2020 Medtrade

Sessions Speakers Floor Plan
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Sessions (59)

An Introduction to the Certified Durable Medical Equipment Specialist (CDME)

02 Nov 20
9:00 AM - 5:00 PM

Tracks: *Workshops

Speaker(s): Jeff Hedges
The Certified DME Specialist (CDME) is a person who demonstrates broad knowledge of the DME/supply industry, including prescription verification, i... More...

Survivor HME All-Stars - Medtrade Atlanta (Reimbursement)

02 Nov 20
9:00 AM - 12:00 PM

Tracks: *Workshops

Speaker(s): Dan Fedor ; Ronda Buhrmester, CRT
HME suppliers are brought together to service the medical equipment needs of the disabled and those with chronic medical conditions.  They com... More...

Team@work Sales BootCamp

02 Nov 20
9:00 AM - 5:30 PM

Tracks: *Workshops

Speaker(s): Ty Bello
Every Sales Professional has the drive and desire to make it to peak performance in sales. The Team@Work Sales BootCamp provides the Sales Professi... More...

Designing and Monitoring Productivity Across Your Organization

02 Nov 20
12:00 PM - 4:00 PM

Tracks: *Workshops

Speaker(s): Courtney Perez ; Julie Dube, Sr.
In today’s environment, companies must ask, “Are the right people performing the right tasks?”; “Are our overall workflows ... More...

Business Impact of COVID-19: A Provider Panel

02 Nov 20
1:00 PM - 2:00 PM

Tracks: Business Operations (Conference Pass Only)

Speaker(s): Rob Boeye
Business continuity is critical right now, and it’s no surprise that the healthcare industry needs it most. In this provider panel discussion... More...

Challenges or Opportunities: How to Survive in Turbulent Times

02 Nov 20
1:00 PM - 2:00 PM
Speaker(s): Denise Leard ; Todd Moody
Prior to COVID-19, suppliers had multiple challenges to its business practices. COVID-19 resulted in CMS issuing a number of waivers related to enr... More...

Cybersecurity and the HME Supplier: What You Need to Know Now

02 Nov 20
1:00 PM - 2:30 PM

Tracks: Business Operations (Conference Pass Only)

Speaker(s): Chris Kinard ; Jay Bracken ; Kelly Grahovac
What would happen if your organization's data was held for ransom? Does your insurance policy include cyber liability? Do your policies and pro... More...

Current Legislative Activity

02 Nov 20
2:15 PM - 3:15 PM

Tracks: Business Operations (Conference Pass Only)

Speaker(s): John Gallagher
This session will provide participants with recent and timely government updates, illustrating how government policies have an affect the HME Indus... More...

Educating the HME Consumer to Grow Your Retail Revenue

02 Nov 20
2:15 PM - 3:15 PM
Speaker(s): Wayne Grau
The demand for HME retail products continues to grow. The HME consumer needs to be educated about HME products and how they can improve their lives... More...

Relational Nutrients: Leading Your Company with These Four Key Elements So Your Teams Do Not die

02 Nov 20
2:15 PM - 3:15 PM
Speaker(s): Sarah Hanna
What do you do when you have an underperforming team member? It would be crazy if we saw a farmer yelling at an apple if it did not look quite righ... More...

A Novel World: The Mechanics of Purchasing a DME Company in a Post-COVID-19 World

02 Nov 20
2:45 PM - 4:15 PM
Speaker(s): Alfonso Zambrano ; Bradley Smith ; Tom Knapp
The mechanics of a DME acquisition can be a mysterious and overwhelming process and COVID-19 has impacted DME transactions more than most buyers re... More...

Creating Excellence in Your HME Front Office Processes and Procedures

02 Nov 20
3:30 PM - 4:30 PM

Tracks: Business Operations (Conference Pass Only)

Speaker(s): Bruce Gehring ; Joey Graham ; John Stalnaker
This interactive panel discussion takes a comprehensive look at workflow processes and procedures throughout patient intake, scheduling and order f... More...

