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How the Role of the HME and CRT Sales Professional is Changing The Past, Present
Presented by: Ty Bello
Location: Hilton Garden Inn
Room #: Panther
Description
Every Sales Professional has the drive and desire to make it to peak performance in sales. The [email protected] 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 [email protected] 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.
Learning Objectives
Identify your unique selling style and the necessary active listening components of sales.
Discuss how to create a strategic account penetration, map a sales path, and develop a sales territory management process.
Identify ways to best overcome objections and use metrics and cadence.
Explain how to better engage and equip your sales team for success.
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Best Practices in the Wound Care Market
Presented by: Heather Trumm , Ronda Buhrmester
Location: Hilton Garden Inn
Room #: Black Hawk
Description
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
Learning Objectives
Identify new opportunities for growth in the wound care market with a focus on NPWT and surgical dressings.
Discuss referral source marketing strategies and providing education.
Describe best practices for an efficient wound care program.
Identify documentation requirements to meet coverage criteria for timely reimbursement.
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Tech Training - Beginner
Location: Convention Center
Room #: 1
Tech Training - Intermediate
Location: Convention Center
Room #: 2
Tech Training - Advanced
Location: Convention Center
Room #: 3
Respiratory Care Excellence in the Home & Lessons Learned
Presented by: Carrie Hylton
Location: Hilton Garden Inn
Room #: Panther
Description
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.
Learning Objectives
Describe the current respiratory HME landscape.
Discuss what it takes to be excellent in the home respiratory industry.
Describe key characteristics of successful respiratory programs.
Explain how to create a standardized and systematic approach to in-home respiratory care.
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Funding the Un-Fundable
Presented by: Ashley Detterbeck , Jim Stephenson
Location: Hilton Garden Inn
Room #: Nordic A
Description
“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.
Learning Objectives
Describe how new concepts fit into current coding guidelines.
Describe three unique coding opportunities for improved funding.
Identify how clinician documentation can increase your chances of funding.
Discuss alternative options that are available to your clients.
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Procurement, Inventory Management & Cash Flow
Presented by: Gerry Finazzo , Jason Plogher
Location: Hilton Garden Inn
Room #: Viking
Description
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
Learning Objectives
Identify ways to improve purchasing practices.
Describe how to mitigate inventory liability.
Identify ways to increase cash flow.
Discuss how to lower activity costs.
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Create a Culture of Success & Profitability through Leadership
Presented by: Miriam Lieber
Location: Hilton Garden Inn
Room #: Sturgis
Description
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.
Learning Objectives
List key leadership attributes that others want to emulate.
Identify tactics that management uses in motivating staff to perform their best.
Discuss ways of finding and developing the next best leader.
Describe ways of improving bottom-line productivity and profitability.
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Beyond the Shop Floor: Transcending Customer Experience in the Digital Age
Presented by: Michelle Huie
Location: Hilton Garden Inn
Room #: Black Hawk
Description
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.
Learning Objectives
Describe the past, present and future of retail.
Explain how pharmacies can stay nimble and adapt to evolving landscapes.
Discuss strategies and tactics that independent pharmacies could implement now.
Identify technologies that could drive connection with patients/customers.
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Don't Gamble With Reimbursement
Presented by: Daniel Fedor , Ronda Buhrmester
Location: Hilton Garden Inn
Room #: Cedar River
Description
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).
Learning Objectives
Describe how to select a good hand (documentation) to ensure you win (get paid) and define the outcome with bad documentation (audit recoupment).
Examine the various reimbursement rates for the same product to ensure the correct one is being used.
Recognize when an allowable is too low and know what your options are.
Recognize the difference between a valid ABN versus an invalid ABN.
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Home Access Industry Update - Great Potential - Time to Execute
Presented by: Jim Greatorex
Location: Hilton Garden Inn
Room #: Viking
Description
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!
Learning Objectives
Discuss what the market looks like post-COVID.
Discuss how we can define the industry and become market leaders and experts.
Identify strategies for building a service portfolio that will professionalize the industry.
Describe all the market segments and how we can become markets leaders.
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Analyze and Attack Payer Contracting Opportunities
Presented by: Ryan Ball , Craig Douglas
Location: Hilton Garden Inn
Room #: Black Hawk
Description
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.
Learning Objectives
Discuss recent changes to the payer landscape and reimbursement policies.
Explain how you can identify key payer contracting opportunities in your markets.
