Every Sales Professional has the drive and desire to make it to peak performance in sales. The Team@Work Sales BootCamp provides the Sales Professional a course to achieve their goal of reaching their highest possible level.

Bootcamp for any recruit is a transformational time and period in their military career. Some would say that we have all experienced our own version of Bootcamp, or that life, in general, is a Bootcamp of sorts.

The Team@Work Sales BootCamp will be a transformational time in the life and career of the Sales Professionals who enlist in this journey.

In the Sales BootCamp, we set a course to change behaviors, thought processes, build a team, instill discipline, and simply make each participant a better salesperson and transforming them into a Sales Professional.

This BootCamp will be a Dual Track that will work with Sales Professionals from HME and CRT businesses to include ATP’s as well. Also, we will have 4 hours of separate training on Sales Leadership and Coaching, dedicated to sales leaders and owners to better engage and equip their sales team for success.

Each participant will receive 6 hours of hands-on training, coaching, and engagement.

This session will cover the Span America lift portfolio and installation process and methods.

Learning Objectives
1.  Transfer overhead lift knowledge
2.  Share installation best practices
3.  Servicing of products
4.  Sling and floor lift overview

Wounds are not going away which means as a home medical equipment community we need to stay engaged with this area. Determining which wound care category to invest in is an important discussion for each company. Is wound care an opportunity for your service area? Has there been discussion with referral sources while exploring this area? What are the margins for these products? This pre-conference session will start off with both Heather and Ronda presenting the policy guidelines for NPWT and Surgical Dressings for timely and accurate reimbursement. The session will wrap with a panel discussion that consists of your peers (suppliers in the industry) diving deeper into these questions. The panel will be guided through topics that will include marketing to referral sources and patients, best practices, and understanding the coverage criteria. Reimbursement rates can be challenging for suppliers which means the areas with slim (or no) margins needs discussion on how to increase the bottom line.

Panelists:

• Andrew Miller, Total Home Health
• Sue Norman, COTA, Handi Medical
• Whitney Hyde Baker, Director of Operations, Home Medical Products

You’ll be able to play 18 holes of golf at Waterloo’s premier golf facility during an event honoring VGM’s founder. 

Enjoy a cocktail and some yard games while soaking up some summer sun at the VGM Farm. 

VGM Tours: While you're here, be sure to join your peers for a tour of VGM's headquarters. Various times during the conference. Please see guest services to sign up for a tour.  

And for first-timers, Monday afternoon before hog roast you’ll learn how to make the most of VGM Heartland Conference. 

Grab a cold beer or soda and mingle at the VGM’s iconic hog roast. You’ll enjoy mouthwatering pork cooked on site, then kick back and relax with live music and a dazzling 3D firework display over the Cedar River. 

Live at Home is proud to host their installer training at Heartland Conference. Details to come.

This course provides instruction in the principles and practices of the installation, operation and servicing of the Pathway 3G Ramp System, manufactured by EZ-ACCESS. This course will focus on the product assembly, site evaluation, installation, and servicing of the Pathway Ramps and associated accessories as well as the relevant codes and other site-specific requirements of this product line.

Learning Objectives

• Perform a site evaluation for a Pathway Modular Ramp System
• Perform an installation of a Pathway Ramp System
• Inspect and perform standard maintenance on a Pathway Ramp System
• Display an understanding of how to identify and remedy common ramp service issues
• Understand the impact of State and Local codes

This presentation will outline the keys to success of in-home respiratory care models. Coming from a vantage point of someone who has seen the internal workings of over 50 Respiratory DME’s from National providers to small startups.

“That will never get funded…it is cool in all but will never get funded” is a sentence we hear all to often when new products, new ideas, or new theories enter the market of complex rehab. Why are we so quick to take the path of least resistance when we see one of these new products or ideas while can immediately list the patients and end users that would greatly benefit. Isn’t it time we challenge ourselves to push the boundaries and make waves if these products or ideas are going to change someone’s life? In this course we will look at the “newest” concepts to hit the market and talk about how to empower yourself and your clinician to go the extra mile, how to use coding and billing ethically and in your favor, as well as the alternative solutions that exist to help when all else fails.

In the DME world, nothing happens until you put out that piece of equipment to a patient. This panel will discuss the multitude of factors that impact inventory management, procurement and cash flow. - Lead times - Rebate - Volume discounts - Terms - Working with distributors - Financing – leases - Inventory turns - Drop shipping - Predicting the future

HME providers who employ exemplary leaders create a workplace culture filled with eager and motivated staff. During my work with HME companies nationwide, I see glaring differences between a business with a healthy staff that respect management and a workplace filled with mixed messaging and unsatisfied employees. In this session, we will use a case study approach to explore how strong leadership elicits organizational success and profitability.

