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VGM Tours
Location: VGM Campus and Fullfilment
Description
The VGM Journey takes place at VGM's Main Campus and is led by trained journey guides. It represents the spirit and culture of VGM Group, presented through the scope of our five purposes for doing business:
• Empower employee owners to impact the business
• Give back to the communities we serve
• Simplify the complexities of doing business
• Support healthcare professionals
• Improve patients’ quality of life
Register HERE!
John Deere Assembly Plant Tour
Location: John Deere
Description
On John Deere factory tours, you get a behind-the-scenes look at some of the most modern and efficient factories in the world. See how all the pieces come together on these interesting and informative factory tours. Look at how we’ve built our reputation for unmatched quality."
Van G. Miller Memorial Golf Tournament
Location: Irv Warren Golf Course
Description
Irv Warren Memorial Golf Tournament. 18-hole, 4-person best-shot format in groups of 8-somes, golf tournament to network with vendors and attendees. Pre-registration is required and there is an additional fee.
Thank you for your interest in joining us for golf. Due to difficulties in securing rental clubs over the last few years, we would like to encourage you to bring your own clubs or rent a set through www.clublender.com or www.clubhub.com.
If that is not an option, please reach out to heather.johnson@vgm.com and she will work to track down a set for you.
Monday Exhibitor Move In
Location: Exhibit Hall
Description
Exhibitors may begin moving in equipment and booth items.
Three Pines Farm
Location: Three Pines
Description
Join us for a unique yoga experience in the heart of Iowa. You'll practice yoga for 45 minutes in our historic family barn, surrounded by farm animals and rustic charm. Afterward, treat yourself to a delicious homemade ice cream sandwich on our patio, where you can meet Leanoard the Llama and our adorable mini goats.
Pre-registration is required and there is an additional fee.
John Deere Assembly Plant Tour
Location: John Deere
Description
On John Deere factory tours, you get a behind-the-scenes look at some of the most modern and efficient factories in the world. See how all the pieces come together on these interesting and informative factory tours. Look at how we’ve built our reputation for unmatched quality."
Three Pines Farm
Location: Three Pines
Description
Join us for a unique yoga experience in the heart of Iowa. You'll practice yoga for 45 minutes in our historic family barn, surrounded by farm animals and rustic charm. Afterward, treat yourself to a delicious homemade ice cream sandwich on our patio, where you can meet Leanoard the Llama and our adorable mini goats.
Pre-registration is required and there is an additional fee.
Escape to the Great Outdoors
Location: Varies
Description
Kayaking and Paddleboarding local lake - Kayaks, paddles, and lifejackets are included. Perfect for beginners and experts as this is a no-wake lake. Guests can enjoy an assortment of refreshments and snacks. Paddleboard Yoga is also available.
Pre-registration is required and there is an additional fee.
First Time Attendee Social
Location: SingleSpeed Brewing
Description
First time at Heartland Conference? You won't want to miss this social to network with other first-timers and key industry leaders.
Party on the Plaza
Location: Expo Plaza
Description
The kick-off to Heartland Conference is in a NEW location this year! Join us on the Plaza for fun, networking, good food, drinks, and music! Don’t worry, transportation will get you to the right spot!
Enhancing RT Productivity by Using AI Predictive Factors for High-Risk Patients
Presented by: Carrie Proffitt
Location: Waterloo Convention Center
Room #: 3-4
Description
This session will cover the value of using data that identifies combinations of high risk factors to prioritize care. Using AI and predictive data can provide the RT with specific instructions and interventions that will have the greatest impact on admission outcomes. Ongoing AI data interventions can reinforce patient satisfaction and demonstrate to physicians and payors the impact of high touch services by the home RT.
Learning Objectives
Discuss how device and clinical assessment questions are collected and organized into simplified dashboards.
Discuss how various clinical measures are distilled into specific tasks for the RT to instruct the patient.
Discuss how the individual patient results can be summarized into physician or care management reports to close gaps in care.
More About the Speaker
Unlocking Effective Communication: Mastering Your Style and Beyond
Presented by: Colene Elridge
Location: Waterloo Convention Center
Room #: C
Description
In a recent survey conducted by McKinsey, they found that at the root of why employees leave organizations, poor communication ranked high. That means your ability to retain skilled and valuable employees, i.e., your bottom line, can be directly tied to how well we communicate. Most of us think we do it well… we don’t.
Good Communication Skills are essential. Being an effective communicator takes real skill. Communication skills have to be developed, honed and added to on an on-going basis. They are the heart of your interpersonal skills and the greater your awareness of how it all works, the more effective your communication will be. To be effective in business, you have to communicate well. To be a good manager, you have to communicate exceptionally well.
We could write a book about the importance of communication key skills, but for now, we will start with some essentials for becoming a more effective communicator.
Learning Objectives
Identify your communication style
Learn the pros and challenges of your style, and how you communicate with others.
Recognize key traits of other styles to help you flex your style for better communication.
More About the Speaker
Ensuring Accreditation Success: Tackling the Top Deficiencies
Presented by: Josh Bressler
Location: Waterloo Convention Center
Room #: Rooms 1-2
Description
Navigating the accreditation process for DMEPOS facilities, whether for initial accreditation or reaccreditation, can be a daunting task. This session, led by an expert in the field, aims to demystify the process and reduce the stress associated with it. Attendees will gain a deep understanding of how to effectively prepare for a site survey. The session will highlight deficiencies commonly identified by BOC’s national surveyor team and provide strategies to address and avoid these pitfalls. The goal is to transform the accreditation survey from a challenging obstacle into a routine, manageable process. This presentation will equip DMEPOS/HME staff, business owners, operations managers, and compliance personnel with practical, real-world strategies and examples to help them seamlessly navigate their next accreditation survey.
Learning Objectives
Discuss keys to preparing for the accreditation survey. Acquire knowledge of effective preparation methods for the accreditation survey, ensuring a smooth and successful process.
Identify and learn how to avoid common deficiencies. Recognize the most common survey deficiencies and gain insight to avoid them.
Discuss real-world strategies for accreditation success. Gain practical, actionable strategies for preparing for an accreditation site survey and facilitating a stress-free and successful experience.
More About the Speaker
[Panel] Dealing with Medicare DISadvantage Plans - Are You Ready, Martha?
Presented by: Dan Fedor , Craig Douglas , Ronda Buhrmester
Location: Waterloo Convention Center
Room #: A
Description
Beginning in the fall of 2024, we will all be bombarded once again with Medicare Part C commercials (not affiliated with any government agency) soliciting unsuspecting beneficiaries to their for-profit insurance plans. They disguise themselves as straight Medicare, but they are not and routinely deny medically necessary equipment and supplies with no conscience and it's getting worse. In this session, the speakers will discuss the best practices to deal with these plans from up-front beneficiary education, policy requirements, delay tactics, denials of medically necessary items, the appeals labyrinth, and contracts.
Learning Objectives
Identify primary challenges with Medicare Part C plans.
Discuss best practices to address obstacles in providing medically necessary items to qualified beneficiaries.
Identify way to implement strict protocols to protect your company.
More About the Speaker
The Global Evolution of Alternative Drive Controls for Persons with ALS
Presented by: Cindi Petito , Mark Scott
Location: Waterloo Convention Center
Room #: B
Description
Alternative drive controls for complex power wheelchairs have evolved significantly over the last two decades. With the growing number of persons diagnosed with Amyotrophic Lateral Sclerosis (ALS) and other progressive neurodegenerative diseases, innovation in assistive technologies continues to be a focus worldwide to keep individuals mobile and connected in their homes and communities. During this session, attendees will learn various drive and switch control methods for persons with ALS.
Learning Objectives
Discuss key clinical indicators when considering alternative drive methods for power mobility.
Understand the hierarchy of switch access methods for efficient mobility.
Identify three common proportional drive and nonproportional drive control systems.
Discuss the technology advances in proportional drive controls, including three key factors that influence successful driving.
Utilizing Patient Engagement to Increase Your Revenue
Presented by: Chris Watson , Chad Feinberg
Location: Waterloo Convention Center
Room #: D&E
Description
During our talk you will learn how to increase your revenue through your existing patient base. By leveraging software tools and patient engagement tools, you will be able to bring in more money for your business. This will result in better business management and more time to care for patients.
Learning Objectives
Discuss how to automate your resupply.
Identify ways to engage with your patients in the channel they prefer most.
Gain insights on how to better service your patients.
More About the Speaker
Breaking into the Wound Care Space
Presented by: Heather Trumm , Amanda Yavorsky
Location: Waterloo Convention Center
Room #: 1-2
Description
Thinking about diversifying your business in wound care? Learn about the five steps to breaking into the wound care space. We will start from scratch with building the logistics of your program focusing on LCD/PA to building out a formulary. We will close with how to take your wound care program to market by focusing on what is really important to your referral sources.
Learning Objectives
Discuss the current environment of the wound care market.
Identify the surgical dressing need in your market.
Discuss how to build a surgical dressing formulary.
