2019 Course Agenda

Home Education

NOTE: In order to receive proper credit for an education session, you must complete the following requirements:

  • scan your VGM 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.  

You must be logged in to view course handouts and evaluation forms.  Attendees will receive email notification with login information on May 28th.

 

 
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Course NameInterpreting & Preparing for Competitive Bidding Round 2021

SpeakerRonda Buhrmester & Craig Douglas & Mark Higley

Time 08008:00 AM-12:00 PM

Educational TrackPre-Conference Session

Room #24-25

Learning Objectives

  • Recognize the requirement for the new bid bonds and direction as to their acquisition
  • Describe Lead item pricing: This new method offers potential risk to your accessory and resupply items. Discuss why??
  • Demonstrate the 2021 lead item pricing bid calculator.
  • Review preparation steps for submitting program financials and comprehend the new electronic submission process

Course Handouts

About Ronda Buhrmester

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

About Craig Douglas

Craig currently serves as vice president of Payer and Member Relations for The VGM Group, where he focuses on helping providers navigate payer relationships, as well as addressing concerns that are impacting VGM’s broad range of members from a payer perspective. Craig has also previously served as vice president of Provider Relations for VGM’s Homelink division, where he built and fostered relationships with payers and providers across the country. Craig has been with VGM since 1999.

About Mark Higley

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

Course NameWound Care 101: Physiology, Wound Products and Reimbursement

SpeakerRonda Buhrmester & Heather Trumm

Time 08008:00 AM-12:00 PM

Educational TrackPre-Conference Session

Room #10-11

Learning Objectives

  • Discuss the physiology of tissue repair, the principles of wound care and factors affecting the healing process
  • List the various wound care categories that relate to the durable medical equipment business.
  • Explain how to bill for wound dressings, negative pressure wound therapy and support surfaces per the centers for Medicare and Medicaid.
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Course Handouts

About Ronda Buhrmester

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

About 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, past president of the Iowa Affiliate of the WOCN Society, and a supporter of the National Nurses Association.

Course NameLunch

Time 120012:00 PM-1:00 PM

Course Description

Information coming soon.

Learning Objectives

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Course Handouts

Course NameLive at Home: Molift Rail System Certificate Program

Time 13001:00 PM-5:00 PM

Educational TrackAccessibility

Room #Seminar Room

Learning Objectives

  • Provide guidelines and instruction for correct installation of Molift rail systems and overhead motors.
  • Provide guidelines and instruction for maintaining Molift rail systems and overhead motors.
  • Provide guidelines and instruction for service of Molift rail systems and overhead motors.
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Course Handouts

Course NameVGM Tour

Time 15003:00 PM-5:00 PM

Educational TrackTour

Course Description

Information coming soon.

Learning Objectives

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Course Handouts

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Course NameOpening Keynote: Jeff Cribbs

SpeakerJeff Cribbs

Time 08008:00 AM-9:15 AM

Educational TrackKeynote Session

Room #22-23

Course Description

Jeff will cover healthcare megatrends from his unique perspective at Gartner, as well as highlight some ways that will help you to get out in front of them. He will discuss topics to include population health management, business intelligence and analytics, and consumer engagement in healthcare and wellness.

Learning Objectives

  • Examine current healthcare megatrends.
  • Illulstrate a snapshot of the role of analytics can play in identifying trends.
  • Examine concrete case studies that will demonstrate what analytics in the New Payer organization looks like.
  • Discuss possible ways to start using analytics in your organization.

Course Handouts

About Jeff Cribbs

Jeff Cribbs is a Research Director in the Gartner Industries Research group, with responsibility for healthcare payer research. Areas of coverage include population health management (care management), business intelligence and advanced analytics, and consumer engagement in healthcare and wellness. Mr. Cribbs has served in a variety of roles in health IT, including programming, business and technical analysis, team management, application design, product management, and analytics strategy. Prior to joining Gartner in 2012, Mr. Cribbs was a program manager at ActiveHealth Management (a fully owned subsidiary of Aetna), where he was responsible for management of the ActiveAnalytics product and leading the analytic strategy for new provider business.

Course NameBreak

Time 09159:15 AM-9:30 AM

Course Description

Information coming soon.

Learning Objectives

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Course Handouts

Course NameA New Trend: OIG Mandated Six-Year Lookback Audits and Voluntary Refunds

SpeakerJeffrey Baird & Wayne van Halem

Time 09309:30 AM-10:30 AM

Educational TrackRegulatory & Audits

Room #21

Course Description

While a six-year lookback audit is not a new requirement, a new trend is CMS mandating suppliers to perform an internal audit after CMS identifies claims believed to have been overpaid. In some instances, CMS might identify just one claim. The supplier may not even know why the claim was deemed overpaid and may not have been given any appeal rights. This aggressive approach puts a significant burden on the supplier to perform an audit of 100 percent of its claims for the previous six years, or perform a statistically valid random sample and extrapolate the results once an audit of the sample claims is completed. More importantly, under the ACAs 60 day rule, the supplier is at significant risk of False Claims Act violations if it does not refund claims that CMS feels should have been refunded. This program discusses steps the supplier must take when it receives a six-year lookback audit request, and the potential False Claims Act liability.

Learning Objectives

  • Identify examples of CMS requesting six-year lookback audits.
  • Explain the process of conducting an internal audit.
  • Identify legal pitfalls in the event a supplier does not properly respond to a six-year lookback audit request.
  • List practical tips the supplier should take when facing a six-year lookback audit request.

Course Handouts

About Jeffrey 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.

About Wayne van Halem

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

Course NameDisruption: Business Strategies that Improve Performance, Profits, and Possibilities

SpeakerSarah Hanna

Time 09309:30 AM-10:30 AM

Educational TrackBusiness Operations

Room #10 - 11

Course Description

Successful businesses are fashioned from ideas that were developed with passion, purpose, and execution. But sometimes the ideas and processes of the past have to be disrupted for the future success and survival of your company. Disruption isnt something people like; it doesnt come without blood, sweat, and tears. Redefining your company to become an operational powerhouse is the lifeblood of longevity. This interactive seminar discusses real-life examples of disruption, its challenges, and outcomes. Come ready to network and discuss your own successes and failures that led you to improve and become stronger because of, and not despite, the disruption.

Learning Objectives

  • Discuss examples of business disruption, and their outcomes.
  • Identify opportunities within businesses that can lead to profitability.
  • Describe how failures in business bring about changes resulting in improvements.
  • Compare strategies which promote efficiency within business.

Course Handouts

About Sarah Hanna

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

Course NameHow Technology is Changing How We Provide Seating and Mobility

SpeakerLinda Bollinger

Time 09309:30 AM-10:30 AM

Educational TrackRehab

Room #22

Course Description

Telehealth includes a growing variety of applications and services using two-way video, email, smart phones, wireless tools, and other forms of technology. As technology advances in health care, emphasis is on reaching more individuals while keeping the cost of providing services low. This presentation will highlight the growing industry of telehealth, and how clinicians and technicians can use technology to provide seating and mobility services. It will showcase emerging technologies and how both the client and provider/ATP can benefit from this model. This session will also cover the indications, opportunities and benefits of telehealth in providing seating and mobility services to individuals where traditional services would be unavailable.

Learning Objectives

  • Define telehealth as it relates to seating and mobility services.
  • Identify three indicators for when telehealth is recommended for seating and mobility services.
  • List three methods of providing telehealth to a seating and mobility client.
  • Identify three technologies that can be utilized to provide telehealth for seating and mobility services.

Course Handouts

About Linda Bollinger

"Linda Bollinger joined the Sunrise Medical team in the fall of 2018 as a Clinical Education Manager. She has a BS-MS in physical therapy from Long Island University, Brooklyn. In May 2018, she earned her DPT from Utica College. In addition, she received her ATP certification in 2000. Prior to joining the Sunrise Medical team, Linda was the Director of Rehabilitation at Long Island Select Healthcare (formerly UCP Suffolk). Her experience at UCP included developing and operating a seating and mobility clinic for individuals with disabilities. Although this clinic primarily served developmentally disabled children and adults, the patients included individuals with acquired disabilities, as well. Prior to joining UCP, Linda had successfully created a pediatric seating clinic at a local school for disabled students. Linda has shared her knowledge and experience running seating clinics at local community health events, guest lectures with local physical therapy and occupational therapy university programs, and most recently as a Teacher’s Assistant at Touro Physical Therapy program. Linda is excited to bring her experience providing seating and mobility services to her new role at Sunrise Medical by providing education and training to therapists, ATPs and the community."

Course NameImproving Your Business Outcomes Through Better Customer Experience

SpeakerPawan Jaggi

Time 09309:30 AM-10:30 AM

Educational TrackSales & Marketing

Room #LC 215

Course Description

By 2020, 85 percent of customer interactions will be managed without a human. Gartner Customer service is about to get a giant makeover through automation and intelligence. Technology will be able to predict customer behavior and create a personalized journey. AI will make the difference between shares and forgettable experiences. This talk will highlight how customer experience will shape the future of services by 2020, and how this technology will make money for your business. This speech will also show you how to get ready for this change and beat your competition.

Learning Objectives

  • Discuss why customer experience matters and how it impacts your company's financial performance.
  • Identify the ways technology changes customer experience and what to expect in the next few years.
  • Examine the role of artificial intelligence in the customer experience.
  • Explain the role of social media and how it impacts your top and bottom line.

Course Handouts

About Pawan Jaggi

Pawan is the Founder and CEO of pulseM, a reputation management software company based in Dallas. He has 30 years of industry experience and started pulseM with a vision to transform customer experience toward the age of mobility. He has grown pulseM from a handful of customers in 2017 to a nationwide presence in US and Canada. With patient consumerism right around the corner in medical industry, social media reviews, word of mouth and a strong understanding of customer feedback and sentiment will be a key to success. Pawan is a successful entrepreneur who is trained as an engineer. He went to Georgia Tech for his engineering studies and Cornell for his executive education. He loves the idea of simplicity in solutions and life.

Course NameIntroduction to Cannabis & Hemp and What this Means for your Business

SpeakerLaura Hand & Dawn Prebula

Time 09309:30 AM-10:30 AM

Educational TrackSpecialty Markets

Room #12-13

Course Description

Marijuana business crash course. Cannabis and hemp are already a large conversation in the global market. With improved regulations and legalization on the horizon, it's important for you to understand the impact and opportunities cannabis may have on the future of patient care and your business. With projected sales of $22 billion by 2022, you cant afford to not be informed on the opportunities, and potential pitfalls in the industry.

Learning Objectives

  • Discuss the cannabis and hemp industry, and their impact on a global market.
  • Explain regulations, testing, and licensing involved in the cannabis and hemp industry.
  • Describe features of the marijuana and hemp plants.
  • Examine how cannabis and hemp can be used in an ancillary business landscape.

Course Handouts

About Laura Hand

Laura Hand is vice president of VGM Marketing, an internal agency that specializes in marketing for the many businesses of VGM Group, Inc. She leads a team of more than 20 marketing experts dedicated to finding creative and strategic solutions to help the company expand its services and better serve their customers. She currently serves as a board member for the Red Cedar start-up catalyst and the American Advertising Federation.

About Dawn Prebula

Having in-depth experience in F&B, contract negotiation and supply-chain and conference management, Dawn held the position of Senior Vice President for VGM Club from 2003 until 2018. Last year she was asked to start a new company for VGM Group and in November 2018, botaniCo was launched. botaniCo is a member services organization serving the cannabis and hemp industries. Prior to VGM Club, Dawn held various senior level positons with American Golf Corporation including Corporate Director of Food and Beverage and Vice President of Supply Management. Before joining the golf industry in1990, Dawn had a successful 15-year career in hotel catering with companies such as Hilton, Sheraton and Marriott Hotels.

Course NameLive at Home: Merits Stairlift Training

Time 09309:30 AM-12:00 PM

Educational TrackAccessibility

Room #Seminar Room

Course Description

Selling and installing a curved track stairlift should not be a daunting proposition. This course will show how to easily survey and install the Pilot Navigator curved stairlift system. To become a certified technician, please join us at our training session.

Learning Objectives

  • Discuss how to select the right configuration for the client and stairway.
  • Disuss how to correctly survey for a curved track stairlift and avoid re-surveys.
  • Discuss how to install a curved track stairlift efficiently.
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Course Handouts

Course NameMake the Font Larger: Marketing to Boomers in the Digital Age

SpeakerChristina Padron

Time 09309:30 AM-10:30 AM

Educational TrackRetail

Room #LC219

Course Description

Baby Boomers control 70% of Americas discretionary income, and about 10,000 citizens become Medicare-eligible each day. But most marketing advice and best practices are developed by and for Gen-X and Millennial consumers. Since these trends are set to continue for the next two decades, understanding Boomers' interests, buying preferences, and attitudes will be vital to the success of anyone marketing products and services to them. In this lecture, we will identify the core values and passion points that fuel Boomers' consumer behavior, outline business opportunities attendees may capitalize on, and begin to develop a customer persona to guide your future marketing efforts.

Learning Objectives

  • Examine how Boomers perceive themselves.
  • Identify core values that influence Boomers' buying behaviors.
  • Examine platforms and mediums to reach Boomers.
  • Develop a customer persona and engaging content.

Course Handouts

About Christina Padron

Christina’s background in marketing and customer care has shown her the value in addressing consumers as they see themselves, not as we assume them to be. She leads the development of digital assets for Vionic’s medical market.

Course NameSuccessfully Navigating the Workplace

SpeakerDarcy Miller

Time 09309:30 AM-10:30 AM

Educational TrackBusiness Leadership & People Strategy

Room #24 - 25

Course Description

This session showcases ways employees can become a person of excellence who is effective, easy to work with, and resourceful. Examples and tips will be delivered that attendees can utilize immediately. This session will demonstrate new approaches in transforming the way employees navigate the workplace.

Learning Objectives

  • Identify ways to connect genuinely in the workplace.
  • Recognize effective communication skills.
  • Identify ways to collaborate successfully.
  • Demonstrate ways of showcasing gratitude.

Course Handouts

About Darcy Miller

Darcy Miller is a workplace expert, a recovering attorney, an author and a stand-up comedy dropout. Darcy’s on a mission to transform the world through kindness. By showing how kindness can be leveraged as a tool to create change, she’s impacting teams every day. Despite being the first attorney in her entire family, she quickly rose up the corporate ladder due to her genuine work ethic, resourcefulness and professionalism. As a speaker, trainer, and facilitator, Darcy helps team understand that connections, communications and collaborations can positively impact any outcome. Darcy’s rare blend of talents will help you transform the workplace.

Course NameThe Economical Benefits of Outsourcing your PAP Patient Setup and Follow-up

SpeakerTony Ross

Time 09309:30 AM-10:30 AM

Educational TrackRespiratory

Room #LC 213

Course Description

This presentation will focus on the home delivery and remote set-up service Philips Respironics offers to help drive internal DME efficiency. Also discussed will be an overview of how impactful continuous patient tracking and follow-up can be on your patient adherence rates.

Learning Objectives

  • Recognize the economical benefits of outsourcing patient set-up and follow-up.
  • Identify the opportunities for outsourcing patient set-up within your organization.
  • Recognize the positive impact on PAP adherence with outsourced patient follow-up.
  • Identify operational tasks that can be outsourced.

Course Handouts

About Tony Ross

Senior Field Marketing Manager, Philips Sleep and Respiratory Care Tony Ross leads North America field marketing activities for Philips Sleep and Respiratory Care’s Services portfolio. In this capacity, he is responsible for all downstream marketing processes and activities supporting sales growth of the portfolio in the region. Over the past eight years, Tony has specialized in marketing software and services to the home medical equipment (HME) industry. During that time, he has helped bring to market solutions such as Philips EncoreAnywhere clinical management software, DreamMapper patient engagement app, and Patient Adherence Management Service, a connected patient management solution for sleep and respiratory patients. Over 18 years with Respironics, Inc., and by acquisition, Philips, Tony has held a number of roles that have enabled him to learn how to provide solutions that can improve the efficiency of HME providers. In 2015, Tony won the North America Field Marketing Manager of the Year award for Philips Sleep and Respiratory Care. Tony holds Bachelor of Applied Arts and Master of Business Administration degrees from the University of Phoenix."

