Call for Speakers – Topics

Securing authorization/coverage for CRT

Track: CRT
Session Duration: 90 mins

Understanding where to find payer coverage policies, how to interpret them. How to manage the clinical equipment evaluation and subsequent notes/evaluation form detail to highlight how the request meets a payer’s clinical coverage policies.

Best Practices: Maximizing CRT Repairs in Your Business

Track: CRT
Session Duration: 60 mins

In the current inflationary environment, maximizing the efficiency & profitability of your service department is crucial. This course will review why there is a spotlight on service in the mobility industry and, more importantly, provide best practices on how to maximize service & repair.

You’ve Passed the ATP Exam, Now What?

Track: CRT
Session Duration: 60 mins

Beyond the ATP exam – practical application of being an ATP. A focus on the next generation of CRT: How do we attract & develop new talent?

 

Sales in the New World

Track: CRT
Session Duration: 60 mins

Relationship building, how to be successful with and leverage relationships for sales. The CRT sales model is unique – from the paperwork requirements put on physicians and therapists to interacting with multiple “customer” bases. What tools & resources are available to improve your success with CRT sales and how can you make the most of the multiple customers you juggle? Maximizing clinic marketing and time as well as how to get new customers and retain existing customers.

 

Latest Updates on national policies and legislative priorities

Track: Legislative, Regulatory, Legal
Session Duration: 60 mins

There is ongoing legislative and regulatory activity that is affecting the DME industry. This program will discuss anticipated CMS regulations and Congressional legislation that will have an impact on the DME industry. Equally as important, theprogram will set out steps that DME suppliers should take to prepare for the anticipated legislation and regulations.

 

Lobbying, What’s Up with That?

Track: CRT
Session Duration: 60 mins

Advocacy is about more than passion – how to lobby your legislators and why it’s important. Lobbying isn’t just meeting with legislators in person and isn’t restricted to paid lobbyists. Everyone can lobby and should – from CEOs to ATPs to Customer Service Reps. The ins and outs of grassroots advocacy and how it can positively impact the industry and your business. (e.g., seat elevation, how does the political machine work, what can be done locally)

 

Managed Care, Medicare, and Medicaid – One of These Things is Not Like the Others

Track: CRT
Session Duration: 60 mins

A review of the differences in Managed Care, Traditional Medicare & Medicaid plans. What are the trends for CRT equipment coverage, funding, and contracting with Managed Care plans?

 

State Legislative and Regulatory Actions: What to Expect in the Next 12 Months

Track: Legislative, Regulatory, Legal
Session Duration: 60 mins

There are two legal systems: federal and state. The federal system can move at glacial speed. Conversely, state systems move more quickly … and most state legislatures and regulatory agencies strive to protect their “home grown” DME suppliers. This program will discuss (i) how state legislatures and regulatory agencies operate, (ii) the steps that suppliers can take to influence the enactment of laws and regulations favorable to suppliers, (iii) recent successes in the state arena, and (iv) what to expect over the next 12 months.

 

Strategic Planning: Steps to Succeed in Our Constantly Changing Environment

Track: Legislative, Regulatory, Legal
Session Duration: 60 mins

The successful DME supplier needs to always be “five steps ahead.” Said another way, the supplier needs to be aware of opportunities and potential landmines that it will face in the years ahead. It is important for the DME supplier to be proactive in preparing for these opportunities and challenges. This program will “gaze into the crystal ball” and address opportunities for the DME supplier such as expanding its retail presence, seeking managed care contracts, engaging in strategic acquisitions, utilizing offshore subcontractors, and offering legally compliant value-added services to patients and referral sources. The program will discuss potential pitfalls for the supplier…and how the supplier can avoid them.

 

Medicare Advantage Contract: Most Important Provisions and How to Negotiate

Track: Legislative, Regulatory, Legal
Session Duration: 60 mins

A Medicare Advantage contract will be lengthy and it will incorporate outside documents such as policies and manuals. Of the many provisions contained in a contract, there are some that are the most important. This program will (i) discuss the most important provisions in a Medicare Advantage contract and (ii) outline the tools the DME supplier can use to negotiate these provisions.