Review the sales and marketing training to be successful in the wound care space
More About the Speaker
2024: Facility Accreditation Standards: Making Sure You’re Compliant
Presented by: Jim Lawson
Location: Waterloo Convention Center
Room #: 3-4
Description
Join us to learn how you can remain compliant with Medicare and ABC standards throughout the year. Learn best business practices to keep your facility and staff on the top of their game and ready for any challenges. We’ll also discuss how ABC’s extensive set of accreditation resources will help you perform at your best.
Learning Objectives
Identify best business standards.
Discuss how to remain complaint with accreditation standards.
Discuss saving dollars by being compliant.
Identify ways to use the plethora of ABC's resources.
More About the Speaker
Optimizing Workflows: Operational Excellence and Compliance
Presented by: Kit Shellhouse
Location: Waterloo Convention Center
Room #: A
Description
Explore the pivotal role of compliance at the core of operational excellence. This presentation outlines how organizations can craft solids workflows that prioritize both efficiency and adherence to compliance standards for superior patient care.
Learning Objectives
Examine the concept of operational excellence with compliance as a core element.
Discuss the impact of solid operational workflows on compliance adherence and patient outcomes.
Identify best practices for integrating compliance into the DNA of operational processes.
Develop skills in crafting operational workflows that prioritize both efficiency and compliance.
More About the Speaker
Estimating Life-Cost of Complex Rehabilitation Technology Using Real-World Data
Presented by: Mark Schmeler , Corey Morrow
Location: Waterloo Convention Center
Room #: B
Description
The Reasonable Useful Life (RUL) of CRT is commonly documented in policy to be five years. The cost of CRT devices and replacement parts is defined by local and national fee schedules. This session will share a variety of research findings that investigated the average life-cost of operating various types of CRT wheelchairs. Analyses have been performed using various real-world data registries including the FMA/UDS, Wheelchair Repair Registry, insurance claims data, connected wheelchair data, and supplier generated data. This information will serve to inform the current landscape of CRT repair issues and legislative efforts that attempt to mitigate issues. Strategies for improved service and payment will also be discussed that can inform provider, consumer, policy, and clinician stakeholder groups.
Learning Objectives
Identify three data sources that can be used to perform research in the area of CRT.
Describe the practical findings of three research studies performed on CRT.
Identify three potential strategies that can improve the current state of CRT repair.
More About the Speaker
Pediatric Adaptive Standing: Five Considerations for Optimizing the Outcomes
Presented by: Lori Potts
Location: Waterloo Convention Center
Room #: C
Description
This 50-minute presentation will address five novel and up-to-date considerations for pediatric adaptive standing. Specifically, active participation in the sit-to-stand transfer, standing as a physical activity, creating opportunities for social engagement and participation in standing, plus hip abduction positioning and contracture management. Current evidence supporting these interventions will be presented along with case examples to illustrate applications of these concepts. A 10-minute segment for discussion, Q&A, will conclude the session.
Learning Objectives
Identify outcomes associated with improved sit-to-stand independence.
Discuss measures of physical activity achieved with adaptive standing.
Identify key elements of positioning in standing to enable social participation.
Discuss common skeletal asymmetries and recognize specific postural management considerations, including hip abduction positioning.
More About the Speaker
[Panel] Fostering Collaborative Innovation Strategies for Payer Partnerships
Presented by: Miriam Lieber
Location: Waterloo Convention Center
Room #: D&E
Description
In today’s market conditions, it has become increasingly difficult to get all of the payer contracts you want and/or need to serve your clients. Payers are becoming more selective and strategic regarding who they partner with to provide care for their members. For starters, there are more individual payers and plan types than we have historically seen. Even if you are able to identify and contact all of them, many payers narrow and close provider networks. For those with whom you can engage in contracting conversations, you may encounter other roadblocks, such as inadequate fee schedules, excessive requirements, administrative burden, etc. In this panel discussion, we will discuss what providers currently are or should be doing to be more creative and innovative with their payer contracting efforts. We will discuss topics such as alternative payment models, value-based contracting, capitation, payer operational tips, etc. You won’t want to miss this timely dialogue moderated by Miriam Lieber, featuring experienced industry experts and insightful payer and provider panelists.
Panelists:
- Cheryl Henninger, MHA, RRT, Director of Community Cares Health Solutions at Gerould's Healthcare Solutions
- Craig Douglas, VP of Payer and Member Relations at VGM & Associates
- James Russell, VP of Operations at Pediatric Home Service
- Sharon Pruitt, Solutions Management Director, DMEPOS at Carelon Medical Benefits Management
Learning Objectives
Discuss how to navigate the payer provider relationship for partnership.
Examine alternative payment models and the payers' interest in these varied models.
Discuss where we are vis-a-vis value-based care and contracting.
Identify ways to creatively work with payers to address their pain points and needs.
More About the Speaker
Tuesday Exhibitor Move In
Location: Exhibit Hall
Description
Exhibitors may begin moving in equipment and booth items.
[Panel] Driving Digital Transformation and Activating Your Referral Network
Presented by: Jared Wasserman , Kevin Ackerman
Location: Waterloo Convention Center
Room #: A
Description
This panel will bring Parachute HME provider partners together with Parachute Health industry experts to discuss how a true digital transformation goes beyond simple ePrescribe and focuses on leveraging technology to drive change across both HME provider organizations and their referral networks. Based on Parachute Health’s innovative approach, this session delves into how tailored solution design and activation strategies can significantly enhance the utilization of digital ordering within home medical equipment provider networks. Participants will gain valuable insights into optimizing efficiency, boosting digital order volume, and leveraging digital tools to strengthen referral source engagement.
Learning Objectives
Discuss the landscape of digital transformation in ePrescribe. Identify key trends, challenges, and opportunities in the evolving landscape, setting the stage for a deeper exploration of Parachute Health's unique approach.
Review Parachute Health's tailored solutions for HME Providers. This objective involves understanding how Parachute Health customizes its approach to address the specific needs and challenges of each provider, ensuring a seamless integration of digital ordering into their workflow.
Analyze activation strategies for referral network utilization. This includes insights into best practices, case studies, and real-world examples illustrating effective strategies that drive engagement and foster a digital-first mindset among referral sources.
Discuss the impact of digital transformation on HME provider bottom line results. This objective includes learning how Parachute Health's approach can lead to increased efficiency and digital order volume, enabling participants to apply these strategies within their own contexts and capitalize on the benefits of digital transformation in ePrescribe.
More About the Speaker
Cross-Selling to Create Repeat Business
Presented by: Matt Howard
Location: Waterloo Convention Center
Room #: 1-2
Description
Does your DME provide a full breadth of products and services, yet your business struggles to grow? Learn more about promoting your whole business, establishing strategic referral services, in-store and out-of-store promotions and more.
Learning Objectives
Discuss what causes lymphedema and what to look for when working with patients.
Identify how to establish strategic referral services.
Identify how to establish effective in-store and out-of-store promotions
More About the Speaker
Legislative Updates with "The Government Guys"
Presented by: Mike Isaacson , John Gallagher , Jay Witter
Location: Waterloo Convention Center
Room #: 3-4
Description
A review of victories in 2023 and a discussion of the challenges for 2024. The Government Guys will give you the information you need to be an advocate for your business, your patients, and your industry.
Learning Objectives
Discuss strategies that worked in 2023.
Gain insight into the tools to advocate successfully in 2024.
Discuss the federal and state political landscape.
Discuss specific policy that will affect our industry.
More About the Speaker
RESNA/DMERT Pathway to the ATP Certification
Presented by: Andrea Van Hook , Tyler Mahncke
Location: Waterloo Convention Center
Room #: B
Description
RESNA and the DMERT Group are launching a new program for rehab technicians who have achieved Level 2 DMERT Certification, a pathway to the ATP Certification. This two-year program will prepare rehab technicians to not only take the ATP exam, but learn the leadership and soft skills needed to work with consumers, their families, and caregivers.
Learning Objectives
Participants will be able to list the three components of the RESNA/DMERT Pathway to ATP Certification.
Participants will be able to list the benefits of the program for employers.
Participants will be able to list the benefits of the program for rehab technicians.
More About the Speaker
Providing Mechanical Ventilation in the Home
Presented by: Harold Davis
Location: Waterloo Convention Center
Room #: C
Description
Mechanical ventilation in the home -- especially invasive ventilation -- has been thought to be complex. Many have had liability concerns and concerns that it could jeopardize their accreditation. This presentation will provide a step-by-step approach to providing ventilation in the home that meets the requirements.
Learning Objectives
Define the steps required to provide mechanical ventilation in the home.
Identify the regulatory bodies that need to be considered when providing ventilation within the home.
Discuss the business benefits that can result by providing ventilation services.
More About the Speaker
Navigating Legal Dynamics: Evolving Trends in Statistical Sampling, Extrapolation, and Managed Care Audits
Presented by: Stephen Bittinger , Wayne van Halem
Location: Waterloo Convention Center
Room #: D&E
Description
This presentation will focus on changes to the law and best practices for defending a sampling and extrapolation by an auditor and designing a self-audit. The focus will be on defending UPIC, OIG, and MAO audits and investigations.
