Workshops

This is a 4 hour class that is designed to teach the students how to adjust, repair and troubleshoot equipment from a number of manufacturers seeking knowledge on technical training for Power and/or Manual wheelchairs.

This workshop will use the “round robin” format and utilize 4 of the major manufacturers of power mobility/batteries along with ATLAS-FIOS for general electronics theory.

• Amy Systems
• Merits/Avid
• Quantum/Pride
• MK Battery
• ATLAS-FIOS

The main areas of work:

• Electronics basics
• How to identify different components of the power wheelchair
• Motor theory
• Troubleshooting with a multi meter
• MK Battery
• Battery theory
• Battery Troubleshooting
  • (one of the largest areas of need for training as it is the number 1 repair of power mobility annually)
• Power Wheelchair Manufacturers
• Specific manufacturer features
• Seating
• Programming
• Base components

This session will delve into the intricacies of creating a robust payer contract strategy, focusing on innovative approaches and practical insights. Attendees will gain a comprehensive understanding of the key elements involved in developing and maintaining effective payer contract team, ensuring sustainable growth and competitive advantage.

Objectives:

• Understand the critical components of a successful payer contract strategy.
• Explore innovative approaches to negotiating and managing payer contracts.
• Identify common challenges and solutions with payer contracting.
• Learn best practices for monitoring and optimizing payer relationships.
• Develop actionable strategies for improving contract outcomes and organizational performance.

This integrated Marketing and Sales Plan outlines a comprehensive roadmap to drive growth, enhance brand presence, and achieve measurable business outcomes through strategic marketing initiatives and focused sales execution.

Marketing Plan Overview

The marketing strategy is designed to build brand awareness, generate qualified leads, and convert target audiences into loyal customers. Through detailed market analysis, buyer persona development, and a clearly defined marketing mix, the plan supports data-driven decision-making and agile campaign management.

Key components include:

•  Market Analysis: A thorough examination of industry trends, customer demographics, and a SWOT analysis of key competitors to identify opportunities and threats.
• Target Audience & Personas: Profiles developed around the specific needs, preferences, and behaviors of ideal customers to tailor messaging and campaign efforts.
• Positioning & Messaging: Clear articulation of unique value propositions that differentiate our brand in the marketplace, supported by consistent messaging across all touchpoints.
• Marketing Strategies & Channels: Deployment of multichannel tactics, including digital marketing, social media, email, content marketing, and traditional outreach to maximize reach and engagement.
• Content Strategy: Creation of high-impact content such as case studies and sales collateral, aligned with buyer journeys and campaign goals.
• Budget & Calendar: Resource allocation by activity and channel, accompanied by a detailed marketing calendar to align campaigns with seasonal and industry-specific opportunities.
• Measurement & Analytics: Defined KPIs and performance metrics to track ROI, assess campaign effectiveness, and inform ongoing optimizations.

Sales Plan Overview

The sales plan outlines targeted strategies to drive revenue, increase market penetration, and build long-term customer relationships. The approach aligns closely with marketing efforts to ensure a unified go-to-market strategy.

Key components include:

•  Sales Objectives: Clear, measurable targets for revenue growth, customer acquisition, and market share expansion.
• Customer Segmentation: Identification of high-potential segments and development of ideal customer profiles to focus sales efforts effectively.
• Value Proposition & Offerings: Highlighting unique product or service features and competitive advantages tailored to each segment.
• Sales Strategy & Tactics: Defined processes for prospecting, lead conversion, upselling, and retention, supported by modern sales enablement techniques.
• Sales Team Structure: Clear roles, responsibilities, and workflows to optimize team performance and accountability.
• Forecasting & Territories: Predictive modeling for sales performance and a strategic approach to territories and distribution channels.
• Training & Development: Ongoing education and coaching programs to ensure sales excellence and adaptability

Together, the marketing and sales plans serve as a cohesive strategy to drive business growth, foster deeper customer engagement, and build a sustainable competitive advantage.

This session builds upon the foundational content presented last year, offering a more comprehensive examination of critical challenges within the intake, billing, collections, compliance, and audit processes. Attendees will gain insights into common operational pain points and receive actionable guidance for effectively addressing these issues. The presentation will feature interactive discussions and real-world case studies to enhance engagement and practical understanding.

Key Topics of Discussion

1. Intake Process

The session will underscore the importance of thorough insurance verification, including an in-depth discussion on CMS’s consolidation of billing across Skilled Nursing Facilities (SNF), Hospice, and Home Health (HH).

Strategies will be presented for obtaining essential documentation when initial records lack sufficient detail to support medical necessity.

Guidance will be provided on assembling a complete, billing-ready file, including accurate identification of the appropriate payment category for each product and a clear understanding of the corresponding billing requirements.

2. Billing and Collections

Emphasis will be placed on the creation of clean claims that align with payer-specific billing guidelines, including the correct use of modifiers, narratives, span dates, and other critical elements. The variability among payers will be addressed.

The session will explore best practices for achieving and maintaining a healthy accounts receivable, including key performance metrics and strategies for monitoring and responding to denial trends.

3. Compliance and Audit

A review of CMS Quality and Supplier Standards will be conducted, highlighting the most frequent violations and offering practical approaches to mitigate risk.
Attendees will gain an understanding of the various auditing entities and learn effective strategies for successfully navigating audit processes.

Subject matter experts will present essential performance metrics across each operational area, equipping suppliers with the tools to monitor organizational health and drive continuous improvement. Participants will leave the session informed, confident, and empowered to implement best practices within their respective organizations.