Moving the HME Industry Forward

Networking & Special Events

Some events require additional registration, please see each event description.

Innovative HME Retail Product Awards
The Audit “Happy” Hour
Stand Up for Homecare
Washington Update
Rise & Retail Breakfast Roundtables
Power Lunch
Closing Reception & Cash Giveaway
Health Mobius eRetail Experience
HIDA Session
Pride & Care Credit Session
Brightree Summit
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2018 Innovative HME Retail Product Awards
Monday, October 15 ⋅ 1:00 pm – 2:00 pm
Room: C205
Sponsored by: HomeCare magazine
The biannual Innovative HME Retail Product Awards honor HME products that are particularly suited for retail sale. The purpose of the competition is to promote and recognize products that contribute to providers’ bottom lines though cash sales. Entries will be judged on their contribution to the quality of life enhancement they will provide to the users and how well they would work in a retail environment. Products will also be judged on marketing support provided to suppliers, innovation; functionality, quality/durability, aesthetics/style, environmental sustainability, ease of retail set-up, and pricing. Attendees will listen to presentations from the top eight products (selected by panel of judges) and hear a retail panel discussion of these products. They will then cast their vote to crown three winners.
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The Audit “Happy” Hour
Monday, October 15 ⋅ 5:30 pm – 6:45 pm
Room: C201
Sponsored by: Pride, WellSky, and Pinnacle Medsource
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 varies with time of registration (save by registering early!), advance registration required. Experts in attendance: Wayne van Halem, The van Halem Group; Denise Leard, Brown & Fortunato; Kelly Grahovac, The van Halem Group; Pam Colbert and/or Brad Howard, Brown & Fortunato
advance registration required, see pricing
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AAHomecare’s Stand Up for Homecare Fundraiser Reception
Tuesday, October 16 ⋅ 5:30 pm – 7:00 pm
Sky Lounge at the Glenn Hotel
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 registration.
advance registration required, see pricing
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AAHomecare’s Washington Update
Tuesday, October 16 ⋅ 8:00 am -9:45 am
C101 Auditorium
Sponsored by: Golden 
Hear the latest developments on legislative, regulatory and payer relations issues from American Association for Homecare senior leadership. Topics will include long-term fixes for the competitive bidding program; audit reform; our increasing engagement with state Medicaid agencies, Medicare Advantage plans, and other private payers; and continued efforts to simplify the stream of rules and requirements that stands between suppliers and patients. You’ll also learn what you can do to help deliver better public policy outcomes for the HME sector in the coming year. This is a can’t-miss session for individuals with an interest in legislation and regulations affecting the future of our industry! AAHomecare speakers to include: Tom Ryan, president, Jay Witter, senior vice president of public policy, Kim Brummett, vice president of regulatory affairs, and Laura Williard, senior director of payer relations.
Open to all attendees, no additional registration required
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Rise & Retail Breakfast Roundtables
Wednesday, October 17 ⋅ 7:30 am – 9:00 am
Room: C202
Sponsored by: VGM Retail

Come one, Come all! It’s time to fill those tummies and talk retail. At this delightful breakfast attendees will have a chance to fill up on a mouth-watering hearty breakfast AND fill their brains with the active ingredients that make up a successful retail operation. In this lively atmosphere, attendees will rotate between four roundtables to discuss- employee training, marketing, product and merchandising.
advance registration required, see pricing

Marketing
Customers don’t just appear out of thin air- marketing is a must! At this roundtable, discuss with like-minded attendees the dos and don’ts of marketing. Learn about what innovative marketing tactics are working for your peers and how you can use those ideas to captivate new and already loyal customers.

Employee Training
Employee sales incentives? Training resources? Employee Retention? Best practices training? Insert your question here. Combine brain power with other providers and get solutions to these frequently asked employee training questions.

Products
Time to add sizzle to your inventory! Looking for trending products in the industry? Or strong sellers to add to current product categories? Fire up your questions and investigate what products will spark your sales!