Learning Objectives
Identify best practices for avoiding an extrapolated audit.
Discuss the evolving law regarding statistical sampling and extrapolation.
Discuss some of the most effective challenges to extrapolated overpayments.
Identify best practices for designing an extrapolated self-audit for voluntary refunds.
More About the Speaker
Providing a WIN-WIN-WIN: Incontinence Solutions That Benefit the Physician, Patient, and DMEPOS Supplier
Presented by: Ralph Lombardo
Location: Waterloo Convention Center
Room #: 1-2
Description
This presentation will demonstrate how attendees can use the Elitone Innovation to increase billings for the physician. Each prescription for Elitone gives the physician or prescriber the unique opportunity to bring the patient back into the office for additional encounters and diagnostic treatments. Attendees who are looking for innovative ways to bring additional value to their referring physicians can teach physicians how to use Elitone for stress and urge incontinence to increase their patient revenue. It is not often that physicians can prescribe and then bill additional CPT codes. With Elitone that is now the case. Come and learn how to bring substantial financial value to the prescribing physicians you rely on.
Learning Objectives
Growing your referring physicians i billings when referring patients to you for Elitone.
Understanding additional CPT codes physicians can bill when they prescribe Elitone.
Differentiating your position from competitors with your referring physicians through increased billing for every patient they refer for Elitone.
More About the Speaker
Oscillating Lung Expansion Therapy Overview
Presented by: Mike Grillo
Location: Waterloo Convention Center
Room #: 3-4
Description
To ensure effective airway clearance therapy, it's crucial to choose a treatment that the patient can tolerate and maintain at home. Oscillating lung expansion (OLE) therapy is an innovative internal therapy that may be a better option for some patients compared to an external high frequency chest wall oscillation (HFCWO) therapy. OLE therapy provides lung expansion using a set expiratory pressure to increase forced residual capacity, which can increase ventilation and open closed or blocked airways. OLE therapy also provides high-frequency oscillation where the system will vary the airflow to a set peak pressure to break up and thin mucus deep in the lungs. Learn more about OLE therapy and how it compares to other airway clearance therapies in this presentation.
Learning Objectives
Discuss various airway clearance techniques.
Discuss the clinical benefit of oscillating lung expansion (OLE) therapy.
Identify the available OLE therapy systems.
Participate in a live overview and demonstration of an OLE system.
More About the Speaker
State of the DME Industry: How SWOT Might Shape Your Future
Presented by: Alan Morris
Location: Waterloo Convention Center
Room #: A
Description
In this presentation, we'll dive into the current state of the DME industry, including the strengths and weaknesses. Additionally, we'll discuss the external environment and the opportunities and threats is poses. This all culminates to an analysis of what the future of our industry might look like and how DME providers should prepare themselves for an evolving environment.
Learning Objectives
Discuss current strengths and weaknesses of the DME industry.
Discuss how external factors in and out of healthcare shape the future of DME.
Discuss the future landscape of DME.
Identify tools to prepare for an environment that may not look like the environment of today.
More About the Speaker
Elevate Your Clients with Seat Elevation (for Medicare & Medicare Part C Plans)
Presented by: Dan Fedor , Wayne Grau , Bret Tracy
Location: Waterloo Convention Center
Room #: B
Description
Seat elevation became a covered benefit on May 16, 2023, and since then there have been several clarifications and updates. But none as big as the one that was announced in Spring 2024 including new codes, allowables, and documentation requirements. In this session attendees will learn all the updated information including proper base code selection, upgraded electronics, retrofitting documentation, and billing for this life-changing accessory. We will also discuss how to address Part C Plans that won't recognize coverage for seat elevation.
Learning Objectives
Identify proper coding, modifiers, and documentation for seat elevation.
Determine what is required for retrofitting and repairing seat elevation.
Discuss ways to implement protocols to ensure reimbursement for qualified beneficiaries.
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Navigating Mental Health in the Workplace
Presented by: Sara Laures
Location: Waterloo Convention Center
Room #: C
Description
In today’s dynamic work environment, addressing mental health is crucial. Join us for an insightful session led by Sara Laures, where we’ll explore strategies to foster a supportive workplace culture. Sara, an experienced executive, will delve into practical approaches for promoting employee well-being, reducing stigma, and creating an inclusive environment. Whether you’re an HR professional, manager, or team member, this session will equip you with actionable insights to navigate mental health challenges effectively.
Learning Objectives
Participants will gain insights into the impact of stigma surrounding mental health in the workplace. By the end of this session, attendees will recognize common misconceptions and learn strategies to combat stigma effectively.
Participants will explore practical approaches to enhance employee well-being. Sara Laures will discuss techniques for fostering a supportive work environment, including stress management, work-life balance, and self-care practices.
Participants will discover actionable steps to create an inclusive culture that prioritizes mental health. Sara will share best practices for promoting open communication, empathy, and understanding among colleagues, ultimately contributing to a healthier and more productive workplace.
More About the Speaker
Unlocking the Secrets to Healthy and Secure Slumber Through Safety Beds
Presented by: Taylor Asher
Location: Waterloo Convention Center
Room #: D&E
Description
In today's fast-paced world, quality sleep has become a precious commodity. This session is designed to provide participants with comprehensive knowledge and practical strategies to optimize their sleep experience. From understanding the importance of sleep to creating a safe and healthy sleep environment, this course offers invaluable insights for individuals seeking to enhance their overall wellbeing. Participants will delve into the fascinating science behind sleep, exploring the various stages, sleep cycles, and their impact on mental and physical health. They will learn how sleep deprivation can lead to a range of issues, such as impaired cognitive function, weakened immune system, and increased risk of accidents. Armed with this understanding, participants will uncover evidence-based techniques to establish healthy sleep habits that will improve their overall quality of life.
Learning Objectives
Discuss the fundamental science of sleep.
Examine the impact of sleep deprivation.
Outline sleep disorders, symptoms, and consequences.
Discuss treatment options and safe sleeping solutions.
More About the Speaker
Lunch
Location: Waterloo
An End to End Resupply: Is there an 'Amazon-like' Ideal Experience?
Presented by: Jennifer Leon , Kelly Grahovac , Jonathan West
Location: Waterloo Convention Center
Room #: A
Description
During this presentation, we will take a deeper dive into what an 'Amazon-like' experience could look like for resupply and how it affects DME's. We'll discuss how automation supports moving orders fast and convenient which in turn makes it easier for your customers to reorder what they need. We’ll also speak to how DME’s compete in this market and how insight to data can expose inefficiencies which in turn allows you to stay compliant and doing more business.
Learning Objectives
Discovering what the Amazon-like experience is and how it applies to resupply
Understanding how DME's can compete in this space.
What breaking down the process looks like.
More About the Speaker
Lymphedema in Breast Cancer Patients
Presented by: Matt Howard
Location: Waterloo Convention Center
Room #: 1-2
Description
20% of patients treated for breast cancer experience lymphedema. In this session you’ll learn what type of cancer treatment most commonly leads to lymphedema and when it is most likely to develop. Mastectomy fitters will also learn the signs to look for when working with patients. The stages of lymphedema will also be explained, along with education on the best treatments for each stage.
Learning Objectives
Discuss what causes lymphedema and what to look for when working with patients.
Discuss how to differentiate between the stages of lymphedema.
Identify best treatment options for each stage of lymphedema.
More About the Speaker
Blind Spot Sensors for Wheelchairs: Empowering Clients and ATPs
Presented by: Pooja Viswanathan , Terrence Ho , Rigena Osborne
Location: Waterloo Convention Center
Room #: 3-4
Description
Sensor technology on wheelchairs has garnered a lot of interest in the last few years, with more and more users expecting this technology to become a standard feature on their wheelchairs. This session will be presented by Dr. Pooja Viswanathan (inventor of the Braze Blind Spot Sensors after over a decade of research on “smart” wheelchairs), Terrence Ho (caregiver), and Rigena Osborne (ATP). Blind spot sensor technology is currently being funded across the country and creating new opportunities for safe and independent mobility. The presenters will highlight case studies where these sensors have benefited clients by increasing their independence and participation. The session will include ATP, technician, and caregiver perspectives regarding funding and healthcare savings, installation, and more. The speakers will present a live demo and share results from a third-party peer-reviewed publication that demonstrate the increase in wheelchair users' spatial awareness when using blind spot sensors. Finally, a moderated discussion will be held to discuss clinical considerations, advantages/disadvantages of blind spot sensors vs. other "smart" wheelchair technology, and future directions.
Learning Objectives
Describe three features of blind spot sensor technology.
Describe three scenarios/use cases where the blind spot sensors can benefit clients.
Describe three advantages and disadvantages of blind spot sensor technology vs. other "smart" wheelchair technology.
