Moving the HME Industry Forward

2017 In-Depth Education | Monday, October 23 • 9:00 am - 3:00 pm

Please note:  Workshops may be added to an expo pass or a conference pass, additional registration required. Fees vary per workshop. 

 

An Introduction to the Certified Durable Medical Equipment Specialist (CDME)

Presented by: BOC
Room C208 (exam in room C301)

Speakers: Jeff Hedges, CDME and Cynthia Tolson, Business Development Manager, Board of Certification/Accreditation (BOC), in collaboration with MED Group Materials

The Certified DME Specialist (CDME) is a person who demonstrates broad knowledge of the DME/supply industry, including prescription verification, intake process, product selection, dispensing and setup, documentation, billing, compliance, and performance management. This workshop will cover the scope of practice for the CDME. Discover the value of the CDME for facilities in a challenging industry climate and how to market the credential to customers, referral sources, and third party payors.

Certified Durable Medical Equipment Specialist (CDME) Exam 
To qualify, participants will submit their application and documentation to BOC before taking the exam.To register, create a “MyBOC” account by clicking on Apply for Certification or log in to your existing account. Questions? Contact the BOC Certification Team at cert@bocusa.org or 877.776.2200.

 

VGM's Breaking Bad 2017 Reimbursement Seminar!

Room C209
Sponsored by: VGM and The vanHalem Group

Speakers: Dan Fedor, Compliance Director and Ronda Buhrmester, Reimbursement Specialist, VGM

Let us help you break those bad reimbursement habits. In this course, Ronda Buhrmester and Dan Fedor will conduct a reimbursement analysis of the most common misconceptions about documentation and billing (codes and modifiers) that have become habit due to the lack of clear guidance from Medicare. This lack of guidance has resulted in internal habits that are not always correct. Let's not just continue doing something because "that is how it's always been done." Ronda and Dan will ensure you have the most updated accurate information, which will enable you to do what is required in the most efficient manner AND earn 0.5 CEUs.

 

HME Master Sales Training

Room C210
Presented by: Emerge Sales
Speaker:
Mike Sperduti, CEO and Founder, Emerge Sales

This comprehensive Sales Training workshop will be presented by Sales and Marketing expert Mike Sperduti. Mike is a high powered coach, trainer, speaker and sales expert who teaches straight-forward and highly-effective sales and communication training and programs. For twenty-six years, Mike Sperduti has worked with established and new companies to help them achieve their financial and strategic sales goals. Known nationally as an expert in revitalizing underperforming firms, Sperduti dedicates himself to helping associates achieve peak performance in sales. Attendees will learn:

Effective Communication Strategies That Generate New Patient Referrals
Learn the latest sales strategies Mike has developed to succeed in this new era of Healthcare that will help you engineer meaningful messages and marketing collateral that will instantly connect with referral sources - position you over your competition and motivate them to do business with you. You will learn:

  • A predictable and repeatable sales process that will give you the confidence, knowledge and skills to be an industry leader in this new era of healthcare sales
  • How to use the latest industry trends and referral source market data (based on our proprietary research) in your sales process and messaging to make your company stand out and get their attention

Cold Calling – The Key to Driving New Patient Referrals & Growth
In this exciting session Mike Sperduti will teach you specific communication strategies on how to fill your calendar with new referral sources that will be very interested in meeting with you and engaging them in meaningful conversations that will lead to an abundance of new patient referrals. You will learn:

  • How to turn a medical facility that you have no relationship with into a referring account in 4-6 weeks

Getting Inside the Minds of Your Referral Sources So They See You Are the Only Choice for Their Patients
This is a very powerful session - Mike will teach you how to get inside the minds of each one of your referral sources so you can clearly see, hear and feel how they make decisions, what are their unmet needs and wants so you can clearly make proper recommendations that they will instantly see & feel you are the best choice for them & their patients. You will NOT sell them. They will choose you over the competition. You will learn:

  • How to use the most effective language skills used by the top Psychologists, Lawyers and Sales people to give you an unfair advantage over your competition.
  • Proven relationship building strategies and conversational talking points that you will put in "your own words" to be brilliant during every customer conversation- from your first meeting to closing the sale
How to Close the Sale Every Time and Generate Lots of New Patient Referrals
In this final and most important session Mike teaches you the most powerful closing strategy & technique of all -time. This powerful language pattern has generated millions of dollars in HME revenues and will be a defining moment for your business, career and financial future. You will learn:
  • How to make the closing process easy, effortless and never pressured for you & the referral source so always win!
  • The greatest closing strategy of all-time that you will instantly implement when you get home and see immediate growth in new patient referrals and your income.


Brightree Summit 
(register directly with Brightree, not a Medtrade event)
The Brightree Summit user conference is back and it’s “Bigger, Better, Bolder!” The annual event returns to Atlanta on October 23 to bring together hundreds of Brightree customers for a full-day of exceptional training, education and consulting sessions, world-class speakers, and cutting-edge health IT products and services. Attendees will experience the best of what Brightree offers HME providers to improve efficiency, operations and profitability. New in 2017, the Brightree Summit features an interactive Brightree trade show where attendees can get specific product questions answered by experts, a Summit App for your Apple or Android device to gain easy access to all event information, and a Networking Reception Event at the Omni Hotel from 5:30 p.m. – 7:30 p.m. To register for the 2017 Brightree Summit, and learn about the agenda and speakers, visit www.brightree.com/summit.