Discuss ways to gain visibility into commercial payer contracting rates to enhance negotiating strategies.
Identify comprehensive payer negotiating strategies.
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Wheelchair Repairs: The Good, the Bad and the Ugly
Presented by: Daniel Fedor , Jim Stephenson
Location: Hilton Garden Inn
Room #: Panther
Description
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.
Learning Objectives
Discuss the initial considerations for timely and accurate wheelchair repairs (repair/replacement).
Explain the documentation requirements for repairs (medical necessity, continued need/use) to ensure compliance.
Discuss audit expectations from various auditors to ensure compliance.
NA.
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Engaging your team to create an effective Revenue Cycle
Presented by: Ronda Buhrmester , Sarah Hanna
Location: Hilton Garden Inn
Room #: Cedar River
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 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.
Learning Objectives
Describe how the importance of an up-to-date job description equates to improved performance.
Discuss how to use the principles of engagement to motivate your team.
Explain the importance of an effective training program.
Identify benchmarks to reach for in the revenue cycle.
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Respiratory GROWTH OPPORTUNITIES in a Post Pandemic Environment
Presented by: Ty Bello
Location: Hilton Garden Inn
Room #: Sturgis
Description
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?
Learning Objectives
Discuss the current referral community landscape for home sleep testing (HST), patient compliance and resupply.
Identify ways to use home sleep testing to grow and generate increased CPAP revenue.
Explain how to increase patient referrals by becoming your referral’s partner in patient care and more patient-centric.
Discuss how to develop and execute a sales and marketing strategy to the referral and consumer community.
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From the Inside Out: Exploring the Clinical Applications of Cushion Material
Presented by: Angie Kiger
Location: Virtual
Room #: Nordic A
Description
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.
Learning Objectives
Identify the four major factors in skin breakdown and how to approach them in clinical decision making.
List at least one advantage and disadvantage of the most common wheelchair seating cushion materials.
Discuss three customizations that can be made to a standard cushion and provide clinical justification for each.
N/A
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Ingredients for Success: The 4 Musts to Operating a Profitable Retail Business
Presented by: Rob Baumhover
Location: Hilton Garden Inn
Room #: Black Hawk
Description
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.
Learning Objectives
Discuss different marketing strategies that other providers are using to generate business.
Describe the different ways to teach and train your sales staff.
Identify different categories and products that sell.
Discuss different merchandising techniques to drive additional sales.
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Look Ahead: Key Legal Issues Facing DME Suppliers
Presented by: Cara Bachenheimer , Denise Leard , Jeffrey Baird
Location: Hilton Garden Inn
Room #: Panther
Description
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.
Learning Objectives
Explain the regulatory guidelines regarding competitive bidding if the program is reinstated in its entirety.
Discuss the steps that the supplier should take to reduce the risk of liability related to COVID-19.
Describe the types of arrangements that suppliers can enter into with physicians, hospitals and other referral sources.
Discuss the steps being taken by government enforcement agencies to relax restrictions under the federal anti-kickback statute, Stark and the beneficiary inducement statute.
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Easing the Billing and Operational Hassles of CPAP Repairs
Presented by: Dan Meyer
Location: Hilton Garden Inn
Room #: Sturgis
Description
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.
Learning Objectives
Identify the most significant challenges related to CPAP repair faced by HME dealers.
Examine the negative impact that those challenges often have on a dealer’s operational efficiency and bottom line.
Discuss best practices to avoid repair-related problems.
Describe the ways implementing such solutions can benefit patient care and experience as well as dealer efficiency and profitability.
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The Impact of Compliance on Company Valuations
Presented by: Miriam Lieber , Wayne van Halem
Location: Hilton Garden Inn
Room #: Viking
Description
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.
Learning Objectives
Explain the due diligence process a supplier may face in the event of a potential transaction.
Identify which issues could arise during a normal due diligence process that could impact valuations.
Discuss how investors may mitigate risks associated with identified compliance issues.
Identify ways a supplier can protect the value of their business through operations and compliance.
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Telehealth in CRT
Presented by: Kyle Walker , Daniel Fedor , Greg Packer , Mark Schmeler
Location: Hilton Garden Inn
Room #: Nordic A
Description
A panel discussion to explore the history, efficacy, application, and future of virtual services in complex rehab technology.
Learning Objectives
Describe the historical perspective of telehealth in complex rehab from research and utilization.
Discuss the current policies and regulations around the provision of virtual services for the CRT provider.