More About the Speaker
Know Your Data, Save Your Business
Presented by: Kelly Grahovac
Location: Waterloo Convention Center
Room #: 3-4
Description
Every year, the Presidential Budget invests billions of dollars in funding to the Health Care Fraud and Abuse Control program, with an expected triple return on that investment to program integrity functions. Audits are back in full force, with HME suppliers often experiencing multiple audits occurring at the same time from different entities. Of even more concern is the rise in UPIC audit activity, which can have devastating impacts on a business. Program integrity functions also extend to provider enrollment, with revocations and deactivations becoming frequent occurrences. Protecting your business and your bottom line means learning what can trigger an audit and identifying risk areas in your organization. Did you know you already have this information available to you? In this session, Kelly will explain how you can utilize your own data to not only prepare for audits, but to protect your business when faced with audits or provider enrollment threats.
Learning Objectives
Identify how to analyze your claims data to determine your risk in an audit.
Discuss the importance of internal auditing and monitoring and how it can prepare you for an audit.
Discuss how to develop safeguards to ensure your organization maintains compliance with DMEPOS Supplier Standards.
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Where Do We Stand On Standing?
Presented by: Ashley Detterbeck
Location: Waterloo Convention Center
Room #: 1-2
Description
Potential change has been on the horizon in relationship to standing power mobility. While standing power mobility is not a new technology, it has been viewed as not medically necessary by CMS and many private insurances as well. In May of 2023, CMS heard our evidence on the support of seat elevation and accepted coverage as a power seat function, but where are we on the standing evidence that was submitted? In this session we will discuss the history of the NCD request, what has been done in the meantime, as well as where we stand on standing.
Learning Objectives
Discuss the current status of the request for standing coverage.
Describe the evidence that has been used to justify standing.
Identify what options are available in the meantime for alternative funding.
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Incorporating Lymphedema and Compression Garments into Your Practice
Presented by: Matt Gruskin
Location: Waterloo Convention Center
Room #: A
Description
The integration of lymphedema management and compression garments into a DMEPOS practice represents a significant opportunity for both patient care improvement/access and business growth. This session will provide a comprehensive overview of the operational and clinical aspects of incorporating lymphedema and compression therapy into a DMEPOS practice. Participants will learn about regulations in the Lymphedema Care Act, coverage criteria, and potential opportunities to address forgotten patient populations. Key topics will include: understanding lymphedema and its impact on patients, understanding the CMS criteria to dispense these products and get reimbursed, and logistics of incorporating these products into your existing offerings. The session will also address the new product category, high-level reimbursement, and strategies for navigating insurance processes. Attendees will leave the session equipped with the knowledge to successfully integrate lymphedema and compression garments into their DME practice.
Learning Objectives
Discuss lymphedema and compression therapy and the CMS requirements to participate in this new reimbursable benefit.
Discuss lymphedema, its management, and the role of compression garments in patient care.
Discuss ways to incorporate lymphedema-compression treatment into your practice: Acquire strategies for effectively incorporating lymphedema and compression garments into a DMEPOS practice, including insights on reimbursement and insurance navigation.
More About the Speaker
[Panel] The FINE Line Between the ATP Assessment & the Specialty LCMP Eval
Presented by: Kyle Walker
Location: Waterloo Convention Center
Room #: B
Description
Medicare and other insurances that follow Medicare requires a specialty wheelchair evaluation to be performed by an LCMP (usually a PT or OT) and an ATP assessment for complex rehab wheelchairs (K0835-K0864, K0005, and E1161). The LCMP may not have a financial relationship with the wheelchair supplier and the wheelchair supplier must employee the ATP. So, where is the line of what each is expected and compliant to document including with telehealth? The Medicare Contractors as well as APTA and AOTA have weighed in and put the line in the sand. In this session, Kyle Walker, Vice President of Rehab at Reliable Medical will engage with a panel of speakers to discuss the The FINE Line from various perspectives and outline the ethical and legal implications if it is crossed.
Panelists:
- Carmen DiGiovine, President at RESNA
- Cindi Petito, Business Owner at CHAS Consulting
- Dan Fedor, National Director of Reimbursement Complex Rehab at VGM U.S. Rehab
- Wayne Grau, Executive Director at NCART
Learning Objectives
Identify the different roles between the PT/OT and ATP for complex rehab wheelchairs.
Determine the required content for each and acceptable sequence of events.
Discuss how to develop a protocol to ensure compliant methods to obtain the required documentation.
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[Panel] Empowered Leadership: Women Driving Excellence in HME
Presented by: Arienne Martinez
Location: Waterloo Convention Center
Room #: C
Description
Join this powerful and entertaining panel of female leaders including 2023 HME Woman of the Year award winner and VGM's top female executives for their perspectives on leadership. We'll cover everything from work-life balance to exuding confidence in the board room.
Panelists:
- Barb Anderson, Cheif Financial Officer at VGM Group, Inc.
- Christa Miehe, President of Corporate Communications & Events at VGM Group, Inc.
- Dana McLaughlin, President at Medical Service Company
- Lindy Tentinger, President at VGM & Associates
- Sara Laures, Cheif People Officer at VGM Group, Inc.
Learning Objectives
Discuss leadership lessons, what we've learned, and how to put them into action.
Define Imposter Syndrome and review strategies for getting comfortable with it.
Describe tips and tricks for appearing confident even when you're not.
Discuss the importance of wellness and taking care of your whole self.
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Payer Negotiations: Not so Scary
Presented by: Amanda Yavorsky , David Chandler
Location: Waterloo Convention Center
Room #: D&E
Description
This workshop session will walk the HME provider through the process of preparing for a payer negotiation meeting. Will focus on 4 key areas: 1. Pre-negotiation homework. 2. Preparing the presentation. 3. Negotiation tips. 4. Resources to facilitate the prep and negotiation. The goal at end of presentation will be to build their own story and deck to use for their upcoming payer negotiations.
Learning Objectives
Discuss pre-negotiation homework.
Discuss keys to preparing the presentation.
Discuss negotiation tips.
Discuss resources to facilitate the preparation and negotiation.
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Community Connections: Speed Networking in the Heartland
Presented by: Sara Laures , Sarah Hanna
Location: Waterloo Convention Center
Room #: C
Description
Join us for an exciting and dynamic networking event, "Community Connections: Speed Networking in the Heartland," where we bring together passionate individuals from diverse backgrounds to foster meaningful connections and explore new opportunities and ideas. In a series of structured, high-energy networking rounds, you'll have the chance to make multiple meaningful connections in a short amount of time. Engage in lively discussions, exchange ideas, and empower one another with knowledge, skills, and support. This session is a platform to connect, learn, and grow together.
Learning Objectives
Engage in meaningful conversations.
Expand your professional network.
Identify new opportunities and ideas to take back to the office.
Strengthen your networking skills.
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Navigating the Managed Care Space
Presented by: Jeffrey Baird , Laura Williard
Location: Waterloo Convention Center
Room #: D&E
Description
Traditionally, DME suppliers only needed to focus on billing traditional Medicare. This is no longer the case. Today, approximately 50% of Medicare beneficiaries have signed up with Medicare Advantage Plans (MAPs), and this percentage is increasing. This program will focus on the most important issues facing DME suppliers as they navigate the managed care space: (i) existing laws governing managed care; (ii) scrutiny and investigations of MAPs; (iii) anticipated legislation focused on MAPs; (iv) steps to increase the chances of securing a MAP contract; (v) subcontracting, including the utilization of offshore companies; (vi) what happens to a MAP contract in a stock vs. asset sale; and (vii) the most important provisions of a contract.
Learning Objectives
Discuss federal statutes and regulations governing Medicare Advantage Plans.
Identify the key provisions of a managed care contract.
Discuss the rules pertaining to the use of offshore subcontractors.
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Hierarchy of Power Wheeled Mobility
Presented by: Stephanie Tanguay
Location: Waterloo Convention Center
Room #: B
Description
Throughout the lifespan, the needs of wheeled mobility consumers change. Growth, weight gain, loss of function due to progressive diagnosis, age, and secondary conditions can all dictate the need for different styles of equipment. While some of these changes require minimal adjustments to or variations of equipment, others require transition into new categories of mobility devices. This session focuses on the application of the physical and mobility assessment findings to the prescription of a powered mobility device. This encompasses add-on power units to power wheelchairs and mobility bases with power repositioning seat components. There are many factors to consider for each individual consumer to select the most appropriate type of mobility device. The pros and cons of various drive wheel configurations (front, mid, and rear-wheel drive) and base options will be presented. This session examines several scenarios utilizing case studies to highlight the physiologic, functional, and psychological factors as well as the funding challenges which consumers may encounter. Consideration of these factors can improve the prescription and acceptance of new mobility devices.
Learning Objectives
Identify two or more medical justifications for prescribing a power tilt system, a power recline system and power elevating lower extremity supports.
Identify at least two examples of alternative drive controls and describe a clinical application of each of them.
Identify three or more imperative aspects of powered mobility prescription for consumers with degenerative diagnosis.
Describe the variations in techniques for navigating a 90 degree turn through a doorway with front-wheel drive, mid-wheel drive, and rear-wheel drive power wheelchair.
