Schedule
All sessions are available to watch on demand.
WEDNESDAY, NOVEMBER 4
8:15 AM - 8:30 AM
8:30 AM - 9:45 AM
Update/Comments on Round 2021 & Proposed Rule CMS-1738-P
Presenters: Ronda Buhrmester, Sr. Director Payer Relations & Reimbursement, Mark Higley, Vice President, Regulatory Affairs, VGM Group, Inc., Craig Douglas, Vice President, Payer and Member Relations, VGM Group, Inc.
10:00 AM - 11:00 AM
CMS Competitive Bidding Announcement and Legislative Update - Where Do We Go from Here?
With last week’s CMS announcement with the Round 2021 competitive bidding program, John also will discuss how the this announcement will affect the different types of HME Suppliers (competitive bidders and non-bidders).
John Gallagher, Vice President, Government Relations, VGM Group Inc.
A Novel World: The Mechanics of Purchasing a DME Company in a Post-COVID-19 World
Bradley Smith, Managing Director, Vertess; Tom Knapp, Shareholder and Alfonso Zambrano, Shareholder, Brown & Fortunato, P.C.
11:15 AM - 12:15 PM
How to Navigate State Advocacy with Medicaid and Managed Care
- Identifying common issues
- Advocacy resources and best practices
- Pros and cons for pursuing Regulatory versus Legislative change
- State regulatory strategies
- State legislative strategies
David Chandler, Director of Payer Relations and Laura Williard, Vice President of Payer Relations, AAHomecare; Beth Bowen, Executive Director (ACMESA, NEMEP, ATHOMES, FAHCS); Jason Morin, President & CEO (HOMES)
Dissecting an OCR Investigation: A case study for HME Suppliers
Data breaches and cyber security have become common phrases in today's conversation, and no place is that more prevalent than healthcare. As a healthcare provider you know the importance of having a HIPAA compliance program, but if the OCR took a closer look, would your program pass inspection? In this session, Kelly will walk you through an OCR investigation, as experienced from an actual HME supplier. Learn what the OCR expects from your organization and what type of evidence you need to prove your HIPAA compliance program can pass the test.
Kelly Grahovac, General Manager, The van Halem Group
12:15 PM - 1:15 PM
Compliant Lead Generation for Medicare: Does it Exist? Is it Scalable?
Karina Hayat, President & Co-Founder, Prizm Media Inc.; Lindsay Sessa, Partner, Macaulay & Jamerson, P.C.; Hunter Jamerson, Partner, Macaulay & Jamerson, P.C.
1:30 PM - 2:30 PM
Marketing SMART after 6' Apart - The Road to Recovery
Christina Throndson, Business Development, Hellman, A division of VGM
How to Build a Unique Selling Proposition (USP) and Clinical Sales to Maximize Referrals
Ty Bello, CEO, Team At Work
2:30 PM - 3:30 PM
HME Mergers and Acquisitions: Why It Stands Out in a Post-Covid Environment
The mergers and acquisitions market across all business sectors – health care and otherwise – has been battered by the economic fall-out and uncertainty resulting from the coronavirus pandemic. But some sectors have unique characteristics that make them comparatively more attractive investment opportunities. Such is the case with home medical equipment. In this session, we will explore how the coronavirus has upended M&A, and in its wake, the business attributes that are most attractive to buyers – particularly those in common with home medical equipment. In so doing, we will draw on proprietary mergers and acquisitions data, lessons learned from the M&A market following the global financial crisis of 2008-2009, and input from strategic national and regional providers, private equity sponsors, lenders, and other industry notables.
Pat Clifford, Managing Director for Home Medical Equipment, The Braff Group; Dexter Braff, President, The Braff Group
Strategic Sales Planning for 2021
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 demonstrate greater stability in good and bad times. For decade's Strategic Plans and the process to develop such a plan have seemed to be unfathomable and daunting. The Process is not one that should be taken lightly, but with the proper outline, team commitment, and a regimented process to completion, your business can develop a Strategic Plan that will get you to There. We will talk directly to those that lead the sales team. Whether you are a VP, Sales Manager, or Owner; if you lead the sales team allow us to help you in constructing a plan for coming out this this COVID-19 environment and accelerate in 2021. If you have never developed a Strategic Sales Plan or have done so in the past and are unhappy with the results, this session will provide you the tools needed to begin the process and navigate your way to the THERE of your Business Optimization Path to Success.
Ty Bello, CEO, Team At Work
3:45 PM - 4:45 PM
Payor Contracting: How to Navigate Narrow & Closed Networks
David Siegel, CEO & Owner, Nationwide Medical; Laura Cabe, Account Executive, and Effie Carlson, Chief Growth Officer, Healthcents, LLC
COVID-19 Ask The Experts Panel
Moderator: Wayne van Halem, President, The van Halem Group
Panelists: Cara Bachenheimer, Attorney, Brown & Fortunato; Andrea Stark, Member, MiraVista, LLC; Kim Brummett, Vice President of Regulatory Affairs and Laura Williard, Vice President of Payer Relations
5:00 PM - 6:00 PM
Challenges or Opportunities: How to Survive in Turbulent Times
Denise Leard, Attorney, Brown & Fortunato; Todd Moody, Attorney, Brown & Fortunato
Where to Play and How to Win: Strategic Frameworks for Driving Growth
Patricio Casillas, Chief Strategy Officer, US MED; Mary Ellen Conway, Chief Compliance Officer, US MED
9:00 AM - 10:00 AM
COVID-19 Government Enforcement Update
John Lawrence, Partner, K&L Gates; Leah Richardson, Partner, K&L Gates; David Rybicki, Partner
Practical CRM in a Post Pandemic World
This interactive panel discussion led by Ty Bello, HME Sales Expert will include two CRM users as they share stories and testimonials from the sales front lines of the COVID-19 environment.