Course NameThe Role of Occupational Therapy in Home Modifications: A Clinical Approach for Complex Rehab

SpeakerCindi Peitio

Time 09309:30 AM-10:30 AM

Educational TrackAccessibility

Room #LC 303

Course Description

Occupational therapy (OT) practitioners are a valuable member of the home modification team and play a key role in identifying home modification strategies that are reasonable and necessary, thereby maximizing individuals' ability to participate in daily activities. OT practitioners provide holistic and client-focused interventions to adapt to the environment in order to increase independence, promote health, and prevent further decline or injury. An OT evaluates balance, coordination, endurance, safety awareness, strength, attention, problem solving, vision, communication, and other functions while the individual performs daily tasks. They evaluate all activities occurring in the home, from activities of daily living (ADLs; bathing, dressing, other self-care activities) to instrumental activities of daily living (IADLs; preparing meals, doing laundry, performing home maintenance chores) to leisure activities. OT practitioners provide a valuable perspective to a team of professionals (e.g., other health care workers, builders, architects), caregivers, and the client during the home modification process.

Learning Objectives

  • Describe the role of an occupational therapist as a member of the home modification team.
  • Identify three physical limitation indicators which warrant an occupational therapy evaluation.
  • Identify three activities of daily living (ADL) indicators which warrant an occupational therapy evaluation.
  • Recognize the task analysis approach and how it reflects the outcomes in home modifications.

Course Handouts

About Cindi Peitio

Cindi is the Senior Director of Clinical Services with over 20 years of experience as an occupational therapist. Her clinical experience and expertise include working with individuals with traumatic neurological injuries and neuromuscular diseases. She also offers her own experience with having a family member who suffered a traumatic spinal cord injury with quadriplegia and can connect with injured workers and their families who experience catastrophic events. Prior to joining ATF Medical, Cindi owned a community-based private therapy practice for 18 years providing in-home equipment and home accessibility services throughout the state of Florida. She is a certified assistive technology professional (ATP) and certified aging-in-place specialist (CAPS) with expertise in wheeled mobility, custom seating, environmental technologies, and home accessibility for both pediatric and adult disabled populations. Cindi shares her knowledge in several publications and lectures including Rehab Management magazine, the Occupational Therapy Practice magazine, the University of Florida College of Occupational Therapy, AARP HomeFit program, and the International Seating Symposium. She co-authored the book publication, Seating and Wheeled Mobility: A Clinical Resource Guide, sharing her knowledge in environmental accessibility

Course NameYou are a Willing Supplier but are you ABLE?

SpeakerDan Fedor & Kristyn Stephan

Time 09309:30 AM-10:30 AM

Educational TrackBilling & Reimbursement

Room #23

Course Description

So you decided to be "any willing supplier" during the competitive bidding hiatus, but are you able to implement a successful program within a CB area? There is still approximately a year and a half remaining where any willing supplier can provide CB items to beneficiaries in a CB area. So make sure you are able.

Learning Objectives

  • Identify opportunities in competitive bidding areas.
  • Examine the viability of such opportunities in competitive bidding areas.
  • Implement such opportunities within an organization.
  • Examine outcomes of a successful quarter.

Course Handouts

About Dan Fedor

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

About Kristyn Stephan

Kristyn has worked in the DME industry for 20 years. For the past 13 years Kristyn has worked for Mobility Solutions, Inc., a DME Company that transitioned to Complex Rehab in 2008, serving as the Operations Manager & Compliance Officer. For approximately 5 years, Kristyn was a Contracted Surveyor for Accreditation Commission for Health Care for DME & CRT Services. Prior to this, Kristyn worked as the Operations Manager for another DME Company that focused primarily on Respiratory Services. Her focus has always been implementation of Policies & Procedures, Reimbursement guidelines as well as staff education to ensure compliance with CMS & third-party payers.

Course NameBreak

Time 103010:30 AM-10:45 AM

Course Description

Information coming soon.

Learning Objectives

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Course Handouts

Course NameAirline Training Development

SpeakerMatt Macpherson, ATP

Time 104510:45 AM-11:45 AM

Educational TrackRehab

Room #10 - 11

Course Description

This program will provide tips on how to train your customers and support staff in understanding how to keep equipment in shape to travel. It will also help you figure out what may need to be taken off the equipment, provide insights on disabling instructions for the group crew, and info on reducing the probability of damage in the future while traveling.

Learning Objectives

  • Discuss how training should be unified.
  • Identify what tools are needed to deliver this training,
  • Describe who is this training is applicable to.
  • Explain how to handle training and handling mobility aids.

Course Handouts

About Matt Macpherson, ATP

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

Course NameBuilding a Legally Compliant Referral Network

SpeakerJeffrey Baird

Time 104510:45 AM-11:45 AM

Educational TrackRegulatory & Audits

Room #24 - 25

Course Description

The lifeblood of the successful DME supplier is a continuous flow of repeat and new patients. It is important for the supplier to build up a strong network of referral sources. This network can be comprised of physicians, home health agencies, hospitals, pharmacies and other providers. There are multiple federal and state anti-fraud laws that govern relationships between health care providerswhen one of the providers is a referral source. This program will discuss the applicable laws, including the federal anti-kickback statute, the federal Stark physician self-referral statute, the federal beneficiary inducement statute, and an example of state anti-fraud statutes. The program will discuss the types of arrangements with referral sources that fall within statutory exceptions and safe harbors, and are, therefore, safe, and the types of arrangements that need to be avoided.

Learning Objectives

  • Explain the federal and state anti-fraud laws that govern relationships between suppliers, as well as between physicians and other referral sources.
  • Identify the arrangements with referral sources that are legally acceptable.
  • Explain which arrangements with referral sources that need to be avoided.
  • Describe the mechanics of setting up certain arrangements with referral sources.

Course Handouts

About Jeffrey 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.

Course NameHow to Spell Insurance...C-A-S-H

SpeakerDavid Goolsby & Greg McGough & Bill Watkins

Time 104510:45 AM-11:45 AM

Educational TrackRetail

Room #LC 219

Course Description

Move over insurancecash is where its at. Through this session, youll learn from seasoned industry veterans how they created and manage an all cash business model through proper staffing, product selection and selling techniques.

Learning Objectives

  • Explain how any customer can be a cash customer.
  • Detail a sales strategy that encourages even customers who walk in with a prescription to pay cash.
  • Explore how to determine what the right product is for a cash customer.
  • Identify cash business perspectives from successful Store Managers and Director of Retail Operations.

Course Handouts

About David Goolsby

David Goolsby is nothing but passionate about taking care of his customers. In his over 15 years of retail management building relationships has been the key to his success. The dedication to his customers has taken him on a journey leading various sized Medical Xpress locations to now operating the number one sales volume store in our company, all in just two years with the company. David leads by example and shares his expectations of taking care of each and every customer with all his staff. Going “above and beyond” is just a normal day for David and his staff, whether it’s visiting a customer at their home to answer questions or troubleshoot a scooter or lift chair, he ensures that service after the sale is something that every customer can count on. David’s commitment to his successful growth in Medical Xpress has been attributed by the various conferences he’s attended or webinars he has taken part in. David has experienced Nova 360 Heartland in person and is a Certified Repair Technician for Golden Technologies lift chairs and scooters. He has also taken part in webinars such as “Super Simple Social Ads to Drive Traffic and Increase Reach” and “Key DME Retail KPIS – The How and Why”.

About Greg McGough

Greg McGough has only been in the retail management field for just over 15 years but once your in a conversation with him, his knowledge far surpasses his time in retail. When Greg began with Medical Xpress back in 2011 there were only 3 stores, now in 2019, we have 8 stores stretching from the DFW market down through San Antonio. Greg has transformed Medical Xpress in to the largest DME in the State of Texas. Greg’s outside the box thinking, when it comes to retail, has opened the eyes of many of our vendors within the industry as they have taken numerous suggestions of Greg’s about more attractive retail packaging and new lines of products that our customers are looking for. Greg’s vision is not only about growth at Medical Xpress but about building relationships with other DME’s throughout the country and the ability to share best practices for everyone. Greg is heavily involved within the large conferences and tradeshows held all over the U.S. and speaks at a variety of them too. Heartland, ECRM, ASD and Medtrade are all on Greg’s yearly calendar and he believes in coaching his managers in to becoming better stewards of their business by attending these conferences with him.

About Bill Watkins

Bill is a 20 plus year veteran in retail management. He just recently celebrated his first year as the Store Manager of Medical Xpress in Austin, Texas. He goes above and beyond to take care of his customers and plays a major role in team building. Medical Xpress Austin generates over $500K annually in sales and continues to grow each year. Bill is always after the wins in sales and service. He is always looking for fresh new products and recently visited the ECRM Health Solutions Show in South Carolina and was able to locate and bring new items that will help benefit his customers and bring more revenue to his store. Bill is very active when it comes to learning more about the products he sells. He has participated in many online training webinars and continues to teach his staff many new ways of customer service. Finally, Bill is not afraid to try new things when it comes to making a difference and providing an unforgettable shopping experience.

Course NameHow to WOW Service Excellence

SpeakerRob Bell

Time 104510:45 AM-11:45 AM

Educational TrackSales & Marketing

Room #LC 215

Course Description

Every team member has the power to polish or tarnish your company's reputation. This presentation focuses on teaching participants how to earn loyal, long-term customers. When it comes to remarkable service, absolutely everything counts! This session is high-content, high-energy, and fun! Participants will leave fired up and ready to consistently provide remarkable service so that their customers come back again and again; and they'll tell their friends.

Learning Objectives

  • Identify ways to positively relate to customers.
  • Discuss techniques to consistently provide excellent communication skills.
  • Describe how to project a positive professional image.
  • Identify the five steps to turning service breakdowns into loyalty-building opportunities.

Course Handouts

About Rob Bell

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

Course NameKnowing and Understanding Contracts with Payers

SpeakerRonda Buhrmester & Craig Douglas

Time 104510:45 AM-11:45 AM

Educational TrackBilling & Reimbursement

Room #23

Course Description

Many DME suppliers work with a variety of payers, and many have faced challenges with declining reimbursements, and an increase in audits. Because of the challenges, suppliers are learning the details of the contracts with payers when it's a little too late. During this session, Craig and Ronda will review the challenges with the payers so suppliers can make sure the contracts are working in the best way for their business.

Learning Objectives

  • Describe the significance of reviewing payer contracts on a regular basis.
  • Identify key information to assist with negotiating payer contracts.
  • Discuss recent issues with audits and recoupments that suppliers have worked through with top payers.
  • Discuss the importance of the guidelines and requirements that suppliers need to follow for proper payment.

Course Handouts

About Ronda Buhrmester

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

About Craig Douglas

Craig currently serves as vice president of Payer and Member Relations for The VGM Group, where he focuses on helping providers navigate payer relationships, as well as addressing concerns that are impacting VGM’s broad range of members from a payer perspective. Craig has also previously served as vice president of Provider Relations for VGM’s Homelink division, where he built and fostered relationships with payers and providers across the country. Craig has been with VGM since 1999.

Course NameLooking to the Future: How Knowing Ahead about Coverage and Reimbursement Policy Changes can help Grow your Business and meet your Customers Needs

SpeakerTricia Garven & John Goetz & Todd Walling

Time 104510:45 AM-11:45 AM

Educational TrackRehab

Room #22

Course Description

The future of the Complex Rehab Technology (CRT) industry continues to be promising, but there are many changes coming. Medicare and Medicaid policies are evolving, causing traditional payment and coverage to transform. Although it may feel as if product solutions are outpacing the coding and reimbursement structure, it is no longer acceptable to discuss and offer just what insurance pays for. Dont get caught behind the times. This session will focus on where the industry is going from a federal and state policy perspective and how knowledge of these changes can help you build your business in a way that will benefit both your bottom line and provide the best, most clinically appropriate equipment for your clients. By knowing what is coming from payers, and looking for opportunities and working hard for your clients, you can differentiate yourself from the competition.

Learning Objectives

  • Discuss the changes coming from government and other commercial payers for CRT products.
  • Describe how to implement coverage and reimbursement policy changes to build a business that fits the future environment.
  • Identify opportunities for growth such as upgrades, add-ons, and cash.
  • Design a business model that not only benefits your business, but also your customers.

Course Handouts

About Tricia Garven

Tricia Garven, MPT, ATP is currently 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. Previously, in clinical practice, Tricia specialized in neuro rehabilitation at Baylor Institute for Rehabilitation (BIR) in Dallas, Texas. 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. Now with Permobil, Tricia is presenting educational programs to therapists and DME providers regarding seating, mobility and pressure injury 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 as well on the nominating committee for the recently formed AT-SWM (Assistive Technology – Seating and Wheeled Mobility) SIG.

About John Goetz

"John Goetz is the Director of Government Affairs for Permobil. Prior to joining the Permobil team, he was Legislative Liaison for Tennessee’s Medicaid agency (Health Care Finance and Administration/TennCare). While at TennCare, John acted as liaison between the Agency and General Assembly, lobbied on behalf of the Agency and Governor’s agenda and provided policy advisement for the Long-Term Services and Supports (LTSS) division within TennCare. Before his time with TennCare, he worked for U.S. Senator Bob Corker as his Legislative Aide for health care advising on a range of related issues and assisting with hearings at the Senate Special Committee on Aging. Now at Permobil, John heads up the Government Affairs Department coordinating all activities related to government payers and legislative activity at both the state and federal levels of government. He represents Permobil on the NCART board, the AAHomeCare board and is active on several of their working groups. John has his Bachelor’s Degree in Political Science and his Master’s in Public Administration both from the University of Tennessee at Chattanooga.

About Todd Walling

Todd Walling is currently Senior Vice President of Sales for Permobil, Business Region Americas. Todd has been with Permobil for 11 years and has held numerous positions including Regional Sales Manager and Key Accounts Manager. 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. Prior to Permobil, Todd served as Rehab Product Manager and Director of Contract Administration for The MED Group in Lubbock, TX. Todd is constantly striving to find new ways to engage with consumers, providers, industry advocates and referrals in the market. He graduated with bachelor’s degree in Biology from Texas Tech University. Todd lives in Nashville, Tennessee with his wife Lisha and their son Ashton (11). He also has a daughter, Kennedy (18), attending West Texas A&M University in Canyon, TX.

Course NameNon-CF Bronchiectasis (NCF-BE): How to Spot, Treat and Herd Giraffes in a Room Full of Gazelles

SpeakerFrederic Seifer, MD

Time 104510:45 AM-11:45 AM

Educational TrackRespiratory

Room #LC 213

Course Description

Non-CF Bronchiectasis (NCF-BE) is grossly under-diagnosed and a serious problem. This presentation will describe how to identify and diagnose this subset of COPD patients who are too often overlooked and costly to our health care ecosystem.

Learning Objectives

  • Discuss NCF-BE prevalence among the COPD population.
  • Describe how to case-find co-morbid NCF-BE in the COPD community.
  • Explain when to treat or not treat based upon clinical phenotype.
  • Identify symptoms and how to diagnose.

Course Handouts

About Frederic Seifer, MD

Frederic D. Seifer, M.D. presently serves as Medical Director of Population Health, St. Lawrence Health System (SLHS), Potsdam, NY. Prior to assuming this role, Dr. Seifer served as Medical Advisor for Pulmonary Health Innovation for Community Health Systems (CHS), Nashville, TN. In addition, Dr. Seifer is currently serving as Chief Physician Executive for Transformation and Innovation, Adirondack Health Institute (AHI), Glens Falls, NY. Dr. Seifer’s research interests and experience include smoking cessation, pulmonary rehabilitation, chronic obstructive pulmonary disease (COPD), bronchiectasis and Idiopathic Pulmonary Fibrosis. After receiving his medical degree from Northwestern University, Chicago, Illinois, Dr. Seifer completed his internship and residency in internal medicine at the University of Illinois, Chicago. Dr. Seifer was a recipient of a NIH supported research pulmonary fellowship at Duke University Medical Center in Durham, North Carolina. As a recognized thought leader in pulmonary healthcare, Dr. Seifer has served as a member of multiple Advisory Committees both at the state (TennCare) and federal government (NLHEP) level and within the private sector (pharmaceutical and medical technology companies). Most recently, Dr. Seifer presented his research on COPD and bronchiectasis at the 2017 American Thoracic Society International Conference in Washington, D.C. In addition, his work titled, Prevalence and Incidence of Noncystic Fibrosis Bronchiectasis among US adults in 2013 was published in November 2017 in the Chronic Respiratory Disease Journal.

Course NameSelling Bathroom Accessibility as Upscale Remodeling

SpeakerJared Chevraux & Jason Williams

Time 104510:45 AM-11:45 AM

Educational TrackAccessibility

Room #LC 303

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

  • Discuss how to utilize custom and high-end accessibility products in an "aging in place" remodel.
  • Identify ways to forecast the future of accessible remodeling based on rising trends and emerging technology.
  • Recognize ways to create a network for high-end private pay referrals.
  • Describe how to market to the affluent private pay audience.

