PHOENIX – Medtrade West Advance Rates* are currently in effect. Medtrade West is scheduled for July 12-14, 2021 at the Phoenix Convention Center in Arizona. “It’s been a long road indeed to get to this moment when we can confidently offer registration for an in-person show,” says York Schwab (pictured), associate show director. “We are eager to get back to business, and Medtrade West will have a few surprises.”
For example, there will be no conflict at all between educational sessions and time on the Expo floor. Medtrade West will also debut its Welcome to Phoenix Preview Night, a free event which is scheduled for Tuesday, July 13 from 4:30 p.m. – 6:30 p.m. The Preview Night will give attendees a chance to eat, drink, and preview the Expo floor. “We are one of the first trade shows in the emerging post-vaccine world,” Schwab adds, “and we are truly excited about it.”
When Medtrade West organizers visited Phoenix to contemplate a venue change away from Las Vegas, the choice to make the switch quickly came into focus. With fewer distractions, the capital city of Arizona—particularly the area around the Phoenix Convention Center—is easy to navigate on foot and the perfect place to get back to business.
“Phoenix has a great combination of fun with plenty of room to focus on the details of the HME business,” Schwab adds. “The workshops are just across the street, but they are actually closer than anything at Mandalay Bay.”
A recent site visit only confirmed Schwab’s initial impression about the inherent convenience of Phoenix with its nearby airport, logical floor plan at the Phoenix Convention Center, and an overall “vibe” that contrasts with the heightened volume of sin city. “It’s a long way from the slot machines and bright lights,” he says. “People used to joke that getting up early for an educational session was difficult in Las Vegas, but Phoenix is an early-morning town that means business, with plenty of fun—but not too much.”
FYI: A Conference Pass includes admittance to the Expo/show floor.
Click Here to register for Medtrade West, or copy and paste the link below.
* Offer valid for qualified attendee-type companies only, not for exhibiting-type companies who sell their products/services to Medtrade attendees (NONEX – view full NONEX policy here).
Mark It: Welcome to Phoenix Preview Night is ON
PHOENIX – Medtrade West’s Welcome to Phoenix Preview Night is on (with The VGM Group lending its support to the free event) and scheduled for Tuesday, July 13 from 4:30 p.m. – 6:30 p.m. When Medtrade West makes its July 12-14, 2021 Phoenix, Ariz. debut, attendees will get a chance to preview the Expo floor at the Welcome to Phoenix Preview Night.
“We are going to have multiple bars set up, and one of those bars will now be sponsored by our friends at The VGM Group,” says York Schwab, associate show director, Medtrade. “A second bar will be sponsored by AAHomecare. In addition to the drinks, there will be pre-packaged snacks. The event is designed to be a fun chance to open the Expo. Medtrade West is filled with practical knowledge and vital products, but fun is also a worthwhile pursuit.”
Other companies are currently pondering the remaining bar sponsorships, and those that eventually decide to sponsor will have the bar as close to their booth as possible, if not inside the booth. “I envision attendees getting a glass of beer, wine, or soda and taking a preliminary lap around the floor,” Schwab explains. “The Preview Night is a great time to prioritize, chat with exhibitors, and decide which exhibitors are worth a return trip to learn more and possibly develop a lasting relationship.”
Attendees will have the opportunity to pick up a “passport” during the party and get it stamped at participating booths. All completed passports will be put in a tumbler for prize drawings to finish up the night. “It’s a new feature and it brings a new energy coming out of COVID-19,” says Sarah Varner, senior marketing director. “It’s a chance to kick off the show in a new and fun way.”
Unlike previous years, the Expo Hall and Conference portions of Medtrade West are completely separate with no time conflicts. July 12 and 13 will feature educational sessions and workshops, and July 14 will be entirely devoted to the Expo Floor from 10:00 a.m. – 4:00 p.m. “On Tuesday, July 13 sessions end at about 4:15 p.m.,” Schwab adds, “so foot traffic will flow naturally into Preview Night.”
Workshops Offer In-Depth Learning at Medtrade West
PHOENIX – The first two days of Medtrade West will be entirely devoted to educational / professional growth. Day one features five, multi-hour in-depth workshops that explore: billing/reimbursement; BOC’s certified durable medical equipment specialist; the Brightree digital experience; and hard core sales training. All workshops will be held on Monday, July 12.
Forensic Denials – DME | Presented by: VGM
9:00 AM – 12:00 PM
SPEAKERS: Ronda Buhrmester, CRT, CFm, director of Reimbursement and Dan Fedor, compliance director, The VGM Group, Inc.
Eagle-eyed reimbursement experts Ronda B and Dan F review some of the most horrific claim denials as they assemble the pieces everyone leaves behind to determine the culprit. They will, along with the witnesses (the attendees), re-create the scene of the claim submission and investigate each one to determine if it was an innocent error, or intentional, or something even darker.
Come join Ronda and Dan for this interactive 3 hour long journey of some of the most hair raising denials and uncover what went horribly wrong from the intent of the policy to the processing of the claim. If you have any unsolved cases of your own bring them to be analyzed by the forensic team (remember no PHI).