Let's face it – on-line shopping is the 800-pound gorilla for any brick and mortar store and COVID has only accelerated this. In order to truly understand the future of retail, we have to understand the past and how shopping behaviors and preferences have evolved over time. What are the current trends and what can retailers do to stay flexible and agile to the changing consumer landscape? Michelle Huie will discuss how brick and mortar stores are still highly relevant in this digital landscape and are able to cater to customers and provide experience in ways that online stores cannot replicate. Her presentation highlights best practices that physical stores need to adopt to not only survive but to thrive.

Whether you like Black Jack, Poker, Slots or Roulette, gambling can be fun sometimes, as long as you know your limit. However, gambling with your reimbursement is not fun as it could jeopardize the future of your company. Those of us in the industry know this, so why do so many gamble with their reimbursement and think I'll fight it if denied, I THINK I have everything I need or I'm small so they won't audit me? Don't GAMBLE with Reimbursement and just roll the dice, know for SURE before delivery that you will get paid for the products and services you provide and retain the "winnings" in an audit! In this session Ronda and Dan will ensure you are updated on all the current requirements for mobility and respiratory reimbursement so you don't get dealt a bad reimbursement hand. Come to this interactive session to have a hand dealt to you (claim documentation) then you can decide if you will hit (get additional documentation) or stay (good to go) or hold 'em or fold 'em (patient doesn't qualify for reimbursement).

The Home Accessibility/ Aging in Place remodeling industry is primed for dramatic growth. The growth phase is not years away it's NOW! We will discuss how as an industry together we can capture market share and become a trusted source for this dynamic market. Ladies and Gentlemen start your engines, we are in for a wild fast and fun ride!

In a post COVID environment, providers must explore new payer contracts and opportunities for positive reimbursement negotiations. Successful contracting and negotiating strategies analyze and leverage all relevant data points PRIOR to beginning discussions. Before you enter any further contract discussions, you must first analyze your market to find answers to questions like: 1) Have there been any recent changes to reimbursement policies with the payers you currently work with? 2) Which other providers are in network with key health plans and providing the same products as me? 3) What is a payer going to offer in terms of a fee schedule (is it even worth it for me to pursue a contract with this payer) 4) When do you know when to stand your ground, or accept a lower rate based on market dynamics? Whether you are entering into a new product line or a new geographic area, pursuing a brand new payer contract or renegotiating an existing one, answering the above questions will undoubtedly enhance your negotiating strategy and shine a light on key available opportunities. During this session, you will learn about available resources and key strategies to leverage them into successful contracting negotiations.

Suppliers want to repair their customers' wheelchairs in a timely manner (the GOOD), but have to interpret and obtain the proper documentation PRIOR to doing the repair (the BAD) while balancing it all to ensure payment and a successful audit (the UGLY). In this webinar, Jim and Dan will dive deeper into the repair/replacement requirements to ensure attendees understand best practices to obtain the necessary documentation to keep their customers' rolling.

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 the “how to’s” but also engaging your team to be committed to your organization’s goals. This commitment will bring about a change in your company that produces results.

Developing a Post COVID-19 strategy is critical. The referral market place has gone through tremendous changes and we must adapt our Sales efforts to engage and equip them with best-in-class options for Home Sleep Testing, Patient Compliance, and Resupply. We will explore the industry leading options for your HME Business and how the adoption of these can change your Respiratory Business. We will also provide a clear Sales Process full of information and application on how to reach, engage, and gain referrals. In a me-too world of HST, Compliance, and Resupply, how will you differentiate your business and gain market share?

Clinicians working in seating and mobility have a wider choice of seating materials, shapes and technology than at any point in the past. Understanding the relationship between human biomechanics, seating shapes and materials is essential for the most successful outcomes for clients with mobility needs. This one-hour session will review the key factors in posture, skin integrity and function and how to provide seating technology to meet those needs. In addition examples of customizations and modifications that can be made to standard wheelchair cushions and their clinical applications will be reviewed.

This course provides instruction in the principles and practices of the installation, operation and servicing of the Passport VPL, manufactured by EZ-ACCESS. This course will focus on the product assembly, site evaluation, installation and servicing of the Passport VPL and associated accessories as well as the relevant codes and other site-specific requirements of this product line.