Course Handouts

About Jared Chevraux

Jared Chevraux, CEAC is VP of Operations at JTEK Solutions Group, LLC. Jared has been with the company since 2014. Prior to this, he ran Quality Control for a large heavy construction company. He brings that experience to JTEK to ensure the same level of quality on all of our projects. Jared has helped the company close the gap between luxury home remodeling and accessibility modification. He has developed a passion for making a space as aesthetic as it is functional for our customers. Jared is a Certified Environmental Access Consultant (CEAC) and a ‘Forty Under 40’ award winner for Professional Remodeler Magazine’s Class of 2018.

About Jason Williams

Jason is the National Channel Sales Manager for Bestbath and is a previous Heartland presenter. He has 20+ years sales experience close to 10 years have been with Bestbath, in all areas, from business management, government, corporate and training. Jason is also a past and current small business owner.

Course NameTPE: The New Normal

SpeakerKelly Grahovac

Time 104510:45 AM-11:45 AM

Educational TrackRegulatory & Audits

Room #21

Course Description

At the close of 2018, CMS announced that the improper payment rates were the lowest they have been since 2010. Even more significant was the decrease in improper payment rates for DMEPOS, down from 46.26 percent to 35.54 percent. CMS attributed several factors to this decrease, most notably, the recently implemented targeted review strategy, also known as Targeted Probe and Educate (TPE). The TPE strategy has strong support from CMS, which means DMEPOS suppliers can expect the MACs to continue, and likely increase these audits going forward. TPE replaced widespread probe reviews and has become the new normal. In this session, Kelly Grahovac will discuss the progression of the TPE program, what to do if you find yourself under a TPE audit, and go over best practices that have positive results.

Learning Objectives

  • Discuss the TPE audit process.
  • Describe the positive and negative impacts a TPE audit can have on your business.
  • Recognize the most common codes under review.
  • Identify ways to ensure a successful audit round, and remove your business from the audit spotlight.

Course Handouts

About Kelly Grahovac

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

Course NameWound Care Solutions for your Home Medical Equipment Business

SpeakerTy Bello & Heather Trumm

Time 104510:45 AM-11:45 AM

Educational TrackSpecialty Markets

Room #12-13

Course Description

Wound care is not going away! The demographics tell the story of where wound care is, and where its going. The speakers of this presentation will walk you through the most popular products in the wound care world as they relate to DME, and discuss how to make a profitable business case. Attendees will learn: why you should get into the wound care business; helping those already in the business be better focused; and assisting those who wish to grow their wound care business.

Learning Objectives

  • Examine key products in wound care and potential profit margins.
  • Identify the keys to capturing the referral community.
  • Describe the sales path from start to finish.
  • Describe why wound care is not going away.

Course Handouts

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.

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, past president of the Iowa Affiliate of the WOCN Society, and a supporter of the National Nurses Association.

Course NamePick Up Lunches

Time 114511:45 AM-12:00 PM

Course Description

Information coming soon.

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Course Handouts

Course NameLunch Session

Time 120012:00 PM-12:45 PM

Course Description

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Course NameBreak

Time 124512:45 PM-1:00 PM

Course Description

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Course NameAre Patients the New Payers?: How to Maximize this Payment Shift

SpeakerJennifer Leon

Time 13001:00 PM-2:00 PM

Educational TrackBilling & Reimbursement

Room #23

Course Description

Rising out-of-pocket costs are shifting more payment responsibility from traditional payers to patients. This payment shift and shrinking margins have serious implications for the organizations that provide care. For many, its essential to rethink their approach to patient engagement, and their processes for billing, collections, and revenue cycle management. Leaders who recognize and understand this shift, and take steps to help their organizations adapt, can navigate the change successfully and continue to thrive. Are you looking at your patients as a predictable source of cash flow? In this session, youll explore how to utilize analytics and automation more effectively to help secure patient collections as an untapped and often overlooked revenue stream. Expect to walk away with better billing practices!

Learning Objectives

  • Examine the payment shift in patient responsibility.
  • Weigh analytics to identify and build a strong patient collections strategy.
  • Identify effective billing techniques to collect more through automation and technology.
  • Recognize tactics that other providers have implemented and found successful.

Course Handouts

About Jennifer Leon

Jennifer Leon is the Vice President of Brightree Patient Collections, where she leads a team of experts in helping providers collect and retain more private pay. Jennifer has held a succession of positions enabling her to develop a deep understanding of the private pay collection process, including the best practices for optimal operational performance. She serves on the Medtrade Education Advisory Council and is a frequent contributor to HME News’ Smart Talk and HomeCare Magazine and to the speaking circuit at national and state shows.

Course NameBest Practices for Managing Your HME Back-Office

SpeakerJoey Graham

Time 13001:00 PM-2:00 PM

Educational TrackBilling & Reimbursement

Room #24 - 25

Course Description

Managing the processes that bill and collect money from insurance companies and patients can be tedious. While providers should be focusing on patient care and providing outstanding service to referral sources, often they are held back or distracted by inter-office politics, collections issues, or backlogs that never seem to resolve. This session will dig deep into the HME providers back office, examining the processes that make up this part of the business with a focus on best practices, production and quality targets, and measuring outcomes, so that team members can be incentivized based on results. From order confirmation to billing, collections, cash posting, and hold management, how does your organization stack up?

Learning Objectives

  • Distinguish who is responsible for what in the HME front office and back office.
  • Identify best practices for executing back-office processes, from order confirmation to cash posting.
  • Recognize production and quality targets through measuring a team's output.
  • Identify ways to incentivize your team based on results through measured outcomes.

Course Handouts

About Joey Graham

Joey Graham is an industry veteran with nearly 20 years ofexperience in DME operations and revenue cycle management. Inhis current role as Executive Vice President & General Manager forProchant, he is focused on delivering greater profitability to clients bycombining industry-leading processes with a team of highly-skilledspecialists. His past roles include executive roles at large DME andsoftware companies including Brightree. He has a bachelor’s degreein finance and an MBA from the University of West Florida. Joeystarted his HME career right out of high school, spending severalyears as a service technician.

Course NameCash is King!: How to Make Your Customers Happy while Increasing your Profitability

SpeakerTroy Holland

Time 13001:00 PM-2:00 PM

Educational TrackAccessibility

Room #LC 303

Course Description

Information coming soon.

Learning Objectives

  • Describe new ways to sell retail HME products.
  • Compare Traditional Selling vs Modern Selling.
  • Discuss Top Down Selling & Bundle Selling.
  • Explain how to be the HME expert your customers assume you are, and youll have a customer for LIFE!

Course Handouts

About Troy Holland

Troy Holland has been the Chief Sales & Marketing Officer at Stander for over 10 years. His roles involve managing the entire sales team, managing 3 unique product brands, and all marketing efforts including training and educating his team and customers on best retail sales strategies and how to be successful with retail products in the ever changing landscape of our industry. Stander is known for their innovation, and part of Troy’s role on the executive team also involves new product development and product launches. His passion for business development comes from years working in his family business, and then starting his own successful sales and marketing business right out of college. Troy holds a BA in Marketing from Utah State University, and has over 17 years of experience in sales and marketing in different industries from consumer products, to hospitality and service.

Course NameHot Button Business & Regulatory Challenges Facing DME Suppliers

SpeakerDenise Leard

Time 13001:00 PM-2:00 PM

Educational TrackRegulatory & Audits

Room #21

Course Description

DME suppliers always seem to be caught in a perfect storm of business and regulatory changes. This program will discuss the hot-button business and regulatory challenges that DME suppliers face, which includes increased aggressiveness of CMS contractors such as UPICs and preparing for and responding to pre-payment and post-payment audits, and including Targeted Probe and Educate. By understanding these challenges and formulating ways to solve them, as well as learning best practices through an interactive discussion with your peers, you will have the tools necessary to succeed in the months and years ahead.

Learning Objectives

  • Discuss what the most difficult business and regulatory challenges are facing DME operations.
  • Describe the many regulatory challenges and situations that can trigger audits, and other regulatory challenges.
  • Develop practical steps to overcome these business and regulatory challenges, and to be successful in a turbulent climate.
  • Implement best practices to help mitigate risks of a DME operation.

Course Handouts

About Denise Leard

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

Course NameInnovative Strategies to Monetize Clinical and Performance Data into New Services

SpeakerDan Easley

Time 13001:00 PM-2:00 PM

Educational TrackRespiratory

Room #LC 213

Course Description

Breaking out of the equipment rental box requires a major strategic commitment to invest in converting todays data and clinical activities into meaningful outcomes and revenues to your key referrals. Understanding how to position that strategy, defining actual financial returns to referrals, and offering innovative software to establish the clinical management of the patient is the future of home care.

Learning Objectives

  • Discuss how inventory and collecting data are relevant to patient outcomes.
  • Identify examples of productivity and compliance improvements through using software for patient management.
  • Identify ways to transition old measures into marketable clinical metrics that present actionable reports for physicians.
  • Translate home clinical metrics and plan of care results into new revenues for physicians, hospitals and payers.

Course Handouts

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.

Course NameLive at Home: Harmar Straight Stair Lift Training (Pinnacles & SL350)

Time 13001:00 PM-5:00 PM

Educational TrackAccessibility

Room #Seminar Room

Course Description

The Harmar straight stair lifts curriculum provides individual instructor led presentations courses for the installation and troubleshooting of the Pinnacles & SL350.
The Pinnacles course includes: Instructor led presentation on how to complete the installation and hands-on demonstrations (Installation, diagnostic tool, disassembly on the chassis)
The SL350 course includes: Instructor led presentation on how to install & troubleshoot and hands-on demonstrations (installation, troubleshooting, chassis removal)
The location of Harmar's library of resource videos for installing and troubleshooting its products will be provided at the end of the class for future reference.

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Course NameMap the Path to Purchase: Using Customer Journey Maps to Enhance Customer Experience and Increase Revenue

SpeakerLindy Zars

Time 13001:00 PM-2:00 PM

Educational TrackSales & Marketing

Room #LC 215

Course Description

Whether we realize it or not, customers travel similar journeys with each and every interaction with our products, services, and people. Every single point impacts a customers overall experience with a brand, which can be positive or negative. Instead of looking at an interaction as an isolated event, organizations must understand and cater to their customers entire journey. Why? Because customers are rewarding companies that deliver superior experiences throughout their journey with loyalty and advocacy both of which effect the bottom line. Learn how to gain a competitive advantage, enhance customer experience, and ultimately increase revenue by mapping your customers paths to purchase in this powerful session.

Learning Objectives

  • Explain what customer journey mapping is.
  • Describe the importance of knowing the customer's journey as part of an overall experience.
  • Identify the key elements of an effective customer journey map.
  • Identify ways to use and drive actions with customer journey maps, and enhance customer experiences.

Course Handouts

About Lindy Zars

Lindy Zars is director of Marketing Strategy and Communication for VGM & Associates. Prior to joining VGM, Lindy worked at a global Business Process Outsourcing (BPO) company for over a decade. She built the company’s marketing department from the ground up, and led both sales and marketing through a digital transformation and a re-branding/positioning launch. Her marketing leadership helped gain global exposure and year-over-year revenue growth for the company’s multiple brands through implementing sales and marketing technology platforms, publishing a multi-author insights blog, and a consistent thought leadership strategy. She is well-versed in many industry verticals including healthcare, financial services, utilities, local, state and federal government, telecommunications, and higher education. Lindy also has vast experience managing and developing processes and systems for request for proposals (RFPs), including federal procurement. Lindy holds a Bachelor of Arts in Electronic Media from Wartburg College in Waverly, Iowa. She obtained her MBA with a marketing concentration from Bellevue University in 2013.

Course NamePANEL: Cyber-Security Get Serious, Or It's Game Over

SpeakerJeremy Kauten

Time 13001:00 PM-2:00 PM

Educational TrackBusiness Operations

Room #12-13

Course Description

You may be surprised to learn that the medical records and patient data that your company handles every day are the most valuable commodities on the digital black market right now, and that the payers, referral sources, and supplier partners you rely on to stay in business have begun auditing providers just like you right alongside the government to protect themselves against the possibility of those records being compromised when they share them with you. If you've been operating your business under the assumption that you don't need to be concerned about cyber-security, then you need to attend this session.

Learning Objectives

  • Discuss hackers, what they do, how the health care industry is responding, and what it all means for you and your business.
  • Discover how your company may be violating HIPAA without even knowing it and how that could implode your business in the event of a data breach.
  • Discuss the measures being taken by the health care payers, referral sources, and supplier partners that your business depends on and how to prepare for their audits.
  • Hear from a panel of industry leaders about their experiences with being hacked or audited and the steps that theyre taking to keep it from happening again.

Course Handouts

About Jeremy Kauten

Jeremy Kauten is the Chief Information Officer and Senior Vice President of IT at VGM Group, Inc. He’s spent his entire career in the cyber-world and currently focuses on protecting computers, networks, programs, and data from unauthorized access, change, or destruction while coordinating and optimizing the use of technology throughout the 28 business units of VGM. Kauten's involvement at VGM started in 1997, when he committed himself to growing VGM Forbin and positioning the organization as a leader in web development and online security.

Jeremy is a regular contributor to the trade press and a frequent technology speaker at industry events. He earned a bachelor’s degree in Marketing and Business Management from Upper Iowa University, with additional credits from the Computer Information Systems program from the University of Northern Iowa. He also holds an AAS in law enforcement and has recently acquired his MBA from the University of Iowa Executive Master of Business Administration Program. Just last summer, Jeremy attended the annual Black Hat Security Conference and completed their Advanced Practical Social Engineering Course, which provides insight into the psychological tactics that hackers use to manipulate their targets.

Course NameSmall Clients, Big Decisions: Approaches in Pediatric Seating

SpeakerStephanie Tanguay, OT/L, ATP

Time 13001:00 PM-2:00 PM

Educational TrackRehab

Room #22

Course Description

The last 30 years have brought amazing variations to the seating and mobility market. Both manual and powered mobility devices are made to accommodate pediatric, adult, and bariatric consumers. Likewise, seat surface and back support products are available in a wide range of sizes. With the variance of products and technologies available, the seating selection process can be thought of quite differently. True pediatric off-the-shelf seat and back supports allow early intervention which can reduce the development of orthopedic deformities, provide lighter options to enhance self-propulsion, and offer lower cost options with the benefit of modularity. Planar seating components allow custom-configured interventions for children whose needs cannot be met with an off-the-shelf solution. Molded seating products are often the highest cost and are utilized when the needs of the consumer cannot be met with other interventions.

Learning Objectives

  • List three or more benefits of "out-of-the-box" seating components.
  • Describe three or more benefits of planar seating components.
  • List three or more benefits of molded or "captured shape" seating components.
  • Describe at least one contraindication for each type of seating intervention.

Course Handouts

About Stephanie Tanguay, OT/L, ATP

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

Course NameTrain the Trainer: Techniques for Coaching Your Retail Sales Staff

SpeakerDaniel Stearns

Time 13001:00 PM-2:00 PM

Educational TrackRetail

Room #LC219

Course Description

There is no greater asset to your company than your employees. They represent your brand at every touch point along the customers journey. Each interaction, and especially the first impression, forms the basis for how the customer perceives your business, and contributes to how many people they might tell. Having confident, well trained employees that can differentiate your brand from the competition is critical in the ultra-competitive retail HME market. In this session you will learn key statistics that prove customer experience training can lead to retention and increased sales. We will discuss a modern learning approach, techniques to engage your staff, if sales incentives work and how to make accountability a part of your culture. You will see how to enhance your current training model or how to start a dedicated training program of your own. By shifting the focus from the customer back to your employees, you can ensure your customers journey keeps them coming back again and again.

Learning Objectives

  • Discuss the effect well-trained employees can have on sales and customer experience.
  • Identify practical training techniques to coach your sales staff to greatness.
  • Identify how to conduct a sales training session with your staff.
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Course Handouts

About Daniel Stearns

Daniel has been in the HME Industry for 19 years overall, with 13 years in retail and executive management. He is currently the Regional Manager for Williams Bros. Health Care Pharmacy and oversees 11 branch locations. He’s been a speaker at MedTrade on the topic of customer experience and as a writer, Daniel blogs on his company’s website. His contributions have also previously appeared in HME Business and VGM Retail. Recently, he and his team were highlighted in HomeCare Magazine as “Building a Better Management Team.” With a focus on compassionate retail, Daniel has implemented a retail training strategy that engages employees and creates customers for life. His innovative training approach has led to record sales for his company, increased employee retention and higher customer satisfaction. He has a passion for HME, the unique customer experience and for developing talent. In his spare time he enjoys playing guitar and staying active by golfing and volunteering as a youth basketball coach.

