Moving the HME Industry Forward

General Healthcare

Medtrade Workshops Go In-Depth

August 25, 2014

ATLANTA – Getting to Medtrade on day one of the Oct 20-23 show could pay huge dividends for the rest of your year, and beyond. With four 7-hour workshops to choose from (see below), attendees can begin the nation’s premiere HME trade show with a solid educational foundation.

“When you register for the Mike Sperduti 10X Sales Strategies Workshop, we want it to be right for you,” says Mike Sperduti, owner of Emerge Sales. “For owners and executives looking for new business models and strategies that really work—the answers are at the 10X Workshop.”

All workshops are on Monday, Oct 20, 2014, from 10:00 a.m. – 5:00 p.m. It’s a sizable time commitment, but presenters such as Caroline A. Pinney, national education and training manager, Juzo, Cuyahoga Falls, Ohio, believe the time is well spent for those looking to capitalize on the burgeoning compression therapy market.

“Carrying medical grade compression is a good cash sales generator,” says Pinney. “The course is offering continuing education credits, but more importantly we are going to be addressing one of the most common chronic conditions in the United States—vein disease. One out of every four people who walks through a DME door has some form of venous disease.”

Workshop fees include admission to one full-day Workshop, the Expo floor, and the Educational Conference. The workshops scheduled for Monday, Oct 20, 2014, are:  

Understanding Vein Disease and Compression Therapy
Room C209
10:00am – 5:00pm
Speaker: Caroline A. Pinney, National Education and Training Manager, Juzo
Approved for 7.5 credits through ABC and BOC
During this workshop, attendees will learn about the vein system, how it becomes incompetent, and how the disease progresses. In addition, there will be a special focus on lower extremity wounds including how to differentiate the four major lower extremity wound types. Attendees will also learn when and how Juzo compression garments are used in treatment, management and prevention of vein disease as well as gain hands on experience in fitting and measuring providing attendees with knowledge to safely measure, fit and select the appropriate compression garment for patients with vein disease. This workshop is for all levels of medical compression fitters – attendees will receive a Juzo Certified fitter certificate at the completion of the course.

An Introduction to the Certified Durable Medical Equipment Specialist (CDME)
Room C210
10:00am – 5:00pm
Speaker: Wendy Miller, BOCO, CDME, Chief Credentialing Officer
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 and prepare attendees to take the CDME examination. 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.
Medtrade attendees may sign up directly with BOC to take actual certification test.

Managing and Monitoring “Worklists”
Room C208
10:00am – 5:00pm
Speakers: Kathy Quehl, Senior Implementation Consultant, Brightree
The Brightree solution is a valuable system for billing and inventory, and reporting, but did you know that it is also one of your most valuable “activity/staff management” tools? Owners, executives, supervisors, operations managers, and other staff need to provide and or establish a simple/usable structure for identifying daily work and this process should be as efficient as possible. During this workshop, attendees will learn the key Brightree tools and best practices to help manage processes via existing pre-created worklists, as well as how to create custom worklists to establish a unique work-flow. Attendees will also learn how to utilize Brightree’s reporting and functionality to help manage, monitor and measure work activity areas, such as those within: customer service, documentation, dispatch, purchasing, billing and AR management, and cash applications. This session will review how to utilize actual “work lists” for the staff’s daily work assignments. In addition, attendees will learn other key tips to auditing and analyzing data and will leave the workshop with the power to better manage work activity within the Brightree system.    

Mike Sperduti’s 10X Sales Strategies
Room C211
10:00am – 5:00pm
Speakers: Mike Sperduti, President and CEO, Emerge Sales, Inc; Mike Strange, Vice President, Emerge Sales, Inc.; Ryan Ball, Director of State Policy/Director of OPGA Government Relations, VGM & Associates; Jeremy Kauten, General Manager, VGM Forbin; Christina Throndson, Web Marketing Manager, VGM Forbin
The number one priority for owners, CEO’s and executives is to increase new referrals and maximize per patient profit/revenue.  Mike Sperduti and his team of experts will arm your business with the strategies, tactics and successful models for creating outstanding exponential growth, profits and shareholder value, in the post competitive bid world and new generation of HME. Attendees will learn breakout sales and marketing ideas to implement and achieve double digit growth as well as learn: 1) keys to innovating, differentiating and positioning your company to be the only choice for your markets referral sources and patients; 2) how to turn a medical facility that you have no relationship into a referring account in 4 to 6 weeks; and 3) new predictable, repeatable and scalable sales models that produce immediate and long term results and much more. Be among the few – if you are truly determined to do the right things to grow your business. Take the first step by joining the most exclusive business program the industry has ever seen.

Providers who wish to register for Medtrade should CLICK HERE.    
• The full link for registration is
Pricing for events can be found at

Exhibitors have already bought 96% of the floor space at the Georgia World Congress Center in anticipation of what could be the most important Medtrade in the event’s long history. For a complete list of exhibitors and/or additional information about the show, visit