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[Panel] Digitize Renewals for Fast Prescription Signatures
Presented by: Jared Wasserman
Location: Waterloo Convention Center
Room #: A
Description
The Parachute Health team will host a panel of HME provider partners to discuss key problems that providers face when fulfilling resupply orders, and the features of digital signature requests that can delight referral sources and lead to faster fulfilled orders and patient care.
Learning Objectives
Discuss the Key Problems Providers Face with Resupply Today. Participants will hear about key problems that other HME providers face around receiving and fulfilling resupply orders, and the associated admin cost of prescription requests.
Discuss the Key Features of Renewals by Parachute Health. By the end of the presentation, participants will recognize the core features of Renewals by Parachute Health, including its capabilities in streamlining the order fulfillment process for resupplying prescription requests. This includes a comprehensive understanding of how the solution enhances the overall experience for providers of home medical equipment and prescribing clinicians in their networks.
Identify the Benefits of Digital Signature Requests. Participants should be able to recognize and explain the advantages that digital prescription requests offer to providers of home medical equipment. This includes improved efficiency, reduced administrative burden, and an enhanced ability to fill orders quickly to meet patient needs. Participants should also understand how these benefits contribute to a more delightfully simple order fulfillment experience across initial orders and renewals on a single platform.
Evaluate the Impact of Renewals by Parachute Health on Patient Care and Provider Partners. Participants should be able to assess the impact of an optimized renewal solution on patient care and HME provider outcomes. This involves understanding how the solution contributes to timely and accurate prescription resupply, ultimately improving patient satisfaction and adherence. Participants should be able to discuss real-world examples or case studies illustrating the positive impact of Renewals by Parachute Health on the overall patient experience.
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Making Vision a Reality: Next Level Mastectomy Boutique
Presented by: Beth Erdy
Location: Waterloo Convention Center
Room #: 1-2
Description
If you were to wave a magic wand and make your mastectomy boutique the most wonderful experience for your patients, what would it look like? Regardless of where you’re starting from -- a start-up boutique or a seasoned veteran -- this session will walk through the patient experience and provide take-aways for you to create your own ‘next level mastectomy boutique.’
Learning Objectives
Discuss how to create a plan to keep your business viable today and into the future.
Review the elements relevant to create an inviting retail environment.
Discuss how provide an exceptional customer experience.
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The Future of PAP Adherence with the Use of AI
Presented by: Colleen Lance
Location: Waterloo Convention Center
Room #: 3-4
Description
Understanding the the use of AI to improve PAP Adherance
Learning Objectives
Discuss the challenges of adherence in the realm of PAP therapy.
Discuss the intersection of AI in the management of the sleep therapy patient population.
Discuss how to increase operational efficiencies by early identification of PAP patients at risk for non-adherence.
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Exhibit Hall Grand Opening
Location: Exhibit Hall
Description
Exhibit Hall Grand Opening!
Coasters and Connections
Location: Lost Island Theme Park
Description
Back by popular demand...Connections and Coasters! Thrill seekers and enjoy all of the rides they want, and the rest of us can watch! Food, networking, and fun!
Empowering Retailers: Community Engagement Strategies with Events and Marketing
Presented by: Dana Donofree
Location: Waterloo Convention Center
Room #: 1-2
Description
We will provide a special focus on community engagement strategies. The aim is to equip stores with practical insights to foster strong connections with their local communities by empowering their efforts to support, engage, and interact with their customers beyond just retail. In this session, Dana Donofree will share her expertise in community engagement, drawn from her experience in founding and leading AnaOno Intimates. Participants will gain valuable insights into creating meaningful connections with customers, promoting inclusivity, and establishing their stores as community hubs.
Learning Objectives
Explore the diverse needs and preferences of individuals requiring DME and mastectomy products. Identify key demographic considerations and tailor marketing strategies accordingly.
Identify how to create a welcoming and inclusive environment within retail spaces for individuals with specific medical needs. Explore ways to train staff to be sensitive, knowledgeable, and empathetic towards customers dealing with health challenges.
Discuss how to develop a roadmap for planning and executing community events that resonate with the target audience. Explore innovative event ideas to enhance customer engagement and foster a sense of community.
Discuss the role of digital marketing in reaching a broader audience. Learn practical tips for using social media, email marketing, and other online channels to promote events and engage with the community.
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[Panel] Advanced Technology for Asset Management, Operating Efficiency, and Patient Care
Presented by: Elby Beal
Location: Waterloo Convention Center
Room #: A
Description
Panel discussion with DME operations and clinical managers on utilizing advanced technology to enhance operating efficiency and as a patient management resource.
Learning Objectives
Discuss technology use in asset management and inventory control.
Identify how technology use in asset management and inventory control can optimize equipment and staffing resources.
Discuss the use of technology in remote patient management to support initial therapy adherence, long-term adoption and indications for intervention.
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Persistence in Payer Coverage and Payment: A Real-Life Case Study
Presented by: Ronda Buhrmester , Miriam Lieber
Location: Waterloo Convention Center
Room #: D&E
Description
As an HME provider, many of you have encountered payer challenges in your own life. For most of you, it helps lend credibility and perspective to the notion of taking care of the patient and fighting to get paid for what you are owed. The same is true for many of us! Hear from Ronda and Miriam on their real-life payer experiences and how they contended with payers’ reluctance to cover and pay for their medically necessary care. This session is designed to offer lessons learned and how to get what you need in a contentious payer environment.
Learning Objectives
Define challenges with payers and proving medical necessity.
Discuss documentation and semantics and their impact on payment.
Discuss how to teach lessons learned to your staff on behalf of your patient population.
Discuss the nuances around who you know and how you persist in this payer patient game.
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3 Key Strategies For Collecting More From Your Patients While Keeping Cost Low
Presented by: Jennifer Leon
Location: Waterloo Convention Center
Room #: C
Description
Collecting from patients can be tricky, especially if trying to collect after the point of service. Are you tired of writing off patient balances due to non-payment? Is your staff allowing your patients to ‘call the shots’ when it comes to paying their bills? It’s time to stop the patient collections madness! Collecting from your patients shouldn’t be that hard, nor does it have to be. While patient out-of-pocket costs have tripled in the last ten years, more debt is walking out of the door. In this interactive session we will examine better patient collection practices utilizing tools and technology to engage the patient at the time of service instead of billing and chasing later. Expect to walk away with simple, yet effective ways to collect better and faster without utilizing staff members, yet still providing the quality of care you can stand behind.
Learning Objectives
Discuss how to engage with patients regarding their financial commitments and implement solutions through technology to ensure up front collections is easy and dependable.
Explore tactics and technology solutions available that not only provide a better patient payment experience, but also allow you to save time and labor resources while still collecting from your patients.
Identify how to navigate the mindset of patients who don’t pay timely and apply solutions to secure payments up front v. chasing them on the back end.
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Augmentative and Alternate Communication (AAC) for the ATP
Presented by: Andrea Van Hook
Location: Waterloo Convention Center
Room #: B
Description
Many of us work in a multidisciplinary team. Many clients work with team members with varied skills and tools to share. When considering what is needed to be an effective ATP, we know a generalized knowledge of ALL AT is best. What lies in YOUR scope of practice? What are your special skills? We cannot know it all, but this session will help you to better understand concepts surrounding Augmentative and Alternate Communication (AAC) and effective feature matching. I hope this information will help you ask really good questions for your clients and consider all AT when problem solving and advocating for your clients.
Learning Objectives
Identify the coding system used in AAC systems.
Describe four access methods for using AAC.
Identify one key element of four mainstreamed communication programs.
Identify the levels of a cueing hierarchy for modeling and prompting language.
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Key Metrics for the HME Revenue Cycle
Presented by: Kim Cuce
Location: Waterloo Convention Center
Room #: 3-4
Description
It is a challenging time for HME providers. As labor costs rise and reimbursements fall, you might have little time to focus on the metrics that matter. Join Kim Cuce with the VGM Group for a discussion on the key metrics / performance indicators (KPIs) crucial to your business, how to calculate them, and what influences them. These KPI’s include days sales outstanding (DSO), 90+ A/R balance, denial rate, write-off rate, open orders, and held revenue.
Learning Objectives
Identify the major KPI's that are most relevant for HME revenue cycle management.
Discuss the meaning of each KPI and how it is calculated.
Discuss the root causes behind each KPI to influence their movement in the right direction.
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Partner Connections
Location: Exhibit Hall
Description
Providers have the opportunity to engage in a dynamic speed networking event tailored for connecting with manufacturers and service partners.This fast-paced session allows participants to efficiently establish new connections, explore potential collaborations, and exchange valuable insights within the healthcare industry. With structured time slots and facilitated introductions, attendees can maximize their networking efforts and forge mutually beneficial relationships to drive innovation and growth
Disability Language: Think Before You Speak
Presented by: Tamara Kittelson , Jenny Siegle
Location: Waterloo Convention Center
Room #: C
Description
Do you think before you speak? Communication can be challenging at the best of times, and especially when interacting with clients/patients/customers. We may cause offense or facilitate engagement, depending upon the words we use. Spend time with a wheelchair rider, clinician, and mother, discussing how language matters and ways to expand communication skills related to disability. Explore current models and thoughts on evolution of language about disability. Gain confidence and build relationships in everyday interactions with people who are more than their disability!
