Pre-Show Seminars
Monday, October 24, 2011
All sessions 8:00 am - 12:00 pm (with the exception of Sigvaris)

Medtrade Presents

Performing Self-Audits: A “Hands-on” Workshop
Speakers: Mary Ellen Conway, President, Capital Healthcare Group, Denise Fletcher, Attorney, Brown & Fortunato, and Wayne van Halem, President, The van Halem Group, LLC
Sponsored by: Remit Data, Abbott Nutrition
Room B303

Can you review documentation effectively? With the mounting number of audits providers are facing, you need to audit your charts effectively and ensure you have the right documentation knowing the best practices in the industry. Physician notes, coding, proper modifiers, complete orders and more- do you know what will pass an auditor’s scrutiny? This 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. 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.

Pride Mobility Products

Every Penny Counts - Maximizing Reimbursement for Complex Rehab Products
Speaker: Daniel Fedor, General Manager of Education & Compliance, Pride Mobility Products Corporation
Sponsored by: Pride Mobility Products Corporation
Room: B312
Approved 0.4 CEU - Pride Mobility is recognized as an Authorized Provider of CEU by IACET and AOTA

In order to be successful in obtaining (and retaining) funding for complex rehab power wheelchairs for qualified patients, you must ensure that you are utilizing the most current (accurate) policy and billing guidelines. This comprehensive course will provide attendees with a detailed look at Medicare’s policy, documentation requirements, billing procedures for complex rehab power wheelchairs and the options and accessories associated with these products. Following the formal presentation, participants will have the opportunity to use what they’ve learned by reviewing (auditing) complex rehab power wheelchairs and with the instructor’s assistance be prepared to obtain appropriate funding for these products.

Q Logic Electronics: Moving Forward
Speaker: Jay Doherty, OTR, ATP, SMS, Clinical Education Manager, Pride Mobility Products Corporation
Sponsored by: Pride Mobility Products Corporation
Room: B313
Approved 0.4 CEU - Pride Mobility is recognized as an Authorized Provider of CEU by IACET and AOTA

The basic programming of a power wheelchair is easily mastered with time, however, the more complex the consumer the more complex the programming that must be performed. Q-Logic electronics for complex rehab consumers have become more sophisticated than ever before. These electronics have continued to evolve to meet the ever changing needs within the industry. This course will review head array, sip and puff, single switch driving and infrared control with the enhanced display. The course will review what changes have occurred to the electronics and how to program with these changes. Participants will be provided with scenarios based on the needs of a person and the applicable programming features that are available in the Q-Logic electronics to meet that consumers needs. Participants will have the opportunity to perform hands-on programming on boards that allow the participant to program and see the changes they have made.

The VGM Group, Inc.

Understanding the Realities of Competitive Bidding
Speakers:  Mark Higley, Vice President Development, The VGM Group; Alan Morris, Director, Alternate Care Programs, VGM & Associates, Ltd.; Cara Bachenheimer, Senior Vice President, Invacare, Corp
Sponsored by:  The VGM Group
Room: B308
Many Round One providers acknowledged they were ill-prepared for the difficulties and complexities of the bidding program. This inclusive seminar will guide attendees through the entire bid preparation process utilizing:

• Eligibility rules and regulations
• Key dynamics of the bidding process
• Nuts and bolts of the electronic bid submission system
• Hardcopy submission, financial measurement and consideration
• Checklists & strategies

Audits: How to be Prepared BEFORE You Receive the Dreaded Letter
Speaker: Peggy Walker, Billing & Reimbursement Advisor, US Rehab/VGM
Sponsored by: The VGM Group, Inc.
Room: B309
This session will address the different types of audit requests and letters that a supplier could receivee. This session will cover documentation that should be in the supplier’s files or available per request. The order intake process, education to referral sources and ordering practioners will also be reviewed with suggested examples of clinical notes provided.

