Moving the HME Industry Forward

2017 Networking & Special Events

POWER Symposium MLD Course

Saturday, February 25  1:00 pm - 5:00 pm
Paris Las Vegas
Arrive to Medtrade Spring early and take advantage of this special offer from our friends at the POWER Symposium. Medtrade Spring attendees can register to attend Juzo Academy: Manual Lymph Drainage Demonstration plus Q&A with Lymphedema and Compression Therapy Experts at no cost. This four-hour course includes a live demonstration of Manual Lymph Drainage (MLD) by Guenter Klose, MLD/CDT Certified Instructor. You’ll learn the core principals and effectiveness of MLD in the treatment of lymphedema. Along with JUZO Education and Training Manager Caroline Pinney, Klose also will conduct an interactive Q&A session to answer questions about all aspects of lymphedema including physiology, pathophysiology and treatment. To learn more about the course or the entire event, visit To register for the MLD course, please email

First-Time Attendee Orientation

Monday, February 27 • 10:00 am - 10:30 am
Banyan A

Is it your first time at Medtrade Spring? As a new attendee, we invite you to Medtrade Spring's First-Time Attendee Orientation. Grab a cup of coffee and hear tips from Medtrade veterans that will help make your first Medtrade Spring a success. Learn how to get the most out of your expo floor and/or conference experience. There is no fee to attend, no additional registration required.

The Audit "Happy" Hour

Monday, February 27 • 5:30 pm - 6:30 pm
Banyan A

There’s not much happiness when it comes to audits – unless you’re figuring out how to navigate them. We’re making it fun by giving you that opportunity, and a chance to meet with experts at a relaxed networking reception. So grab a glass of wine or beer (audits do drive us to drink, right?!), and meet with audit experts at this unique Q&A and networking opportunity. Registration fee is $30, advance registration required.

AAHomecare’s Stand Up for Homecare Fundraiser Reception

Tuesday, February 28  •  5:30 pm - 7:00 pm
South Seas F

Stand Up for Homecare is a proactive campaign that gets positive, accurate information about the home medical equipment sector into the media and onto Capitol Hill. The campaign has generated positive news reports by national and local media, and mobilized grassroots advocates to contact policymakers. The campaign has also funded research that underscores the value of HME and the credibility of providers. By attending the fundraising reception you can help to expand awareness and appreciation of homecare. The reception is also a major networking event attended by key leaders in the HME community. Read more about the Stand Up for Homecare campaign. You may add the Patron level, $150, to your Medtrade Spring registration.

Networking Reception at Environments for Aging Expo

Tuesday, February 28 • 5:00 pm - 7:00pm
This year, Medtrade Spring is co-locating with the Environments for Aging Expo & Conference. Mingle with EFA's exhibitors and attendees while enjoying cocktails and hors d'oeuvres for only $25. Takes place on the EFA expo floor, additional registration required. 

AAHomecare’s Washington Update

Tuesday, February 28 • 8:00 am - 9:45 am
South Seas E

As the largest national association representing the HME industry, AAHomecare is on the front lines in Washington, DC fighting for its members. This your chance to get the insider's perspective on what is happening now and what is up next on Capitol Hill, at CMS and where the industry is headed on its biggest issues. Stay informed, stay involved. AAHomecare speakers to include: Tom Ryan, president, Jay Witter, senior vice president of public policy, Kim Brummett, vice president of regulatory affairs. No fee to attend, all attendees welcome. 

Power Lunch

Tuesday, February 28  •  11:45 am - 1:15 pm
Room: South Seas F
Real food for thought! Fuel up on lunch and information crucial to making your business survive and thrive. Fill your plate with a quick lunch and head to your pre-selected table where the moderator will kick-off your roundtable group discussion. Learn from experts, hear from your peers, and take back solutions to your office.  Seats fill up quickly, register early! Registration fee varies with time of registration, advance registration required.

Moderator: Scott Owen, VP National Sales VGM and Associates

Documentation Challenges – Can Your Documentation Survive an Audit?
Facilitator: Mary Ellen Conway, President, Capital Healthcare Group
Audits can be the end of a business and many have closed because of them. If you’re not collecting excellent documentation from your prescribers that contains all of the required elements you need, you’re as good as gone. Even though this collection has been the norm for many years, we often hear “no one else asks for that”. How do we deal with cranky prescribers, transcription delays and more? Come discuss best practices and remedies to help you have the best records possible with all of the documentation requirements covered so you are ready at all times for an audit.

Connecting with Customers in a Digital World
Facilitator: Christina Throndson, VGM Forbin Director of Business Development
Join our discussion to learn helpful tips for improving engagement, connecting with your targeted audience and focusing your message through social media, search engine marketing and reputation management.

Sales Word Tracks... Specific Words and Questions that Resonate with Customers
Facilitator: Maria Markusen, Director of Operations and Development, VGM Retail
Everyone uses different presentations and word tracks in the selling process, but research tells us that certain words, phrases, and word tracks make a greater impact and help to reach the unconscious level with customers.   This round table will go over those words, questions, and processes that will take your sales processes to the next level.  

Home Accessibility, the Growth Solution    
Facilitator: Jim Greatorex, Retail Services Business Development, VGM Group, Inc
During this round table discussion, you will hear best practices for start-up, marketing, funding opportunities and project management from providers with a wide range of experience in the Accessibility field.  These discussions will help you develop a successful home accessibility strategy that increases your cash flow and molds seamlessly with your business model.  

Round Two Recompete: Non-Contract Supplier Servicing Competitive Bid Patients, Subcontracting, and Other “Hot Button” Issues
Facilitator: Jeff Baird, Attorney, Brown & Fortunato, P.C.
This free-flowing discussion will focus on “hot topics” pertaining to competitive bidding Round Two Recompete, including the following: (i) how a non-contract supplier can “buy into” competitive bidding; (ii) how a subcontract arrangement should be structured; (iii) what are the “minimum necessary” services that must be provided to beneficiaries; and (iv) by utilizing ABNs, how a non-contract supplier can serve patients in CBAs.

Leadership -- A Must to Survive in HME Today 
Facilitator: Miriam Lieber, President, Lieber Consulting LLC
As a leader in HME today, accountability and model behavior are key ingredients to viability and success. Create an environment of high performance standards and productivity by establishing achievable goals and realistic measures through leadership and coaching. Join this candid discussion about the real meaning of leadership in HME today. 

Audits - Problems and Solutions
Facilitators: Denise Leard, Attorney, Brown & Fortunato, P.C.
Wayne van Halem, President, The van Halem Group
Kelly Grahovac, Senior Consultant, The van Halem Group
Medicare Suppliers continue to face audits at an increasing rate.  For this reason, knowing how to respond to a request for additional documentation can make or break a company.  Understanding the process is the key to success. Why can an audit from a ZPIC have much more significant ramifications than an audit from a RAC? Discuss with your peers the various types of audits suppliers face and, most importantly, the best practices for responding to any audit request.

Best Billing Practices
Facilitators: Sarah Hanna, President, ECS Billing & Consulting North  
Kit Shellhouse, Vice President of Operations, ECS Billing & Consulting North
Companies who exhibit best practice standards within their revenue cycle have certain things in common.  They improve their processes and increase the effectiveness of their team through workflow development and better use of data and technology to trend their billing and payer behaviors.  By streamlining the processes within the billing and intake departments, companies can improve their AR and DSO for enhanced collections and cash flow.  Connect with industry leaders to examine how best practices in billing can be attained.