Moving the HME Industry Forward

General Healthcare

Emerge Sales and PlayMaker to Offer Free Sales Training at Medtrade Spring 2018

March 4, 2018

LAS VEGAS – HME business leaders attending this spring’s Medtrade Spring Conference in Las Vegas can now take advantage of a free, comprehensive sales training workshop presented by sales and marketing expert Mike Sperduti of Emerge Sales, sponsored by PlayMaker, a sales platform for HME providers.

Sperduti is a high-powered coach, trainer, speaker, and sales expert who delivers straightforward and highly effective sales and communication training and programs. For 26 years, he has worked with established and new companies to help them achieve their financial and strategic sales goals. As an expert in revitalizing underperforming firms, Mike dedicates himself to helping associates achieve peak performance in sales.

“The strategies revealed in this workshop can be instantly implemented when you get home and you’ll see immediate growth in new patient referrals and your income,” says Mike Sperduti. “This year’s attendees will also have an opportunity to learn more about how PlayMaker’s HME-specific sales platform can help to support the strategies outlined in the workshop to accelerate sales growth. The fact that PlayMaker is sponsoring the training and allowing everyone to attend for free makes this the can’t-miss event of this year’s Medtrade Conference.”

During this four-hour workshop, attendees will be led through the following topics:

  • Effective communication strategies that generate new patient referrals
  • Cold calling: the key to driving new patient referrals & growth
  • Getting inside the minds of your referral sources so they see you are the only choice for their patients
  • How to close the sale every time and generate lots of new patient referrals

“We are delighted to partner with Mike to offer this powerful training to HME sales and marketing leaders,” says Holly Miller, vice president of Sales with PlayMaker. “At PlayMaker, we provide visibility into market data, EHR referral activity, and relationship management to optimize efforts and achieve sales success, so sponsoring this workshop is a perfect fit for us.”

The workshop is part of the 2018 In-Depth Education series, taking place on Tuesday, March 27th, 2018 from 8:00 a.m. to 12:00 p.m. in Room South Pacific C W3. Registration to attend Medtrade Conference is required. Visit to register now, and be sure to select HME Master Sales Training Workshop as an add-on. Space is extremely limited, so act now to secure your seat. PlayMaker will also be hosting a post-workshop lunch reception from 12:00 to 1:00 p.m.


Other Workshops On Offer at Medtrade Spring 2018

Tuesday, March 27, 9:00 AM – 4:00 PM

An Introduction to the Certified Durable Medical Equipment Specialist (CDME)
Presented by: BOC

Room: South Pacific A

Workshop Number: W1

The Certified DME Specialist (CDME) is a person who demonstrates broad knowledge of the DME/supply industry, including prescription verification, intake process, product selection, dispensing and setup, documentation, billing, compliance, and performance management. This workshop will cover the scope of practice for the CDME. Discover the value of the CDME for facilities in a challenging industry climate and how to market the credential to customers, referral sources, and third party payors. Jeff Hedges, CDME (pictured), president and CEO, R.J. Hedges & Associates and Michelle Yoon, credentialing operations manager, Board of Certification/Accreditation (BOC) will lead the workshop.

After you complete the workshop, you will be ready for the exam.

Certified Durable Medical Equipment Specialist (CDME) Exam

Thursday, March 29 • 8:00 am – 10:00 am

Exam registration is through BOC. To register, create a “MyBOC” account by clicking on Apply for Certification or log in to your existing account. Questions? Contact the BOC Certification Team at or 877.776.2200.

Tuesday, March 27, 8:00 AM – 2:00 PM

HME Reimbursement It’s A New Frontier
Presented by: VGM

Workshop Number:  W2

While we’ve come a long way from the days of the “Wild West,” current HME providers are still feeling a sense of chaos when dealing with many third party payers such as Medicare, Medicaid, and Medicare Advantage Plans. It’s a showdown with those that service the chronically ill/disabled and those that pay for it. The landscape of how you get paid for products and services has changed. Don’t allow vague rules and regulations, inconsistent decisions, and payment rates that feel like you’ve been held up dictate your destiny. There’s a new “Sheriff in Town” and it’s you, not the payers. In this journey, your guides (Ronda Buhrmester, reimbursement specialist, VGM, and Dan Fedor, compliance director, VGM) will take you into the new frontier and ensure you are able to navigate the landscape to effectively get to your destination of being paid timely and accurately for the products and services you provide (third party payers or private pay). Bring your posse with you.

Tuesday, March 27, 8:00 AM – 12:00 PM

Optimize Brightree, Best Practices for your Business
Presented by: Brightree

Room: South Pacific D

Register Now

Workshop Number:  W4

Join Deb Mills, implementation consultant, Brightree, for an advanced review of the many tools, reports, and features in the Brightree system that are designed to manage all aspects of the business. This course will have a special emphasis on how to implement and utilize the features in Brightree to improve day-to-day processes.