Course NameBreak

Time 14002:00 PM-2:15 PM

Course Description

Information coming soon.

Learning Objectives

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Course Handouts

Course NameVGM Tour

Time 14002:00 PM-4:00 PM

Educational TrackTour

Course Description

Information coming soon.

Learning Objectives

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Course Handouts

Course NameAnalysis and Ongoing Development of the FMA/UDS Mobility Registry

SpeakerTyler Mahncke & Greg Packer & Vince Schiappa & Mark Schmeler

Time 14152:15 PM-3:15 PM

Educational TrackRehab

Room #22

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 updates in the Functional Mobility Assessment (FMA) project along with the development of accompanied Uniform Data Set (UDS). Various discrete analyses of the registry will be presented including demographic information, mobility device type, mobility device accessories, and FMA scores. Additional parts of the registry will be addressed such as a family-centered version, orthotics and prosthetics version, and a Spanish version. Additionally, the implementation of standardized measures in clinical routine and associated data collection, aggregation, and analyses will be discussed.

Learning Objectives

  • Identify 10 different ways data from the FMA/UDS mobility registry can be utilized.
  • Identify three iterations of the FMA/UDS tool.
  • Describe three benefits of utilizing the registry.
  • Describe one discrete analysis from the data set.

Course Handouts

About Tyler Mahncke

Tyler currently works as the Operations Manager at U.S. Rehab. His primary focus is on the FMA/UDS project. Previously he worked as Manager of Business Solutions for VGM.

About Greg Packer

Greg Packer is the President of U.S. Rehab, VGM Group Inc.’s alliance for complex rehab providers. His 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. Additionally, he currently serves as Vice President of NCART, he also served three terms in the Kansas House of Representatives.

About Vince Schiappa

Mr. Vince Schiappa is a Graduate Student Researcher within the Department of Rehabilitation Science & Technology at the University of Pittsburgh. His research interests include outcome measurement and wheeled mobility and seating.

About Mark Schmeler

Dr. Mark Schmeler is an Associate 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

Course NameCBD 101: What is CBD and Should I Sell It?

SpeakerDavid Goolsby & Greg McGough & Bill Watkins

Time 14152:15 PM-3:15 PM

Educational TrackRetail

Room #LC219

Course Description

CBD. The hottest trend in health and wellness is creeping into the HME space, but theres so much mystery around what CBD is, how it works, how it can benefit people, and most importantly how to sell it in our stores. Through this session, well demystify CBD, debunk some of the misconceptions, and explore the potential these products have.

Learning Objectives

  • Define CBD (Cannabidiol) and explain the difference between CBD and other hemp products.
  • Describe the benefits and possible side effects of CBD products.
  • Identify the four main factors in choosing a CBD vendor.
  • Explain the do's and don'ts of selling CBD in your HME/Retail store.

Course Handouts

About David Goolsby

David Goolsby is nothing but passionate about taking care of his customers. In his over 15 years of retail management building relationships has been the key to his success. The dedication to his customers has taken him on a journey leading various sized Medical Xpress locations to now operating the number one sales volume store in our company, all in just two years with the company. David leads by example and shares his expectations of taking care of each and every customer with all his staff. Going “above and beyond” is just a normal day for David and his staff, whether it’s visiting a customer at their home to answer questions or troubleshoot a scooter or lift chair, he ensures that service after the sale is something that every customer can count on. David’s commitment to his successful growth in Medical Xpress has been attributed by the various conferences he’s attended or webinars he has taken part in. David has experienced Nova 360 Heartland in person and is a Certified Repair Technician for Golden Technologies lift chairs and scooters. He has also taken part in webinars such as “Super Simple Social Ads to Drive Traffic and Increase Reach” and “Key DME Retail KPIS – The How and Why”.

About Greg McGough

Greg McGough has only been in the retail management field for just over 15 years but once your in a conversation with him, his knowledge far surpasses his time in retail. When Greg began with Medical Xpress back in 2011 there were only 3 stores, now in 2019, we have 8 stores stretching from the DFW market down through San Antonio. Greg has transformed Medical Xpress in to the largest DME in the State of Texas. Greg’s outside the box thinking, when it comes to retail, has opened the eyes of many of our vendors within the industry as they have taken numerous suggestions of Greg’s about more attractive retail packaging and new lines of products that our customers are looking for. Greg’s vision is not only about growth at Medical Xpress but about building relationships with other DME’s throughout the country and the ability to share best practices for everyone. Greg is heavily involved within the large conferences and tradeshows held all over the U.S. and speaks at a variety of them too. Heartland, ECRM, ASD and Medtrade are all on Greg’s yearly calendar and he believes in coaching his managers in to becoming better stewards of their business by attending these conferences with him.

About Bill Watkins

Bill is a 20 plus year veteran in retail management. He just recently celebrated his first year as the Store Manager of Medical Xpress in Austin, Texas. He goes above and beyond to take care of his customers and plays a major role in team building. Medical Xpress Austin generates over $500K annually in sales and continues to grow each year. Bill is always after the wins in sales and service. He is always looking for fresh new products and recently visited the ECRM Health Solutions Show in South Carolina and was able to locate and bring new items that will help benefit his customers and bring more revenue to his store. Bill is very active when it comes to learning more about the products he sells. He has participated in many online training webinars and continues to teach his staff many new ways of customer service. Finally, Bill is not afraid to try new things when it comes to making a difference and providing an unforgettable shopping experience.

Course NameCurrent Status of Legislative Activity

SpeakerCara Bachenheimer & John Gallagher & Jay Witter

Time 14152:15 PM-3:15 PM

Educational TrackRegulatory & Audits

Room #21

Course Description

This session will provide participants with timely information and government updates, explaining what they mean for the HME/DME industry. Topics will include the recent announcements regarding the competitive bidding program; Interim Final Rule as well as the ESRD proposed rule, and how these will affect your business. John will also discuss newly released studies that support the industrys concerns for declining Medicare reimbursement.

Learning Objectives

  • Examine the DME competitive bidding program including the status of the interim final rule and ESRD proposed rule, as well as the update on the Protecting Home Oxygen and Medical Equipment Access Act.
  • Discuss an update on the Cures Act, and how it impacts the Medicaid fee schedule.
  • Recognize where the industry is headed, and fixes to the current program.
  • Discuss complex rehab technology and legislative activity.

Course Handouts

About Cara Bachenheimer

Cara Bachenheimer is head of the Government Affairs Practice at Brown & Fortunato where she represents clients in Washington, D.C. before Congress and federal agencies like the Centers for Medicare and Medicaid Services (CMS). She has a J.D. from Georgetown University Law Center and a bachelor’s degree from Trinity College. Before joining Brown & Fortunato in 2018, Cara was senior vice president-government relations for Invacare Corp. for 15 years. Cara has also 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 Vice President, Government Relations, The VGM Group, Inc. John E. Gallagher is Vice President of Government Relations for the VGM Group, Inc. where he is responsible for advocating on behalf of VGM members/DME providers to Congress, the Administration, and federal agencies. Gallagher has also amassed thousands of miles, traveling across the country to educate both the state associations and independent providers on regulatory and government issues. Additionally, Gallagher has worked tenaciously to promote upstanding service within the home medical equipment industry. He is a board member of both the Healthcare Quality Association for Accreditation (HQAA) and the Fraud Eradication Advisory Team (FEAT). John received his undergraduate degree from the University of Northern Iowa and a masters degree in management from the State University of New York Binghamton. Prior to his 2002 employment with VGM, John served as a U.S. Army Signal Corp. Officer from 1983 to 1989. He also held a number of executive positions in the medical equipment industry.

About Jay Witter

Jay Witter is senior vice president, public affairs for AAHomecare. He has more than 20 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.

Course NameDynamic Dialogues TM

SpeakerFrederic Seifer, MD

Time 14152:15 PM-3:15 PM

Educational TrackBusiness Operations

Room #LC 213

Course Description

Dynamic Dialogues is a methodology for effective engagement. Effective engagement is key to establishing a relationship of mutual accountability, and a state of alignment that can lead to transformative change.

Learning Objectives

  • Describe the concept of Dynamic Dialogues (TM).
  • Explain what mutual accountability is, and why it is critical to transformative change.
  • Discuss how Dynamic Dialogues is different from motivational interviewing or Lean Six Sigma.
  • Describe why Dynamic Dialogues is important in balancing beneficence and no maleficence/doing no harm.

Course Handouts

About Frederic Seifer, MD

Frederic D. Seifer, M.D. presently serves as Medical Director of Population Health, St. Lawrence Health System (SLHS), Potsdam, NY. Prior to assuming this role, Dr. Seifer served as Medical Advisor for Pulmonary Health Innovation for Community Health Systems (CHS), Nashville, TN. In addition, Dr. Seifer is currently serving as Chief Physician Executive for Transformation and Innovation, Adirondack Health Institute (AHI), Glens Falls, NY. Dr. Seifer’s research interests and experience include smoking cessation, pulmonary rehabilitation, chronic obstructive pulmonary disease (COPD), bronchiectasis and Idiopathic Pulmonary Fibrosis. After receiving his medical degree from Northwestern University, Chicago, Illinois, Dr. Seifer completed his internship and residency in internal medicine at the University of Illinois, Chicago. Dr. Seifer was a recipient of a NIH supported research pulmonary fellowship at Duke University Medical Center in Durham, North Carolina. As a recognized thought leader in pulmonary healthcare, Dr. Seifer has served as a member of multiple Advisory Committees both at the state (TennCare) and federal government (NLHEP) level and within the private sector (pharmaceutical and medical technology companies). Most recently, Dr. Seifer presented his research on COPD and bronchiectasis at the 2017 American Thoracic Society International Conference in Washington, D.C. In addition, his work titled, Prevalence and Incidence of Noncystic Fibrosis Bronchiectasis among US adults in 2013 was published in November 2017 in the Chronic Respiratory Disease Journal.

Course NameFrom Recruitment to Retirement: Leadership Considerations To Engage And Retain Employees

SpeakerPaul DiMarco & Amy Streeter

Time 14152:15 PM-3:15 PM

Educational TrackBusiness Leadership & People Strategy

Room #24 - 25

Course Description

The most valuable asset any business has is its employees. Yet in many cases, this is the thing that is neglected the most. To develop a sustainable business -- one that has a foundation for growth and exceptional customer service -- employee engagement and proper retention practices need to be applied. By discussing the varied needs of the generations in the workplace and how to engage each with practical development and leadership practices, we will focus on the impact this can make for your operation. The VGM Group has experienced sustained growth over the past 30+ years. In the past few years, a focus has been put on employee acquisition, engagement, development, and ultimately retention. In this session, we will examine some of the practices we have employed, programs we utilize, and ultimately the culture that drives these activities.

Learning Objectives

  • Compare the generational differences in your staff and identify the types of engagement practices that provide the most positive impact.
  • Examine the various employee development and leadership programs employed at VGM Group.
  • Examine the associated costs of employee turnover and locate where you can focus your attention to improve retention.
  • Recognize a general leadership model and discuss how to implement.

Course Handouts

About Paul DiMarco

Paul DiMarco is vice president of Organizational Development for the VGM Group, Inc. His focus is on defining the overall growth and development opportunities for all of VGM’s employees across all industries. Paul’s background in sales, sales management, and digital marketing provided a foundation for his roles at VGM. Prior to his current position, Paul was President of VGM Education, vice president of VGM Marketing, and Operations Manager at VGM Forbin. A Mason City, Iowa native and University of Minnesota Mankato graduate, Paul stays active with his community, church and extended family. Paul and his wife, Lynda, have two sons, Mike who is 30 and Nick, who is 28.

About Amy Streeter

Amy Streeter, VP of Talent Acquisition and Development for the VGM Group is a strategic partner for the divisions of VGM to assist with their human capital needs. This includes supporting recruiting, hiring actions, and strategic company engagement initiatives since joined VGM in 2011. Prior to joining VGM Amy was in retail management with L Brands in addition to leading management training initiatives for Victoria’s Secret stores within the central states.. Amy holds a BA in Marketing from the University of Northern Iowa.

Course NameHow Home Access is Getting Traction Legislatively

SpeakerLouis Tenenbaum

Time 14152:15 PM-3:15 PM

Educational TrackAccessibility

Room #LC 303

Course Description

Information coming soon.

Learning Objectives

  • Discuss what legislative bills, proposals and agency rule making, particularly at the feel level are moving toward home access policy.
  • Identify the context, from parallel precedents, of similar policy and legislative accomplishments.
  • Identify the breadth of the stakeholder pool for the legislative issues.
  • Explain current activities and possible advocacy roles.

Course Handouts

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 Coalition, connecting varied industries and stakeholders to advocate private and government funded incentive policies to increase the number of homes prepared for residents throughout the modern lifespan. Contact him at [email protected]

Course NameLGBTQ 101

SpeakerKeenan Crow

Time 14152:15 PM-3:15 PM

Educational TrackBusiness Leadership & People Strategy

Room #12-13

Course Description

This session will inform participants of the concepts underlying LGBT identities such as biological sex, sexual orientation, gender identity, and gender expression. Additionally, the session will touch on some common forms of discrimination facing the LGBT community, give a brief overview of the current legal requirements, and provide tools for participants to be effective allies.

Learning Objectives

  • Differentiate between gender identity and sexual orientation.
  • Discuss state employment requirements regarding LGBTQ individuals.
  • Develop strategies for making your workplace more inclusive.
  • Identify barriers to employment which are specific to LGBTQ individuals.

Course Handouts

About Keenan Crow

Keenan Crow is the Director of Policy and Advocacy at One Iowa, a statewide LGBTQ advocacy organization. Keenan joined the organization after a history of political and non-profit involvement with organizations such as Cedar Valley Citizens for Undoing Racism and Planned Parenthood of the Heartland. Keenan has worked to train a diverse number of organizations and institutions around LGBT issues including K-16 educators, local and federal agencies, businesses, health care providers, and law enforcement facilities. As director of Policy and Advocacy, they work with state and local government officials to create policies that protect and advance LGBTQ equality in Iowa.

Course NamePanel: Who Wants to Be an Effective Supplier?

SpeakerRonda Buhrmester & Dan Fedor

Time 14152:15 PM-3:15 PM

Educational TrackBilling & Reimbursement

Room #23

Course Description

Becoming a supplier takes a lot of preparation, and one of the final steps is submitting for your supplier number. Obtaining your supplier number is one thing, but becoming an effective supplier means you are able to service your customers timely and accurately with medically necessary equipment, and execute upgrades as requested, while receiving proper payment so you can remain profitable. There are a lot of questions with regard to reimbursement documentation, policies and procedures, and there are many different answers and opinions on what is correct. It is essential to have accurate information in order to be an effective supplier. Come join Ronda and Dan as they poll the audience in this interactive Q and A where attendees will submit their answers via a smart phone or tablet. Answers will be revealed, and will no doubt ignite a discussion.

Learning Objectives

  • Identify the most common obstacles with reimbursement.
  • Analyze effective policies and procedures and how to ensure accurate information.
  • Implement policies to ensure correct information is being used.
  • Critique the effectiveness of these policies and modify as necessary.

Course Handouts

About Ronda Buhrmester

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

About Dan Fedor

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

Course NameQuantifying Strategic Growth Plans with HME Market Intelligence

SpeakerRyan Ball

Time 14152:15 PM-3:15 PM

Educational TrackBusiness Operations

Room #10 - 11

Course Description

The HME market is changing. Providers are constantly looking for growth areas, whether entering new product categories and geographic markets, or expanding their core business. Planning for growth is often a guessing game, and tends to bring up questions such as: How much business is in that new market?, Who are my competitors and which payers do they work with?, What is reimbursement for the new product focus with private payers?, What is my market share in my current markets?, and Can I expand my cash sales to current patients? This session will explore different ways market intelligence data can help HMEs quantify growth opportunities and determine appropriate resource allocation in planning efforts.

Learning Objectives

  • Examine market volume trends for HME product areas.
  • Recognize how market analysis and profiling can determine provider opportunity in current and prospective markets.
  • Describe the ways that reimbursement intelligence can inform payer negotiating strategies.
  • Discuss opportunities created by the "any willing provider" policy in competitive bid areas.

