Moving the HME Industry Forward


In Depth and In Touch

January 6, 2014

LAS VEGAS – Medtrade Spring starts in 63 days, and hundreds of exhibitors and thousands of attendees are making plans to head to the Nevada desert for the March 10-12 show. A series of in-depth workshops (see full list below) gets the ball rolling on Monday, March 10, and additional 90-minute educational sessions will also be on tap during that first day.

On Tuesday, March 11, more educational sessions will be in full swing, and the Expo floor will be open for perusal. Click here to register for Medtrade Spring.

The 7-hour workshops on Monday are a unique opportunity for attendees to gain in-depth knowledge about topics that merit the extra time. “The reason we need to do it over a period of hours is that it is immersion,” says Mike Sperduti, president of Mike Sperduti Sales, Emerge Sales, and Renewal Technologies—and presenter for the Mike Sperduti HME Growth Summit. “You have to understand the concepts, how they apply to your business. You can’t get that done in a traditional seminar setting. We have assembled the best of the best, and we will be sharing strategies that people can implement back home and immediately see growth.”

The THERAFIRM Certified Fitter’s Training Course is one of four in-depth workshops that attendees can choose in an effort to start the conference on an education-packed note.

Understanding Venous Disease and the Business of Compression Hosiery goes from 10:00 a.m. – 5:00 p.m. (time includes breaks plus an hour for lunch) with presenter Evan McGill, national sales manager for Therafirm, a division of Knit Rite. McGill believes the extended format can bring participants up to a level of understanding that will allow them to carry the product with confidence and quickly boost business.

“Our program covers anatomy, physiology, deep vein thrombosis, measuring, products, growing your business, and how to be an effective fitter,” he says. “The more you know about your patients and what their body has been through, the better. In this competitive bidding world, you can grow your business with compression, and it warrants an extended course. In 90% of cases, compression is a cash-based option. We hope providers can add this item and generate cash business.”

THERAFIRM is launching a new compression product line in January with innovative knitting and yarns, and they will be showcasing the product as exhibitors at Medtrade Spring. “We want to build our brand awareness, because we are not as big as the big guys,” says McGill. “The first step is giving people an informative course that is not only for our products, but about the compression industry as a whole. If providers understand anatomy, physiology, and fitting, they are more likely to want to do compression.”

The remaining three workshops set for Monday, March 10 are:

Using Brightree as a Business Management Tool
10:00 am – 5:00 pm
Speaker: Kathy Quehl, Training Team Leader, Brightree
Presented by: 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.

Recognizing Excellence in DME – An Introduction to the Certified Durable Medical Equipment Specialist (CDME)
10:00 am – 5:00 pm
Presented by: BOC in partnership with MED Group
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.

The Mike Sperduti HME Growth Summit
10:00 am – 5:00 pm
Presented by: Emerge Sales
Are You Ready to Grow Your Business by 20% to 100% or More?
A new era of growth, productivity and profit awaits—and it’s time to step up and own the success your business deserves. The Growth Summit will arm your business with the strategies, data and psychology for thriving, and not just surviving, in the post competitive bid world.

Dominate your market and referral sources. Massively expand your cash business. Train, retain and inspire an extraordinary team. Create an unstoppable new business model – by learning from the best. In Las Vegas, you will discover where your business is and where you want it to be – and you’ll create the map to get you there.

Join the brightest business minds in the HME world and explode your profits. Learn breakout sales and marketing tactics from experts on how to grow 20 -100% in 2014. Winners adapt, change and grow. Many will fall in this post competitive world – the worst business climate our industry has ever faced. Stand tall.

Be among the few. If you are truly determined to do the right things to grow your business, then take the first step and join the most exclusive business program today.

Part of the effort to offer solutions involves bringing back the 6-4-18 Series—specifically designed to provide six building blocks for success in the next eighteen months. During Medtrade last year, these presentations were included with a conference pass, but Medtrade Spring will offer a new, value-added twist.

“6-4-18 is going to be open to all,” says Kevin Gaffney, group show director, Medtrade. “We are hoping to make it easy. Medtrade is committed to survival and success of the HME industry. By making these important sessions open to all, we believe a large number of providers will benefit.”

Medtrade Spring takes place March 10-12 (Monday to Wednesday), 2014, at the Mandalay Bay Convention Center in Las Vegas. Unlike previous years, the show will be Mon-Wed, instead of Tues-Thurs. Click Here to register for Medtrade Spring.