Learning Objectives

• Perform a site evaluation for Vertical Platform Lift (VPL)
• Perform an installation of a Passport VPL
• Inspect and perform standard maintenance on a Passport VPL
• Display and understanding of how to identify and remedy common VPL service issues
• Understand the impact of State and Local codes

This session will incorporate the uniquely collaborative elements of VGM’s Brick by Brick: Retail Learning Workshops into 90 minutes of learning and brainstorming. If you have never attended one of these workshops, you can prepare for an engaging and lively environment coupled with attendee participation, and active takeaways. What makes this session different are the fresh ingredients delivered by your industry peers. VGM has found that inperson discussion garnished with expert-led roundtables is the recipe for nutrient-rich learning. After all, it tastes best to learn from the best (aka- the people who are in the weeds of owning and operating a cash business). As you shuffle from the topics below, find yourself sifted into the mix of owners and managers that operate using variety of business strategies – all-cash models, partial cash models and insurance-based models looking to expand with retail. Roundtable topics incorporated in this session are: Marketing Customers don’t just appear out of thin air- marketing is a must! At this roundtable, discuss with like-minded attendees the dos and don’ts of marketing. Learn about what innovative marketing tactics are working for your peers and how you can use those ideas to captivate new and already loyal customers. Employee Training Employee sales incentives? Training resources? Employee Retention? Best practices training? Insert your question here. Combine brainpower with other providers and get solutions to these frequently asked employee training questions. Products Time to add sizzle to your inventory! Are you looking for trending products in the industry or strong sellers to add to current product categories? Fire up your questions and investigate what products will spark your sales. Merchandising Open the door, step inside, smell the air. All store owners know the satisfying feeling of walking into a wellmerchandised store. At this roundtable, banter with the best and learn the how-to’s of merchandising.

Well...these are strange times. At the time of submission of this program proposal we know that (i) competitive bidding is delayed (except for back and knee braces); (ii) COVID-19 is still rampaging; and (iii) with vaccines being distributed, there is finally “light at the end of the tunnel.” We also know that the DME industry will continue to play an integral role in keeping patients in their homes...and out of hospitals. This program will focus on the most important legal issues that DME suppliers will face over the next 12 months. We will look at what suppliers can expect if competitive bidding, in its entirety, is reinstated. We will discuss the opportunities and potential pitfalls that DME suppliers face as they operate in the COVID environment. Other “hot button” issues we will discuss include (i) relaxation of the restrictions under the federal anti-kickback statute, Stark and the beneficiary inducement statute; (ii) collaborative arrangements among DME suppliers, hospitals and physicians; (iii) enforcement of the 60 Day Rule; (iv) relaxation of telehealth restrictions; and (v) accessing another supplier’s third party payor contract.

Every day that CPAP unit is out for repair or service is a day of lost revenue for an HME provider. Equipment repair is a common frustration for many providers, who struggle with burdensome billing, challenging logistics and long wait times for repairs to be complete. This presentation will address HME providers’ most significant challenges related to CPAP repair and propose best practices that will save time and hassle for dealers and minimize disruption to therapy for patients. These include overcoming repair claim denials, proper tracking of equipment, managing patient-owned repair and more.

The HME industry has seen significant consolidation over the past several years. In today’s environment, investors and suppliers interested in purchasing your business are no longer willing to take on significant risk. As part of the due diligence process, they are performing claim audits and compliance assessments that often result in errors or issues being identified that could negatively impact the valuation of your company and in the worst of cases, put the whole deal in jeopardy. Investors make compliance a determining factor in their valuations. In today’s environment, they often try to mitigate the risk as much as possible in the transaction, including escrow accounts to cover compliance risk or requalification processes that impact pay-outs. However, having a comprehensive compliance process will help protect your organization in the event of a transaction. This presentation will discuss the due diligence process and what steps your organization can implement operationally to prepare.

A panel discussion to explore the history, efficacy, application, and future of virtual services in complex rehab technology.

The COVID-19 pandemic has disrupted provider business models from the ground up, and nowhere may this be more apparent than patient collections. From servicing the patient at intake to ensuring they can quickly and effortlessly pay their bill, the need for contactless and efficient patient pay solutions is more urgent than ever before. Providers must sustain private-pay revenues by adopting more robust payment methodologies while still providing options that work for the patient base. In this interactive session, we will speak with providers who made bold changes in the face of unprecedented challenges and hear how overcoming those hurdles has led to their continued success.

Covid and 2020 is not something many could see coming, let alone prepare for. From health concerns to supply chain shortages and almost everything between, Covid and 2020 presented difficulties on almost every area of your accessibility business. However, events of this magnitude are an opportunity to reflect, rethink and retool your accessibility business for The New Normal. If you choose to apply the lessons of Covid and 2020 to your accessibility business, you can develop offerings, policies and procedures to make your company more successful in the future. The challenge will be to deciding which lessons will enhance your business and which could cost you customers. Please join in on this Panel Discussion so we can all determine the best way to develop The New Normal.