Discuss the current applications and outcomes of virtual services.
Identify the potential utilization of telehealth methods in the provider's CRT practice.
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How the Pandemic Changed Patient Collections (and What You Need to Know Now)
Presented by: Sid Russell , Jennifer Leon
Location: Hilton Garden Inn
Room #: Cedar River
Description
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.
Learning Objectives
Discuss how success was achieved amid a pandemic through the offering of alternative and automatic payment methods for patients.
Discuss new payment policies related to patient collections and advice on educating staff and patients about new systems.
Describe novel technology in the marketplace that may allow for a more streamlined patient pay experience.
Identify ways to leverage analytics in identifying gaps in your current payment programs and improve patient collections revenue.
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The New Normal – Incorporating what we learned in 2020 to your Accessibility bus
Presented by: Mark Richmann , Todd Bick , Cindi Petito , Vern Martell , Chris Bakalars
Location: Hilton Garden Inn
Room #: Viking
Description
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.
Learning Objectives
Discuss the wins and losses of COVID and 2020.
Discuss the impact of technology on the accessibility industry and the implication for your accessibility business.
Explain the impact of the supply chain issues and the lessons learned.
Identify the effects of COVID on your workforce.
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Mark Richmann , Todd Bick , Cindi Petito , Vern Martell , Chris Bakalars
Revenue Cycle Management – What Are Your Averages?
Presented by: Craig Douglas , Ronda Buhrmester
Location: Hilton Garden Inn
Room #: Cedar River
Description
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.
Learning Objectives
Discuss key revenue cycle management (RCM) numbers to monitor.
Discuss ways of engaging staff to work on the reports.
List best practices to implement RCM.
Describe billing software tools that are available.
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Ecommerce in a Pandemic
Presented by: Heather Osborne
Location: Hilton Garden Inn
Room #: Black Hawk
Description
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.
Learning Objectives
Identify the tools you need to start your e-commerce journey.
Explain three areas to focus start-up efforts.
Discuss three myths about online retail.
Name two resources that can assist with setting up an ecommerce website.
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Audits during and post pandemic: What should we expect?
Presented by: Kelly Grahovac , Wayne van Halem
Location: Hilton Garden Inn
Room #: Cedar River
Description
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.
Learning Objectives
Identify current audit targets.
Discuss what contractors are reviewing for with claims submitted before, during and after the pandemic.
Recognize steps suppliers can take to mitigate audit risk.
Describe how to develop best practices to be audit-ready.
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Infant Cardiorespiratory Monitoring in the Home, New Technology Creates Profitable Opportunities
Presented by: David Groll , Andy Muelenaer
Location: Hilton Garden Inn
Room #: Sturgis
Description
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.
Learning Objectives
Define basic terms such as apnea, bradycardia and tachycardia.
Recognize common diagnoses associated with abnormalities of cardiorespiratory control in infants.
Describe current cardiorespiratory monitoring technology and the interpretation of event recordings.
Discuss the reimbursement landscape for infant monitoring and the steps required to run a profitable infant monitoring service.
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The FINE Line - ATP Assessment and the Wheelchair Evaluation Panel
Presented by: Daniel Fedor
Location: Hilton Garden Inn
Room #: Nordic A
Description
Learning Objectives
Identify the different roles between the PT/OT and ATP for complex rehab wheelchairs
Determine the required content and acceptable sequence of events
Develop a protocol to ensure compliant methods to obtain the required documentation
N/A
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What's Up With Complex Rehab Technology
Presented by: Don Clayback
Location: Hilton Garden Inn
Room #: Nordic A
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 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.
Learning Objectives
Describe federal activities impacting access to CRT.
Discuss state activities impacting access to CRT.
Describe the impact of current federal and state activities on the CRT provider.
Identify effective actions and available tools to protect access to CRT.
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The Future of the Home Accessibility Industry - The Next Five Years
Presented by: Jim Greatorex
Location: Hilton Garden Inn
Room #: Viking
Description
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.
Learning Objectives
Learn some projections of what industry growth
Share thoughts on how the industry will change in the next 5 years
Reveal what our panelist think will be the fastest growing Home access services
Discuss what new services that will be added to the Home Safety catagory
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Leveraging Connected Technology to Improve Your Bottom Line
Presented by: Nick Knowlton , John Skoro , Gary Sheehan , Josh Marx
Location: Hilton Garden Inn
Room #: Black Hawk
Description
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.