Learning Objectives
Identify differences between people-first and identity-first language.
Describe how to differentiate between a person and their condition.
Identify differences between several models of disability language.
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Forensic Denials – DME Season 3 Episode 2
Presented by: Dan Fedor , Ronda Buhrmester
Location: Waterloo Convention Center
Room #: D&E
Description
Eagle-eyed reimbursement experts Ronda Buhrmester of VGM & Associates and Dan Fedor of VGM’s U.S. Rehab review some of the most horrific claim denials as they assemble the pieces left behind to determine the culprit. They will, along with the witnesses (the attendees), re-create the scene of the prior authorization/claim submission and investigate each denial to determine if it was an innocent error, or intentional, or something even darker. Muhahahaha! This is an interactive session where the attendees will participate during the investigation of some of the most hair-raising denials (claim submission, prior authorization, audits). We will uncover what went horribly wrong from the intent of the policy to that fateful day of the denial. You are probably asking yourself “what will I gain from this session?” There will be several takeaways. One is identifying the motive of the contractors when implementing medical policies into prior authorization and processing guidelines. Another takeaway will be learning how to conduct a detailed analysis of the evidence (denial) and trace it back to the policy to determine what went wrong with the objective to resurrect the current denial(s) and implement procedures to reduce (eliminate) the chance of these horrible denials in the future. If you have any unsolved cases of your own, bring them to be analyzed by the forensic team (remember no PHI). Recently recruited, Kim Cuce, will assist Ronda and Dan with these investigations.
Learning Objectives
Identify denial trends for DME.
Determine steps to conduct a thorough analysis of a denial.
Discuss ways to implement protocols to eliminate unnecessary denials and successful appeals.
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Making Power Wheelchairs Smarter
Presented by: Lindsey Sharpe
Location: Waterloo Convention Center
Room #: B
Description
Many power wheelchair drivers face a variety of issues related to safety, efficiency, and accessibility (accessibility in the home and community as well as accessibility to personal health information) as a result of impaired motor control, visual deficits, impaired reaction time, inattention, etc. We will address/discuss the continuum of currently available smart technology that can be incorporated into the power wheelchair to address these issues and improve power wheelchair driver safety, confidence, and independence.
Learning Objectives
Define smart technologies in the context of power wheelchairs.
List three goals of power wheelchair smart technologies.
Describe three clinical applications of power wheelchair smart technologies.
List three research articles supporting the potential need for the incorporation of smart technology into power wheelchair.
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[Panel] Embracing Innovation: Welcoming AI in HME
Presented by: Chris Rose
Location: Waterloo Convention Center
Room #: A
Description
Artificial Intelligence (AI) has transcended the realm of buzzwords and holds immense potential for the HME industry. In this engaging panel discussion, our experts will delve into the practical applications of AI, demystifying its impact on clinical processes, workflow optimization, and automation.
Panelists:
- Justin Smith, Senior Manager of Innovation at Direct Supply
- Scott Hagberg, Application & Automation Architect at VGM Group, Inc.
- Shane Rogan, VP of Analytics at VGM Fulfillment
- Yash Simlote, Group Senior Vice President at New Hampshie Medical Supply
Learning Objectives
Discuss fears in AI use in HME - what do we already know?
Discuss how AI is making companies more efficient in their business practices.
Discuss what we wish we knew before incorporating AI into our businesses.
Discuss the future of AI in HME.
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Breast Cancer Survivorship and After Treatment Care
Presented by: Julie Gleason
Location: Waterloo Convention Center
Room #: 3-4
Description
According to recent estimates, more than 15 million cancer survivors are living in the U.S. today. This number is expected to grow to 20 million by the year 2026. Post-treatment survivorship services are a critical component of a comprehensive cancer program. Learn how cancer survivorship services can improve health, wellness, and quality of life and how mastectomy fitters can help direct patients back to the resources they need.
Learning Objectives
Define what a cancer survivor is.
Identify the standards for survivorship care.
Discuss goals of healthy living for a cancer survivor.
Describe cancer related challenges cancer survivors may face.
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Assessing Progress: Mid-Year Audit Update and Insights
Presented by: Wayne van Halem
Location: Waterloo Convention Center
Room #: 1-2
Description
This presentation will provide an audit update of what we have seen thus far in 2024 and what we anticipate seeing for the remainder of the year related to audit activity. It will provide details on where oversight entities are focusing their audit efforts, including both government and managed care payers as well as information related to what suppliers can do to mitigate their audit risk. It will also highlight trends and expectations so suppliers are aware of what they can anticipate.
Learning Objectives
Identify trends of audit activity that has impacted suppliers in Q1 and Q2 of 2024.
Identify expectations of audit activity in the Q3 and Q4 2024.
Identify what codes oversight entities are auditing.
Discuss what suppliers can do to mitigate the risk of audit issues.
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Engagement at Every Turn: A Discussion of Current Trends
Presented by: Miriam Lieber , Lindy Tentinger
Location: Waterloo Convention Center
Room #: C
Description
What is the 'why' behind engagement and how does it impact all facets of an HME company? Whether you work remotely, hybrid, or in person, key considerations include how to keep staff and referral sources. What is trending today vis-a-vis employee success stories and engaged customers/referral sources? A discussion of engagement from the inside out will be part of this interactive and candid session on HME providers’ common pain paints and how to prevent them. Case studies about retention will be included in this timely dialogue about engagement and your bottom line profitability.
Learning Objectives
Define engagement from all facets of an HME company.
Discuss why engagement in one area of the business impacts the overall company reputation and culture.
Examine why engagement matters today.
Discuss how to improve employee engagement and retention for bottom line profitability.
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[Panel] Physician Liaison Strategy: Practitioner Relationship Building Basics
Presented by: Jeff Kessler
Location: Waterloo Convention Center
Room #: D&E
Description
Jeff Kessler, VGM Market Data Sales and Customer Service Representative, will moderate a panel focusing on communication between the HME/DME and their referral sources and what that looks like in today’s competitive healthcare landscape. It is crucial to have a well developed strategy for fostering and maintaining both new and existing relationships between you and the practitioners in your regions. A gifted Physician Liaison combined with a thoughtful business development strategy is the driving force behind referral growth. Join us for this panel discussion where experts will delve into the fundamentals of physician liaison strategy.
Panelists:
-
Autumn Kline, Sales and Marketing Manager at NuCara Home Medical
-
Robert Minicucci Jr., Director of Business Development at Health System Services
-
Jim Lehan, Business Director at Lehan Drugs
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Sean Denning BS, RRT, Director of Clinical Services at Corner Home Medical
Learning Objectives
Participants will discover a process for assessing their current physician liaison program, identifying strengths and areas for improvement.
Participants will explore the importance of a focused physician liaison strategy, how to set quantitative goals, and demonstrate results to organizational leaders
Participants will learn best practices for building and nurturing an effective physician liaison team.
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Whose Maternity Line is it Anyway?
Presented by: Alan Cawley
Location: Waterloo Convention Center
Room #: 1-2
Description
This session is designed to engage attendee's and discuss topics related to the maternity space that incite interest in this category or address real life challenges providers are facing each day. Our panel will comprise of experts from various roles to help provide value thoughts for providers to consider when building their maternity business.
Panelists:
- Jason Ivey
- Jacque Ordner
Learning Objectives
Identify top challenges of competing in the maternity space.
Discuss how lactation professionals influence mom's and prescriber’s choices.
Discuss how to market and differentiate your maternity business.
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To BE or not to BE: Identifying Bronchiectasis (BE) in Your Oxygen Base
Presented by: Raymon Gregg , Daniel Carlson
Location: Waterloo Convention Center
Room #: 3-4
Description
This session will discuss how to identify and treat bronchiectasis in your current COPD oxygen patients and how to improve adherence post-HFCWO setup through ongoing patient outreach.
Learning Objectives
Discuss BE Overview and COPD Overlap prevalence.
Discuss lessons learned in identifying BE risk across 35,000+ oxygen pts under remote telerespiratory management.
Discuss how to address challenges in HFCWO qualification.
Identify way to improve long-term HFCWO adherence through ongoing patient encouragement/outreach.
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Maximize Your Profits and Minimize Your Risk: You Can Have It All!
Presented by: Kelly Grahovac , Sarah Hanna
Location: Waterloo Convention Center
Room #: A
Description
As a business owner your goal is to make a profit. As a biller to the federal government, you must take more than just your bottom line into consideration. In today’s environment, it is essential that a supplier “do it right” and “make money.” Sound impossible? In this session, Kelly and Sarah will discuss the ways in which you can get the most of your AR, employees, and profit margins all while doing it the right way. Learn about documentation requirements and best practices for obtaining the documentation you need. Understand kickbacks and how to avoid them internally and with referral sources. Discover ways to train and motivate your staff so that they can work effectively and compliantly! In this session you will learn how to do it right to maximize your return and remain compliant. You can have it all!