Revenue Cycle Management (RCM) is an integral part of any HME business, and how well it is performed can mean the difference between a thriving business and a failing one. Despite its tremendous importance, there simply isn’t a lot of benchmarking data for our industry when it comes to RCM. Product mix, payer mix, intake, benefit verification, prior auth, and billing practices, etc. all factor into what your RCM ultimately looks like. Because of those factors, it continues to be a topic that generates a lot of questions and discussions. Some of the most common questions that you should know the answers to are: What is your DSO? How does your A/R Aging look, especially the 90 days plus bucket? What is your denial rate? What tools exist within your billing software? Simply knowing the answers to those questions is not enough, though. You also need to know what you would like the answers to those questions to be, and what to do if the actual answers don’t match up with the expectation. During this session, the moderators Craig and Ronda will be discussing these questions and more with a panel of your peers within the industry, suppliers that have solutions and best practices to share.

Contrary to popular belief, you don’t need a major investment or resources to start your ecommerce journey – we’ll explore a couple of key areas to really focus on to get started and set yourself up to succeed. We will also debunk the myth that you need to spend a lot of advertising money to “compete” with other online sellers and will discuss resources available that you can use to help establish your e-commerce store.

After receiving a short reprieve during a portion of the pandemic, CMS is back at it with audits. The “toe in the water” approach that CMS indicated it would be seems a bit more aggressive than that. This presentation will discuss what the current audit environment looks like for suppliers during the pandemic and what we anticipate once the public health emergency is declared over. In addition, this presentation will discuss what suppliers could be in store for as the ALJ backlog has dwindled during the pandemic. From OIG to RACs, SMRCs, UPICs, and MACs, everyone seems to be interested in auditing claims for durable medical equipment again. We will discuss why this is happening and what suppliers can do to mitigate their audit risk.

Infant Cardiorespiratory Monitoring is going through a renaissance with the advent of new technologies that enable easier Remote Patient Monitoring. New monitors can automatically communicate with web based applications to reduce the time that Home Care Providers spend retrieving and managing data from infant monitors. This automation removes much of the time and effort required to manage Infant Cardiorespiratory Monitors in the home making monitoring an attractive business opportunity for the Home Care Provider. Discharging NICU graduates to a home monitoring program can shorten the length of stay in the hospital for pre-mature newborns, saving the hospitals and healthcare system significant expense, and allowing these babies to join their families for their new lives at home.

Medicare, as well as many other insurances, require 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. But what is direct, in-person involvement, and what is required to be documented as proof of involvement? Sometime that ATP does the assessment in conjunction with the LCMP and there is a FINE LINE of who can evaluate and document each requirement. In this session the instructor will discuss the requirements of the ATP assessment and LCMP evaluation, the timing of when the ATP assessment can be performed, and what is considered enough or too much involvement by the ATP. Moderator - Greg Packer Panelist Kyle Walker Jim Stephenson Angela Regier Dan Fedor

Spend some quality time checking out the hottest products offered by VGM's participating vendors, with a delicious appetizer and beverage in hand. 

Following the Exhibit Hall grand opening, Community dinners provide you the opportunity to eat, drink, and socialize with your peers while experiencing downtown Waterloo. 

Entrematic USA Inc. has been developing cutting edge commercial pedestrian automation products in conjunction with our parent company Assa Abloy in Landskrona, Sweden.  Our latest R&D project dubbed Quasar sought to develop something that does not exist in the automatic door world.  The end result of two years of development, beta testing, Voice of the Customer, and installer feedback brought to life a new era in door automation, the HA7.  

Presentation will go over the features and benefits of the operator.  Applications, Activation Device Integration, List Pricing, Competition in the Marketplace, How to Order, Warranty, and will also include a Live Install Training.

Learning Objectives

• Prospecting End Users
• How to Install
• Applications

Mark is known as a top performer in the speaking industry for his authentic delivery, his talent for delivering unique stories, and his comedic timing. His audiences remember his “Nice Bike” presentation for years after it is delivered. 

Mark’s core messages have always been about connecting. Sometimes it was in schools to help teachers connect to their students, or in organizations and businesses to help team members feel truly connected to their core values and their customers. 

This is your final chance to spend some quality time checking out the hottest products offered by VGM's participating vendors. 

This instructor led session provides on hands-on demonstrations & troubleshooting for Harmar’s accessibility products including the Pinnacle, Helix, SL350 & the new Highlander 2 VPL.