Dissecting an OCR Investigation: A Case Study for HME Suppliers

02 Nov 20
3:30 PM - 4:30 PM

Tracks: Business Operations (Conference Pass Only)

Speaker(s): Kelly Grahovac
Data breaches and cyber security have become common phrases in today's conversation, and no place is that more prevalent than healthcare. As a ... More...

Partnership Pitfalls: What to Look Out For When Working With Other Businesses

02 Nov 20
3:30 PM - 4:30 PM
Speaker(s): Jeffrey Baird ; Todd Moody
Whether it be with other DME suppliers, manufacturers, physician practices, marketing companies, or anything in between, there can be a lot of upsi... More...

Compliant Lead Generation for Medicare: Does it Exist? Is it Scalable?

03 Nov 20
12:00 PM - 1:00 PM

Tracks: Sales & Marketing (Conference Pass Only)

Speaker(s): Karina Hayat
With the tough Medicare marketplace in our current crippled economy, more and more companies are working that much harder to obtain your customers.... More...

COVID-19 Ask the Experts Panel

03 Nov 20
12:00 PM - 1:30 PM
Speaker(s): Andrea Stark ; Cara Bachenheimer ; Kim Brummett ; Laura Williard ; Wayne van Halem
This panel of industry legislative, regulatory, and billing experts from AAHomecare, Brown & Fortunato, MiraVista and The van Halem Group will ... More...

Ingredients for Success: The 4 Musts to Operating a Profitable Retail Business

03 Nov 20
12:00 PM - 1:30 PM
Speaker(s): Rob Baumhover
This session will incorporate the uniquely collaborative elements of VGM’s Brick by Brick: Retail Learning Workshops into 90 minutes of learn... More...

Patient Engagement and the Path to Value Based Care

03 Nov 20
12:00 PM - 1:00 PM

Tracks: Business Operations (Conference Pass Only)

Speaker(s): Lindy Tentinger
As value-based care becomes more of the norm in healthcare, HME providers must think strategically about their stake in the overall healthcare pict... More...

Strategic Sales Planning for 2021

03 Nov 20
12:00 PM - 1:00 PM

Tracks: Sales & Marketing (Conference Pass Only)

Speaker(s): Ty Bello
There is always uncertainty in every business, but those that choose to set a Strategic Plan are less often to come short of their goals and also d... More...

Tapping into Discharge Planners as a Referral Source

03 Nov 20
12:00 PM - 1:00 PM

Tracks: Sales & Marketing (Conference Pass Only)

Speaker(s): Amanda Yavorsky
Hospital discharge planners are extraordinarily busy, serving between 100-400 patients daily, discharging them to home, long term care facility, MR... More...

Corporate Compliance Programs: The Key to Keeping Your Hard-Earned Money

03 Nov 20
1:15 PM - 2:15 PM

Tracks: Business Operations (Conference Pass Only)

Speaker(s): Denise Leard ; Kelly Grahovac
As a DMEPOS supplier, you know that a compliance program is required; but did you know that it is also beneficial?  Medicare overpayment deman... More...

HME In a Post-Pandemic Environment

03 Nov 20
1:15 PM - 2:15 PM
Speaker(s): Craig Douglas ; Mark Higley ; Ronda Buhrmester, CRT
Since this early spring, HME providers have truly lived in unprecedented times. From concerns of making payroll to equipment shortages to the non-s... More...

DME MAC Contractor Updates

03 Nov 20
1:45 PM - 3:15 PM

Tracks: Medicare Updates

Speaker(s): Angie Cooper ; Cindy White ; Staci McMichel ; Trina St Ours
Join Provider Outreach and Education representatives from the four DME MACs for this Updates and Errors session.  Panelists will discuss recen... More...

HME Mergers and Acquisitions: Why It Stands Out in a Post-Covid Environment

03 Nov 20
1:45 PM - 3:15 PM
Speaker(s): Patrick Clifford
The mergers and acquisitions market across all business sectors – health care and otherwise – has been battered by the economic fall-ou... More...