 

The 60 Day “Report and Refund” Rule: How and When to Use

Track: Legislative, Regulatory, Legal
Session Duration: 60 mins

The 60 Day Rule, set out in the Affordable Care Act, is a game changer. Prior to implementation of the rule, when a DME supplier would discover that it should not have submitted claims in the past, the supplier might feel relatively safe to correct the problem from a “go forward” standpoint. The 60 Day Rule changes this. Now, if a supplier determines (or should have determined) that it should not have submitted previous claims, the supplier is required to investigate the prior claims submissions and refund the dollar amount of the claims. Should the supplier fail to do so, then the previous claims may constitue “false claims” that result in large damages, fines and penalties. This program will discuss (i) the 60 Day Rule, (ii) when utilization of the rule is appropriate, (iii) when it is not appropriate to use the rule, and (iv) the steps to successfully utilize the rule.

 

Offshore Subcontractors: How to Use and Pitfalls to Avoid

Track: Legislative, Regulatory, Legal
Session Duration: 60 mins

Increasingly, DME suppliers are utilizing offshore subcontractors (e.g., Manila, Mumbai, Cairo). The rationale for doing so is obvious: reduction of expenses. As a general rule, it is permissible for a supplier to utilize an offshore subcontractor, but as is oftern the case, the “devil is in the details.” This program will discuss (i) how Medicare does not prohibit the utilization of offshore subcontractors on condition that the parties comply with HIPAA, (ii) how some state Medicaid programs and some commercial insurers may restrict the utilization of offshore subcontractors, (iii) how utilizing an offshore subcontractor for standard BPO functions is not particularly risky from a legal standpoint, (iv) how utilizing an offshore subcontractor for marketing/patient generation purposes, can be very risk, and (v) the key provisions of an offshore subcontractor agreement.

 

Collection, Reduction and Waiver of Copayments: Rules to Follow and Traps to Avoid

Track: Legislative, Regulatory, Legal
Session Duration: 60 mins

The improper reduction and waiver of copayments can lead to a number of legal problems for a DME supplier. And it is relatively easy for a government enforcement agency…or a commercial insurer…or a whistleblower…to prove that a supplier is improperly reducing or waiving copayments. This program will discuss (i) how improperly reducing/waiving copayments can violate the federal anti-kickback statute, the federal beneficiary inducement statute, and the federal False Claims Act; (ii) the legal requirements that a supplier must follow when it reduces/waives a copayment; (iii) the steps that the supplier must follow in order to properly reduce/waive a copayment; (iv) a properly drafted Copayment Reduction/Waiver Policy; and (v) how a supplier can work with a charity to provide relief to patients.

 

Document Retention and Implementation of EMR System: Avoidance of Audits and Recoupments

Track: Legislative, Regulatory, Legal
Session Duration: 60 mins

Proper documentation is an important lynchpin for the success of the DME supplier. 50% of Medicare beneficiaries are covered by traditional Medicare, 50% of Medicare beneficiaries are covered by Medicare Advantage, 30% of Medicaid patients are covered by traditional Mediaid, and 70% of Medicaid patients are covered by Medicaid Managed Care. This results in documentation requirements from many third party payors (“TPPs”). This program will discuss (i) how the DME supplier can stay abreast of the documentation requirements of multiple TPPs, (ii) how the supplier can adhere to the documentation requirements, (iii) how the supplier can respond to a document request by a TPP, (iv) how the supplier can respond to a post-payment audit and prepayment review, (v) how the supplier can utilize the administrative appeals process, and (vi) how utilization of an EMR system can reduce the risk of audits and recoupments.

 

Payer Contracting Tips for Success

Track: Payer Relations
Session Duration: 60 mins

Contract negotiation has become increasingly important with recent cost increases for the DME industry.  This session will discuss the most important sections of contracts that can increase revenue and/or decrease cost for your organization.  Learn how to make your contracts work for you!

 

Medicaid Managed Care

Track: Payer Relations
Session Duration: 60 mins

The Medicaid population has grown drastically in recent years with growth in enrollment making the importance of understanding current trends more important than ever.  Understand how your organization can work with the medicaid departments and the managed care organizations to increase access to care, improve reimbursements, and streamline operations.

 

Emerging HME Markets and Technologies for Value Based Programs

Track: Payer Relations
Session Duration: 90 mins

The payer landscape continues to change with the introduction of value based care.  Learn about the trends with the various payers and the technology available to your company to help you enter the world of alternative payment models.

 

Value based care

Track: Payer Relations
Session Duration: 60 mins

Value Based Care continues to grow for healthcare.  Learn about the different models and the adoption of VBC by Medicare, Medicaid, and the payers.  Discover ways your company can enter the value based care world.