Course Handouts

About Ryan Ball

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

Course NameThe Importance of Referral Trending for Medical Sales: How your CRM can Help

SpeakerTy Bello

Time 14152:15 PM-3:15 PM

Educational TrackSales & Marketing

Room #LC 215

Course Description

We all agree that we need to know who is referring to our business. But are we monitoring the cadence of sales calls made to our referral community? As providers, we are using customer relationship management (CRM) now more than ever. The fact that we are using this great tool is great, but the question is how are we using it to further drive sales? This presentation will go beyond just using the CRM as a recording tool by focusing on how to use CRM to analyze referral trending, and much more.

Learning Objectives

  • Explain the recording aspect of CRM.
  • Describe the power of a referral trend report.
  • Explain how to coach your sales team with the referral trend report.
  • Identify ways to use CRM to analyze and grow business.

Course Handouts

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.

Course NameBreak

Time 15153:15 PM-3:30 PM

Course Description

Information coming soon.

Learning Objectives

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Course Handouts

Course NameIndustry Update: Spotlight on New Manufacturers and Services

SpeakerJim Greatorex

Time 15303:30 PM-4:30 PM

Educational TrackAccessibility

Room #LC 303

Course Description

Information coming soon.

Learning Objectives

  • Discuss an overview of the industry and any new trends.
  • Identify several new VGM Partners and their service offerings.
  • Discuss new business services that LAH now offers.
  • Discuss how to get the most of your LAH membership.

Course Handouts

About Jim Greatorex

Jim Greatorex has over 30 years experience 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 three 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. 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. He enjoys working this membership group and helping them grow their business

Course NameThink VGM: Maximizing Your VGM Membership

SpeakerPaul DiMarco

Time 15303:30 PM-4:30 PM

Room #22 - 23

Course Description

Companies join VGM for a wide array of reasons ranging from very business specific needs to more of a social/networking reason. Regardless of the reason, there are always ways to get more out of your VGM membership than solely the reason you joined. This session will explore the foundational reasons people join VGM, the business practices associated with those reasons, the ways VGM can affect what you do and what your business does in each of these areas, and how you can look at your business to determine new ways to use VGM to maximize your membership. You will come away with a better understanding of everything VGM is involved in and how your business could possibly benefit from engaging in some areas in which you currently are not engaged.

Learning Objectives

  • Identify the various reasons why people join VGM and learn about the business services VGM provides related to each.
  • Perform a self-audit on your business, related to the VGM services used in your operation, to determine a course of action related to how to further maximize your membership.
  • Recognize ways to Improve your awareness of the services VGM offers and provide specific examples of how to quickly maximize your membership.
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Course Handouts

About Paul DiMarco

Paul DiMarco is vice president of Organizational Development for the VGM Group, Inc. His focus is on defining the overall growth and development opportunities for all of VGM’s employees across all industries. Paul’s background in sales, sales management, and digital marketing provided a foundation for his roles at VGM. Prior to his current position, Paul was President of VGM Education, vice president of VGM Marketing, and Operations Manager at VGM Forbin. A Mason City, Iowa native and University of Minnesota Mankato graduate, Paul stays active with his community, church and extended family. Paul and his wife, Lynda, have two sons, Mike who is 30 and Nick, who is 28.

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Course NameBeing a New Leader: Everything You Need to Know in 90 Minutes or Less

SpeakerChrista Miehe

Time 08008:00 AM-9:30 AM

Educational TrackBusiness Leadership & People Strategy

Room #12-13

Course Description

Are you a recently promoted leader grappling with the weight and magnitude of your new position? Don't worry. We've all been there. In this presentation, Christa Miehe will provide wisdom and reassurance to those who are still getting used to leading within their organization.

Learning Objectives

  • Describe how it feels to be a new leader.
  • Identify ways to embrace and excel in a new role.
  • List the advice given for newly appointed leaders.
  • Discuss ways to provide, and receive, valuable feedback.

Course Handouts

About Christa Miehe

"Christa Miehe is President of VGM Marketing and Shared Services, where she oversees five departments and about 100 employees. The teams that she guides plan and implement internal and external communication and events for over 25 businesses under the VGM Group umbrella. They also help members and vendors of the VGM community with print and online marketing campaigns. Christa’s attention to detail, persistence, and desire to grow professionally have helped propel her to becoming the first woman on VGM’s Senior Leadership team of nine executives. Prior to serving on the Senior Leadership team, Christa became VGM’s first female division president following the acquisition of Essentially Women – a membership organization for women’s health stores and mastectomy boutiques. She 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]"

Course NameComplex Rehab Technology Update

SpeakerDon Clayback

Time 08008:00 AM-9:30 AM

Educational TrackRehab

Room #10 - 11

Course Description

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

Learning Objectives

  • Recognize the latest updates regarding Medicare CRT legislation.
  • Describe the latest updates regarding Medicaid issues, trends, and activities.
  • Explain what is next in CRT that impacts providers.
  • Identify ways to become active in protecting CRT access on federal and state levels, and recognize resources available to help.

Course Handouts

About Don Clayback

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

Course NameCompression Hosiery & Lymphedema

SpeakerEvan McGill

Time 08008:00 AM-9:30 AM

Educational TrackSpecialty Markets

Room #24 - 25

Course Description

In this 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, lymphedema, THERAFIRM product overview, and measuring and fitting. This session is designed for all levels of compression experience.

Learning Objectives

  • Explain why a person with a venous disease and lymphedema would require compression hosiery.
  • Describe the symptoms and needs of a person with DVT.
  • Identify the THERAFIRM product line as related to upper and lower extremities.
  • Discuss how to measure and fit for compression hosiery.

Course Handouts

About Evan McGill

Evan McGill is EVP, Business Development and Co-Owner of Knit-Rite and THERAFIRM. He oversees Sales, Customer Service and Product Education, which includes global distribution on 6 continents and in over 50 countries. Evan has trained thousands of fitters in the compression hosiery space over the last decade. 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 Un iversity.

Course NameCRT from A to Z: Utilizing Funding and Justification for Improved Outcomes

SpeakerAshley Detterbeck & Jim Stephenson

Time 08008:00 AM-9:30 AM

Educational TrackRehab

Room #22

Course Description

As the world of CRT has grown, the amount of justification and funding requirements have grown as well. This needed growth is often leaving dealers and clinicians unsure of what is good to go or what is a no-go. This two-part course will assist suppliers/dealers of CRT, as well as clinicians, to navigate the funding and justification process from start to finish. Focus of the course will include explanation of the funding process, from the face-to-face visit to the final delivery; examples of clinical documentation and justification; and promotion of a team approach for improved outcomes.

Learning Objectives

  • Identify the key players involved in the CRT funding process.
  • Describe the five required documents in the CRT funding process.
  • Discuss the breakdown of the face-to-face examination and specialty evaluation.
  • Differentiate "Group 2" versus "Group 3" of CRT, and K0004 versus K0005.

Course Handouts

About Ashley Detterbeck

"Ashley Detterbeck DPT, ATP, SMS is currently the Regional Clinical Education Manager with Permobil. Ashley joins Permobil following a 13- year career in seating and mobility with the Marshfield Clinic, Marshfield WI. 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. With Permobil, Ashley is currently presenting educational programs to therapists and DME providers regarding seating, mobility and pressure ulcer prevention. Jim Stephenson is the Reimbursement and Coding Manager at Permobil. Over the past 25 years, he has worked on all sides of the healthcare 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. His responsibilities include: assisting providers with their coding and billing inquiries, providing support to the sales and customer service staffs and staying abreast of the ever-changing complex rehab industry."

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 healthcare 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. His responsibilities include: assisting providers with their coding and billing inquiries, providing support to the sales and customer service staffs and staying abreast of the ever-changing complex rehab industry.

Course NameEngaging your Team to Create an Effective Revenue Cycle

SpeakerSarah Hanna

Time 08008:00 AM-9:30 AM

Educational TrackBilling & Reimbursement

Room #23

Course Description

RCM is the acronym of the time. Revenue Cycle Management looks at the entire workflow from intake to payment. The next generation of efficient processes that net increased revenues not only look at how to, but they also engage teams to be committed to an organizations goals. This presentation will take you through the full development of your intake and billing team to produce results.

Learning Objectives

  • Describe tricks of the trade to improve the intake and billing process.
  • Explain current challenges in the revenue cycle and how to attack them.
  • Define how an engaged workforce can increase profitability.
  • Discuss how to use the principles of engagement to motivate a team.

Course Handouts

About Sarah Hanna

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

Course NameLive at Home: EZ-Access Pathway 3G Modular Ramp Certification Training

Time 08008:00 AM-12:00 PM

Educational TrackAccessibility

Room #Seminar Room

Course Description

Information coming soon.

Learning Objectives

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Course Handouts

Course NamePANEL: How to Become the Go-to company for Ceiling Lifts in your Market

SpeakerDarren Corcoran & Jim Greatorex & James Philpott & Andy Schleich & Bill Stelzer

Time 08008:00 AM-9:30 AM

Educational TrackAccessibility

Room #LC 303

Course Description

The residential ceiling lift market is in an interesting place right now. Many of the manufacturers are focusing solely on the institutional market and not residential. Players in the market are struggling to provide adequate customer service. How can a company succeed? Come hear four experts as they share the challenges and opportunities in providing this life-changing product.

Learning Objectives

  • Identify the skills needed to install residential ceiling lifts.
  • Discuss how to effectively provide residential ceiling lifts to customers.
  • Recognize who buys residential ceiling lifts, and ways to reach customers.
  • Identify current trends in the residential ceiling lift market.

Course Handouts

About Darren Corcoran

Information coming soon.

About Jim Greatorex

Jim Greatorex has over 30 years experience 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 three 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. 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. He enjoys working this membership group and helping them grow their business

About James Philpott

Information coming soon.

About Andy Schleich

Information coming soon.

About Bill Stelzer

Information coming soon.

Course NamePANEL: Maximizing the Valuation of Your Business Through Successful Pap Resupply

SpeakerDavid Baxter & Stacy Colvett & Seth Dixon

Time 08008:00 AM-9:30 AM

Educational TrackRespiratory

Room #LC 213

Course Description

Every business owner will eventually turn their business over to new owners. Most business owners dream of selling and cashing in on their companies, but often aren't aware of what specific criteria are used to value the business. This panel discussion will focus on how a successful pap re-supply program dramatically increases the current and long-term value of your organization.

Learning Objectives

  • Discuss how to create a strong business model focused on strategic growth and scalability.
  • Identify ways to reduce risk by adding recurring revenue and payer diversification.
  • Identify potential buyers.
  • Analyze economic and industry values.

Course Handouts

About David Baxter

David Baxter owns/operates a family of companies and recently sold one of the largest DME's in Tennessee. David has over 20 years of experience in the DME industry.

About Stacy Colvett

Stacy Colvett is Vice President of Operations for S3 Resupply. 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.

Course NamePanel: What to Look for in Products when Caretailing

SpeakerAlex Anderson & Jerry Anderson & Greg McGough & Faisal (RJ) Poonawala & Tim Rutti

Time 08008:00 AM-9:30 AM

Educational TrackRetail

Room #LC 219

Course Description

As more businesses are adding or moving to the retail environment, many questions remain unanswered, such as: "Who should we work with?," "Why should we work with them?," "What about Internet competition?," and "What is the difference between retail and caretail?"

Learning Objectives

  • Examine which brands and items to select in your retail store's offerings.
  • Identify your marketplace and competition.
  • Discuss how to best forge and create the vendor-partner relationships that maximize success.
  • Recognize how to gain maximum benefits through selecting ideal vendor partners.

Course Handouts

About Alex Anderson

Alex is the current general manager at Oswald's Pharmacy + Medical Equipment. A 6th generation member of the Wickel-Oswald-Kester-Anderson family, Alex focuses on innovation and taking the business into the future. With 7 years of working for Whole Foods Market as a Marketing & Community Relations Specialist, Healthy Eating Specialist, and Private Events Coordinator, Alex has a unique perspective on big and small businesses. Alex graduated with a BA degree from Columbia College Chicago in 2009. He currently lives in Naperville, Illinois with his wife Jenna and 2 children (Oswald's 7th Generation!) and is an active member of the Naperville Jaycees and Little Friends Auxiliary Board.

About Jerry Anderson

Information coming soon.

About Greg McGough

Greg McGough has only been in the retail management field for just over 15 years but once your in a conversation with him, his knowledge far surpasses his time in retail. When Greg began with Medical Xpress back in 2011 there were only 3 stores, now in 2019, we have 8 stores stretching from the DFW market down through San Antonio. Greg has transformed Medical Xpress in to the largest DME in the State of Texas. Greg’s outside the box thinking, when it comes to retail, has opened the eyes of many of our vendors within the industry as they have taken numerous suggestions of Greg’s about more attractive retail packaging and new lines of products that our customers are looking for. Greg’s vision is not only about growth at Medical Xpress but about building relationships with other DME’s throughout the country and the ability to share best practices for everyone. Greg is heavily involved within the large conferences and tradeshows held all over the U.S. and speaks at a variety of them too. Heartland, ECRM, ASD and Medtrade are all on Greg’s yearly calendar and he believes in coaching his managers in to becoming better stewards of their business by attending these conferences with him.

About Faisal (RJ) Poonawala

I am a second generation owner/operator of a company founded in 1985 and broke out into the retail market in 1987. It has been a tumultuous 30+ years but we've found a way to break through regulatory hurdles and roadblocks to maintain our business and to continue operations in the new marketplace we are all finding ourselves in.

About Tim Rutti

Tim has worked in medical supplies for 10 years mainly leading sales and marketing and assisted in M&A for mid to large cap providers, and before that about 7 years in biotech, specialty pharmacy and pharmaceutical. He started Valley Medical Supplies in Phoenix, Arizona as a 100% self-pay retail store that has grown in size and scope over the past 3 years with rental, repair, installs, and delivery. Recently opened third location in the phoenix metro area! Tim is married to beautiful and supportive wife, Michele, and has two little ones, Timmy (7), Ella (9) and lives in Scottsdale close to family.

Course NameThe CRT Provider's New Reality: Focused Purchasing, Driving Sales, and Client Retention

SpeakerTy Bello & Jonathan Walters

Time 08008:00 AM-9:30 AM

Educational TrackSales & Marketing

Room #LC 215

Course Description

What is the new reality for providers? They must look at the three pillars of their business (focused purchasing, driving sales, and client retention) to reach their destination of success. Whether your business is HME or CRT, this open dialogue is a must for your continued growth.Without a clear plan and focused strategy, providers can quickly reach a financial breaking point where no amount of hard work or dedication can overcome the reality of losing money in the work they love to do. This presentation will focus on designing a step-by-step process of focused purchasing, beginning with improved sales team engagement and ending with real dollars on your bottom line. Speakers will also review the metrics and cadence needed to grow your business, and steps on how to get your team engaged. Lastly, best practices will be explored for driving client retention.

Learning Objectives

  • Discuss the three pillars (focused purchasing, sales, and client retention) and how to map these out for a new reality.
  • Explain how a focused approach to the purchasing process works, and its positive impact to the health of a provider's business.
  • Develop a sales culture of metrics and cadence for your team to grow your business.
  • Identify ways to create a business culture that retains clients for life.

Course Handouts

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.

About Jonathan Walters

Jonathan has spent 25 years leading, growing, and co-founding organizations within the CRT, HME, Wound Care, and Home Access industries, including roles as Partner, Director of Sales, Executive Vice President, President, and Managing Consultant. His focus centers on leading through learning and pushing both individuals and teams to take an innovative approach to impacting the communities they serve by growing leaders, enhancing the customer experience, and creating mission driven organizational structures.

Course NameTime to Speak Up: Round table with CMS and Medicare Contractors

SpeakerTangita Daramola & Elaine Hensley & Staci McMichel & Cindy White

Time 08008:00 AM-9:30 AM

Educational TrackRegulatory & Audits

Room #21

Course Description

Back by popular demand, attendees will have the opportunity to speak with CMS Competitive Acquisition Ombudsman Tangita Daramola along with various Medicare contractors such as CGS, Noridian, and C2C, Inc. This is the time to speak up and bring stories of how the current environment within the industry is affecting your business, such as competitive bidding, audits, Medicare Advantage Plans, and regulations. The contractors need to hear the effects, good or bad, of changes within the industry and how they are being handled by your company.