How to Navigate State Advocacy with Medicaid and Managed Care

03 Nov 20
1:45 PM - 3:15 PM
Speaker(s): David Chandler ; Laura Williard
If you are interested in hearing successful strategies to improve our industry's position at the state Medicaid level, then be sure to check ou... More...

Monetizing the Value of Outcomes

03 Nov 20
1:45 PM - 3:15 PM
Speaker(s): Chris Kinard ; Dewey Roof
The time has come to demonstrate value beyond the provision of a 'widget.'  Our product driven reimbursement models are antiquated and... More...

Payor Contracting: How to navigate Narrow & Closed Networks

03 Nov 20
1:45 PM - 3:15 PM

Tracks: Business Operations (Conference Pass Only)

Speaker(s): David Siegel ; Effie Carlson ; Laura Cabe
Armando Cardoso, Dave Siegel and Laura Cabe will discuss and explore how to get into closed and/or narrow networks.  "Closed" insura... More...

Ask the Experts: Woundcare Panel Discussion

03 Nov 20
2:30 PM - 3:30 PM

Tracks: Business Operations (Conference Pass Only)

Speaker(s): Alicia Lance ; Lucy Ketner ; Margaret Halstead
If you are in the woundcare business and looking for ways to educate your referral sources and staff regarding documentation and clinical coverage ... More...

Billing, Reimbursement and the Operational Impact of COVID-19

03 Nov 20
2:30 PM - 3:30 PM

Tracks: Business Operations (Conference Pass Only)

Speaker(s): Miriam Lieber ; Ronda Buhrmester, CRT
In the new normal, what are billing trends that impact reimbursement? How do you maximize payment and keep it? Knowing that every HME provider grap... More...

Proactive Payer Relations for HME Providers

03 Nov 20
2:30 PM - 3:30 PM

Tracks: Business Operations (Conference Pass Only)

Speaker(s): Kris Srinivasan, MD, MBA
There is a constantly changing landscape of how patient products, supplies and services are reimbursed today. The payer is becoming a key stakehold... More...

Government Audit Landscape: A Review of Past, Present, and Future Trends in the World of Government Audits

03 Nov 20
3:30 PM - 5:00 PM
Speaker(s): Joshua Skora ; Stephen Bittinger
The world of government audits is ever changing, be it Recovery Audit Contractors (RACs), Unified Program Integrity Contractors (UPICs), Medicaid I... More...

How the Role of the HME Sales Professional is Changing the Clinical and Revenue Cycle

03 Nov 20
3:30 PM - 5:00 PM

Tracks: Business Operations (Conference Pass Only)

Speaker(s): Bruce Gehring ; Joey Graham ; Ty Bello
The role of the HME Sales Professional has evolved through the years and now, with COVID-19 as a backdrop, we have a greater level of engagement an... More...

Inside the Beltway: What to Expect from Capitol Hill and CMS

03 Nov 20
3:45 PM - 4:45 PM
Speaker(s): Cara Bachenheimer
While Capitol Hill and CMS have been dealing with the many issues related to managing the COVID-19 pandemic, policymakers still have their "no... More...

Marketing SMART after 6' Apart. The Road to Recovery

03 Nov 20
3:45 PM - 4:45 PM

Tracks: Sales & Marketing (Conference Pass Only)

Speaker(s): Christina Throndson
The effects of the 2020 pandemic have greatly impacted daily routines, communication methods and habits, livelihoods and buying behaviors. As the y... More...

Patient Engagement: Aligning Technology with a Personal Touch to Improve Health Outcomes

03 Nov 20
3:45 PM - 4:45 PM
Speaker(s): Cheryl Henninger, BHA, RRT, CEAC ; Jeff Kristoff
In this session, attendees will learn about patient engagement, patient engagement models, and discuss opportunities for improving patient engageme... More...