Learning Objectives

• Understand and demonstrate how to install Harmar's accessibility products.
• Describe how to troubleshoot Harmar's accessibility products.
• Discuss how to conduct a site evaluation.
• Understand state and local codes that may affect the installation of products.

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 Congressional legislative activities, Medicare coverage and regulatory matters, telehealth and remote services, state Medicaid activities, and other important initiatives and trends. We’ll also review the latest tools available to promote access to CRT with policy makers and payers and how to use them effectively.

We will bring a panel on Progressive LAH members and Top Manufactures together to share their views on what the Home Accessibility Industry will look like 5 years from now. We know demand will go up, the industry will get more public awareness and progressive businesses will grow. How will we navigate the growth and will we need to do to capture our market potentials.

Looking for ways to boost your referral source relationships, up your eCommerce game, and improve your business during a pandemic? Look no further than the technology you use every day. In this session, we'll cover ways you can utilize technology to increase referral source connection, improve patient engagement and retention, and reduce the costs of your system while remaining compliant. You'll leave this session with: - Tips for talking with referral sources about using technology to automate referral processes and ePrescribe, including lessons learned from the pandemic. - Ways to harness technology to drive physician engagement for remote signature and resupply workflows. - Insight on how to leverage interoperability to automate orders from inventory locations controlled by referral sources. - Strategies for bridging the gap with patient-driven orders during a time of rising consumerism and patient financial responsibility.

Moderator: Nick Knowlton
Panelists: John Skoro, more coming soon

The mechanics of a transaction can be a mysterious and overwhelming process for most people. Most buyers and sellers have no idea what goes into the process but want to enjoy the end result of closing the deal. The COVID-19 pandemic and governmental relief programs have further complicated the transaction process. Understanding how both the COVID-19 pandemic and governmental relief programs, including the Payroll Protection Program, have impacted the transaction process gives both buyers and sellers an advantage when beginning the transaction process. This program will discuss the mechanics of a transaction in a post-COVID-19 world, give you an overview as to how COVID-19 has impacted the economy, valuations, and financing, walk you through how current and future governmental relief programs could impact your transaction, and take you through the step-by-step process of a typical acquisition which includes: (i) targeting a seller; (ii) the non-disclosure agreement; (iii) the letter of intent; (iv) due diligence; and (v) the definitive agreement, ancillary documents and the closing table. This program will also discuss why an informed buyer might have an advantage when bidding against an uninformed buyer.

The current Covid-19 public health emergency (PHE) resulted in CMS proposing to make some major changes to the fee schedule methodology; some are effective now and others being initiated after a declaration that is PHE is over. In addition, the discussion will include other applicable regulatory issues such as the future of competitive bidding and any other proposed rulings on the radar in effect as of Heartland.  Join the VGM experts for an analysis of 2021 and beyond as it relates to the HME industry.

"You manage what you measure" is a standard bit of business wisdom. So how do you measure the success of your resupply program? In this session, we will discuss how to monitor and manage a top-notch resupply system that serves both providers and patients at the highest level. Learn what boxes to check, what levers to pull, and what advantages to leverage to ensure you achieve your organization's full potential. We’ll go over the basics, then teach you how to elevate your resupply strategies by targeting critical areas for improvement. The session will conclude with a provider discussion on real-world examples of how to define resupply success (hint: it might not be what you think).

Too often the bathroom modification recommendations made by home accessibility teams are not effectively communicated throughout the continuum of care with complex rehab technology providers and health care facilities. Strictly using ADA guidelines without individual consideration can be costly to individuals, families, or insurance providers when these guidelines create barriers to function. Measuring the client in the occupied equipment and the bathroom to prepare for use of the equipment is critical to maximizing independence, safety, and functional outcomes (Ainsworth & De Jonge, 2011). Clients who require total care and their caregivers will need to be part of the bathroom assessment process to ensure they can safely carry-out care with the recommended equipment and bathroom modifications

Do you have an accurate and complete understanding of your sales teams activities in the market place? Are you reaching the right referral sources with the right message? As we move beyond the Pandemic of 2020, we can choose to embrace technology for Sales or ignore it. We are living in a SMART Sales environment and many are still using Flip Phone Technology to manage and grow our sales efforts. There are opportunities for us to increase referrals, target top accounts, and create a strong engaging messaging through the adoption and execution of a CRM and Market Data. We will not just explore this opportunity, but provide case information that proves the adoption of these Sales Technologies WORK.

Do you feel that commercial payers and managed care contractors employ claims processing stall tactics, denials, and give no provider manual in hopes that you just give up and write off the balance owed you? Navigating these waters is challenging and the payer practices frustrating. That being said, dealing with these entities to get the reimbursement which you deserve takes contract knowledge, perseverance and tenacity. This seminar will address some of the billing challenges providers face when dealing in the commercial world as well as provide ideas on how to combat denials and reimbursement runarounds.