Learning Objectives
Identify federal health care requirements and how to avoid the gray areas.
Discover tools to develop an effective and efficient employee training and incentive program.
Identify common billing and collections pitfalls and how to avoid them.
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U.S. Rehab ATP Academy Prep
Presented by: Cindi Petito , Dan Fedor
Location: Waterloo Convention Center
Room #: B
Description
The U.S. Rehab ATP Academy is designed to optimize educational growth and build skill sets
that support the future of our members, healthcare professionals, and the complex rehab
technology (CRT) industry. The Academy includes educational courses to prepare candidates for
the RESNA ATP exam. It will also offer an apprenticeship program as the one-stop source to
connect individuals with experienced technicians, ATPs and clinicians. During this course,
attendees will hear about the U.S. Rehab Academy's current program developments that align
with the RESNA 2022 ATP exam redesign.
Learning Objectives
Discuss key factors that warrant change in building a future-ready workforce in CRT
Identify potential ATP candidates for the ATP program.
Determine skills-based pathways for qualified ATP candidates.
Implement talent development strategies to nurture potential ATPs.
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Exhibit Hall
Location: Exhibit Hall
Description
Exhibit Hall
Lunch
Location: Waterloo
[Panel] Best Practices Understanding and Billing in the CGM Market
Presented by: Ronda Buhrmester
Location: Waterloo Convention Center
Room #: A
Description
Ronda Buhrmester with VGM Government Relations will lead a panel that explores the latest advances in continuous glucose monitors (CGMs) and how your patients with diabetes can benefit from this technology. We will provide billing best practices and strategies for data mining CGM candidates from your existing patient database to help you grow your bottom line.
Panelists:
- Joe Ault, GEMCO
- Craig Douglas, VGM
- Collin Donoghue, ABCO Medical Supply
- Shawn McCoy, Eclipse Medical
- Ashley Brown, Brightree
Learning Objectives
Gain a comprehensive understanding of continuous glucose monitoring technology. This includes knowledge about how CGMs work, their components (such as sensors, transmitters, and receivers), and the benefits they offer in diabetes management.
Learn effective billing practices specific to CGMs. This will cover topics such as appropriate coding, documentation requirements, and reimbursement strategies.
Learn how to mine their patient records to identify individuals who could benefit from CGM technology. This includes understanding criteria for selecting suitable candidates and integrating CGM recommendations into personalized care plans.
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Review of Systems: An Approach to Diagnosing Referral Management Pain
Presented by: Charlotte Lawson
Location: Waterloo Convention Center
Room #: 3-4
Description
Borrowing from the systematic approach to diagnosis taught to medical doctors, this presentation will give HME leaders a framework for evaluating the "pain" of working a referral from intake to scheduling. Particular attention will be paid to qualification, where the range of payers and rules makes operating from static, tribal knowledge difficult in such a dynamic environment. Participants will leave with the tools to create a "differential diagnosis" for referral management opportunities at their companies.
Learning Objectives
Review the journey of referral documentation from source to scheduling.
Examine common bottlenecks in the referral management journey.
Identify how to develop a framework for identifying the specific opportunity areas on your team.
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A Voice for Clinicians: The Clinician Task Force Perspective
Presented by: Cara Masselink
Location: Waterloo Convention Center
Room #: B
Description
Advocacy is a powerful action associated with nuanced feelings -- often either those of hope and excitement, or guilt and responsibility. As clinicians, we advocate every day for our patients’ change -- striving to facilitate positive, impactful change. Accordingly, our clinical actions support this by pursuing continuing education and skill improvement, we consistently demonstrate our commitment to our practice and profession. While many clinicians grow into experts by following this path, barriers and frustrations frequently encountered during practice often leads to frequent fatigue, and even burnout (Shin et al., 2022). Although it may appear contradictory on the surface, participating in advocacy activities start a ripple effect of internal change, spread to our patients, the organizations we work for, and even the broader healthcare system (Jeelani et al., 2019; Masselink et al., 2021; Masselink et al., 2022). The Clinician Task Force provides a platform for clinicians in seating and wheeled mobility to transform barriers and frustrations experienced in clinical practice into positive change. This session aims to address the reasons why engaging in advocacy is important, for our personal and professional benefit, describe how the Clinician Task Force has successfully engaged in advocacy in the past, and what this work looks like heading into the future.
Learning Objectives
Identify the personal and professional benefits of engaging in advocacy.
Explain at least two ways that the Clinician Task Force has impacted seating and wheeled mobility policy.
Describe advocacy work the Clinician Task Force intends to pursue in the future.
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More Contractors, More Problems? The Current State of Affairs in DMEPOS Supplier
Presented by: Kelly Grahovac , Denise Leard , Lisa Wells
Location: Waterloo Convention Center
Room #: 1-2
Description
In recent years, DMEPOS Suppliers have gone from one contractor, the National Supplier Clearinghouse (NSC), managing all supplier enrollment functions to now learning how to navigate FIVE! While CMS may have intended this division of power as a way to streamline the enrollment process, it seems that the reality is the opposite. In this session we will explain who each of these contractors are and what role each plays within the supplier enrollment world. Our panel will discuss the importance of meeting supplier standards, maintaining appropriate accreditation guidelines, and understanding licensure requirements, as well as address common pitfalls that a supplier may encounter, and how to fix them.
Learning Objectives
Identify the supplier enrollment contractors and their functions in the enrollment process.
Discuss the DMEPOS Supplier Standards.
Discuss common mistakes suppliers make with their enrollment file that lead to a revocation of billing privileges.
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Unleash the AI Advantage: Optimize Operations and Delight Customers
Presented by: Ashley Hettermann
Location: Waterloo Convention Center
Room #: D&E
Description
Imagine a world where: - Your customer service team never sleeps, providing 24/7 support and personalized recommendations thanks to AI-powered chatbots. - Inventory magically manages itself, with predictive analytics anticipating needs and optimizing stock levels. - Paperwork vanishes into thin air, replaced by automated data entry and personalized reports generated in real-time. - Customers feel understood and cared for, receiving educational materials, medication reminders, and product recommendations tailored to their unique needs. - Sales & marketing teams can create presentations and collateral tailored to specific customers, topics and products in seconds offering the highest degree of personalization. This isn't science fiction – it's the future powered by generative AI.
Learning Objectives
Demystify generative AI and its potential for HMEs.
Get hands-on experience with AI tools and platforms.
Identify practical strategies for identifying high-impact use cases.
Explore real-world case studies and success stories.
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Increase Your Talent Bench Through Leadership Development Programming
Presented by: Paul DiMarco
Location: Waterloo Convention Center
Room #: C
Description
Creating an Evolving Leader Program needs involvement from all levels and foundational principles to be in place. Hear through this case study how one program was created and how it was done, who it has affected, and what has been learned so far.
Learning Objectives
Identify areas to support the creation of an Evolving Leader Program and areas that may need to be created or developed.
Differentiate between providing leadership development content and creating a formalized leadership program.
Discuss how an Evolving Leader type program can be put in place and the impact it can have.
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Exhibitor Move Out
Location: Exhibit Hall
Description
Exhibitors may begin moving their equipment out.
The Connected DME Ecosystem Suppliers Need to Thrive
Presented by: Ryan Colby
Location: Waterloo Convention Center
Room #: A
Description
Today’s DME suppliers are facing a number of headwinds impacting their ability to grow in a shifting landscape – 30% of them across the country have disappeared in the last 10 years, due largely to consolidation or a challenging economy. As one of the most critical pieces of the home-based care process, DME suppliers offer a clear way to improve outcomes for patients – but without the technology infrastructure to help them manage their business operations, the entire home-based care ecosystem suffers. In this session, Ryan Colby, Vice President of Go-to-Market Operations at Tomorrow Health, will detail the value of the connected DME ecosystem and the innovations in home-based care that will drive healthier, happier patients.
Learning Objectives
Discuss how an improved DME process can directly improve outcomes for patients.
Describe why today’s technical infrastructure limits the potential of DME suppliers and their businesses.
Outline the future of the connected DME ecosystem.
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New Managers: Embracing Leadership (Be Who They Need)
Presented by: Mike Isaacson
Location: Waterloo Convention Center
Room #: C
Description
“Be Who They Need” is a journey of self-reflection and provides a context to evaluate personal leadership motivation and values. The importance of positive, thoughtful leadership in healthcare has never been more relevant in today’s climate. The challenges that leaders face on a day-to-day basis can turn into fatigue and burnout. Maintaining and enhancing our employee’s work life starts with a deep dive into our own “leadership capital”, learning to create our own balance so that we may help those we serve and be who our people need us to be for them.
Learning Objectives
Explore the concept of “leadership capital” and how it affects our ability to lead effectively.
Identify and focus on our own leadership attributes.