Merchandising
Open the door, step inside, smell the air… All store owners know the satisfying feeling of walking into a well merchandised store. At this roundtable, banter with the best and learn the how-to’s of merchandising.
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Power Lunch
Wednesday, October 17 ⋅ 11:45 am – 1:15 pm
Room: C201
Sponsored by: VGM
Moderator: RJ Meyer, Senior VP of Sales, VGM
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!
advance registration required, see pricing

There will be a table for each of the following topics. You must select one of the following tables to attend when registering and remain at that table during the event:

Online Marketing
Driving Online Success in 2019 with a Full Tank of Online Strategies
Facilitator: Christina Throndson, Vice President, VGM Forbin
During this lunch, we will discuss the needs of your targeted audience and how to connect your business goals with high performance online marketing techniques. Join Christina and get your company’s online road map revved up for digital success!

Retail
Best-in-Class Merchandising and In-store Marketing Ideas
Facilitator: Rob Baumhover, Director of VGM Retail
Effective merchandising doesn’t end with product displays. Without signage, print and other marketing materials, you’re stopping short of the finish line. Learn about creating knock-out product displays and how to finish the look with in-store marketing from two retail experts.

Home Accessibility
Success Strategy for this Growing Market
Facilitator: Jim Greatorex, Vice President, VGM Live at Home
You may have heard that the Home Modification market has predicted rapid growth and great upside. But how can your company succeed? Jim Greatorex will lead an open discussion on the opportunity this market offers and how the successful companies build profitable revenue streams.

Technology Talk
Streamline Your Software, Handle Your Hardware & Digitize Your Data
Facilitator: Anna and Ryan McDevitt, Laboratory Tactical Consulting
Most companies now use at least 3 different systems to operate their business, yet, choosing a piece of software can be a daunting task for many providers! Bring your best technology related questions to Power Lunch. Anna & Ryan McDevitt, of Lab Tactical, will bring answers & insights from years’ worth of experience writing workflows and training staff to use technology. We can talk through how to evaluate features & benefits, add new software systems, or even how to unravel the mess of a failed implementation and streamline staff training.

CPAP
Maximizing CPAP Profits and Compliance
Facilitator: Jeremy Stolz, President, VGM Fulfillment
We will openly discuss options and best practices to reach full revenue potential from your CPAP program.

Leadership
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.

Managed Care
Retaining Your Payer Relationships in today’s Competitive Landscape
Facilitator: Craig Douglas, Vice President of Payer and Member Relations, The VGM Group
Join our group to discuss how to diversify your managed care portfolio, current payer trends, ways to make yourself known to payers, when and how to say no to a contract, and how to better navigate the managed care and private insurance market.

Cyber Security/Cyber Liability
Healthcare Held Hostage
Facilitators: Adam Miller, Sr. Program Manager, VGM Insurance Services; Carol Albaugh, Technical Solutions Consultant, VGM Group, Inc.
The healthcare industry now represents more than a third of all data breaches across all industries and government entities. With the increasing attacks on the health industry, data breaches causing substantial decrease in customers, revenues and business reputation, you can understand why it is more important than ever to understand what steps you can take to protect your customer’s ePHI.

Audits
Audits – Everything You Want to Know
Facilitator: Wayne van Halem, President, The van Halem Group
Audits have practically become a part of the DMEPOS Supplier’s daily operations. That being said, are you doing the best you can when responding? Are you taking the appropriate steps to get taken off an audit? Our lunch will include an open discussion with experts and your peers to learn what works and what doesn’t. This is an opportunity to ask questions and get insight into real life scenarios.
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Closing Reception & Cash Giveaway
Sponsored by: WellSky, PPM Fulfillment, AAHomecare, and EvenUp
On Wednesday, October 17, don’t miss the Closing Reception on the expo floor from 3:30 pm – 5:00 pm where there will be food, drinks, and a $5,000 cash giveaway! When attendees pick up their badges they’ll receive a card to be stamped by sponsors. Once that card is complete, the card will be turned in and a drawing will take place at 4:45 pm in the Mediware booth. Someone will win $5,000! Must be present to win.
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Health Mobius eRetail Experience
Tuesday, October 16 ⋅ 11:00 am – noon or 4:00 pm – 5:00 pm
Wednesday, October 17 ⋅ 10:30 am – 11:30 am or 1:30 pm – 2:30 pm
Medtrade attendees may visit with sponsors 30 minutes before and after each session
Room: C110
Please note: Registration for this event is done directly with Health Mobius
Sponsored by: Abena, CareZips, Cleanwaste, Core Products, Essential Medical, HealthOMeter Professional, Inc, SAI, Sigvaris, SP Ableware – Maddak Inc., Tranquility, Triumph Mobility, TZMO Group – Seni