Learning Objectives
Discuss how to improve community workflows with referral sources.
Identify way to remove costs from your operation.
Describe how to expand the patient funnel.
Explain how to move your business forward with e-commerce.
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The Mechanics of Purchasing a DME Company in a Post-COVID-19 World
Presented by: Alfonso Zambrano , Tom Knapp
Location: Hilton Garden Inn
Room #: Panther
Description
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.
Learning Objectives
Discuss the DME transaction process.
Explain the impact COVID-19 has had on DME transactions.
Describe the timing and sequences involved in a transaction.
Explain how an informed buyer might gain an advantage over an uninformed buyer.
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Significant Regulatory and Reimbursement Issues in 2021 and Beyond
Presented by: Mark Higley , Ronda Buhrmester , Craig Douglas , Daniel Fedor
Location: Hilton Garden Inn
Room #: Cedar River
Description
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.
Learning Objectives
Explain the array of fee schedules under the Medicare FFS program (rural, non-rural, and SPA).
Identify the likely implementation timelines of the new proposed rulings related to the fee schedules; assess the effects on overall company revenues.
Discuss the future of the competitive bidding program.
Discuss approaching rulings within the regulatory area for the HME suppliers.
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Mark Higley , Ronda Buhrmester , Craig Douglas , Daniel Fedor
The Keys to Measuring Success in Resupply
Presented by: Mike Lorenz , Jeremy Stolz
Location: Hilton Garden Inn
Room #: Sturgis
Description
"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).
Learning Objectives
List the basic metrics that will tell you if your resupply business is succeeding.
Discuss second-level analysis that can highlight areas for further focus.
Describe strategies for identifying critical areas of improvement within your resupply program.
Explain how success is defined amongst providers with their resupply programs.
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Bathroom Modifications: The Good, The Bad, & The Ugly
Presented by: Cindi Petito
Location: Hilton Garden Inn
Room #: Viking
Description
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
Learning Objectives
Describe two barrier-free bathroom universal design solutions to maximize function throughout individuals' life span.
Discuss three common barriers and solutions in bathrooms for aging-in-place populations who use mobility devices.
Describe how to measure bathroom environments which include the use of three common bathing products to maximize function for complex neurological populations and their caregivers.
Explain how to utilize the ADA guidelines as a resource but not a Bible.
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Embrace Sales Technology and Thrive in 2021
Presented by: Ty Bello
Location: Hilton Garden Inn
Room #: Black Hawk
Description
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.
Learning Objectives
Explain the "Flip Phone Sales Approach" to sales accountability and market penetration.
Discuss CRM technology and how this transforms a sales team.
Describe how market data is a game changer which can significantly add new referral sources to your business while increasing existing referrals.
Explain how to onboard this technology and navigate your sales team to compliance.
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Start Gaining Traction with Commercial Payers
Presented by: Sarah Hanna
Location: Hilton Garden Inn
Room #: Panther
Description
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.
Learning Objectives
Identify techniques used by commercial payers that reduce payments and increase denials.
Discuss ideas to combat denials from commercial payers.
Describe payer contract language which impacts reimbursement and business operations.
Explain the use of underpayments, portals and prior authorizations in the claims process.
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Building Blocks for Success with Early Intervention Seating & Mobility
Presented by: Stephanie Tanguay
Location: Hilton Garden Inn
Room #: Nordic A
Description
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.
Learning Objectives
List at least three examples of how and why early intervention with seating and positioning is so critical for the pediatric wheeled mobility users.
Describe the impact of self-mobility (or lack of) on the developmental milestones.
Describe at least three features of the seating system which can enhance/enable independent movement for task engagement and activities for pediatric clients.
Describe the importance of aesthetics and appearance and the role they play in the implicit and explicit attitudes toward wheelchair users.
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Dissecting an OCR Investigation: A Case Study for HME Suppliers
Presented by: Kelly Grahovac
Location: Hilton Garden Inn
Room #: Cedar River
Description
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.
Learning Objectives
Explain what the Office for Civil Rights (OCR) is and their role in HIPAA.
Discuss the components of a successful HIPAA compliance program.
Distinguish between an OCR audit and investigation and the implications of each.
Discuss how your organization can comply with privacy and security standards.
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Importance of Securing the Ventilator Circuitry
Presented by: Greg Schuster
Location: Hilton Garden Inn
Room #: Sturgis
Description
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.