There is much evidence supporting early intervention of seating and mobility to facilitate cognitive development, social skills, prevent orthopedic deformities, and maximize function for pediatric wheeled mobility users. While the theory has moved toward independent mobility at earlier ages and manufacturers have focused on seating & mobility equipment specifically for younger consumers, there are several important factors which can lead to successful outcomes with our tiniest clients. This session examines current trends in pediatric seating and mobility with an emphasis on maximizing function and normalizing social interaction. This includes the effects of mobility (and lack of mobility) on the developmental milestones & the evidence for early assistive mobility. The benefits of streamlined, ergonomic seating in supporting the developing spine and pelvic orientation and the potential to enhance function will be reviewed. Recent evidence based research will also be discussed and case studies featuring a wide variety of diagnoses will illustrate the development of manual and power wheelchair mobility skills.

Data breaches and cyber security have become common phrases in today's conversation, and no place is that more prevalent than healthcare. As a healthcare provider you know the importance of having a HIPAA compliance program, but if the OCR took a closer look, would your program pass inspection? In this session, Kelly will walk you through an OCR investigation, as experienced from an actual HME supplier. Learn what the OCR expects from your organization and what type of evidence you need to prove your HIPAA compliance program can pass the test.

At the end of this presentation the participants will be able to: • Identify two hazards associated with Ventilator Disconnections • Identify three common reasons for Ventilator Disconnections • Discuss the consequences ventilator disconnections have on Ventilator Acquired Pneumonia (VAP), effects on Positive End-Expiratory Pressure (PEEP), Alarm Fatigue and Liability issues • Discuss two strategies (guidelines or recommendations) that will reduce the incidence of ventilator associated death and injury • Discuss the importance of establishing a ventilator circuitry securement protocol within your facility.

“Emotional intelligence is your ability to recognize and understand emotions in yourself and others, and your ability to use this awareness to manage your behavior and relationships.” (Travis Bradberry) Unlike IQ, we can all substantially increase our EQ with effort. Doing so will lead to increased levels of life-fulfillment, interpersonal engagement, satisfaction, and even earning power. Employing self-awareness tools and practices is the key to improving our EQ. Once we start to do that, we can start positively affecting how we interact with others. For managers and leaders, this can lead to higher engagement and productivity with the teams we lead. Understanding EQ and how to get there with self-awareness can help a company be more profitable, but more importantly, can help all employees be more engaged and feel more valued.

This session will provide participants with recent and timely government updates, illustrating how government policies have an affect on the HME Industry. Topics will include the 2020 elections and the Congress committee assignments, federal legislation for HME and state level reimbursement concerns. The group will also discuss recently released studies that support the industry’s concerns for declining Medicare reimbursement.

Every manual wheelchair user would like their chair to be a high-performance machine. Performance is impacted by principles involved in translating human movement into movement of a wheelchair and factors that contribute to energy loss. In order to help end users achieve maximum performance, persons involved in the wheelchair selection process need to have a fundamental understanding of how people use their wheelchairs, and how those wheelchairs function. This presentation will examine the real-world behaviors of manual wheelchair users and discuss the mechanical principles and factors that affect propulsion efficiency. In addition to explaining some details of the science involved, we hope to inspire participants to think critically about their current understandings and beliefs on this topic.

It’s critical that companies can meet patient’s needs in a remote setting now more than ever. Join us as we discuss how to manage new pap referrals through a fully remote process that improves the patient experience and nurtures referral source relationships. Our speaker panel will review the tools and processes needed to quickly deploy and streamline your remote management processes.

The Affordable Care Act includes the 60-day overpayment rule, which requires suppliers to refund overpayments within 60 days of identification. What many suppliers aren’t aware of though is that if an overpayment is identified, either internally or externally, suppliers are mandated by law to perform a six-year lookback audit. This overly burdensome process has impacted hundreds of suppliers around the country and now that the TPE program has migrated to post payment reviews during the pandemic, this could impact even more suppliers. Even worse, if suppliers do not comply with this rule, they are at risk for false claim penalties. This panel will provide an overview of what is required of a supplier who is faced with an overpayment, how to manage the situation, what risks are associated with the overpayment rule and most importantly, how to mitigate your risk when dealing with this process. Lastly, the panel will provide real life case studies of suppliers who have experienced this challenge and the outcomes.

Activity in HME M&A is the highest in a decade. Even during unprecedented times, 2021 has been steadily gaining momentum within the DME industry. With several successful transactions this year, traction continues to increase in this sector. Obtain the most recent M&A updates, trends, valuations, and more with this panel of professionals.

