-optimized web design is now accepted and critical as it allows for usability on every device. Web accessibility is equally important as it allows for usability by every person. Today, more than 57 million Americans live with some form of a disability. This means that ensuring your website is accessible not only for usability but also for searchability on Google is of the upmost importance. During this course, you will learn the current state of the law, how to read a web accessibility report, how to identify areas for website growth, and the helpful tools available that will ensure that your website is WCAG 2.0 compliant.

Learning Objectives
  • Identify how you can make your website accessible to users on all devices.
  • Discuss how WCAG 2.0 AA differs from past 508 standards.
  • Identify the risks of having a non-compliant website.
  • Identify how the web accessibility initiative affects the search quality of your website.
Course Handouts

Room Number: 10-11

About Rob Duryea

Rob Duryea, president of VGM Forbin, manages the day-to-day business functions and identifies, develops, and directs the implementation of Forbin’s business strategy. A 20-year veteran of the United States Marine Corps, Rob served in numerous roles with significant responsibility across the globe. His most recent work was with the Target Corporation as a senior group leader. He graduated from the United States Naval Academy in Annapolis, and earned his Master’s Degree in Business from Wake Forest University with a focus in consulting, health care, and operations.

About John Kurth

John Kurth, partner account manager for Siteimprove North America, oversees strategic partner relationships in the USA and Canada. John joined Siteimprove in 2014 and has since been dedicated to helping Siteimprove customers and partners act with certainty, ensuring an accessible and compliant digital presence for all.

Solutions To Your Most Common HME Dilemmas Ronda Buhrmester
Heather Trumm
101510:15 AM-11:15 AM Billing & Reimbursement
Course Description

In today's HME world, we are all looking for solutions to keep our businesses afloat and thriving. Ronda and Heather will give you examples and ideas of challenges HME suppliers encounter today and how to navigate through that landscape. The panelists will discuss topics related to respiratory and wound care. This is an interactive session, so bring your solutions, ideas, and questions with you.

Learning Objectives
  • Discuss cash sale solutions and cross selling in the respiratory market.
  • Discuss cash sale solutions and cross selling in the wound care market.
  • Identify solutions to common problems HME suppliers face in the various markets.
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Course Handouts

Room Number: 12-13

About Ronda Buhrmester

As a VGM/U.S. Rehab associate since 2012, Ronda Buhrmester specializes in billing and reimbursement. She managed a hospital-based DME in Illinois for 12 years, handling sales and marketing. Ronda is a respiratory therapist and 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 jurisdiction A, B, and D respiratory team, is a member of the Provider Outreach and Education team for jrisdictions A, B, C, and D, and attends the council meetings with jurisdictions 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 Heather Trumm

Heather Trumm is 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 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 of the Iowa Affiliate of the WOCN Society, and a supporter of the National Nurses Association.

Analyzing, No Really Analyzing, Your Retail Business for Growth Maria Markusen
113011:30 AM-12:30 PM Operations & Customer Service
Course Description

When was the last time you analyzed your existing retail business or even your core business to determine if retail makes sense for you? This session will focus on not just the data and the numbers but a true holistic analysis of your business, uncovering opportunities and creating a plan for implementation

Learning Objectives
  • Explain how you can use a holistic but proven approach, the SWOT Analysis, to understand and dig into the details of your business.
  • Recognize the right strategic opportunities to propel you to growth.
  • Describe what not to do to be successful in your retail business growth.
  • Discuss how to create an implementation plan, building on your strengths, and maximizing your opportunities for success.
Course Handouts

Room Number: 24-25

About Maria Markusen

Maria Markusen is 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, Maria 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 vice president of Sales and COO of multiple national long-term care companies where she served the health industry for several years.

Building a Profitable Infant Apnea Monitoring Program Tom Lucas
113011:30 AM-12:30 PM Respiratory & Sleep
Course Description

The number of pre-term births has risen the past two years. There are an estimated 240,000 babies born each year who are candidates for infant apnea monitoring. This number is expected to rise due to the increase of opioid babies and women waiting later in life to have their first child. We estimate that fewer than 60,000 of these babies are actually monitored each year. This course identifies unique ways to build a profitable infant apnea monitoring program, take advantage of all possible reimbursements, increase physician referrals, and build strong relationships with the NICU.

Learning Objectives
  • Identify one way to build a profitable infant apnea monitoring program.
  • Develop a reimbursement checklist.
  • Create a physician referral program.
  • Identify two key hospital contact roles critical to a monitoring program.
Course Handouts

Room Number: 10-11

About Tom Lucas

Tom Lucas, vice president of Sales and Marketing at Circadiance, has a Bachelor’s of Business Administration degree in Marketing from Marshall University in Huntington, W.V., and 27 years of hands-on experience enhancing revenue and driving growth in the health care sector. Tom has global leadership, sales, and training experience. Before joining Circadiance, he worked for Cook Medical Aortic Intervention, with documented success as a director of Corporate Sales, global manager of Sales Development, and Central East Regional manager leading teams in the treatment of complex cardiovascular disease, selling endovascular aortic stent grafts. He has five years’ experience selling capital equipment with Stryker and Vital Care Products, and medical distribution solutions for McKesson and Cardinal Health.

Caring for the Homecare Tracheostomy Patient Charlie Foster
113011:30 AM-12:30 PM Respiratory & Sleep
Course Description

This session will offer a review of tracheostomy tubes, indications for trachs, and supplies needed for the care of your patients.