Learning Objectives
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) and their 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 including the importance of establishing a ventilator circuitry securement protocol within your facility.
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EQ is the New Smart
Presented by: Paul DiMarco
Location: Hilton Garden Inn
Room #: Viking
Description
“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.
Learning Objectives
Define EQ.
Describe self-awareness strategies and how to employ them to improve EQ.
List the ways improving your EQ can positively affect your life.
Identify resources that activate your EQ and self-awareness journey.
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Legislative Update
Presented by: John Gallagher , Cara Bachenheimer , Jay Witter
Location: Hilton Garden Inn
Room #: Black Hawk
Description
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.
Learning Objectives
Discuss the Competitive Bidding Program.
Describe state issues, Medicaid and MCO reimbursement concerns, sales tax and licensure.
Identify key members and committees in Congress.
Discuss complex rehab technology legislative activity.
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Medicare Updates
Presented by: Belinda Yandell , Jennifer Frantz , Cindy White
Location: Hilton Garden Inn
Room #: Panther
Description
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.
Learning Objectives
Discuss what's new in Medicare fee-for-service.
Discuss COVID-19 public health emergency impact updates.
Identify resource locations for DMEPOS.
Opportunity for Medicare questions.
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How Do People Actually Use Their Manual Wheelchairs, and What Really Matters?
Presented by: Curt Prewitt
Location: Hilton Garden Inn
Room #: Nordic A
Description
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.
Learning Objectives
List two examples of how end users move about in wheelchairs during their daily life.
Describe three physical principles that impact the propulsion efficiency of a manual wheelchair.
Describe three component selections that impact the propulsion efficiency of a manual wheelchair.
Identify, based on current research, which single factor relating to manual wheelchair selection and set-up appears to be the most critical and has the greatest impact on wheelchair propulsion efficiency.
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Tips for Implementing a Remote CPAP Setup Program
Presented by: Seth Dixon , David Baxter
Location: Hilton Garden Inn
Room #: Sturgis
Description
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.
Learning Objectives
Describe how utilizing facial scan software to remotely fit patients creates better mask adherence and patient confidence.
Discuss how to manage the intake and paperwork components of the setup process.
Explain the communication channels that will be needed to effectively interact with your patients both during and after setup.
Discuss how an effective remote setup program can help patients to be successful within your program for CPAP resupply.
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Diagnose Your Business: How KPIs Lead to a More Profitable HME
Presented by: Jon Repka
Location: Virtual
Room #: On-Demand
Description
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
Learning Objectives
Identify and quantify the Key Performance Indicators (KPIs) most critical to each unique business’s success.
Implement processes and technology tools to consistently track KPIs.
Discuss how to visualize KPIs via intuitive dashboards.
Demonstrate how to quantify Customer Acquisition Cost : Lifetime Value (CAC: LTV).
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Post Pandemic Retail Marketing - Embracing Consumer Change
Presented by: Brandon Noble
Location: Virtual
Room #: On-Demand
Description
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.
Learning Objectives
Discuss consumer consumption habits pre-, intra- and post-pandemic.
Explain the different marketing strategies available.
Discuss a marketing strategy that is best suited for DME retail.
Explain how to embrace the new consumer for the future.
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Development of a CRT Telehealth Online Certificate Course
Presented by: Rachel Hibbs , Richard Schein , Mark Schmeler
Location: Virtual
Room #: On-Demand
Description
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.
Learning Objectives
Identify one telehealth guideline and/or position paper.
Describe two benefits of utilizing telehealth.
Identify two phases of the online telehealth course development.
Describe the outcomes of one published paper utilizing telehealth for wheelchair assessments.
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SUPER-Secret Modifer Recipe
Presented by: Daniel Fedor , Ronda Buhrmester
Location: Virtual
Room #: On-Demand
Description
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.
Learning Objectives
Explain the reasoning behind modifiers.
Discuss the types of modifiers related to different medical policies.
Describe the proper order and meaning of the modifiers in order to submit a clean claim.
Identify the appropriate modifiers to append to related procedure codes.
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Clinical Applications of Capnography and Ventilation Monitoring
Presented by: Timothy Quinn
Location: Virtual
Room #: On-Demand
Description
Overview and application of EtCO2 monitoring,
Learning Objectives
Identify which COPD/LTOT patient candidates are appropriate for NIV therapy.
Discuss how to utilize EtCO2 data to screen large populations.