 

How to navigate your payers and what you need to know: Back to the basics

How to start your payer contract team and what you need to know

Track: Payer Relations
Session Duration: 60 mins

Payers are becoming more strict and providers are looking for ways to save resources, and one way to do that is to change policies and tighten processes. As we contuine to see payers consolidate and managed care payers expand these practices will become more widespread. The complexity of insurance has increased; Medicare has made many revisions to their policies and many payers are denying claims for “missing information”.  Does your organization have the staff, time and knowledge to devote to payer changes and new complicated issues? The only solution is to stay one step ahead. In this session we will share tolls to ensure your staff are trained in known payers and work denials correctly the first time.

 

Building Relationships with Payers

Track: Payer Relations
Session Duration: 90 mins

The most important aspect of any payer relations strategy is the relationships you build with these plans.  This session will provide tips on building these relationships and the most impactful postions in these organizations that can benefit your company.

 

Medicare Advantage

Track: Payer Relations
Session Duration: 60 mins

With about 50% of Medicare beneficiaries signed up for Medicare Advantage, DME suppliers understand that managed care plays a big part in their lives.  Current trends with these payers have proven to be difficult for DMEPOS providers to navigate the medical documentation requirements, authorization processes, and the audit environment.  Understand these trends and how the Medicare Advantage Rule that goes into effect on January 1, 2024 can help providers provide the medical necessary equipment/services patients need.  Learn how to leverage relationships with these payers to benefit your organization.

 

Digital with a Touch of Human – How to Humanize the Customer/Patient Experience When it Matters Most

Track: Sales & Marketing
Session Duration: 60 mins

In today’s rapidly evolving digital world, it has become more important than ever to ensure that the human element is not lost in our interactions, especially in healthcare. This session, “Digital with a Touch of Human – How to Humanize the Customer/Patient Experience When it Matters Most”, aims to delve into the art and science of combining technological advancements with a deep-rooted understanding of human needs, emotions, and expectations.

 

Technology Driven Sales Process

Track: Sales & Marketing
Session Duration: 60 mins

Providers must adopt a technology driven sales approach incorporating both CRM and Data. This session will provide Best In Class results of incorporating these tools in the Sales Process.

 

What Providers need to know about Selling Outcomes to the Medical Community

Track: Sales & Marketing
Session Duration: 90 mins

Outcomes and Value Based Selling is imminent. How providers are preparing, both in collecting data and approaching the Medical Community is critical. This panel discussion will offer the providers the tools needed for both.

 

HME Resupply – How to Improve Patient Outcomes and Referral Relationships

Track: Sales & Marketing
Session Duration: 90 mins

Resupply has Reshaped the way providers engage and serve their patients. How can providers use this service as a tool for outcomes that ultimately builds Referral Community Relationships and prepares their business for Outcomes Based and Value Based Selling

 

Marketing Leadership Must Do’s in 2024

Track: Sales & Marketing
Session Duration: 60 mins

Marketing in the digital age is a dynamic and ever-evolving landscape, and leaders in this field must be nimble, innovative, and proactive to navigate it successfully. In our session, “Marketing Leadership Must Do’s in 2024”, we will delve into the critical actions that marketing leaders need to prioritize in the upcoming year. This session is designed to provide a forward-thinking and comprehensive overview of key strategies and techniques that will set your marketing efforts apart. We will share insights on the latest trends, data-driven tactics, technology advancements, and customer-centric approaches that will define successful marketing leadership in 2024.

 

KPI’s and Efficiencies for HME Retail and Consumer Engagment

Track: Sales & Marketing
Session Duration: 90 mins

In many cases retail is the first experience consumers have with the HME provider. What are the KPI’s and Operational efficiencies that a HME Provider must embrace in their retail setting that will maintain a strong and long-lasting relationship with consumer.

 

Situational Selling  – Guide to Success

Track: Sales & Marketing
Session Duration: 60 mins

Situational Selling is a tremendous tool for Sales Professional to incorporate into their Sales and In-service Process. A Situational Sales Approach will differentiate providers from the competition and create dynamic dialogue with the referral community.

 

Payer to Patient: Navigating your workflows and what you need to know to succeed

Payer to Patient to Paid: Optimize financial success with Navigating the workflow process and what you need to know to be successful!

 

Track: Business Ops
Session Duration: 60 mins

The challenges providers are facing in collecting on claims, or collecting from patients is not getting any easier, and at times may seem next to impossible. This interactive session will explore key strategies and techniques through technology solutions and better workflow practices on how to ensure you are getting paid –  from payer to patient.