Formerly the gala, close out your conference experience with a grand event at VGM's farm. The Farewell at the Farm will be the perfect venue to wind down and see everything a night in the Heartland has to offer. 

Deep dive into the world of key performance indicators (KPIs) specific to the HME space. 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 member. Ancillary topics such as benchmarking will also be touched upon. If possible (not required), it’d be great to proactively send a short survey/Google form where attendees can submit the KPIs they're tracking along with how they quantify their respective revenue channels. The goals is to tailor 2-3 detailed examples to the most consistent use cases from the attendee responses

the pandemic presented a list of challenges to retailer unprecedented in modern history. Some thrived while other failed. Learn how to pandemic proof your marketing through embracing the comsumer mindset change.

The proposed presentation is to discuss the development of an online course on the provision of wheelchair seating and mobility services through telehealth strategies. The target audience for the course is rehabilitation providers who serve people with SCI/D, MS, ALS, and other severe disabilities. General telehealth guidelines have evolved with position papers and guidelines developed to ensure appropriate strategies are used. Now that telehealth is being more widely used, a need for formalized strategies, guidelines, and training specific to CRT are needed to move forward with telehealth. Providing an online course that certifies the learner as credentialed in an area of expertise ensures education and quality standards are upheld and protects the consumer by ensuring that clinicians and other staff are trained to provide high quality and evidence-based care.

Have you ever received a modifier denial (CO4 - modifier is not consistent with the procedure code) and wondered hmmm what combination of modifiers do I need to get this claim into the system? Sure, you have and if you called Medicare to ask them you were probably told "I can't tell you." You then wonder why they can't tell you? Is it a secret? Super secret? Like the secret sauce at a fast food restaurant? Although you may not want to actually know what's in there! It’s time for the chefs Dan and Ronda to share the SUPER-Secret modifier recipe for DME claims. During the webinar, the chefs will share the recipe for the most common DME claims that including modifications to the recipe based on the equipment.

Overview and application of EtCO2 monitoring,

Our population is aging, and while the number one preference of older adults is to stay in their own home and never move, most homes were not built for aging in place. Are you ready to meet the needs of this growing demand for supportive home environments? This session will provide an overview of the key tools to build a strong foundation in home modifications: policies, service delivery, evaluating the home and making recommendations, funding sources, raising awareness, and ethical issues.

This will be a presentation with slides followed by a discussion. Prompting questions will be included in the slides.

Why wheelchairs have changed over time and the advancement in casters and drive wheels. I will also touch on wheelbase for manual chairs and advantages of front, mid and rear wheel drive for power chairs.

Customizable, individualized fit, and lightweight are all terms frequently utilized to describe the category of wheelchairs known as ultralight wheelchairs (ULWC) or in Healthcare Common Procedure Coding System (HCPCS) terms, K5s. Having the ability to design an ULWC to meet a client’s specific needs is ideal; however, in order to select the proper equipment and justify funding, the team must understand all of the options and why a client may need them. This session will provide an overview of numerous considerations that go far beyond the weight and the adjustable axle plate in order to help facilitate improved outcomes and funding of an ULWC.

The seated posture is often not properly addressed in wound care, often due to a clinician’s fear of the unknown. This course will pull together all the CPG guidelines related to the seated posture and will provide a clear roadmap for suppliers and therapists to help wound care clinicians properly address the seated posture. The key is to help wound care clinicians identify the need for seating intervention, then understand the process of getting clients what they need for optimal wound healing.

Like all industries, the HME industry is in a constant state of flux. And, if the past year has taught us anything, it’s that it’s vital to be prepared for every possible situation. But what’s next? What new risks await businesses in the next year, three years, five years? And what steps should you be taking now to prepare for them? In this interactive panel discussion, three of the industry’s leading insurance experts will weigh in on what’s in store for HME businesses when it comes to risk. From the impacts of social inflation and a hard insurance market, to trends in claims and emerging technology risks, to the latest employment practices liability trends, you won’t want to miss this inside look at what’s coming and the proactive steps you should start taking now to prepare!

Moderator: Rachel Harris
Panelists: Adam Miller, Jamie Schmitz and Emily McCormack

With payer dynamic and other third party shifts, revenue cycle alterations follow. The most nimble and flexible HME operations thrive during these times due to swift and efficient operational modifications. In this session, we will discuss how HME companies are staying on top of third party nuances, using data analytics and reporting. How to stay focused on the bottom line amidst a constantly changing payer landscape will be discussed. Key automation initiatives will be included.