Learning Objectives

  • Discuss the concerns with competitive bidding program
  • Identify issues occurring with Medicare Advantage Plans
  • Provide updates occurring within the DME industry regarding Medicare
  • Create opportunity for participants to share concerns with industry to panel

Course Handouts

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 Elaine Hensley

Ms. Hensley has 30 years of health care billing and reimbursement experience, 24 of those years specific to Medicare. Her experience includes 10 years of experience with the Competitive Bidding Implementation Contractor as the Chief Liaison and 10 years Durable Medical Equipment Regional Carrier experience in Provider Outreach and Education and Appeals Administration. Ms. Hensley has 19 years of experience in the development and execution of provider education on Medicare program policies and procedures.

About Staci McMichel

Stacie McMichel is a Sr. Provider Relations Analyst at CGS Administrators, LLC, under the contract for the Jurisdiction B. Stacie has worked on the Jurisdiction B DME MAC contract under National Government Service from 1996- 2016. Stacie joined the CGS Provider Outreach & Education team in July of 2016, where she continues to serves as the community coach for JB DMEPOS suppliers located in Illinois and Michigan. Stacie’s 23 year tenure, wealth of knowledge and experience in Customer Service, Appeals, CERT audit outcomes, and Provider Outreach and Education continues to add value to the Jurisdiction B outreach and education initiatives.

About Cindy White

"Cindy White holds the position of Education Consultant for the outreach and education teams providing guidance to both the jurisdiction A and jurisdiction 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."

Course NameBreak

Time 09309:30 AM-9:45 AM

Course Description

Information coming soon.

Learning Objectives

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Course Handouts

Course NameBringing In Future Business by Focusing On Building A Positive Brand Today

SpeakerChristina Throndson

Time 09459:45 AM-10:45 AM

Educational TrackSales & Marketing

Room #LC 215

Course Description

Did you know it takes Google two to seven days to adjust your reviews scores in its directories? Are you aware that prospective customers read seven reviews about your business before reaching out to you? In this digital age where future business is fueled by customer reviews, the growth of your business depends on a positive online brand that accurately reflects the great service you do in your community.This presentation will help you combine trusty traditional marketing with whats trending in online marketing to build a positive brand for your business a brand that provides credibility, influence, and inspiration. Learn how to identify your brand voice, find your target audience, and select appropriate channels to market through, measure success, and repeat.

Learning Objectives

  • Identify characteristics of your online brand.
  • Describe how to enhance, build, and maintain your online brand.
  • Construct a plan to grow a positive online presence.
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Course Handouts

About Christina Throndson

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

Course NameCircadian Lighting: Introduction to New Technology for the Residential Market

SpeakerBill Kahler & Ted O'Brien

Time 09459:45 AM-10:45 AM

Educational TrackAccessibility

Room #LC 303

Course Description

There are 114 million people in the United States over the age of 50. All of these people have one thing in commontheir eyes have begun to change. This change will cause them to have difficulty with the routine passage of the day and night cycle, inadequate or disrupted sleep cycles, and varied behavior patterns. This course is designed to identify ways that you can use Circadian Lighting and the data it produces to help control these difficulties and provide a safer environment and improved quality of life.

Learning Objectives

  • Identify the benefits and meaning of Circadian Lighting.
  • Discuss how something as simple as tunable lights can pay huge benefits for the patient, caregiver, and you.
  • Identify multiple avenues for profit growth regarding Circadian Lighting.
  • Identify how data is captured and used to improve the quality of life.

Course Handouts

About Bill Kahler

Bill Kahler is a hands-on leader with experience in the corporate financial sector, possessing strategic analytical, organizational, and interpersonal skills. Experienced in mergers and acquisitions, business integration, supply chain management, customer relations and operations. Bill brings 25 years of financial experience with the past 12 years working exclusively with LED lighting.

About Ted O'Brien

Ted O’Brien brings a wealth of knowledge and executive management to the team. He has success with new business start‐ups and ventures with existing companies. Ted has a good understanding of the focus, commitment, and flexibility that is required to be successful in new ventures.

Course NameHIPAA Compliance Made Easy

SpeakerKelly Grahovac

Time 09459:45 AM-10:45 AM

Educational TrackRegulatory & Audits

Room #21

Course Description

You present your patients with a HIPAA form, have passwords on your employee computers, and locks on your doors. So are you compliant enough with HIPAA? Maybe not! This session will provide a clear understanding of what it truly means to be HIPAA compliant, according to HIPAA regulations. During this session, Kelly will explain the components of a HIPAA compliance program, as well as provide instruction for suppliers so that they can protect themselves and safeguard against willful neglect. The Office of Civil Rights (OCR) is working to build a HIPAA Audit Program. Now is the time to implement your HIPAA compliance program and be prepared for the next round of HIPAA audits.

Learning Objectives

  • Explain what it means to be HIPAA compliant.
  • Identify ways to build a HIPAA compliance program in your organization.
  • Describe OCRs HIPAA audit program.
  • Examine the preparedness of your organization for a HIPAA audit.

Course Handouts

About Kelly Grahovac

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

Course NameHow a Skin Friendly CPAP Mask Program can Help Make your Business more Profitable

SpeakerKathy Groll

Time 09459:45 AM-10:45 AM

Educational TrackSpecialty Markets

Room #LC 219

Course Description

It is estimated that 29.4 million people in the US have Obstructive Sleep Apnea (OSA) and that 23.5 million are undiagnosed. With this rising prevalence of sleep apnea and the rising number of newly diagnosed CPAP Users is also an increase in the number of CPAP Users who are experiencing Medical Device related Skin issues. While most manufacturers make Comfort a priority, many factors contribute to this documented increase in skin issues, ranging from irritations to actual pressure injuries which cause CPAP Users pain, suffering and an inability to comply with their CPAP Therapy until their skin is healed. A 2018 Study by Kaysur found that one of the most common devices associated with MDRPIs are PAP Masks. Medical Device related Pressure Injuries while very common, are also easily preventable with simple interventions and education for both the Clinician and the CPAP User. This course is designed to identify ways that the DMEs can help reduce the number of skin issues CPAP Users experience wearing CPAP Masks while also experiencing higher profitability.

Learning Objectives

  • Identify how Comfort = Compliance.
  • Discuss how Skin Friendly Masks = No Skin Breakdown
  • Show how Higher Reimbursement = Higher Profits
  • Illustrate how a Re-Supply Program = Long Term Customers = Consistent Profits

Course Handouts

About Kathy Groll

"Kathleen M. Groll, Inside Sales and International Sales Manager for the SleepWeaver Product Line for Circadiance, has a Bachelor’s degree from Edinboro University in Edinboro, PA. Kathleen began her career in Social Work, in Community MH/MR Programs, spending 13 years implementing new programs designed for specific populations. Having resided outside the US in two different Countries, Kathleen spent time in Mexico City teaching “First of English” at Collegio Peterson and later living in Hong Kong for almost five years where she ran her own Pre-School for one year and held a variety of contracts for Teaching English. Kathleen has worked in Circadiance since its inception and with its first FDA Cleared SleepWeaver Product (ADVANCE) in 2007. Circadiance is a venture backed Class II 510 K Medical Device firm with sales in 30 countries. She has focused on developing tools to teach CPAP Users ‘how to successfully wear the all cloth, Skin Friendly SleepWeaver Masks. After 10 years of fitting thousands of CPAP Users, she is extremely familiar with the issues CPAP Users face and how to help identify the best mask for a CPAP User with the primary goal of having CPAP Users remain Compliant."

Course NameHow HFCWO Airway Clearance Technology is Evolving for Better Patient Outcomes

SpeakerBobby Lankford

Time 09459:45 AM-10:45 AM

Educational TrackRespiratory

Room #LC 213

Course Description

The course will provide in-depth coverage of mobile mechanical HFCWO technology behind the AffloVest; the latest in independent lab findings in HFCWO technology, including features, indications for use, clinical results, and patient benefits. The speaker will examine the unique value proposition offered by HFCWO therapy for the bronchiectasis patient population, and home medical equipment providers serving their patients.

Learning Objectives

  • Describe how high frequency chest wall oscillation (HFCWO) technology is evolving for better patient outcomes.
  • Differentiate the two mobile mechanical HFCWO vest options on the market.
  • Distinguish which mobile mechanical vest is best for patient adherence and outcomes.
  • Define the value proposition offered by HFCWO for this treatment population.

Course Handouts

About Bobby Lankford

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

Course NameHow to Win a VA Government Contract

SpeakerJohn Gallagher

Time 09459:45 AM-10:45 AM

Educational TrackRegulatory & Audits

Room #10 - 11

Course Description

In this presentation, you will learn the best way for a small business to expand the federal government as a customer. Unfortunately, small businesses can 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: 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

About John Gallagher

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

Course NameLeadership and Coaching for Today's HME Environment

SpeakerMiriam Lieber

Time 09459:45 AM-10:45 AM

Educational TrackBusiness Leadership & People Strategy

Room #24 - 25

Course Description

Flourishing HME companies today have one thing in common: they view leadership and accountability as a priority in effectively running their companies. To ensure success, role modeling and coaching from leaders is essential. This presentation will discuss best practices for ways to engage employees, set goals to improve performance, and create a prosperous environment. Learners will also explore illustrative cases on model leadership techniques to maximize employee engagement and productivity.

Learning Objectives

  • Define leadership as applied to the current HME environment.
  • Discuss goals and accountability measures for increased productivity.
  • Examine how HME leaders achieve success through using people skills.
  • Identify ways of selecting the "right people for the right seats on the bus."

Course Handouts

About Miriam Lieber

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

Course NameManaged Care Expansion into Medicaid and Medicare

SpeakerPam Colbert & Denise Leard

Time 09459:45 AM-10:45 AM

Educational TrackBilling & Reimbursement

Room #23

Course Description

Change is coming fast! Previously, managed care organizations were limited plan options in a few states. Now, Medicare Advantage Plans and Medicaid Managed Care Plans have expanded across the nation resulting in contracts for billions of dollars. The shift has occurred faster than the regulations could be drafted and implemented. The expansion is intended to shift the burden of providing services to entities (e.g., insurance companies) with the infrastructures designed to meet the needs of both the patients and the health care providers. Lets understand what we have now, where we are going, and what we can do.

Learning Objectives

  • Describe managed care organizations and why government benefits are contracted out to the private insurers.
  • Recognize culture clashes of government programs and private insurers.
  • Explain how MCOs contract with suppliers, and attempt to have sole source suppliers.
  • Identify the new CMS rules for state Medicaid MCOs.

Course Handouts

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.

About Denise Leard

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

Course NamePANEL: ATP Assessments: You were Involved but were you Involved Enough or too Much?

SpeakerDan Fedor & Staci McMichel & Cindi Peitio & Bret Tracy & Kyle Walker & Cindy White

Time 09459:45 AM-10:45 AM

Educational TrackRehab

Room #22

Course Description

Medicare requires an ATP assessment (involvement) and an LCMP specialty evaluation for complex manual and power wheelchairs. It is a requirement for the ATP to have direct, in-person involvement in the wheelchair selection, and this is a requirement for Medicare reimbursement as well as for many other insurances. But what is direct, in-person involvement, and what is required to be documented as proof of involvement? In this session the panel will discuss the details of the ATP assessment requirement, the timing of the ATP assessment, and how much involvement the ATP can have in the LCMP evaluations.

Learning Objectives

  • Identify the purpose and role of an ATP for complex rehab
  • Describe acceptable documentation and sequence to met the policy requirement
  • Differentiate if an ATP has provided enough documentation or too much (writing LCMP evaluation)
  • Develop a protocol to address these situations even when outside your organization (competitor)

Course Handouts

About Dan Fedor

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

About Staci McMichel

Stacie McMichel is a Sr. Provider Relations Analyst at CGS Administrators, LLC, under the contract for the Jurisdiction B. Stacie has worked on the Jurisdiction B DME MAC contract under National Government Service from 1996- 2016. Stacie joined the CGS Provider Outreach & Education team in July of 2016, where she continues to serves as the community coach for JB DMEPOS suppliers located in Illinois and Michigan. Stacie’s 23 year tenure, wealth of knowledge and experience in Customer Service, Appeals, CERT audit outcomes, and Provider Outreach and Education continues to add value to the Jurisdiction B outreach and education initiatives.

About Cindi Peitio

Cindi is the Senior Director of Clinical Services with over 20 years of experience as an occupational therapist. Her clinical experience and expertise include working with individuals with traumatic neurological injuries and neuromuscular diseases. She also offers her own experience with having a family member who suffered a traumatic spinal cord injury with quadriplegia and can connect with injured workers and their families who experience catastrophic events. Prior to joining ATF Medical, Cindi owned a community-based private therapy practice for 18 years providing in-home equipment and home accessibility services throughout the state of Florida. She is a certified assistive technology professional (ATP) and certified aging-in-place specialist (CAPS) with expertise in wheeled mobility, custom seating, environmental technologies, and home accessibility for both pediatric and adult disabled populations. Cindi shares her knowledge in several publications and lectures including Rehab Management magazine, the Occupational Therapy Practice magazine, the University of Florida College of Occupational Therapy, AARP HomeFit program, and the International Seating Symposium. She co-authored the book publication, Seating and Wheeled Mobility: A Clinical Resource Guide, sharing her knowledge in environmental accessibility

About Bret Tracy

Bret Tracy ATP, Regional Manager Eastern U.S., started with Merits in summer of 2017 to help launch their Avid Rehab division. The goal at Avid Rehab is to manufacturer clinically sound, robust equipment that meets the needs of the enduser at an affordable price to meet today’s reimbursement. Bret started in the CRT industry in 2000 with Pride Mobility and helped launch their Quantum Rehab division. He has been involved with ALS patients the last 10 years while serving on two state chapter ALS boards (Nevada and South Carolina). He is currently the Care Service Committee chair for the South Carolina boards where they work with clinics to help facility the multidisciplinary care, loaner equipment and other services. Bret became an ATP in 2012.

About Kyle Walker

Kyle Walker, ATP is the Director of Operations of Complex Rehab with VGM Homelink. He leads the development and day to day operations of all complex rehab for workers compensation and commercial business lines. Kyle joined VGM Homelink in 2018. Prior to joining, he was a practicing ATP with UnityPoint Health. Kyle currently holds his ATP certificate, and a BS in Kinesiology from Iowa State University. Kyle will complete his MHA from Purdue University next month. Kyle is a committee member on RESNA’s Development Board, is a student member of ACHE, and volunteers his time with patients in adaptive sports.

About Cindy White

"Cindy White holds the position of Education Consultant for the outreach and education teams providing guidance to both the jurisdiction A and jurisdiction 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."

Course NamePutting Your Data to Work to Maximize Profitability

SpeakerFadi Haddad & Sunil Krishnan

Time 09459:45 AM-10:45 AM

Educational TrackBusiness Operations

Room #12-13

Course Description

Whether youre an executive, operations leader, or branch manager, if youre not already using data, youre setting yourself up for some big challenges in todays marketplace. Analytics gives you the insights and information you need to compete effectively in the post-acute space. In some cases, analytics can even identify problems you didnt even know you had, and predict future outcomes so you can make the necessary business-critical decisions. The speakers will walk you through how advanced analytics can be deployed to manage all the stages leading up to collections, including which metrics you should be tracking, best practices and lessons learned, and key takeaways and action plans to start implementing within your organization.

Learning Objectives

  • Identify areas in your business that need attention, such as resupply and revenue cycle.
  • Explain how to analyze data to gain financial and operational insights.
  • Recognize how to uncover insights for previously unidentified gaps and opportunities in your business.
  • Execute educated benchmarks with defined KPIs to drive operational efficiencies and improvements in collections.

Course Handouts

About Fadi Haddad

Fadi Haddad has been with Brightree family since June 2011. During that time, he worked with HME/DMEs of all sizes to evaluate their workflows and identify solutions to grow their resupply channel. Fadi’s current focus is on developing an analytics platform across the HME and HHP industry with an emphasis around maximizing efficiency and success through additional visibility to KPIs, reporting and benchmarking.

About Sunil Krishnan

Sunil Krishnan is Vice President of Revenue Cycle Management at Brightree and has 20+ years of experience in the technology field. His various roles include managing the RCM operations, analytics, customer success, internal process efficiency, and performance management. Prior to Brightree, Sunil worked for Intel Corporation.

Course NameBreak

Time 104510:45 AM-11:00 AM

Course Description

Information coming soon.