 

Key strategies to streamline front end & back end process to maximize collections

Track: Business Ops
Session Duration:

Do you find yourself wondering how to organize and efficiently run your billing operations?  With reduced reimbursement impacting many businesses, are you struggling to manage the right balance between accurately billing insurance claims while managing the costs and personnel of the operations team that are billing those claims?  In this session, we will review key elements to effectively manage your operations by streamlining your operations, managing productivity, ensuring quality, identifying bottlenecks and managing your workforce.  In this session, we will cover best practices and lessons learned and harness some key takeaways and actionable plans that you can implement within your own environment.

 

The self-service future – deferring administrative tasks to your patients

Track: Business Ops
Session Duration:

What were previously common admin and operations tasks for HME’s, from intake to scheduling to follow-ups, can now be pushed to the patient to manage and handle, creating more and more efficiencies for your business. In this session we will discover the opportunties and methods to help your patient become more self-sufficient, why that’s important to you as a provider, and what that can mean for your bottom line.

 

Panel Discussion on the current state of E-prescribing

Track: Business Ops
Session Duration:

While adoption has increased, it is time for the HME industry to come together and fully embrace ePrescribe for the benefit of referral sources, patients, and the bottom line. Join an esteemed panel of experts as they discuss the evolution of ePrescribe and how it is no longer a luxury, but becoming an imperative to remain competitive. Industry veteran Nick Knowlton will lead a lively discussion around the different technologies that can convert fax referrals into digital referrals, how CommonWell has expanded the scope of ePrescribe, and how you can develop an ePrescribe program that maximizes referral engagement and thus lays the groundwork for your continued success in the future.

 

Drive Employee Retention with Authentic Connection

Track: Business Ops
Session Duration: 60 mins

This session will review 6 Relational skills that foster a culture where employees bond with the team and each other more quickly. Also, these skills equip teams and leaders to express and utilize emotions effectively in the work place as well as increase capacity to be in the presence of strong emotions. Learnings from this presentation:

1. Understand the 6 relational skills that foster bonding and emotional regulation.
2. Understanding key indicators of healthy and unhealthy capacities in bonding and emotional regulation.
3. Experiential during this group that will demonstrate and give attendees the opportunity to practice some of the skills with each other.

How to increase profitability & maximize collections utilizing data & analytics

Track: Business Ops
Duration: 60 mins

As a provider, managing a business while ensuring a good patient experience can be very challenging. This challenge is compounded by the current staffing environment from the labor shortage impact. To minimize this impact, it is more critical than ever to maximize usage of technology, actionable data and services. As an executive, do you find yourself wondering if your teams have the right tools to manage their operations? How about the metrics you should be tracking to optimize your collections? Do you have policies and procedures in place to identify gaps and areas for improvement on a continual basis? In this interactive session learn how to effectively manage your operations while benefiting from improved performance, both operationally and financially

 

Assigned vs Non-Assigned

Track: Business Ops
Duration: 60 mins

For years, CMS has touted the near 100% assignment rate on DMEPOS claims to counter stakeholder’s complaints of low reimbursement rates. However, some suppliers are now seizing on opportunities to submit non-assigned claims to Medicare, increasing their own reimbursement. This presentation will discuss some of the unique nuances of submitting non-assigned claims and provide education on limitations as well as opportunities for suppliers.

 

 

Bringing value to referral sources by helping with their challenges

Track: Business Ops
Duration: 60 mins

Health systems, hospitals and clinics face a number of challenges, which creates an opportunity for suppliers to be better partners with their referral sources. This session will educate suppliers on what some of those challenges may be and how to articulate their own value in terms of how it helps those referral sources alleviate some of the challenges they’re facing.

Current Audit Climate

Track: Audits & Compliance
Session Duration: 60 mins

Audit volumes have been steadily increasing since 2023. This presentation will provide an overview of the current audit climate including current trends and focus of the oversight entities. It will also provide a glimpse of what we would anticipate to see for the remainder of 2024 and beyond.

 

OIG Audits and their Impact on the DMEPOS Industry

Track: Audits & Compliance
Session Duration: 60 mins

OIG audits have had an increasing impact on the HME industry.  Over the years, the OIG has published reports with dramatic headlines that have led to significant issues for suppliers and tarnishes our industry reputation. This presentation will provide an overview of these audits, what a supplier can expect in the event they  become entwined in one and why these audits have such a significant impact.