Customer Service Strategies
Speaker: Louis Feuer, MA, MSW, President of Dynamic Seminars & Consulting
Sponsored by: The VGM Group, Inc.
Room: B314
Quality service keeps referral sources and patients returning to your business. Learn customer service strategies that will separate you from the competition, an understanding of the barriers to quality service, how to exceed referral source expectations, and how to turn complaints into sales tools. This program will motivate and educate like no other program you have ever attended.  Louis will teach you how quality service can become a revenue generator.

ResMed

Finding Your Next RAD Patient:  Start with Diagnosis to End with the Proper Treatment
Room: B301
To remain successful in today’s evolving sleep market, providers need to understand market opportunities for Bilevel and Ventilation growth. Looking at the most recent reimbursement guidelines, latest technology and how to find patients in areas you may not have looked before.  Throughout each of the sessions you will learn how these topics may assist you in enhancing patient care as well as growing your business.

8:00 – 9:00 AM
Market Awareness and Opportunities for Bilevel and Ventilation Growth
Speaker: Brad Tvedt, Sr. Director Business Development, Ventilation-Americas, ResMed
Sponsored by: ResMed
Approved by AARC (1.0 CEU)
Today we are continually challenged with ways to grow our sleep-disordered breathing (SDB) and ventilation business.    This session will open your eyes to the opportunities that exist within this market, new technology available and why it is important to your business. 

9:00 – 10:00 AM
Restrictive Thoracic Disorder:  Indentify, Treat and Get Paid in a Few Simple Steps
Speaker: Tim Jordan, RPSGT, Regional Clinical Specialist, ResMed
Sponsored by: ResMed
Approved by AARC (1.0 CEU)
Learn how and where to market your business to gain new Bilevel and Ventilation patients through understanding the RAD pathway for Restrictive Thoracic Disorders.  This session will cover how to get patients qualified for therapy, where the opportunities are and the best treatment options.

10:00 – 11:00 AM
COPD and Hypoventilation:  Treating both Sleep-Disorder Breathing (SDB) and Ventilation
Speaker: Beth Richey, RRT, Area Clinical Manager- Southeast, ResMed
Sponsored by: ResMed
Approved by AARC (1.0 CEU)
Grow your business by looking at the opportunities to treat your COPD and Hypoventilation patients with Bilevel therapy by understanding how to identify these patients within your current business and where to gain new patients.   This session will walk through the RAD pathways, where to find new referrals and what technologies are best for treating these patients.

11:00 AM–12:00 PM
Pediatric Sleep-Disordered Breathing (SDB) & Ventilation: Foundation, Challenges & Opportunities
Speaker: Ray Gregg, CRT, RPSGT, Regional Clinical Specialist, ResMed
Sponsored by: ResMed
Approved by AARC (1.0 CEU)
Learn the normal sleep architecture from infancy to adolescence, what factors are most commonly responsible for poor quality sleep and/or sleep deprivation, and the prevalence of SDB and ventilatory diseases in pediatrics.  This session will also discuss the comorbidities that are often seen with SDB in pediatric patients, treatment options and the common treatment challenges in pediatric populations.

Philips Respironics

Thriving and Growing in Today's DME Market 
Speakers:  Christine Cunningham, Marketing Manager-Medical Education; Jeff Marshall, Clinical Marketing Specialist; Laurie Scott, Sr Marketing Manager-Services Solution; Beth Guevara; Sr. Manager-Reimbursement Planning; Kimberly Snyder, Senior US Marketing Manager, Philips Respironics
Sponsored by:  Philips Respironics
Room: B306

This session will cover the continuum of products and solutions for the COPD and chronic pulmonary patient, tools for a successful sleep therapy compliance program, growing revenue in today's homecare environment, and current reimbursement challenges that effect the bottom line.

8:00 – 9:00 AM
The Continuum of Products and Solutions for the COPD and Chronic Pulmonary Patient
Speaker: Christine Cunningham, RRT, Marketing Manager-Medical Education, Philips Respironics
Sponsored by: Philips Respironics
Approved by AARC (1.0 CEU)
In this course, participants will receive a brief review of COPD staging as we discuss how PRI comprehensive product portfolio can help you to manage your COPD patients throughout the disease progression.  Participants will also be presented with tools to help their business grow and thrive in today’s challenging DME market.