Learning Objectives
  • Explain the basics of a tracheostomy.
  • Identify different types of tracheostomy tubes.
  • Explain basic standards of care for tracheostomy patients in the home.
  • Describe keys to success for tracheostomy care.
Course Handouts

Room Number: 23

About Charlie Foster

Charlie has more than 30 years' experience as a respiratory therapist. During that time, he has held positions as a clinical educator, adjunct instructor for a respiratory therapy program and supervisor in both the adult and neonatal/pediatric hospital environments. He has also worked in sales of respiratory equipment, mechanical ventilators, CPAP/BiPAP and patient monitoring. He is currently working as a clinical product specialist-alternate site, training and educating on Medtronic products, mechanical ventilators, Shiley Traches, pulse-oximeters, capnography monitors.

Data-driven Growth Strategies for HME Ryan Ball
113011:30 AM-12:30 PM Sales & Marketing
Course Description

The use of data has never been greater in the health care industry. This presentation will review key demographic data for HME products and referral sources, detail available data to HME providers to identify growth opportunities, discuss patient marketing strategies through data collection, and provide real-world examples of how other HMEs are effectively utilizing data to drive new business growth.

Learning Objectives
  • Identify patient demographic and key referral source data for HME products.
  • Identify key data sets available to HME providers.
  • Provide intelligence on how other HMEs are utilizing data to drive sales growth.
  • Discuss patient data marketing strategies.
Course Handouts

Room Number: 21

About Ryan Ball

Ryan Ball, director, VGM Market Data, has worked in the health care industry for the VGM Group for more than a decade as director of VGM Market Data and various analyst roles within VGM Government and 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 three 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 health care sales/marketing teams.

Facing Forward: What's Up with Head and Neck Support? Stephanie Tanguay, OT/L, ATP
113011:30 AM-12:30 PM Rehab
Course Description

Many consumers who utilize wheeled mobility require a head support as part of their seating system. A headrest may be utilized as a support for periods of rest or in alternative positions such as when the consumer is tilted or reclined. A headrest may also be an integral part of a power wheelchair with aspects of the drive controls embedded in or attached to the head support. In some instances, a headrest may be used as a component of safety during transportation in a motorized vehicle. This course will review the geometry of the human skull and its' range of movement and the influence of seated posture on head orientation. A review of reflexive and tonal postures will be included. The impact of these factors on head support will be presented along with an overview of various products.

Learning Objectives
  • List and demonstrate the 3 planes of head & neck movement when range of motion is within normal limits.
  • Describe the correlation between sitting posture and range of motion of the head & neck and the impact on functional head movement.
  • List at least 3 factors which can impede and/or influence head positioning.
  • Describe the impact of head position & orientation to swallowing, vision and respiration.
Course Handouts

Room Number: 22

About Stephanie Tanguay, OT/L, ATP

Stephanie Tanguay is a clinical education specialist for Motion Concepts. She began her career as an occupational therapist with a decade of experience in spinal cord injury and seating and mobility. She also worked as a rehab technology supplier for seven years. Stephanie has presented on numerous occasions at ISS, RESNA, CSMC, and ESS and throughout North America. She has been with Motion Concepts since 2006. Motion Concepts is a manufacturer of power seating systems and seat surface and back support products.

Great Customer Satisfaction Comes from Great Staff Sensitivity Skills Bill Stelzer
113011:30 AM-12:30 PM Operations & Customer Service
Course Description

Understanding a customer's culture and sensitivity is the key that unlocks your ability to develop a great relationship with each individual customer. Macro culture unifies members of a society and defines them to others, while micro culture distinguishes and enhances characteristics of a segment of that society and sub culture distinguishes differences and conflicts of a segment of that society. A person's individual culture reflects their own personal values, how they prefer to act, how they like to be treated, and how they treat others. Learning and understanding this gives you the foundation for developing a great relationship with an individual customer so you can fully understand that customer's concerns and better meet that customers expectations, and it opens the door to solving that customer's issues with your excellent solutions.

Learning Objectives
  • Define and distinguish how culture, macro culture, micro culture, sub culture, individual culture, and cultural sensitivity means to you and your business.
  • Discuss how to develop and formulate ways to utilize your knowledge of each Individual's culture to enhance your relationships with that particular customer.
  • Describe how to maximize your effectiveness with individual customers utilizing sensitivity in your relationship with each and every customer.
  • Discuss how to create an environment where individual customers will be eager to utilize your solutions to their issues.
Course Handouts

Room Number: 12-13

About Bill Stelzer

Bill Stelzer is a home modifications coach and HME consultant to VGM Live at Home (LAH), a division of VGM Group, Inc. He developed the In-home Accessibility division of Green Bay Home Medical Equipment in Green Bay, Wis., retiring in 2010 as entrepreneurial general manager. Bill has more than 45 years’ experience in the medical and health care arena. He specializes in helping companies start up or enhance home modifications initiatives and retail aspects of their HME or construction businesses. He is a frequent health care and home accessibility conference speaker and article author. Bill received a Bbachelor’s degree from Marian College, Fond du Lac, Wis. He is a licensed respiratory care practitioner, a certified cardiac exercise technologist, and previously was a registered cardiac/vascular ultrasound technologist.

New Product Spotlight 113011:30 AM-12:30 PM Accessibility
Course Description

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Learning Objectives
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Course Handouts

Room Number: WCA: Town Hall


Registration is now open!