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Course Handouts

Course NameBuilding A Successful Home Mod Company

SpeakerJoseph Chevraux

Time 110011:00 AM-12:00 PM

Educational TrackAccessibility

Room #LC 303

Course Description

This presentation will instruct attendees on how to start a home mod business from the ground up. It will include how to acquire the proper certifications, proper insurance policies, finding the right personnel/training and product knowledge using the CEAC program as the guide to recommendations. The speaker will also offer ideas on how to work with OTs, PTs, university gerontology departments, and local home care agencies and waiver programs.

Learning Objectives

  • Discuss the four revenue sources for home access, and how to market to each.
  • Compare must-have marketing techniques of companies.
  • Identify marketing strategies that have succeeded and failed.
  • Discuss ROI and how to handle a marketing budget well.

Course Handouts

About Joseph Chevraux

Joseph R. Chevraux is president of JTEK Solutions Group, LLC. He has been working at helping people for the last 16 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 adviser, 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. We recently signed a one-year contract with Walsh University to instruct their Summer OT programs in home assessments. 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. 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.

Course NameDiagnose your Business: Leverage KPIs to Run a More Profitable HME

SpeakerJon Repka

Time 110011:00 AM-12:00 PM

Educational TrackBusiness Operations

Room #10 - 11

Course Description

Deep-dive into the world of key performance indicators (KPIs) specific to the HME and home health care sectors. These metrics are crucial to business success, but are commonly misidentified, poorly tracked, and misinterpreted. After an introductory overview of the value of KPIs (which most attendees should have coming in), the workshop will cover best practices to identify and track your KPIs. The session will also include an interactive exercise addressing the king of KPIs - CAC:LTV ratio. With this foundation, the course will extend to intuitive ways to display KPIs via dashboards, and communicate them to key stakeholders, including executives, investors, and internal team members. Ancillary topics such as benchmarking will also be touched on.

Learning Objectives

  • Identify and quantify the key performance indicators (KPIs) most critical to a businesss success.
  • Implement processes and technology tools to consistently track KPIs.
  • Explain how to visualize KPIs via intuitive dashboards.
  • Implement an exercise to quantify customer acquisition cost: lifetime value (CAC:LTV) ratio.

Course Handouts

About Jon Repka

Jon Repka is Paro’s head of financial consulting and is excited to host a workshop dedicated to his favorite business analytics topic: Key Performance Indicators. After stints as a strategy and operations consultant at Deloitte, and a senior strategist with a mid-market health insurance technology company, Jon found his passion helping growing businesses rethink their finance support. He holds a special place in his heart for both developing KPIs and displaying them intuitively through dashboards. Jon graduated with a bachelor's degrees in finance, economics, and public policy from Indiana University. Outside of work, Jon spends as much time as possible with his wife and golden retriever.

Course NameE-prescribing: The Response to CMS's Goal to Kill the Fax Machine

SpeakerWayne van Halem

Time 110011:00 AM-12:00 PM

Educational TrackBilling & Reimbursement

Room #23

Course Description

CMS is in the process of completing an environmental scan on E-prescribing in the DMEPOS industry. The results could change the way DME is ordered in the future. This presentation is designed to provide some background and information pertaining to each software option, along with some candid conversation of the benefits, challenges, and pitfalls. This includes thoughts on CMS oversight and considerations when using this type of software, and what the future potentially holds for E-prescribing. Any supplier wanting to learn more or considering their options for an e-prescribing platform should attend this discussion.

Learning Objectives

  • Identify specific e-prescribing solutions available to DMEPOS suppliers.
  • Discuss key components each software is able to provide for suppliers.
  • Identify benefits of using an e-prescribing platform.
  • Recognize challenges and pitfalls and using an e-prescribing platform.

Course Handouts

About Wayne van Halem

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

Course NameMaximizing Mobility Reimbursement with Medicare and Alternative Funding Sources

SpeakerDan Fedor & Jim Stephenson

Time 110011:00 AM-12:00 PM

Educational TrackRehab

Room #22

Course Description

Is that option/accessory separately billable with the initial claim? This is a common question, and if not understood correctly, could place you at risk of either not maximizing your initial billing or possible recoupment in audit if billed incorrectly. In this session, the instructors will discuss the three requirements of billing separately for an option/accessory with the initial claim, as well as the repair replacement policy. It can be a fine line between providing optimal patient care and making an adequate profit at the same time, so we will discuss alternative funding methods and thinking outside the third-party funding box. There are ways to take care of your patients while still taking care of your bottom line.

Learning Objectives

  • Identify when an accessory is separately reimbursable, and different types of services that are covered for patient-owned and supplier-owned equipment.
  • Implement a compliant program to maximize initial billing and subsequent servicing of products.
  • Identify at least three alternative funding options.
  • Identify the pros and cons of your participation status with Medicare, and when and how to collect cash from Medicare and Medicaid patients.

Course Handouts

About Dan Fedor

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

About 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 healthcare 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. His responsibilities include: assisting providers with their coding and billing inquiries, providing support to the sales and customer service staffs and staying abreast of the ever-changing complex rehab industry.

Course NameMaximizing Profit Through Vendor Partners Beyond Price

SpeakerMike Scarcella

Time 110011:00 AM-12:00 PM

Educational TrackRetail

Room #LC 219

Course Description

This presentation will focus on the broader economic package that can be developed with vendor partners to maximize net profit. Negotiating a competitive price is just one element. We will explore maximizing logistical efficiencies, terms/financing and the time value of money, inventory control and management, co-op advertising, and the value of true partnerships.

Learning Objectives

  • Identify multiple avenues for profit growth regarding vendor partnerships.
  • Discuss how to quantify efficiency improvements and track to the bottom line.
  • Understand the meaning of Free Cash Flow and its impact on net profit
  • Employ terms, quick pay discounts, rebates, co-op and other finance options to maximize cash flow and profit

Course Handouts

About Mike Scarcella

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.

Course NameMillennials: The Future of DME Staff?

SpeakerRachel Duda

Time 110011:00 AM-12:00 PM

Educational TrackBusiness Leadership & People Strategy

Room #24 - 25

Course Description

This presentation will shed light on the millennial generation in the DME field in a discussion-based and interactive format. The speaker will focus on exploring opportunities to hire millennials, and considering what the future employment environment in the DME industry may look like.

Learning Objectives

  • Discuss the millennial generation.
  • Identify best techniques for hiring millennials for your business.
  • Critique investing in millennials.
  • Discuss next steps for employers after hiring a millennial.

Course Handouts

About Rachel Duda

My name is Rachel, I am a millennial, and am grateful to say that I LOVE my FIRST job out college at Louis & Clark Medical Supply in Springfield, MA. I graduated from Western New England University in May of 2017 with a Bachelors in Pharmaceutical Business. I was an intern at Louis & Clark Medical Supply my Senior Year of college, and came on full-time in June of 2017. While my friends have had a few jobs to land steady employment (which happens to alot of individuals my age), I have remained at Louis & Clark; I enjoy the company culture, opportunities that have been brought my way, & helping customers to live a healthier and happier lifestyle. I grew up in a small town along the CT Shoreline, chose a small private University to attend after college, and chose to work for a small family-owned company which is a perfect fit for me. Many millennials, unfortunately, can't say the same about their first job. So, why did Skip (owner of Louis & Clark) invest in me to bring me on board to be a part of his team? One of the largest rumors, and there is definitely truth behind it, is that millennials do not want to work. Why are millennials so different from one another and how can we understand them better?"

Course NameTaking it to the Next Level for Oxygen and CPAP

SpeakerRonda Buhrmester

Time 110011:00 AM-12:00 PM

Educational TrackRespiratory

Room #LC 213

Course Description

We all understand the medical policy requirements for oxygen and CPAP equipment. In this discussion, Ronda will go to the next level -- going deeper than policy by discussing the odd but common scenarios that suppliers deal with on a regular basis. This session is for the intermediate and advanced levels.

Learning Objectives

  • Examine common scenarios with oxygen patients that are not defined in the medical policy.
  • Identify solutions of questionable policy areas for the oxygen and CPAP patients.
  • Examine common scenarios with CPAP patients that are not defined in the medical policy.
  • Explain the basic guidelines to use in preparation for those patients at the "next level."

Course Handouts

About Ronda Buhrmester

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

Course NameTips and Strategies for Competitive Bidding Round 2021

SpeakerElaine Hensley & Mark Higley

Time 110011:00 AM-12:00 PM

Educational TrackRegulatory & Audits

Room #21

Course Description

The final version of the rule that CMS put out in 2018 incorporates programmatic reforms championed by VGM and other HME stakeholders, including establishing a new methodology for determining SPAs under the bidding program using maximum winning bids. The rule also extends to the 50/50 blended reimbursement rates for rural and non-contiguous areas. In addition, all suppliers may now furnish products and services in competitive bidding areas until the next bidding round takes place. Mark will explain the 2021 bidding program nuances (e.g., lead-item bidding), offer strategies and commentary, and answer your questions and concerns.

Learning Objectives

  • Compare and contrast the prior bidding program methodologies to the likely 2021 auction.
  • Define terms: "lead item," "maximum bid/clearing price," "bid bond requirements," and "bid ceiling."
  • Design an initial 2021 plan for your organization.
  • Identify appropriate bidding strategies.

Course Handouts

About Elaine Hensley

Ms. Hensley has 30 years of health care billing and reimbursement experience, 24 of those years specific to Medicare. Her experience includes 10 years of experience with the Competitive Bidding Implementation Contractor as the Chief Liaison and 10 years Durable Medical Equipment Regional Carrier experience in Provider Outreach and Education and Appeals Administration. Ms. Hensley has 19 years of experience in the development and execution of provider education on Medicare program policies and procedures.

About Mark Higley

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

Course NameWhere Social Media is Headed and what it means for the HME Business

SpeakerCassi Price & Heather Seevell

Time 110011:00 AM-12:00 PM

Educational TrackSales & Marketing

Room #LC 215

Course Description

Its no secret that the landscape of social media has changed dramatically in the last year. The king, Facebook, has been the focus of intense scrutiny, but remains the most obvious social platform used to connect with customers. During this presentation, Cassi Price and Heather Seevell will dive into the successful social media strategies savvy health care businesses are using to drive deeper connections with their customers in this new social media landscape. They will provide insights into where social media is headed and how to prepare for it. Stop waiting for social media to stabilize, and start finding the social strategy that will take your business into the future.

Learning Objectives

  • Discuss the recent changes across all social media platforms.
  • Identify ways to take advantage of new social media features.
  • Describe consumer motivations within social media.
  • Explain the role social media will play in the future of health care marketing.

Course Handouts

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.

About Heather Seevell

As a University of Northern Iowa graduate, with a B.S. in Marketing and an emphasis in Advertising & Sales, Heather is a master of online advertising and providing a great customer experience. With her extensive background in business development and opportunity analysis, Heather knows how to identify opportunities and competitive advantages to ensure her clients gain an edge in the digital marketplace. Before joining Forbin, Heather worked for a national advertising agency for 13 years as a National Account & Business Development Director. While at the agency, she worked with national automotive manufacturers to develop strategy and execute advertising campaigns. On the VGM Forbin team, Heather specializes in helping healthcare clients across the nation. Through years of organizing event volunteers, coaching young athletes and managing teams at work, Heather has a knack for identifying different strengths and motivations to make sure each project is a success. Heather says, “I truly enjoy helping others see their potential role in the team – because together we can all achieve more.” On the VGM Forbin team, Heather specializes in helping healthcare clients across the nation. Through years of organizing event volunteers, coaching young athletes and managing teams at work, Heather has a knack for identifying different strengths and motivations to make sure each project is a success. Heather says, “I truly enjoy helping others see their potential role in the team – because together we can all achieve more.”

Course NameLunch and Expo

Time 120012:00 PM-2:30 PM

Course Description

Information coming soon.

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Course Handouts

Course NameLive at Home: EZ-Access Passport Vertical Platform Lift Certification Training

Time 14002:00 PM-5:15 PM

Educational TrackAccessibility

Room #Seminar Room

Course Description

Information coming soon.

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Course Handouts

Course NameVGM Tour

Time 14002:00 PM-4:00 PM

Educational TrackTour

Course Description

Information coming soon.

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Course Handouts

Course Name2019 Mid-Year Audit Update: What's the Latest?

SpeakerWayne van Halem

Time 14302:30 PM-4:00 PM

Educational TrackRegulatory & Audits

Room #21

Course Description

The audit world for suppliers has improved, but it still is not perfect. New audit programs and changing focus for audit entities still create frustrations and problems for suppliers simply trying to follow the rules and take care of their patients. There is also an increased level of scrutiny from other payors including managed care, Tricare, and the Office of Civil Rights. This presentation will provide the ever-important overview of the current landscape as well as important information on what future changes could affect suppliers. Most importantly, attendees will gather tips needed to successfully navigate the myriad of audits that suppliers are subject to.

Learning Objectives

  • Identify current industry trends as related to audits and appeals.
  • Discuss current and potential risk areas for audits.
  • Identify common issues suppliers being audited are facing.
  • Describe tips for successfully managing multiple types of audits.

Course Handouts

About Wayne van Halem

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

Course NameCustomer Service Panel: Increase Customer Satisfaction, Loyalty, and Brand Advocacy

SpeakerSarah Conger & Stephanie Hookham & Megan Kraft & Adam Miller & Aram Susong

Time 14302:30 PM-4:00 PM

Educational TrackSales & Marketing

Room #LC 215

Course Description

By 2020, customer experience will overtake price and product. Attend this customer service panel for conversation with VGM customer service managers about how to evaluate, prepare and empower your staff to meet and exceed customer expectations for increased customer satisfaction, loyalty, and advocacy of your brand.

Learning Objectives

  • Discuss sales vs. customer service
  • Identify metrics to measure customer service
  • Identify techniques for hiring and onboarding that lead to successful customer service
  • Discuss techniques to break down walls between your customers and your business operations - don't make your processes your customers' problems

Course Handouts

About Sarah Conger

Sarah Conger, the VP of events and corporate projects for the VGM Group, has been the resident event guru for nearly nine years. She is constantly strategizing, organizing, executing, & analyzing several events and projects all at the same time. She is a master juggler of multiple events and projects, all while, maintaining a high attention to detail for each and every one. In addition to these responsibilities, she manages a team of fun loving event coordinators who execute flawless events for several of VGM Group’s companies. When she’s not in the office, Sarah enjoys hanging out with her son, Mason, and cheering on the Iowa Hawkeyes!

About Stephanie Hookham

Information coming soon.

About Megan Kraft

Megan Kraft is the Sales Director for VGM Education, a division of VGM Group, Inc. She has been with VGM Education since 2007. Megan has a passion for finding educational solutions for HME professionals that assist with employee growth and development As a Sales Director for VGM Education she gets the opportunity to coach and develop sales professionals and provide innovative solutions to customer education needs. Megan is a graduate of the University of Northern Iowa with a bachelor degree in interpersonal communication.

About Adam Miller

Adam Miller serves as Senior Homecare Program Manager for VGM Insurance Services, overseeing all sales and business development opportunities for the Eastern United States. Before joining VGM in 2014, Adam was a Territory Manager for one of the nation’s largest mutual insurance companies. He is a graduate of the University of Northern Iowa and is licensed in Commercial Property, Casualty, Health and Life Insurance. Adam is passionate about delivering excellent customer service and provides a top notch customer experience with every interaction. Adam has successfully completed several rigorous leadership and sales training programs through numerous insurance carriers, and is currently pursuing the Certified Insurance Counselor (CIC) designation from The National Alliance for Insurance Education & Research.

About Aram Susong

Information coming soon.

Course NameFact vs. Fiction: The Truth about Funding for Power Adjustable Seat Height (PASH)

SpeakerJay Brislin & Julie Piriano

Time 14302:30 PM-4:00 PM

Educational TrackRehab

Room #22

Course Description

There is a misconception that the provision of power adjustable seat height (aka power seat elevation) is not covered by third party payors, which is inaccurate. Many thirdparty payors that implement a prior authorization process will consider this technology on a casebycase basis and are looking to assure that the medical need for the power seat function has been documented.This course will examine the coverage criteria, clinical benefits and research in support of power adjustable seat height, as component of the medically necessary power wheelchair, provide the clinician with practical tools to consider and incorporate when evaluating and documenting the need for this power seat option; and assist the supplier in reading and interpreting the information in the medical record to determine when to provide a power adjustable seat height system.

Learning Objectives

  • List at least 3 clinical benefits of a power adjustable seat height feature to document the medical purpose for individuals with permanent disabilities.
  • Predict at least one adverse outcome that may occur if a medically necessary PASH system is not provided.
  • Justify at least 1 medical need for a power adjustable seat height system, given evaluation findings.
  • Identify at least 2 thirdparty payors that will consider a highly functional power adjustable seat height feature for coverage and payment.

