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2400 Linglestown Rd, STE 302
Harrisburg, PA, 17110
United States


2017 Convention Sessions

May 18

Breakout Session 1 -  9:30 am – 10:30 am

HME in 2019:  Major Changes to the Competitive Bidding Program Likely!

Mark Higley, Vice President of Regulatory Affairs, VGM Group


As of press time, CMS continues to delay the previously scheduled “competitive bidding Round 2019”.  While the program remains under wraps, it nevertheless remains more than likely that DME providers will be subject to some version of another bidding competition.  The Round 2019 plan was to have consolidated all rounds and bid areas for the bidding program into a single round of competition with contracts effective Jan. 1, 2019, and would run until Dec. 31, 2021.  What about CPAP bundling in 10 CBAs?  Mark will offer some facts, predictions and commentary. 


Cheryl Needham Picture 2017.jpg


The Evolution from DME to RDM- Respiratory Disease Management

 (1 CEU Credit Offered from AARC)

Dan Easley, Chief Strategy Officer, Encore Healthcare


This session will discuss how home respiratory equipment providers can transform their organization to create value for hospital systems, ACO’s and Payers by realigning clinical programs to accomplish financial and population health goals.

Stephanie Green


The Auditor Denied the Claim for Missing Information … Now What Can I Do?

Stephanie Morgan Greene, Esq., Founder and President, Morgan Greene Consulting, LLC


You thought you had everything you needed to support your claim, but you still get a denial.  The Auditor says necessary information wasn’t discussed in the medical records.  Or, a needed piece of documentation was missing.  What can you do? In this session we will review the available tactics to use to save a claim in the appeal process by analyzing the real reason for the denial, and understanding all of your available options including corrections, amendments and additional documentation.  And if all else fails, we will discuss the proper way to “restart” the patient in the process.  Don’t give up on another denied claim by writing it off – learn how to fix it and get paid!

Breakout Session 2 - 10:45 am – 11:45 am


Enhancing Communication with Co-Workers and Patients by Understanding Personalities

President and CEO, Operation Crusader

Have you ever wondered why some people follow the yellow lines when in an empty parking lot?  Or why a yellow traffic light means “slow down” for some and “gun it” for others?  It all has to do with personality.  All communication is filtered through our personality.  We tend to communicate from our personality structures and receive information consistent with that personality.  The challenge is that many people are a mixture of personalities.  Some are primary and others are less dominate.  This session will help you understand your personality, the different personality structures and how to communicate effectively to someone different from you.  Come and learn about yourself and others and be prepared to have some fun as we discover what makes people tick.


Chronic Respiratory Care: Shifting the Paradigm (1 CEU Offered from AARC)

Nick Macmillan Picture 2016 small.jpg

Nick Macmillan, Director – MED Respiratory and Sleep Network - The MEDGroup

Tom Ryan, President, CEO - American Association for Home Care

COPD imposes a significant and growing economic burden on the US health care system. The latest information from the CDC and from other sources state that the direct costs in the US, which are doctors, hospitals and pharmaceuticals, are in excess of $29 billion. Private organizations, public companies, and federal and local governments are searching for ways to transform health care in America Alternative payment models, such as Accountable Care Organizations (ACOs) and incentives for decreased readmissions are being explored as payors transition away from the traditional fee-for-service model. This session will address industry initiatives pursuing the collective triple-aim of 1) Improving the patient experience of care (including quality and satisfaction), 2) Improving the wellbeing and health outcomes of populations, and 3) Reducing the per capita cost of health care.

Cheryl Henniger

Medicare Updates and Prior Authorization Condition of Payment Update

Jim Hardiman, Education Specialist, DME Outreach and Education, Jurisdiction A - Noridian Healthcare Solutions, LLC

Jim will provide recent Medicare updates to the Medicare Fee For Service (FFS) program and a new initiative on the Prior Authorization (PA) Condition of Payment. This PA course is on prior authorization for the K0856- group 3 standard, single power option and K0861- group 3 standard multiple power option power wheelchairs. Suppliers will learn the basics on the PAR process and common reasons for denial, the required documentation that is needed for submission and the key differences between the Prior Authorization Condition of Payment and the PMD PAR Demonstration.