Developing a Post COVID-19 strategy is critical. The referral market place has gone through tremendous changes and we must adapt our Sales efforts to engage and equip them with best-in-class options for Home Sleep Testing, Patient Compliance, and Resupply. We will explore the industry leading options for your HME Business and how the adoption of these can change your Respiratory Business. We will also provide a clear Sales Process full of information and application on how to reach, engage, and gain referrals. In a me-too world of HST, Compliance, and Resupply, how will you differentiate your business and gain market share?

This presentation will discuss how to use data to grow your ventilation business and how to go beyond the box. Too often HME ventilator programs focus all of their energy on marketing compliance data, instead of outcome data. This presentation will discuss the evolution of data HME providers have used to grow their Ventilator business model, with year over year complex respiratory referral growth of >25% and extending average months on service for their base populations by 2.0+ months. Of greater importance to referrals and patients, are the outstanding readmission reductions of >60%.

Data breaches and cyber security have become common phrases in today's conversation, and no place is that more prevalent than healthcare. As a healthcare provider you know the importance of having a HIPAA compliance program, but if the OCR took a closer look, would your program pass inspection? In this session, Kelly will walk you through an OCR investigation, as experienced from an actual HME supplier. Learn what the OCR expects from your organization and what type of evidence you need to prove your HIPAA compliance program can pass the test.

We have a new normal in 2021. Healthcare will be redefined in 2021 as the industry transforms digitally at an unprecedented rate to adapt to the pandemic. Services will have to be redefined, Customer and employee engagement will be in the forefront. Using technology to adapt to the new normal will be key to your success in 2021. This session will go into the details of how to manage your reputation in 2021 with the new normal.

As the entire healthcare industry is changing their must be a renewed focus on engaging customers, families and referral sources. The objective of this presentation is to assist home care companies in retaining customers with new strategies for engaging and retaining customers. This program is based up Louis' interviews and research regarding engagement strategies used by many of the major healthcare providers in the US. There are a variety of health care customer engagement strategies that can work for your company and will be discussed during this presentation. Listen to the challenges and the solutions in one dynamic and informative session. Engaging customers and clients is a challenge every home care company must deal with.

The effects of the 2020 pandemic have greatly impacted daily routines, communication methods and habits, livelihoods and buying behaviors. As the year progresses and life begins to revert to "normal," the adopted "new-normal" will play an important role and require additional adaptation to how businesses connect, assist, attract, service and sell to their customers. While you may have adjusted your marketing plan already, such as reducing and/or reserving budgets, modifying methods of communication, processes and messaging, more adaptation is forecasted in the days to come. During this presentation we will review an all-inclusive and integrated marketing approach for you to position your business for growth. You’ll walk away equipped for clean change.

Do you feel that commercial payers and managed care contractors employ claims processing stall tactics, denials, and give no provider manual in hopes that you just give up and write off the balance owed you? Navigating these waters is challenging and the payer practices frustrating. That being said, dealing with these entities to get the reimbursement which you deserve takes contract knowledge, perseverance and tenacity. This seminar will address some of the billing challenges providers face when dealing in the commercial world as well as provide ideas on how to combat denials and reimbursement runarounds.

VGM Group has been named a top workplace in the state of Iowa for many years. What’s our secret? Employee engagement! Attend this session to learn about VGM’s people strategy and ways we continually work to increase employee engagement throughout an employee’s lifecycle. Gain valuable insights that you can apply to your business today.

Quality talent is the number one key to the success of your company. Hiring, retaining, and developing the right people will give you a clear advantage over your competitors, especially when you create an environment that draws out their best work. This session is dedicated to helping you consider all aspects of building a strong organizational culture that will help retain employees, from best practices in employee satisfaction to attracting and maintaining a strong, productive, loyal workforce. This session will guide you toward creating your own strategy for protecting your company’s most valuable asset, its people.

Since the onset of the COVID-19 pandemic, several government sponsored stimulus programs have been created to help businesses, especially healthcare providers, survive financially during the pandemic. These programs include the HHS Provider Relief Fund, the Paycheck Protection Program (PPP), the Economic Injury Disaster Loan (EIDL) Advance Grants, Medicare Advance Payment Program, etc. Many of the funds that were available to providers were forgivable, meaning they did not have to be paid back, but they also came with several terms and condition regarding how the money was to be used. Others had specific tax implications, while others had specific reporting requirements that had to be met in order to be able to keep the money. During this session, Mark Higley and Craig Douglas will outline important information, obligations, and implications regarding these various stimulus programs.

This session will provide information on what is new for Medicare fee-for-service at the time of the conference directly from the DME MAC contractors. Representatives will also allow plenty of time for questions from attendees.