Course Handouts

About Jay Brislin

Jay Brislin is a 19-year veteran of the complex rehab technology industry. As Vice President of Quantum Rehab, a global leader in high-end power mobility products, Jay applies crucial market understanding to the strategic processes of clinical development, sales, R&D, marketing, technical service and customer relations. Holding a Master of Science in Physical Therapy degree, Jay has a special awareness toward clinically-focused, client-based, quality-of-life outcomes. Beginning with his MSPT, Jay served the role of Rehab Specialist beginning in 2000. Soon, with an acute understanding of client complex rehab needs, he moved into the area of clinical education and professional development, responsible for both internal and external education and training in the field of complex rehab technology. By 2004, Jay was General Manager of Rehab Applications, overseeing a team dedicated to the overall development of superior products, provider services, and custom applications. Jay's commitment to customers and their needs for quality-of-life solutions earned him the position of Director of Product and Clinical Development, serving instrumental roles in not just furthering Quantum Rehab as an industry leader, but contributing to the award-wining evolution of Q6 power bases, TRU-Balance Power Positioning Systems, and Q-Logic Drive Controls. Today, as Vice President, Jay oversees an inspired, clinically-based team dedicated to the most innovative products and inspiring client outcomes. As an industry leader, Jay is a RESNA member, Friend of NRRTS, and NCART participant. Jay is active in the community he serves, supporting the MDA and ALS Association, as well as countless other disability-related organizations and events throughout the year. Jay’s voice has been published in countless trade publications and heard as a presenter at the most prestigious conferences, serving as an esteemed industry leader and inspired advocate for all within the complex rehab community.

About Julie Piriano

Julie Piriano has worked in the seating and wheeled mobility industry for the past 35 years. She is VP of Clinical Education, Rehab Industry Affairs and serves as Pride’s Compliance Officer. She presents nationally and internationally on seating and wheeled mobility with a focus on the evaluation, documentation and clinical application of available technologies. Julie served on the RESNA Board of Directors, currently serves on the Professional Standards Board and is an active participant in the Wheeled Mobility and Seating SIG and the PT PSG. She is a Friend of NRRTS, member of the AAHomecare Complex Rehab and Mobility Council, the APTA and the Clinician Task Force. She serves on the NCART Medicaid Committee, the DMEMAC Advisory Councils, the board of several State Associations and the Mobility Management Editorial Board. Julie is a highly proactive industry resource on legislative and regulatory issues that impact the complex rehab industry.

Course NamePANEL: CBD in the HME Market

SpeakerMichael Baghoomian & Laura Hand & Greg McGough

Time 14302:30 PM-4:00 PM

Educational TrackRetail

Room #LC219

Course Description

Everyone is talking about CBD. The opportunity is real but it is important to do things right. Getting into the market can be intimidating. Does it make sense to add it to your retail offering? If so, where do you begin? How should you market CBD products? Join our expert panel for answers to these questions and many more specific to the HME retailer.

Learning Objectives

  • Discuss the opportunity that CBD presents to the HME retailer
  • Develop a road map for retailers to decide whether or not to start carrying CBD products
  • Discuss best practices when selling CBD products
  • Discuss what to look for when choosing a CBD supplier

Course Handouts

About Michael Baghoomian

Michael Bagoomian is the Co-founder of Muscle MX, which is a supplier of roll-on CBD balms designed to treat pain and inflammation. Muscle MX was founded on the belief that no one should be constrained from leading a full and active life because of everyday pain & discomforts. Michael specializes in technology start-ups, online and product branding, e-commerce and business development.

About Laura Hand

Laura Hand is vice president of VGM Marketing, an internal agency that specializes in marketing for the many businesses of VGM Group, Inc. She leads a team of more than 20 marketing experts dedicated to finding creative and strategic solutions to help the company expand its services and better serve their customers. She currently serves as a board member for the Red Cedar start-up catalyst and the American Advertising Federation.

About Greg McGough

Greg McGough has only been in the retail management field for just over 15 years but once your in a conversation with him, his knowledge far surpasses his time in retail. When Greg began with Medical Xpress back in 2011 there were only 3 stores, now in 2019, we have 8 stores stretching from the DFW market down through San Antonio. Greg has transformed Medical Xpress in to the largest DME in the State of Texas. Greg’s outside the box thinking, when it comes to retail, has opened the eyes of many of our vendors within the industry as they have taken numerous suggestions of Greg’s about more attractive retail packaging and new lines of products that our customers are looking for. Greg’s vision is not only about growth at Medical Xpress but about building relationships with other DME’s throughout the country and the ability to share best practices for everyone. Greg is heavily involved within the large conferences and tradeshows held all over the U.S. and speaks at a variety of them too. Heartland, ECRM, ASD and Medtrade are all on Greg’s yearly calendar and he believes in coaching his managers in to becoming better stewards of their business by attending these conferences with him.

Course NamePANEL: DME MAC Updates/ Medicare DME Latest Updates

SpeakerStaci McMichel & Cindy White

Time 14302:30 PM-4:00 PM

Educational TrackBilling & Reimbursement

Room #23

Course Description

Join DME MAC provider Outreach and Education representatives form Noridian as they review the latest updates for the Medicare program as they relate to DMEPOS. Educators will take on the topics most prevalent at the time of the meeting and will leave opportunity for questions from the audience.

Learning Objectives

  • Recognize changes from the DME MAC.
  • Discuss current concerns expressed by the supplier community.
  • Discuss concerns/questions with the DME MAC.
  • Conduct collaboration with attendees and panel.

Course Handouts

About Staci McMichel

Stacie McMichel is a Sr. Provider Relations Analyst at CGS Administrators, LLC, under the contract for the Jurisdiction B. Stacie has worked on the Jurisdiction B DME MAC contract under National Government Service from 1996- 2016. Stacie joined the CGS Provider Outreach & Education team in July of 2016, where she continues to serves as the community coach for JB DMEPOS suppliers located in Illinois and Michigan. Stacie’s 23 year tenure, wealth of knowledge and experience in Customer Service, Appeals, CERT audit outcomes, and Provider Outreach and Education continues to add value to the Jurisdiction B outreach and education initiatives.

About Cindy White

"Cindy White holds the position of Education Consultant for the outreach and education teams providing guidance to both the jurisdiction A and jurisdiction 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."

Course NamePANEL: High Tech Respiratory Options and Opportunities for Both Pediatric and Adult Care

SpeakerRonda Buhrmester & James Chung & Blum Loe & Roy Neely & Nicole Rodriguez

Time 14302:30 PM-4:00 PM

Educational TrackRespiratory

Room #LC 213

Course Description

During this session, attendees will have the opportunity to join the discussion with a panel of DME suppliers and peers that offer high tech respiratory services. The discussion will include the successes and challenges with respiratory services in the invasive and non-invasive ventilator program, high frequency chest wall device and cough assist equipment, and tracheostomy care. There will also be review of the importance of outcome measures that are beneficial for the treating practitioners and payers. This session is for those suppliers that are looking at expanding into complex respiratory services in either pediatric or adult, or for suppliers that have successes to share with others.

Learning Objectives

  • Discuss successful programs of respiratory services in both the invasive and non-invasive market.
  • Identify opportunities in the respiratory market for areas to specialize in such as cough assist devices or high-frequency chest wall devices.
  • Discuss the importance of having a good, measurable outcomes program for complex respiratory.
  • Explain the options for expanding into the pediatric or adult areas for high tech, complex respiratory services.

Course Handouts

About Ronda Buhrmester

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

About James Chung

Information coming soon.

About Blum Loe

Information coming soon.

About Roy Neely

Information coming soon.

About Nicole Rodriguez

Information coming soon.

Course NamePANEL: Marketing Home Access: A Look at how to Reach Customers Effectively

SpeakerJim Greatorex

Time 14302:30 PM-4:00 PM

Educational TrackAccessibility

Room #LC 303

Course Description

Everyone wants to know the marketing secret sauce for their business. In the Home Access market, many of us struggle to reach the cash-paying consumer. To help lead this discussion, we have assembled four member executives and to dive into some marketing strategies. In an open dialog, you can ask experienced members for tips on your marketing challenges.

Learning Objectives

  • Discuss the four revenue sources for home access, and how to market to each.
  • Compare must-have marketing techniques of companies.
  • Identify marketing strategies that have succeeded and failed.
  • Discuss ROI and how to handle a marketing budget well.

Course Handouts

About Jim Greatorex

Jim Greatorex has over 30 years experience 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 three 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. 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. He enjoys working this membership group and helping them grow their business

Course NamePANEL: Mergers & Acquisitions: A Market Update From Our Expert Panel

SpeakerJeffrey Baird & Dan Bunting & Don Davis & Steve Griggs & Mark Higley

Time 14302:30 PM-4:00 PM

Educational TrackBusiness Leadership & People Strategy

Room #24 - 25

Course Description

VGM's Mark Higley; Brown & Fortunato attorney Jeff Baird; and Don Davis, president of Duckridge Advisors -- a leading mergers and acquisition firm -- will again host this popular Heartland panel session. Joining Mark, Jeff, and Don are executives from DME companies that have been active in acquiring companies. In an interactive format, the panelists will discuss the uptick in DME acquisitions, the investment of private equity money in the DME space, which sectors are "hot, steps to bring an acquisition to a successful completion, and examples of recent transactions.

Learning Objectives

  • Identify the steps of calculating the value of a DME supplier.
  • Explain the difference between an asset purchase and a stock purchase.
  • Recognize the role of a broker.
  • Explain the nuts and bolts steps that need to be taken to complete a transaction.

Course Handouts

About Jeffrey 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.

About Dan Bunting

Dan Bunting is the Chief Operating Officer for AeroCare Holdings, one of the largest HME providers in the country. AeroCare has over 200 locations in 24 states. Prior to AeroCare, Mr. Bunting was the CEO of evo Medical solutions, a mid sized manufacturer and distributor of respiratory products located in Adel, IA. Mr. Bunting got into the HME industry working as a delivery tech for Van Miller while attending graduate school. After graduation, Mr. Bunting started a DME company in Iowa, which eventually sold to Rotech Medical in the late 90s. Mr. Bunting holds an undergraduate degree in accounting and finance from the University of Dubuque, and an MBA in finance from the University of Iowa.

About Don Davis

Don Davis, President of Duckridge Advisors, has nearly 40 years of experience in all areas of finance, including strategic leadership, business startups, mergers and acquisitions, capital raising and working in highly leveraged situations. During his career, Don has led the acquisition teams for over $5400 million in transactions; raised nearly $1 billion in financing; prepared a company for an initial public offering; served as the CFO for a $1 billion international manufacturing and chemical supplier (Koppers, Inc, where he was also one of the initial officers in a leveraged buy-out of the Company); and acted as strategic advisor to numerous businesses, including hospitals, home medical equipment (HME) suppliers, patient accounts receivable management firms, medical supply organizations and technology start-ups. Since 2010, Duckridge Advisors has successfully served small and mid-sized companies in need of merger, acquisition and business advisory services. Today, the company focuses primarily on companies in the Home Medical Equipment and Homecare sectors. Duckridge has successfully completed over 50 engagements in the Home Medical Equipment market since its founding. Don has a BS degree in accounting from Duquesne University in Pittsburgh, PA and is a certified public accountant. He resides in Carnegie, Pennsylvania with his two daughters.

About Steve Griggs

Information coming soon.

About Mark Higley

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

Course NameProtecting The Kinds of Data Targeted by Today's Cyberattacks

SpeakerCarol Albaugh & Patrick Quinn

Time 14302:30 PM-4:00 PM

Educational TrackBusiness Operations

Room #10 - 11

Course Description

Theres something powerful about bringing VGM members and business owners together to talk about forward-thinking ideas and what keeps them up at night. You quickly realize how cybersecurity and data breaches affect every organization and everyone; no organization is ever too small to have a plan in place. Security is a challenge that you dont face alone, no matter the size or purpose of your organization, but the solutions and processes that are best suited for your business are likely unique and based on needs, budget, and vulnerability.

Learning Objectives

  • Discuss what data are considered worth stealing when it comes to cyberattacks, and why.
  • Describe the importance of the "human factor."
  • Identify steps needed to establish your cybersecurity plan.
  • Describe the importance of building security relationships early.

Course Handouts

About Carol Albaugh

"CAROL ALBAUGH, technical solutions consultant at VGM Group, Inc. focusing 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 healthcare industry. She is a licensed Physical Therapy Assistant and has held positions as Clinical Application Software Analyst & Senior Team Lead for fortune 500 companies. Carol’s extensive background in technology, healthcare and security enables her to have a vast understanding of how to protect ePHI from healthcare data security threats. PATRICK QUINN, VP of marketing and sales at ProCircular. Every business is run by people and every person has a story to tell and Patrick Quinn wants to hear them all. He believes success in business, cybersecurity or life starts by spending time with and listening to people. Quinn admires hard work, big ideas, and a drive to help people, making ProCircular the ideal place for him to help business leaders looking to navigate the cybersecurity landscape. When he’s not driving to the next client, Patrick hangs with friends and family, enjoys Thai food and British crime dramas, and can be often found daydreaming with a guitar and Tom Waits records close by."

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.

Course NameUse Data Mining to Build Revenue, Metrics, Measures and More

SpeakerMiriam Lieber & Josh Marx

Time 14302:30 PM-4:00 PM

Educational TrackBusiness Operations

Room #10 - 11

Course Description

With the promise of value-based care from the hospital setting to HME providers and other health care practices, it is certain that tracking and reporting patient outcomes and satisfaction will become the norm. How will you tackle this material change to the way HME providers operate? What should you be doing now to ensure the continued flow of referrals into the future? Further, how do you use data mining and metrics for increased sales and operational efficiencies? A discussion of reporting and metrics to drive revenue and manage your business will be included. Join Miriam and Josh in a comprehensive discussion of current trends and best practices in HME today.

Learning Objectives

  • Discuss how to use data to enhance revenue and referral development.
  • Identify ways to manage via metrics and measures.
  • Discuss reporting patient outcomes and satisfaction for value-based care requirements and increased sales.
  • Critique data and use reports to measure for operational best practices.

Course Handouts

About Miriam Lieber

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

About Josh Marx

Josh Marx is the Managing Director of Sleep & Vice President of Business Development for Medical Service Company. Josh has held various roles encompassing Sales, Business Development, Payer Partnerships, Marketing, Brand Management, and Operations Management. Josh’s primary responsibility today is architecting new Health System and Payer Partnerships as well as expanding MSC’s industry leading and rapidly growing Sleep Division (MSC Sleep). Medical Service Company is a family owned Sleep and Respiratory Disease Management Company founded in 1950 in Cleveland, OH. MSC operates over 20 Sleep & Respiratory Therapy Centers throughout the country with thousands of patients sleeping and breathing better as a result. Josh earned his Master of Business Administration from the Weatherhead School of Management at Case Western Reserve University and Bachelor’s in Business Administration from Coastal Carolina University.

Course NameBreak

Time 16004:00 PM-4:15 PM

Course Description

Information coming soon.

Learning Objectives

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Course Handouts

Course NameClosing Keynote: Morris Morrison

SpeakerMorris Morrison

Time 16154:15 PM-5:30 PM

Educational TrackKeynote Session

Room #22-23

Course Description

Many people have already experienced Morris Morrisons highly inspirational message on stage. Now its your turn. Get ready to experience the journey of one of America's top influencers that took him from the bright lights of New York City, to a hospital parking lot where a doctors words changed Morris Morrisons life - forever, after loosing his parents in New York City. Some of the top companys in the world such as Microsoft, GE and many others have witnessed Morris Morrisons energy live on stage and in his latest book, OVERNIGHT SUCCESS: An Inspiring Story About Culture, Results & The American Dream. His unforgettable message sounds like a Hollywood story that you will never forget, as Morris Morrison uncovers the connection between todays culture, Netflix, and the #1 topic dominating everyones mind today - how to get the results that we want...faster. Morris Morrison is driven to reignite the spirit of the American Dream in the hearts and minds of everyone, by inspiring individuals and organizations to purse the RESULTS that matter most, one person at a time. Don't miss your chance to experience Morris Morrison live, today!

Learning Objectives

  • Discuss strategies of how to get what we want faster.
  • Describe the connection between today's society and Netflix.
  • Identify the barriers in today's culture.
  • .

Course Handouts

About Morris Morrison

Information coming soon.

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