Explain how to utilize EtCO2 data to demonstrate/document efficacy of NIV therapy.
Discuss why ETCO2 and PaCO2 do not correlate in patients with severe lung disease.
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Build a Strong Foundation in Home Modification for Aging in Place
Presented by: Julie Overton, MSG, MHA , Emily Nabors , Seymour T Turner , Catia Garell
Location: Virtual
Room #: On-Demand
Description
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.
Learning Objectives
Discuss the importance of the home environment in supporting aging in place.
Explain home modification service opportunities and challenges, including funding, policies, and partnerships.
Discuss how to individualize home modifications to meet users' needs.
Identify ethical issues surrounding home modification projects including the importance of incorporating ethics into practice for users’ protection.
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Julie Overton, MSG, MHA , Emily Nabors , Seymour T Turner , Catia Garell
Status of Legislation to Increase Funding for Home Modifications
Presented by: Louis Tenenbaum
Location: Virtual
Room #: On-Demand
Description
This will be a presentation with slides followed by a discussion. Prompting questions will be included in the slides.
Learning Objectives
Updated awareness of federal legislative activity regarding home modifications
Active steps you can take to support legislation
Awareness of new and upcoming Medicare Advantage Plan funding possibiliites
Community leadership/organizing/marketing steps you can take in your state
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The evolution of manual and power wheelchairs with a focus on wheels and tires.
Presented by: Mark Chelgren
Location: Virtual
Room #: On-Demand
Description
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.
Learning Objectives
Explain the difference between flotation and traction in wheels.
Discuss how to optimize energy transfer of the wheeler, both in acceleration and turning.
Discuss how to evaluate power chair configurations based on lifestyle and environment.
Describe tread patterns for casters and tires.
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More than Weight: Broadening the Scope of ULWC Recommendations
Presented by: Angie Kiger
Location: Virtual
Room #: On-Demand
Description
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.
Learning Objectives
List at least three adjustments or modifications that can be made to a rear axle plate to improve an individual’s overall function in a ULWC.
Discuss frame angle options available on a ULWC and describe the potential clinical justification for each.
Identify two resources available to assist with selecting and justifying the optimal ULWC, including components to meet the client’s needs.
N/A
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Tying the 2019 NPIAP Clinical Practice Guideline to W/C Seating and Positioning
Presented by: Ana Endsjo , Stacey Mullis
Location: Virtual
Room #: On-Demand
Description
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.
Learning Objectives
1. Describe 2 reasons why it is important to understand the CPG’s for seating
2. Name 2 clinical practice guidelines that describe why to use specialty support surfaces
3. List 2 effects of poor seated posture that may affect wound healing
4. Name 2 key steps to addressing the seated posture that wound care clinicians need to know
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#RiskyBusiness – The Emerging Risks Every Business Should Prepare For
Presented by: Adam Miller , Emily McCormack , Jamie Schmitz , Rachel Harris
Location: Virtual
Room #: On-Demand
Description
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
Learning Objectives
Compare the impacts of social inflation and a hardening insurance market and discuss how businesses can prepare.
Examine emerging claims trends in the HME industry and what businesses can learn from them to mitigate future risks.
Discuss trends in high-risk areas including technology and employment practices, and the steps businesses can take to ensure they are protected.
Discuss the importance of effective business continuity planning and how to create a sound plan for your business.
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Adam Miller , Emily McCormack , Jamie Schmitz , Rachel Harris
Third Party Revenue Cycle: A Look at Challenges & Solutions
Presented by: Miriam Lieber
Location: Virtual
Room #: On-Demand
Description
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.
Learning Objectives
Discuss how to find payer fluctuations before they disrupt bottom-line performance.
Explain how shifts in the front-end process impact back-end collections.
Examine data analytics and reporting to detect new trends and patterns in the revenue cycle.
Discuss how automation is the key to operational efficiency in a constantly shifting third-party payer environment.
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Respiratory GROWTH OPPORTUNITIES in a Post Pandemic Environment
Presented by: Ty Bello
Location: Virtual
Room #: On-Demand
Description
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?
Learning Objectives
Discuss the current referral community landscape for home sleep testing (HST), patient compliance and resupply.
Identify ways to use home sleep testing to grow and generate increased CPAP revenue.
Explain how to increase patient referrals by becoming your referral’s partner in patient care and more patient-centric.
Discuss how to develop and execute a sales and marketing strategy to the referral and consumer community.