Attendees will learn:
- CRM 101: Practical uses of CRM
- CRM stories: Real-world applications of CRM pre, during, and post COVID-19
- CRM best practices: Perspective from the field, leadership and the C-Suite
- CRM and data: Mine the data and maximize referral strategies
- CRM ROI: The investment and value of keeping your customers
Ty Bello, President and Founder, Team@Work; Jennifer Orr, VP of Sales, Medical Modalities; and Jennifer Artabane, VP, Product, PlayMaker Health
10:00 AM - 11:00 AM
Billing, Reimbursement and the Operational Impact of COVID-19
Miriam Lieber, President, Lieber Consulting LLC; Ronda Buhrmester, Senior Director of Payer Relations and Reimbursement, The VGM Group
Educating the HME Consumer to Grow Your Retail Revenue
- How to identify upselling and cross selling opportunities
- Creating an educational mindset to help your customers make the best buying decision
- Steps to improving your average sales price and leverage your relationship with your customers
Wayne Grau, HME Category Manager, MK Battery
11:15 AM - 12:15 PM
Audit and Compliance Guidance in the Post Pandemic Era
Wayne van Halem, President, The van Halem Group; Kelly Grahovac, General Manager, The van Halem Group
Inside the Beltway: What to Expect from Capitol Hill and CMS
Cara Bachenheimer, Attorney, Brown & Fortunato
12:15 PM - 1:15 PM
Lessons Learned for the Long Haul - A Panel Discussion
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, productivity has soared. What are the tools and resources used to enable staff to perform their job duties? How is staff protected on the front line? In this panel discussion, industry providers will share new best practices that have led them to healthier and more successful companies. Join Miriam Lieber and HME colleagues for a lively and informative dialogue.
Miriam Lieber, President, Lieber Consulting LLC; Gary Sheehan, CEO, Spiro Health;
Josh Marx, Managing Director of Sleep & Vice President of Business Development, Medical Service Company; Allen Clark, Co-Founder, President and CEO, Performance Modalities, Inc./Performance Home Medical
Staying Connected to Employees and Patients in a Global Crisis
Will Cousin, President, VGM Forbin
1:30 PM - 2:30 PM
Cybersecurity and the HME Supplier: What you need to know now
Kelly Grahovac, General Manager, The van Halem Group; Jay Bracken, Information Security Officer, The VGM Group
Reimbursement Update: Coronavirus Edition
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-19 appeared in the US, federal, state, and local governments scrambled to implement defensive measures, including a multitude of relaxed reimbursement rules to ensure access to care during the outbreak. Nine months later we are still dealing with the impact and aftermath of the public health emergency.
In this session, Andrea clarifies the coronavirus-related DME billing modifications in effect and provides guidance for returning to normal as temporary regulations expire. Updates affecting DME operations include:
- Telehealth visits to supporting medical necessity.
- Oxygen coverage for acute diagnoses.
- CMN waivers for oxygen and infusion policies.
- Expanded patient access to respiratory and infusion therapy.
- Increased access to multi-function ventilators.
- Audits and enrollment.
- Signature requirements.
Andrea Stark, Member, MiraVista, LLC
2:30 PM - 3:30 PM
Creating Successful CSR Teams for a Remote Work Environment
Bruce Gehring, SVP, Business Development, Allegiance Group; Sharon Bock, SVP, Business Development, Allegiance Group
Patient Engagement: Aligning Technology with a Personal Touch to Improve Health Outcomes
In this session, attendees will learn about patient engagement, patient engagement models, and discuss opportunities for improving patient engagement to improve health outcomes. Attendees will learn how one company's journey in adopting and implementing different forms of patient engagement improved health outcomes for their respiratory patients and how their relationships with patients has expanded through the use of technology. Attendees will have an opportunity to hear case studies and also learn how patient engagement techniques also create networking opportunities and partnerships with providers and other community agencies that can lead to new revenue streams.
Cheryl Henninger, Director, Geroulds Healthcare Center/Community Cares Health Solutions; Jeff Kristoff, Vice President, Client Success, Tapcloud, LLC; Kristin Conrad, B.S., RRT, CEAC, Clinical Specialist; Geroulds Healthcare Center/Community Cares Health Solution
3:45 PM - 4:45 PM
Life in the Post-COVID-19 World: The New Normal for DME Suppliers
Jeffrey Baird, Attorney, Brown & Forunato; Cara Bachenheimer, Attorney, Brown & Fortunato
Buying and Selling Toilet Paper: Preparing to Purchase or Sell in a post-COVID-19 World
Bradley Smith, Managing Director, Vertess; Tom Knapp, Shareholder and Alfonso Zambrano, Shareholder, Brown & Fortunato, P.C.
* schedule subject to change