Reducing Provider Burden by Streamlining the Order/Referral Workflow: Electronic Medical Documentation Interoperability (EMDI) and CMS Burden Reduction Team

03 Nov 20
3:45 PM - 4:45 PM

Tracks: Business Operations (Conference Pass Only)

Speaker(s): Nandini Ganguly ; Pallavi Talekar
In this session, we will describe how the EMDI initiative as part of the CMS' Office of Administrator's Burden Reduction Team helps reduce ... More...

Reimbursement Update: Coronavirus Edition

03 Nov 20
3:45 PM - 4:45 PM

Tracks: Business Operations (Conference Pass Only)

Speaker(s): Andrea Stark
In late December 2019, a Chinese health commission reported a cluster of pneumonia cases in Wuhan. A few weeks later, when the first case of COVID-... More...

**REPEAT: Reducing Provider Burden by Streamlining the Order/Referral Workflow: Electronic Medical Documentation Interoperability (EMDI) and CMS Burden Reduction Team

04 Nov 20
9:00 AM - 10:00 AM

Tracks: Business Operations (Conference Pass Only)

Speaker(s): Nandini Ganguly ; Pallavi Talekar
In this session, we will describe how the EMDI initiative as part of the CMS' Office of Administrator's Burden Reduction Team helps reduce ... More...

COVID-19 Government Enforcement Update

04 Nov 20
9:00 AM - 10:30 AM
Speaker(s): David Rybicki ; John Lawrence ; Leah Richardson
COVID-19 caused the federal government to inject a tremendous amount of tax payer money into the economy in myriad forms of relief, all with differ... More...

Drive Efficiencies With An Asset Management Program

04 Nov 20
9:00 AM - 10:00 AM

Tracks: Business Operations (Conference Pass Only)

Speaker(s): Bonnie Jablonowski
If you rent out equipment, you know how difficult it can be to track your assets. Whether you're looking to improve equipment use, control asse... More...

How to build a Unique Selling Proposition (USP) and Clinical Sales to Maximize Referrals

04 Nov 20
9:00 AM - 10:00 AM

Tracks: Sales & Marketing (Conference Pass Only)

Speaker(s): Ty Bello
Selling in the Medical Community has evolved. The question is, has your business and most importantly has your selling process and techniques? A Un... More...

Navigating Retail in the New COVID-19 World

04 Nov 20
9:00 AM - 10:30 AM
Speaker(s): Ashley Plauche
In the emerging retail world of Plexiglas partitions, modified showroom layouts, virtual engagement, and shifting shopping behaviors, HME retailers... More...

NSC Updates

04 Nov 20
9:00 AM - 10:00 AM

Tracks: Medicare Updates

Speaker(s): Malisa Rogan
NSC Updates forth coming... More...

CBIC Update

04 Nov 20
10:15 AM - 11:15 AM

Tracks: Medicare Updates

Speaker(s): Elaine Hensley
The CBIC will provide updates on the Round 2021 bid evaluation results to include contracting, disqualifications, and implementation. More...

Compliantly Making Money & Best Practices to Keep It

04 Nov 20
10:15 AM - 11:15 AM

Tracks: Business Operations (Conference Pass Only)

Speaker(s): Michael Silverman, Esq. ; Sylvia Toscano
From proper patient intake through billing, audit, and appeal considerations, this session will focus on informing providers on the laws and guidel... More...

Staying Connected to Employees and Patients in a Global Crisis

04 Nov 20
10:15 AM - 11:15 AM

Tracks: Business Operations (Conference Pass Only)

Speaker(s): Will Cousin
2020 brought unexpected changes to healthcare businesses across the country as COVID-19 gripped the nation. Depending on their area of focus, HME b... More...

Where to Play and How to Win: Strategic Frameworks for Driving Growth

04 Nov 20
10:15 AM - 11:15 AM
Speaker(s): Mary Ellen Conway ; Patricio Casillas
Deciding which ways to grow needs to be intentional — not driven by luck. Learn best practices and strategic frameworks that the biggest and ... More...

Cybersecurity and the HME Supplier: What You Need to Know Now

04 Nov 20
10:45 AM - 12:15 PM

Tracks: Business Operations (Conference Pass Only)

Speaker(s): Chris Kinard ; Jay Bracken ; Kelly Grahovac
What would happen if your organization's data was held for ransom? Does your insurance policy include cyber liability? Do your policies and pro... More...