Discuss foundational elements of leadership.
Discuss creating an environment of ownership within the context of expectations.
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Who Has Your Payer Contract Data and What Are They Doing With It?
Presented by: Craig Douglas
Location: Waterloo Convention Center
Room #: 1-2
Description
The Transparency in Coverage (TIC) legislation has been in place for a couple of years now, but the requirements for payers have been phased in slowly. For 2024, there are newly rolled out requirements for payers that will impact HME providers. Payers are now required to publish data regarding their contracts with providers. The rates you negotiated with a payer are now public, and so are the rates that your competitors negotiated with all of their payers. In this session we will look at the regulations, where the data is housed, who has access to it, and most importantly, how can it be used by patients, payers, providers, and other stakeholders.
Learning Objectives
Discuss the regulation requiring payers to publish certain elements of provider contracts.
Discuss where the data is published.
Identify who can access the data.
Discuss how the data can be used by your company, by payers, by your competitors, your patients, and your referral sources.
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Marketing 101: Strategies for Business Growth and Boosting Revenue
Presented by: Kayla Mahler , Mandi Rodgers , Krista McNurlen
Location: Waterloo Convention Center
Room #: 3-4
Description
Do you have set marketing initiatives with KPIs? If so, when is the last time that you checked how your marketing initiatives are performing. This session is not just Marketing 101; it's a roadmap to success specifically crafted for our members. We’ll delve into strategy on social media, website, and paid advertising to discover where your marketing dollars can create the most significant impact. Brace yourself for a revelation on how marketing, when made easy and swift, becomes the catalyst for increased traffic or marketing qualified leads. Additionally, a marketing startup guide will be presented, offering valuable recommendations on free or low-cost tools to build essential marketing assets.
Learning Objectives
Describe how to create a social media marketing strategy.
Name three tools to help implement marketing strategy and tactics.
Discuss how to simplify and expedite marketing efforts, making the process more efficient.
Discuss how to create marketing KPIs and how to track success.
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What Factors Really Affect the Efficiency of a Manual Wheelchair
Presented by: Amanda Storey
Location: Waterloo Convention Center
Room #: B
Description
There are many firmly held opinions about what factors most dramatically affect manual wheelchair propulsion efficiency. Which factors have the greatest impact and are most important to consider? Is it the weight of the chair? Is it the component selection? Like an automobile, is it the way it is tuned or set up that optimizes efficiency? Prescribing professionals must understand how people use their manual wheelchairs. They must also understand how wheelchairs actually work as a machine. Armed with this knowledge, the professional can make appropriate decisions to optimize efficiency while meeting the user's needs for support, stability, and function. This presentation will discuss factors commonly considered to be predictors of manual wheelchair propulsion efficiency. We will compare these factors in light of what current research suggests as being predictive and then provide some applicable conclusions to inform clinical practice.
Learning Objectives
Cite two examples of how end users move about in wheelchairs during everyday life.
List and explain two principles of physics that impact propulsion efficiency of a manual wheelchair.
Describe three characteristics of component selections that influence propulsion efficiency of a manual wheelchair.
List two examples of propulsion maneuvers influenced by rotational inertia and describe a strategy for each to lessen that influence.
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Collection, Reduction, & Waiver of Copayments: Rules to Follow & Traps to Avoid
Presented by: Miriam Lieber , Kim Cuce
Location: Waterloo Convention Center
Room #: D&E
Description
The improper reduction and waiver of copayments can lead to a number of legal problems for a DME supplier. It is relatively easy for a government enforcement agency...or a commercial insurer...or a whistleblower...to prove that a supplier is improperly reducing or waiving copayments. This program will discuss (i) how improperly reducing/waiving copayments can violate the federal anti-kickback statute, the federal beneficiary inducement statute, and the federal False Claims Act; (ii) the legal requirements that a supplier must follow when it reduces/waives a copayment; (iii) the steps that the supplier must follow in order to properly reduce/waive a copayment; (iv) a properly drafted Copayment Reduction/Waiver Policy; and (v) how a supplier can work with a charity to provide relief to patients.
Learning Objectives
Identify best practices for collecting upfront.
Discuss the regulations around the importance of being compliant with this practice.
Review pitfalls that others got caught up in that led to lawsuits.
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Lock Your Digital Door: Safeguarding Your Assets and Keeping Yourself Protected
Presented by: Nick Dideriksen
Location: Waterloo Convention Center
Room #: 1-2
Description
"Lock Your Digital Door: Safeguarding Your Assets and Keeping Yourself Protected" not only addresses immediate cybersecurity concerns but also emphasizes the importance of future-proofing your digital defense. By advocating for proactive measures to prepare for future software spending and budgeting, ensuring that resources are allocated wisely to maintain robust cybersecurity protocols. Nick will outline the necessary protections HME businesses should have in place, emphasizing the role of comprehensive cybersecurity policies, employee training, and regular system audits. The session also provides recommendations on vetting out software, guiding you through a meticulous process to select and integrate secure solutions. Additionally, it explores the evolving landscape of future software tools, delving into the realms of AI and automation, empowering businesses to stay ahead of technological advancements and leverage innovative tools while maintaining a secure digital environment. Join Nick’s session to hear about what can happen if your HME is not locking its digital door and how you can start today!
Learning Objectives
Discover effective ways to protect digital assets through actions like creating robust passwords, implementing two-factor authentication, and employing encryption methods for the security of personal and business data.
Develop the ability to assess and choose secure software solutions by learning how to evaluate the reliability of software providers and ensuring compatibility with current cybersecurity protocols.
Obtain knowledge on preparing for future software investments, exploring AI and automation trends, and adapting cybersecurity practices to evolving technologies for sustained digital resilience.
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“Claiming” Success: The Synergy of Training, Data Analytics, and Operational Processes
Presented by: Sarah Hanna
Location: Waterloo Convention Center
Room #: A
Description
This insightful presentation delves into strategies that can boost your collection rate and overall profitability. In an environment where efficiency and precision are paramount, staying ahead requires a comprehensive approach that encompasses employee training, data analysis, and strategic operational planning. A well-defined approach can make the difference between mediocrity and excellence. Unlock the power of data to drive informed decisions and identify strengths and weaknesses company-wide to optimize workflow, minimize claim denials, and maximize reimbursement.
Learning Objectives
Describe how analytics are used to identify root causes and lead to better outcomes.
Discuss a case study to show how analytics affect metrics and improve performance.
Discuss how to take the data and use it to improve operational processes.
Explain how training is important to achieving goals once weaknesses have been identified.
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Wheelchair Repairs: The GOOD, the BAD, and the UGLY
Presented by: Dan Fedor , Jim Stephenson
Location: Waterloo Convention Center
Room #: B
Description
Wheelchair repairs have been a hot issue in the past few years with a "Right to Repair" movement gaining some traction due to delays in the ability to have a wheelchair repaired. In this session you will learn some of the factors that have contributed to this issue and how to position your company to ensure repairs are accurate, timely, and profitable. The session will address tech and billing education, replacement during the five year reasonable useful life, and billing for maintenance and repairs (parts and labor).
Learning Objectives
Identify the current issues when repairing the chair (documentation, PA, cost, education and resources).
Determine best practices to ensure timely, accurate wheelchair repairs for your customers.
Discuss how to implement protocols to achieve a profitable service department.
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A New Kind of Diversity – Closing the Generation Gap
Presented by: Heather Marquez , Tom Marquez
Location: Waterloo Convention Center
Room #: C
Description
Let’s discuss and break down the elephant in the room. Generations. Companies and teams are facing significant conflicts and hiring challenges in the current workforce. We have seen legal issues increase and organizations lose ground competitively due to an inability to close the generation gap. Outpace your competitors by embracing this new kind of diversity.
Learning Objectives
1. Identify the generations in your workforce.
2. Understand the foundational differences between the generations in your workforce.
3. Articulate why generational gaps exist.
4. Implement 3 tactics to bridge the generational gap.
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Elevating Patient Outcomes: The Impact of Value-Based Care in DME Delivery
Presented by: Kim Radcliffe, DHA, MHA, PT
Location: Waterloo Convention Center
Room #: D&E
Description
Discuss the evolving DME market and newer devices and products. What's the evidence for their effectiveness and value. How do we validate the cost of higher end devices?
Learning Objectives
Discuss the categories of waste, and specifically that $200 billion is on overuse / unnecessary services.
Discuss the concepts of value-based care and evidence-based care.
Describe the most current DME devices emerging in the market and their cost / value.
Discuss alternatives / substitutions for DME brand products.
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Dancing Through the Decades
Location: VGM Farm
Description
Dancing Through the Decades is a mega-sized blast from the past that will transport you on a dazzling whirlwind tour of the 1950s to the 1990s. Imagine stepping into a vibrant time machine where each decade comes alive with its unique flair and style! Put on your dancing shoes, channel your favorite era, and get ready to groove through time at the Dancing Through the Decades Farewell at the Farm! Don’t forget to pack your favorite decade attire!
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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.