Workshops:  Monday, March 18 - 10:00 am - 6:00 pm

Using Brightree As a “Business Management Tool”
Speaker: Kathy Quehl, Training Team Leader, Brightree
Tradewinds AB

The Brightree system is NOT ONLY a valuable for billing and inventory, etc., it is also one of your most valuable “business management” tools.  During this session you will learn the key Brightree tools and industry best practices to help you manage your entire DME/HME business more efficiently and effectively using the features and functionality already available to you in Brightree. We will examine areas in Brightree where you can establish your own unique work-flow. You will learn how to utilize Brightree reporting and functionality to help you manage, monitor and measure all areas within your business, such as customer service, dispatch, purchasing, billing and AR management. We will review ways to setup actual “work lists” for your staff’s daily work assignments. In addition, you will learn other key tips to auditing and analyzing your data, as well as monitoring actual activity within your Brightree system. The class is  best suited for Brightree users that have been live/working on the Brightree system for at least 3-6 months and who now desire to learn/establish a more advanced use of the system to help manage their business operations.

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Seminars: Tuesday, March 19 - 8:00 am - 12:00 pm

HME Sales Management Revenue Growth Summit
Speaker: Mike Sperduti, President and CEO, Emerge Sales, Inc.
Islander Ballroom C

Every owner and sales manager is thinking in the same thing: "How do I drive more revenue? How do I generate more referrals, how are we going to survive on lower margins, even if we win competitive bid-how do we make sure we sell enough to make it worthwhile? Now more than ever sales needs to be your number one priority and your number on focus. Join the most respected sales and marketing thought leaders as we present insider tactics and best practices from the most effective HME sales organizations in the US. The speakers and the audience will have a two-way, interactive discussion on topics ranging from driving sales rep effectiveness, sales technologies, and revolutionary new sales tactics based on thousands of sales calls and winning proposals with referral sources and patients.

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Q-Logic Drivability: Performance at Its Best!
Speaker: Jay Doherty, PT, ATP/SMS, Clinical Education Manager, Quantum Rehab, Pride Mobility Products Corp.
Tradewinds B

Setting up a wheelchair for a client can be very challenging at times. The last thing providers and therapists want is to have to open a manual in order to program a power wheelchair in front of clients. Even when a wheelchair comes in initially, proper setup of the product requires fine tuning the driving parameters to meet the individual’s specific needs. This course will provide the participant with the knowledge on how to program and optimize the driving parameters for the client’s comfort with controlling the wheelchair using Q-Logic Electronics. Participants will have the opportunity to program the driving parameters of the wheelchair electronics and then get into the power wheelchair and feel the changes that have been made.  Hand control driving, enhanced display programming, attendant control programming, and power seat operation will all be covered in this course.

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The Difference Between Success and Failure: What You Need to Know to Create a Successful HME Retail Business
Speaker: Rob Baumhover, Director Retail Programs, The VGM Group, Inc.; Miriam Lieber, President, Lieber Consulting LLC    
Islander Ballroom E

Are you looking to get into retail, but don’t know where to start? Have you tried getting into retail, but with little success? This course focuses on key strategies for creating a successful HME retail business. From choosing the right location, to ensuring that the design and merchandising of your retail showroom is as efficient and effective as possible, to hiring and training the right retail sales staff, to creating a marketing campaign with maximum impact, we will teach you what to do right in retail! 

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Emerging Trends and Opportunities – The Future of HME
Speakers:  Alan Morris, Director, Alternate Care Programs; Mark Higley, Vice President, Development; Don Davis, President, Duckridge Advisors
Islander Ballroom B

This program will cover all aspects of the changing face of the home medical equipment industry.  As the industry continues to mature, it’s important to recognize the opportunities and challenges presented in response to a variety of factors, including the Affordable Care Act, the aging population, and changing dynamics of the payer market.  Providers must be prepared to grow, and this session will provide the information necessary to make the important decisions involved in doing so.

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Seminars: Wednesday, March 20 - 1:00 pm - 4:00 pm

Surviving Medicare Pre and Post-Payment Audits: A Hands-on Review
Speakers: Mary Ellen Conway, President, Capital Healthcare Group; Denise Fletcher, Attorney, Brown & Fortunato; Wayne van Halem, President, The van Halem Group, LLC
Islander Ballroom D

Have your Medicare DMEPOS records been audited? If not, they will be. With the mounting number of audits providers are facing, you need to audit your charts effectively, ensure you have the right documentation and know the best practices in the industry. Can you review your documentation correctly? Physician notes, coding, proper modifiers, complete orders and more----do you know what will pass an auditor’s scrutiny? This hands-on review will focus on Medicare requirements, our most demanding payer; however what you learn can help to set up processes and systems for all other payers as well. Faculty will provide sample documentation for a hands-on review so that you can ensure you are auditing your records correctly LONG before they are requested in an audit.

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Webinars: Final Session (live) Tuesday, March 19 - 10:00 am - 11:00 am

HME Orientation 101 Webinar Series: A Review of the Business and Regulatory Information for New and Recently Employed HME Staff
Speakers: Mary Ellen Conway, President, Capital Healthcare Group; Louis Feuer, President, Dynamic Seminars/Medcomment Center; Denise Fletcher, Attorney, Brown & Fortunato; Wayne van Halem, President, The van Halem Group, LLC
Islander Ballroom D

Medtrade officially announces that the days of the do-it-yourself comprehensive business orientation program are over! Providers are busy orienting their new employees to their specific job and the organization’s practices, but who properly orients staff to the HME industry’s critical business and regulatory guidelines, why they are important and how they must be followed?

Four of the homecare industry’s leading experts, Mary Ellen Conway, Louis Feuer, Denise Fletcher and Wayne van Halem have created the first industry educational series focused on an introduction and review of the basics that any and every HME staff member needs to know. This program will help decrease the learning curve for new and recently employed staff - as well as those just trying to grapple with understanding all facets of the home medical equipment industry.

Webinar Sessions
Wed Jan 30 at 12 Noon EST 
Basics and Competitive Bidding Review, Mary Ellen Conway
Wed Feb 6 at Noon EST 
Sales & Marketing: An Orientation to Your Sales and Marketing Operations, Louis Feuer
Wed Feb 20 at 12 Noon EST 
Audit Overview, Denise Fletcher
Wed Mar 6 at 12 Noon EST 
Billing and Coding Basics, Wayne van Halem
Final session is live at Medtrade Spring, Tues March 19, 10am-11am

Notes and audio to prior sessions are available

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