Life in the Post-COVID-19 World: The New Normal for DME Suppliers

04 Nov 20
10:45 AM - 12:15 PM
Speaker(s): Cara Bachenheimer ; Jeffrey Baird
Except for the 1918 influenza pandemic, what our country is experiencing is unprecedented. There is no playbook on how to respond, and policy maker... More...

**(REPEAT) Monetizing the Value of Outcomes

04 Nov 20
1:30 PM - 2:30 PM
Speaker(s): Chris Kinard ; Dewey Roof
The time has come to demonstrate value beyond the provision of a 'widget.' Our product driven reimbursement models are antiquated and moreo... More...

A Day without an HME

04 Nov 20
1:30 PM - 2:30 PM

Tracks: Business Operations (Conference Pass Only)

Speaker(s): Kris Srinivasan, MD, MBA
In order to understand how the elevate the HME industry, we need to think differently and approach our "Why" with a different perspective... More...

Audit and Compliance Guidance in the Post Pandemic Era

04 Nov 20
1:30 PM - 2:30 PM

Tracks: Business Operations (Conference Pass Only)

Speaker(s): Kelly Grahovac ; Wayne van Halem
COVID-19 brought with it a wide array of waivers and flexibilities from Medicare, Medicaid, Managed Care and commercial plans. This included comple... More...

Billing, Reimbursement and the Operational Impact of COVID-19

04 Nov 20
1:30 PM - 2:30 PM

Tracks: Business Operations (Conference Pass Only)

Speaker(s): Miriam Lieber ; Ronda Buhrmester, CRT
In the new normal, what are billing trends that impact reimbursement? How do you maximize payment and keep it? Knowing that every HME provider grap... More...

Buying and Selling Toilet Paper: Preparing to Purchase or Sell in a post-COVID-19 World

04 Nov 20
1:30 PM - 3:00 PM
Speaker(s): Alfonso Zambrano ; Bradley Smith ; Tom Knapp
COVID-19 has impacted both buyers and sellers in the deal making process. Now, in a post-COVID-19 world, buyers are not the only ones who are condu... More...

Practical CRM in a Post Pandemic World

04 Nov 20
1:30 PM - 3:00 PM

Tracks: Sales & Marketing (Conference Pass Only)

Speaker(s): Holly Miller ; Jason Dillon ; Ty Bello
Circumstances changed the way HME providers conduct business. Overnight they went from face-to-face to non-essential, requiring a different layer o... More...

**(REPEAT) Reimbursement Update: Coronavirus Edition

04 Nov 20
2:45 PM - 3:45 PM

Tracks: Business Operations (Conference Pass Only)

Speaker(s): Andrea Stark
In late December 2019, a Chinese health commission reported a cluster of pneumonia cases in Wuhan. A few weeks later, when the first case of COVID-... More...

Creating a Successful Call Center/CSR Team in a Post COVID-19 Business Environment

04 Nov 20
2:45 PM - 3:45 PM

Tracks: Business Operations (Conference Pass Only)

Speaker(s): Bruce Gehring ; Sharon Bock
If the COVID-19 pandemic has taught us one thing, it is that we must adapt to being able to work remotely from our traditional business operations.... More...

Lessons Learned for the Long Haul -- A Panel Discussion

04 Nov 20
3:15 PM - 4:45 PM
Speaker(s): Miriam Lieber
COVID-19 has taught us all to be flexible and nimble. Through persistent and focused leadership, working from home and working on the front lines, ... More...

Payor Contracting: How to navigate Narrow & Closed Networks

04 Nov 20
3:15 PM - 4:45 PM

Tracks: Business Operations (Conference Pass Only)

Speaker(s): David Siegel ; Effie Carlson ; Laura Cabe
Armando Cardoso, Dave Siegel and Laura Cabe will discuss and explore how to get into closed and/or narrow networks.  "Closed" insura... More...