 

Current TPE Patterns and Trends

Track: Audits & Compliance
Session Duration: 60 mins

Medicare’s Targeted Probe and Educate (TPE) program is back in full force. If you successfully manage a TPE, you can get an audit repreive for certain products for a year. However, if you do not, it could lead to more severe implications. This presentation will provide an overview of current TPE audit activities and common denial issues. Lastly, you will receive some expert tips on how to manage the TPE process successfully.

 

Successfully Navigating the Appeal Process

Track: Audits & Compliance
Session Duration: 60 mins

The ALJ backlog has been resolved and with the increased audit volume occurring, it is more important than ever to take advantage of the Medicare administrative appeal process to get your denials overtuned quickly. You now can receive an ALJ decision within 90 days! This presentation will provide expert tips on navigating the appeal process successfully with favorable outcomes from Redetermination through ALJ.

 

Don’t Let Provider Enrollment Issues Get You Down!

Track: Audits & Compliance
Session Duration: 60 mins

Provider enrollment responsibilities have been separated into two contracts. A supplier enrollment issue such as a revocation or corretive action plan can wreak havoc and it is happening more and more over minor issues. This presentation will discuss common mistakes and ommissions that are made and how to avoid them. If you are faced with an enrollment issue, the presentation will also provide information on options for resolving them quickly and efficiently.

 

Struggling to Predict the Future with Audits? Organize Your Present Processes to Avoid Future Havoc

Track: Audits & Compliance
Session Duration: 60 mins

In today’s fast-paced and unpredictable business environment, accurately predicting the future can be a daunting challenge. Organizations often rely on internal audits to assess their current state and make informed decisions about the future. However, the traditional approach to audits may fall short when it comes to anticipating and mitigating potential risks. This presentation aims to address the issue of struggling to predict the future with audits and proposes a solution by emphasizing the importance of organizing the current processes. By adopting a proactive and wholistic approach, organizations can enhance their ability to forecast future outcomes and avoid potential havoc.

 

Managed Care Messes: Audits wreaking havoc

Track: Audits & Compliance
Session Duration:

Medicaid and Medicare managed care audit volumes are increasing. The process varies widely depending on your contract status and product categories. The biggest challenge is finding someone to assist in the process. Prepayment and postpayment reviews can last much longer than they should and often times, providers are not offered the appeal rights they are entitled to. This presentation will discuss examples of managed care audits, challenges and pitfalls that providers face and how to manage them as smoothly as possible.

 

UPIC audits

Track: Audits & Compliance
Session Duration:

A recent OIG report detailed findings related to the efficacy of the Unified Program Integrity Contractor (UPIC) program, including a higher volume of Medicare audits versus Medicaid audits. As a result, we are now seeing increases in audit activities by these often aggressive audit entities. UPIC audits must be managed differently as they have the authority, and often do, recommend significant actions such as payment suspensions, revocations and extrapolated overpayments. This presentation will provide trends in UPIC audit activity as well as how to manage them while limiting the negative impact on your business.

 

 

Product Category

Track: Product
Session Duration: all sessions listed below will be 60 mins

Description: The Product Track is uniquely designed to highlight trending product categories and provide information to attendees interested in adding new product lines to their business or expanding existing product categories. Each session in the Product Track will follow a pre-defined presentation outline that provides product category education, business use cases, key success strategies, potential impediments, coverage requirements, marketing plans, and performance measures. Presenters and/or panelists should have practical experience in the respective product category and be willing to share their knowledge, provide information on business solutions, and direct attendees to support resources.

 

Session Outline:

• Session Objective: Breaking into a new product category or gaining a better understanding of a product category
• Poll the Audience: Identify experience with the product category
• Pros and Cons of the Product Category: Define 3-5 opportunities and potential impediments to success
• Identify the Market Opportunity: How does the product category fit into an existing business model
• Discovery: What are the most important considerations for the product category
• Clinical Coverage: Define requirements, cite source, and provide support resources
• Outline the Order Workflow:  Patient and Referral Engagement: Product education, awareness training, benefits, complimentary products/services
• Sales and Marketing: Vendor partnerships, channels, efficacy, value demonstration
• Performance Measures: Product adoption, growth, patient outcomes, revenue, ROI

Topics:

1. Sleep
2. Enteral Nutrition
3. Ventilation
4. Power Mobility Devices
5. Urological
6. Continuous Glucose Monitoring (CGM)
7. Woundcare
8. Oxygen
9. Lymphedema Compression
10. Infusion