Fitter's Course:  Monday, October 7 • 10:00 am  - 6:00 pm

Includes admission to the Fitter's Course and choice of expo only or conference.

THERAFIRM Certified Fitter's Training Course: Understanding Venous Disease and the Business of Compression Hosiery
Speaker: Evan McGill, National Sales Manager, a division of Knit Rite
 
THERAFIRM's certified fitter training course is designed to provide the fitter of medical compression stockings, either experienced or brand new, with the needed medical knowledge to safely measure, fit and select the appropriate product for patients with venous insufficiency. The seminar covers the following topics: Circulatory Anatomy and Physiology, Venous Disorders, THERAFIRM Product Overview, Measuring and Fitting, and Growing Your Business with Compression Hosiery. At the completion of the course, the attendee will receive a certified fitter’s certificate from THERAFIRM indicating they have the training and knowledge to fit compression hosiery.

Workshops:  Monday, October 7 • 10:00 am  - 6:00 pm

Includes admission to one full-day Workshop, the Expo floor and the Educational Conference except where noted.

Using Brightree As a “Business Management Tool”
10:00 AM – 6:00 PM
Speaker: Kathy Quehl, Training Team Leader, Brightree

The Brightree system is NOT only valuable for billing and inventory management. It is also one of your most valuable “business management” tools. During this session you will learn the key Brightree tools and 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, with special emphasis on Competitive Bidding processes in Brightree. We will review ways to utilize actual “work lists” for your staff’s daily work assignments. In addition, you will learn other key tips to auditing and analyzing your data, giving you the power to make better informed business decisions.

Pre-Show Seminars:  Monday, October 7 • 1:00 PM – 5:00 PM

HME Sales Management Revenue Growth Summit
Speakers: Mike Sperduti, President and CEO, Emerge Sales, Inc

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.
 

 
Success in Diversification
Speakers: Mark Higley, Rob Baumhover, Mike Mallaro

Research, analysis and real go-to advice will be shared on a variety of diversification areas for HMEs to consider including: Retail Sales, Home Modifications, Ventilation, Hospice and more.
 

 
Mobility Documentation and Evaluations Then and Now: What is really needed? How do I get it? 
Speakers: Peggy Walker, RN, Director of Reimbursement, US Rehab/VGM; Elizabeth Cole, MSPT, ATP, Director of Clinical Rehab Services, US Rehab/VGM

With the advent of increased audits and stricter guidelines providers must understand how to better prepare themselves for post pay and pre-pay reviews from multiple contracted reviewers. Each contractor should be looking at and assessing the documentation in the same way.  However, due to many gray areas, reviews become subjected to individual interpretations. The DME provider must be defensive and very precise when sending information to these contractors. This presentation will assist the attendee to prepare good documentation for review with every claim they send in.
 

 
Keeping Your Business Ahead of the Digital Curve: Tactical Strategies for Online and Content Marketing 
Speakers: Anna McDevitt, Owner, Laboratory Marketing
Lisa Wells, Get Social Consulting LLC

Did you know that 88% of consumers who look a company up on the mobile device will either call or visit that company within 24 hours? Feel like you’re falling off the digital curve?? This ½-day workshop is one of the most engaging online marketing educational series for HME marketing professionals that we’ve ever offered. This is an interactive review of the concepts of Online & Content-Driven Marketing as they relate to the HME provider. HME marketing experts Anna McDevitt and Lisa Wells will take you through these marketing principles via entertaining stories, in-class activities, videos and real-world examples. This is about giving providers the tools you need to compete in a changing industry. No fluff, no hype – just real and relevant answers in a hands-on educational environment.  Participants will be given a fresh set of marketing tools to take home.  Attendees will also receive a complimentary copy of Lisa Wells’ book: Get Social: How to Use Social Media for Healthcare Marketing.
 

 
Operational Efficiencies in Today’s Marketplace
Speaker: Miriam Lieber, President, Lieber Consulting LLC

To weather the current HME climate, explore the inner workings of your organization to maximize efficiencies. You will need to create a more lean and robust infrastructure to sustain profitability and to prosper going forward. Learn from others’ mistakes and promote a healthier business environment by delving into day-to-day operations with a varied lens. Explore everything from management and leadership to operational best practices in a case study approach. An interactive session, this comprehensive look at your insides will assist you in developing a real management action plan for genuine accountability and ultimate profitability.
 

 
Keep Your Hard-Earned Money: Surviving Medicare Part B DME Audits- A Hands-On Review
Speakers: Mary Ellen Conway, President, Capital Healthcare Group, Denise Fletcher, Attorney, Brown & Fortunato, and Wayne van Halem, President, The van Halem Group, LLC

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.