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Home Ventilation Program: Going beyond compliance data
Presented by: Zach Gantt
Location: Virtual
Room #: On-Demand
Description
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%.
Learning Objectives
Discuss the current ventilator market landscape.
List examples of data used to grow ventilator market share.
Identify ways to increase average months on service for ventilator populations.
Discuss how to implement a program to excel in your current market.
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Six-Year Lookback Audits: Understand what the law requires of you
Presented by: Denise Leard , Jeffrey Baird , Wayne van Halem
Location: Virtual
Room #: On-Demand
Description
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.
Learning Objectives
Identify situations in which the 60-day overpayment rule is applicable.
Identify which steps a supplier must take in the event of an overpayment.
Discuss what suppliers can do to mitigate risks associated with the 60-day overpayment rule.
Describe the potential implications for someone found to not be in compliance with the 60-day overpayment rule of the Affordable Care Act.
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Dissecting an OCR Investigation: A Case Study for HME Suppliers
Presented by: Kelly Grahovac
Location: Virtual
Room #: On-Demand
Description
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.
Learning Objectives
Explain what the Office for Civil Rights (OCR) is and their role in HIPAA.
Discuss the components of a successful HIPAA compliance program.
Distinguish between an OCR audit and investigation and the implications of each.
Discuss how your organization can comply with privacy and security standards.
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Reviews and Reputation: It's not an option anymore!
Presented by: Pawan Jaggi
Location: Virtual
Room #: On-Demand
Description
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.
Learning Objectives
Discuss reputation management in 2020 and 2021, focusing on what has changed.
Explain how lead generation will change in 2021.
Discuss post-pandemic employee retention strategies.
Identify ways to make data work for you in managing your reputation.
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Engaging the Home Care Client for Retaining Revenues and Enhancing Your Brand
Presented by: Louis Feuer
Location: Virtual
Room #: On-Demand
Description
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.
Learning Objectives
Identify the value of engaging the customer from initial retention plans to revenue growth.
Examine strategies and programs being used by major corporations that can work for your company.
Discuss the most impactful options for engaging and retaining customers for small to medium-sized home care companies.
Identify the challenges that must be addressed to ensure you have developed a successful engagement program.
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Marketing SMART after 6' Apart. The Road to Recovery.
Presented by: Christina Throndson
Location: Virtual
Room #: On-Demand
Description
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.
Learning Objectives
Identify customer habits, needs, pain points and engagement.
Discuss how to align solutions with areas of opportunity through offerings, troubleshooting and awareness.
Identify ways to implement turn-key tactics and marketing assets that are cost effective and efficient, then gauge, rinse and repeat efforts with positive outcome.
N/A
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Start Gaining Traction with Commercial Payers
Presented by: Sarah Hanna
Location: Virtual
Room #: On-Demand
Description
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.
Learning Objectives
Identify techniques used by commercial payers that reduce payments and increase denials.
Discuss ideas to combat denials from commercial payers.
Describe payer contract language which impacts reimbursement and business operations.
Explain the use of underpayments, portals and prior authorizations in the claims process.
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Optimizing Employee Engagement the VGM Way
Presented by: Sara Laures
Location: Virtual
Room #: On-Demand
Description
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.
Learning Objectives
Discuss recognition strategies that will connect employees to your company culture.
Discuss the power of people data: what to track and why it’s important.
Identify ways to focus on the employee experience throughout their career life cycle.
Recognize ways to humanize your company values and policies that are meaningful to employees.
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Attracting and Retaining Key Employees
Presented by: Suzanne Bright , Greg Packer
Location: Virtual
Room #: On-Demand
Description
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.
Learning Objectives
Describe essential tenets for attracting and retaining employees that will best fit your organization, making it run more efficiently and profitably.
Identify strategies for protecting your company from competitors who seek to poach your key employees.
Discuss ways to elevate your company's employee retention strategy and reduce employee turnover.
Identify ways of transforming your workplace culture to keep quality talent in today’s competitive labor market.
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Keynote & Speakers
This year’s incredible lineup of Heartland Conference speakers represent the top in their field and will be discussing some of the biggest issues affecting the industry today.

U.S. Rehab Tech Training
Becoming properly trained in power and manual wheelchair repair has never been simpler. Register for our two-day seminar, today!

Live At Home Installer Training
We’ve designed a series of sessions exclusively tailored for home modification training. Sign up for training perfect for installers.