- Participants will learn to identify the motive of the contractors when implementing medical policies and processing guidelines
- How to conduct a detailed analysis of the evidence (denial) and trace it back to the policy/guideline
- Learn how to implement a procedure to reduce (eliminate) the chance of these denials
An Introduction to the Certified Durable Medical Equipment Specialist (CDME) | Presented by: BOC
9:00 AM – 1:00 PM
A Certified Durable Medical Equipment Specialist (CDME) is a person who demonstrates a broad knowledge of the DME/supply industry, including: prescription verification, intake process, product selection, dispensing and setup, documentation, billing, compliance, and performance management. In this workshop, participants will learn:
- The scope of practice for the CDME.
- The value of the CDME credential for individuals and facility owners.
- How to market the CDME credential to customers, referral sources, and third-party payers.
Seventy percent of BOC CDME’s report that this credential has delivered a positive impact for their career. Imagine what it might do for you. Learn more by attending this workshop.
Take advantage of special exam pricing for Medtrade attendees! Submit your exam application now or at the CDME workshop to receive the below rates:
- CDME Application Fee: $50
- CDME Exam Fee: $75 (25% discount)
ABOUT THE SPEAKER
Abel Guevara is an accomplished healthcare executive and doctoral student specializing in Health Information Management (HIM) and Health Administration (HA). With over two decades of experience in the durable medical equipment, prosthetics, orthotics, and supplies (DMEPOS) industry, Abel has been involved in executive leadership, healthcare compliance, operations management, revenue cycle, and sales. Abel is the Chief Operating Officer/Corporate Compliance Officer at New Way Medical Supply.
Onboarding Patients for a Digital Journey with You |
Presented by: Brightree
9:00 AM – 1:00 PM
SPEAKER: Nupura Kolwalkar, chief technology officer, Brightree
What if you could have a toolbox that shows you how to help drive patients to a digital experience? This workshop will walk you through that toolbox and show a real-time example of what the digital journey can look like for patients. Join us for this workshop to learn how to:
- Identify patient touchpoints that are opportunities to drive them to a digital experience;
- Develop training for your RTs/CSRs to bring patients onto your digital platform;
- Develop checkpoints for successful measures;
- Measure business efficiencies and patient loyalty using reporting and analytics;
- Create engagement journeys to keep these patients engaged with you; and
- Explore implementation methodologies and must-have tools in your toolkit to digitize your patient journey
If you can benefit from developing a digital onboarding strategy for your patient population that includes training materials for key roles from your staff, then this workshop is for you.
Team@Work Sales BootCamp
9:00 AM – 5:30 PM
SPEAKER: Ty Bellow, president and founder of Team@Work
Every Sales Professional has the drive and desire to make it to peak performance in sales. The Team@Work Sales BootCamp provides the Sales Professional a course to achieve their goal of reaching their highest possible level. Bootcamp for any recruit is a transformational time and period in their military career. Some would say that we have all experienced our own version of Bootcamp, or that life in general is a Bootcamp of sorts. The Team@Work Sales BootCamp will be a transformational time in the life and career of the Sales Professionals who enlist in this journey.
If you are a sales representative, sales keader or owner in Home Medical Equipment or Complex Rehabilitation Industry, WE WANT YOU. This CoachShop® speaks to clinicians and non-clinicians; Sales Representatives with years of experience and rookies. Sales Leaders and Owners are strongly encouraged to attend this CoachShop®. You are one of the most critical pieces to the success of this process being adopted and executed. There will be THREE breakout sessions that will specifically address the Metrics / Cadence, CRM / Market Data, Coaching, Sales Planning / Forecasting, and Meetings that will greatly impact the overarching success of the Team@Work Sales Process.
The HME Inside Sales & Virtual Selling Workshop |
Presented by: Emerge
1:00 PM – 5:00 PM
SPEAKER: Mike Sperduti, president & CEO of Emerge Sales
Do you want to learn how to develop strong relationships with Physicians, hospital discharge planners and other important referral sources over the phone, lead masterful virtual sales conversations, and become a top performing seller in this new healthcare environment?
Recent world events have flipped sales on its head and driven unprecedented levels of virtual interactions. As a result, HME providers are faced with more challenges than ever before.
You cannot sell the same way you did pre-2020. If you do, you will not achieve the same results. You need to adapt. Pivot. And change almost everything you did previously. If you want to thrive in sales today, it will require that you transition to the new world of selling remotely…take the “new norm” by storm. And Change isn’t easy….
Whether you’ve been in sales for years or you’re just starting out, learning how to sell over the telephone & virtually can feel intimidating and is the new critical selling skill you need to master and make more money in this new world or face the fact you are antiquated and be forced out of the business. Mike Sperduti will take you step-by-step through everything you need to do from mastering inside sales and sharpening your virtual selling skills. You will discover how to overcome these new selling challenges and reach your sales goals with little or no face-to-face meetings.