Workshops

This session offers a comprehensive examination of critical challenges within billing, collections, compliance, audit processes and how to work with payers to resolve the issues. Attendees will gain insights into common operational pain points and receive actionable guidance for effectively addressing these issues. The presentation will feature interactive discussions and real-world case studies to enhance engagement and practical understanding.

Key Topics of Discussion

Billing and Collections

Emphasis will be placed on the creation of clean claims that align with payer-specific billing guidelines, including the correct use of modifiers, narratives, span dates, and other critical elements. The variability among payers will be addressed.

Payer Contract Negotiations

A review of critical contract provisions that will impact future billing and collections activities.  Learn how to negotiate favorable terms and identify potential challenges based on language in your payer agreements.

Key Data Elements

Using dashboards with key data elements in tracking the payer’s performance include volume, accounts receivable and denial information, trended over time.  Learn the standard data elements that your organization should be prepared to provide when working with payers on A/R or audit issues.

Payer Relations and Billing

How to build relationships with payers and when to ask for assistance with claim issues.  The session will explore best practices for achieving and maintaining an effective line of communication with payer partners.

Compliance and Audit

A review of Medicare and payer’s third-party auditing companies that frequently audit DME services will be conducted, highlighting the most frequent violations and offering practical approaches to mitigate risk.

Subject matter experts will present essential performance metrics across each operational area, equipping suppliers with the tools to monitor organizational health and drive continuous improvement. Participants will leave the session informed, confident, and empowered to implement best practices within their respective organizations.”

A strong marketing strategy and a focused sales plan are essential for sustainable business growth. This interactive three-hour workshop provides business owners, entrepreneurs, and organizational leaders with a practical framework for developing an integrated marketing and sales plan that aligns business goals with customer needs.

Participants will learn how to analyze their market, identify ideal customers, define clear marketing and sales objectives, and create compelling messaging that differentiates their organization from competitors. The workshop also explores effective marketing channels, content planning, budgeting, and performance measurement while connecting these efforts to a structured sales strategy that drives lead generation, customer acquisition, and long-term retention.

Through guided exercises and planning templates, attendees will begin building a customized marketing and sales plan they can immediately apply within your organization.

This three-hour, hands-on workshop puts DMEPOS suppliers, therapists, nurses, orthotic and prosthetic professionals, and retail fitters directly at the fitting table: measuring, selecting, and fitting real compression garments under instructor guidance, rather than watching from a seat. Participants will complete pertinent prework and once on site will rotate through practical stations covering patient assessment, measuring technique, garment donning and adjustment, and documentation, then apply what they’ve practiced to real-world case scenarios in small groups. Attendees who wish to validate their skills immediately can apply and register to take the Board of Certification/Accreditation’s Certified Lymphedema Compression Fitter (CLCF) exam. The CLCF credential is endorsed by the U.S. Medical Compression Alliance (USMCA). Attendance in the workshop does not require participants to take the exam.

Do you know what it really costs your business to serve a patient — not on average, but across every line of your P&L? Most HME operators don’t, and that blind spot quietly decides which business is worth taking and which erodes your margin. In this hands-on, three-hour workshop, three industry leaders walk you through building your true cost to serve, then put you to work doing it with your own numbers. You’ll leave knowing where your margin actually lives, where technology can protect it, and how that single number shapes everything from payer negotiations to the value of your business. Bring your numbers. Leave with answers.

By the end of this session, you’ll be able to:

1. Build a true, fully-loaded cost-to-serve picture for your business using a simple working model.
2. Pinpoint where margin is won or lost across revenue, cost of goods, operations, and overhead.
3. Turn the number into action — pricing, payer, and contract decisions, and readiness to grow or sell.

Successful technology adoption does not end at go-live. For HME organizations, lasting results require more than a strong implementation plan. They require clear leadership alignment, change readiness, effective communication, training preparation, operational measurement, and a plan to sustain success long after launch.

This interactive workshop will explore how HME leaders can move from implementation strategy to sustainable operational outcomes. Participants will examine practical approaches to change management, project readiness, training readiness, AI-supported problem solving, and performance measurement. The session will also highlight how organizations can avoid common implementation pitfalls by preparing the right teams, defining roles clearly, measuring beyond go-live, and creating ongoing accountability for long-term success.

Drawing from concepts across AI adoption, Lean and change management, digital intake, reporting, performance measurement, intake efficiency, and technology adoption, this workshop will help attendees think differently about implementation: not as a one-time project, but as a foundation for sustainable growth, improved efficiency, and lasting performance.

Learning Objectives: By the end of this workshop, participants will be able to:

Identify the key elements of implementation readiness, including current-state workflows, stakeholder roles, project milestones, training readiness, communication needs, and leadership involvement.

Apply change management strategies that reduce resistance, engage leaders and teams, improve communication, and use AI as a tool to support problem solving.

Define success measures that extend beyond go-live and support long-term adoption, workflow optimization, accountability, and sustainable operational performance.

DME providers are being asked to do more with less, while rising labor costs, reimbursement pressure, denials, documentation requirements, and inefficient workflows continue to squeeze margins. 

This interactive, hands-on workshop will help you identify where your operation is losing time, money, and capacity, then give you practical ways to improve it.

Through real-world DME scenarios, peer discussion, breakout exercises, and a customer case study, you’ll learn how to uncover costly bottlenecks, improve workflows, make smarter use of your data, and put automation and AI to work in practical ways.

You’ll learn how to:

Identify the workflows creating the most rework, delays, and hidden costs

Decide when to fix, automate, integrate, outsource, or eliminate a process

Use AI and better prompting to analyze data, streamline repetitive work, and make faster decisions

Understand when DIY AI makes sense and when purpose-built AI inside your DME platform can take you further

Prioritize the operational improvements most likely to increase capacity and protect margin

Build a focused 30-day action plan around a real opportunity inside your own business

You’ll also leave with practical frameworks, AI prompt examples, and worksheets you can bring back to your team and put to work immediately.