Breakout Session 3 - 1:15 pm – 2:15 pm

miriam lieber

Creating an Effective Communication Strategy for Your Company and Your Team

Bob Mlynek, President and CEO, Operation Crusader

How a business interacts with the public, its customers and people who are not yet customers, is critical to its success.  This session is focused on providing the tools for you to create an impactful Communication Strategy that impacts your bottom line.  We will explore topics such as crafting an impactful message, defining your audience and considering the right tools to communicate effectively both online and offline.  Creating a congruent message provides consistency of message that results in trust.  Holding the position of a trusted resource places a company in a position of power.  This interactive workshop will provide you with the resources to become a more effective communicator no matter if you are in sales or management.


Moving from Competitive Bid Equipment Services to Patient-Centered Outcome Based Service

 (1 CEU Offered from AARC)

Zach Gantt

President & CEO, Encore Healthcare

Equipment is only 25% of managing pulmonary patients, improving outcomes is much more about patient care. This presentation dives into that point and helps to show a path to getting paid for services and outcomes, making the equipment an added bonus, but not the primary driver of your business model. 


1. Discuss why being a status quo clinical service provider will no longer be acceptable in the new healthcare landscape
2. Outline how to reinvent yourself focusing patient performance and outcomes versus equipment
3. Discuss successful examples of outcome based programs who transitioned from DME into patient care models AND GOT PAID FOR IT!

How to Win a VA Government Contract

John Gallagher, Vice President of Government Relations - VGM Group

In this presentation you will learn the best way for a small business to grow the federal government as a customer. Unfortunately many small businesses find it difficult to get a foot in the door. Many government agency buying practices--including contract bundling and the failure to go to outside established vendor networks--make it difficult for small businesses to bid on and win federal contracts. During this presentation you will learn about VA acquisition purposes, Veteran and Small Businesses must be independently owned and operated, not dominant in the field of operation in which they are bidding on Government contracts, and otherwise qualify as Small Businesses under the criteria and size standards developed by the Small Business Administration (SBA).                                                                        

• Service-Disable Veteran-Owned Small Business (SDVOSB)
• Veteran-Owned Small Business (VOSB)
• 8(a) Business Development
• Historically Underutilized Business Zones (HUBZone)
• Small Disadvantaged Business Program
• Woman-owned Small Business
• Sub-contracting

Breakout Session 4 - 2:30 pm – 3:30 pm

Asela Cuervo

From My Perspective:  A State of the Industry Update

Mark Higley, Vice President of Regulatory Affairs, VGM Group

The end of 2016 arguably offered some promising changes to the Medicare reimbursement climate. The CURES bill mitigated some of the rural roll-out pain, a Final Rule indicated future bid rounds will begin at a much higher ceiling and a bid bond requirement may allow for some “out of area bidding” relief. Medicare reimbursement continues to be a key payer benchmark and these positive event s should raise the overall bar. We will see. In the meantime, the market continues to consolidate. This session will present current HME market statistics. Valuations are down, but the trend indicates an upward tick. 


COPD Management: Reducing Readmissions (1 CEU Offered from AARC)

Cheryl Needham, Sr. Clinical Marketing Manager, Philips Respironics

This session will discuss the COPD patient and how a patient care plan, team of caregivers including the DME, and noninvasive ventilatory support help reduce readmissions to the hospital after an exacerbation of their disease. 

Nick MacMillan

Audit Myths and the TRUTH

Stephanie Morgan Greene, Esq., Founder and President, Morgan Greene Consulting, LLC


Have you heard that Medicare is now denying for ...... (you can fill in the urban legend). We will look at the most popular stories of Medicare tactics and requirements, and find out which ones are true, and which ones are myths. Through it all, we'll discuss how you can protect yourself from falling prey to the myths that can cause claim denials. We will review the most recent changes to the Affordable Care Act and 5EO (or is it WOPD?), to make sure you understand the TRUE impact of the change instead of listening to what “they” say.  Remember, the most discouraging and frightening stories involve the documents SUPPLIERS CONTROL – don’t let that happen to you ! This session will focus in on the common documentation mistakes suppliers make to their own records by following the myths (instead of the fact), and how to protect yourself from self-inflicted wounds.