9:00 – 10:00 AM
Tools for a Successful Sleep Therapy Compliance Program
Speaker: Jeff Marshall, RRT, Clinical Education Specialist, Philips Respironics
Sponsored by: Philips Respironics
Approved by AARC (1.0 CEU)
This Session will cover the challenges of running a successful Sleep Apnea Compliance Program and provide you with the tools/techniques to be successful.

10:00 – 11:00 AM
Growing Revenue in Today’s Homecare Environment
Speakers: Kim Snyder, Sr. US Marketing Manager, Philips Respironics, Laurie Scott, Sr. NA Marketing Manager, Philips Respironics
Sponsored by: Philips Respironics
Approved by AARC (1.0 CEU)
This session is for home care providers looking for ways to grow per-patient revenue in today’s challenging environment. The session will cover potential sources of new and recurring revenue, including retail sales, supply replacement and service options and other new revenue methods such as expansion into new product areas and alternate payer sources. Emphasis will be placed on how to target and market to these segments, and how to evaluate which revenue opportunities may be a fit for each home care provider's unique strengths and business model.

11:00 AM – 12:00 PM
What You Need to Know Now – Current Reimbursement Challenges That Effect Your Bottom Line
Speaker: Beth Guevara
Sponsored by: Philips Respironics
Approved by AARC (1.0 CEU)
This session will provide up-to-the-minute updates on current reimbursement issues facing the industry in the areas of sleep and respiratory.  Competitive bidding, payment policy and Medicare audits will be among the topics highlighted.  Get the latest information on the challenges affecting your bottom line today and into the future.

Permobil, Inc

The Power of Mobility: Choosing the Right Power Wheelchair Base
Speaker: Amy Morgan PT, ATP, Pediatric & Standing Specialist, Permobil, Inc
Sponsored by: Permobil, Inc
Room: B302
Approved 0.2 CEU - University of Pittsburgh

Are there really significant differences between front-wheel drive, mid-wheel drive, and rear-wheel drive power wheelchairs? How do we decide which drive wheel configuration is best for an individual? This session will explore all three types of power wheelchair drive configurations and discuss the benefits and possible drawbacks of each. The content is supported by research, physics, and real world experience. The discussion will focus on general concepts of various power wheelchair bases. Participants will gain a greater understanding of the various performance characteristics of each drive wheel configuration - beyond simply variations in turning radius (which is most commonly known.) Understanding that there is no such thing as a "perfect" chair, attendees will be better able to help a client make an educated decision on which type of base would best suit their individual needs.

Sunrise Medical

Pediatric - Thoughts and Ideas!
Speaker: Sharon Pratt, Director of Education, Sunrise Medical
Sponsored by: Sunrise Medical
Room: B305
Approved (4.0 CEU) - Med Univeristy - an authorized provider of IACET
(International Association of Continuing Education and Training)
To promote critical thinking, attendees will be encouraged to develop strategies for providing seating and mobility solutions for pediatric clients. A review of the pediatric assessment team and assessment process will transition to the differences between the pediatric and adult pelvis. Early intervention perspectives will be discussed, with considerations of both growth and development, as well as the management of tone. Emphasis on the importance of a thorough hands-on assessment to identify common symptoms and their causes, in order to translate assessment findings to appropriate product solutions.Documented case studies of pediatric clients with seating and mobility needs will be used to highlight important considerations for the hands-on evaluation, and how assessment findings are translated into appropriate product features.

SIGVARIS

8:00 am - 4:30 pm

Venous Disease and Compression Therapy
Speaker: Judith Brannan, Education/Medical Affairs Manager, SIGVARIS, Inc.
Sponsored by: SIGVARIS, Inc.
Room: B311

SIGVARIS is offering a half day workshop for medical retail professionals who wish to learn more about medical conditions that are treated with compression therapy. SIGVARIS one-day fitter seminars are designed to provide the fitter of medical compression stockings with the needed medical knowledge to safely measure, fit and select the appropriate product for patients with veno-lymphatic disorders. Attendees will earn 7.25 credit hours through ABC and BOC.

Venous Disease and Compression Therapy 2011 Agenda