Medtrade attendees looking for more help to effectively compete with Amazon and other online retailers have a new place to go—The eRetail Experience by Health Mobius. Past Medtrade speaker Kamal Haddad, CEO of Illinois-based Health Mobius, will host all sessions which are specifically designed to help providers “transform their omni-channel retail businesses.” Haddad acknowledges that it is difficult to compete with Amazon because of the retail giant’s product selection, pricing, and technology. “We also know you dominate when it comes to customer service and human interaction,” he says. “Health Mobius has developed effective e-commerce technology, and has partnered with manufacturers and brands to help level the playing field.” As an added bonus, the first 10 attendees who register for each session (session is offered at four times) will receive a free 90-day trial period for a customized web store courtesy of Health Mobius and its sponsors. This session is FREE to registered attendees. Learn more and register >
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5 Ways HMEs and Manufacturers Can Improve Cash Flow
Tuesday, October 16 ∙ 4:00 PM – 5:00 PM
C102
Facilitated by: Shelley Bache, US Healthcare Leader, First Quality Enterprises
Speakers: Brent Poythress, Vice President of HME Corporate Accounts, McKesson Medical Surgical; Scott Williams, President, Grove Medical, A Division of TwinMed Medical Supplies and Services; Matt Barnes, CEO, Professional Medical; TBD, Cardinal Health
Previously, “distribution” wasn’t an option for many HME manufacturers and dealers. The typical HME dealer worked directly with dozens – or more – of manufacturers in order to meet patient needs. It’s a costly model:  both sides need to manage a myriad of transaction types with each partner – orders, payments, deliveries, returns, product updates, and so on.  Today, many companies are turning to distributors for a more efficient model that allows them to focus on sales growth and lean on their distributor partner for logistics support.  In this session, find out the pros and cons of working with a distributor, and strategies for leveraging the distribution relationship.

Open to all attendees
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Wake Up and Learn:  Breakfast with Pride and CareCredit
CareCredit Consumer Financing:  Secrets to Success
Wednesday, October 17 ∙ 8:00 AM – 10:00 AM
C301
Please note: Registration is not done through Medtrade, you must register directly with Pride
Speakers:  Nichelle Coles, Assistant Vice President National Accounts; CareCredit, a Synchrony solution
This session will discuss how consumer financing options enable Providers to help consumers access products and accessories that allow the highest quality of life.  Becoming a CareCredit Provider has never been easier. In this session, we will provide an overview of what CareCredit is, how to become a CareCredit authorized Provider and how to incorporate and use CareCredit in your business. The session will also discuss additional collateral/point-of-sale materials to help integrate consumer financing into your business. Most importantly, find out how CareCredit can boost your sales.

Open to all attendees, advance registration required
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Brightree Summit

Monday, October 15
Please note: Registration is not done through Medtrade, you must register directly with Brightree
Every day, post-acute care providers like you face challenges, and every day Brightree works to eliminate those obstacles. The technology is how we do it, but the people – providers and their patients — are why we do it. Our Summit is an annual event that brings our HME customers together so we can hear from you and share what we’ve been up to in furthering our mission: empowering you by making it uncomplicated to do business.

During our one-day user conference, you’ll find that we’ve created all new tracks to enhance your experience. You’ll hear from Brightree experts on best practices to make the most of your systems, you’ll see the new innovations we’re rolling out, and you’ll learn from industry experts the best ways to boost your business efficiency and profitability.

And there’s more. One-on-one Ask the Expert sessions. Networking opportunities. A product trade show.

Did we mention the convenience? As always, Brightree Summit is held the day before Medtrade so you can optimize your time and budgets to attend both events together.

Don’t miss out on getting empowered. Save your seat today! Visit https://brightreesummit.com/ to register.
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