HME News Business Summit | September 16-18, 2018 | The DeSoto Savannah, Ga.

2018 Educational Program

MONDAY, SEPT. 17

Post-acute care: Forecasting the future

The future of health care is in the home. Guiding care to the home drives significant savings, improves clinical outcomes, and increases patient satisfaction. Unfortunately, the crucial role that is played by homecare providers is often poorly understood. In this session, Steve Wogen will discuss:

  • The evolving market for post-acute care: How health plans, particularly those with high concentrations of Medicare members, are realizing common failure points in our current system
  • The vision for a new healthcare continuum that places the patient at the center of care where they are most often: at home
  • The role that forward-thinking homecare providers can play in architecting the future of care at home.

Presenter:
Steve Wogen, chief growth officer, CareCentrix

M&A: The market outlook

The keepers of “The Braff Group M&A Insider” in HME News are at the Summit this year to provide a detailed view of the market, not only for HME but also for ancillary markets and health care at large. TBG has no shortage of data points: It tracks trends in everything from transactions to debt capacity to private equity investment. They’ll discuss those trends, as well as which sectors are hot, which sectors are not, and most importantly, why M&A in HME may be making a comeback.

Presenters:
Dexter Braff, president, The Braff Group
Pat Clifford, managing director, The Braff Group

Street Talk Workshops

Our annual Street Talk Workshops provide some of the best networking opportunities in the industry. Attendees divide into two groups and, led by an industry expert, discuss their thoughts and experiences on certain topics. Are you kicking around an idea and wondering if it’s going to fly? This is the place to get feedback. Street Talk is simple: It’s provider helping provider and, in the opinion of past Summit attendees, it doesn’t get any better than that.

Industry experts:
Jennifer Leon, vice president, Brightree Patient Collections –Patient collections: What works and what doesn’t.
Sarah Hanna, CEO and founder, ECS North - Employee engagement: Why you shouldn’t ignore this key to improved business outcomes.

Remote patient care models: The wave of the future

HME providers, for the most part, have not swayed from the traditional business model of buying equipment from manufacturers and delivering it to patients in their homes. But more recently, a number of providers have explored another model—a hybrid that gives both them and manufacturers skin in the game, yet tweaks their roles to maximize cost savings. We’ve assembled a panel to discuss a virtual delivery program for CPAPs and oxygen concentrators and why this model may be the wave of the future.

Moderator:
Liz Beaulieu, editor, HME News

Panelists:
Todd Usher, co-founder Home Oxygen Company
Don Davis, president, Duckridge Advisors
Anthony Ross, senior marketing manager, New Business Solutions, Philips Sleep and Respiratory Care.

In the hot seat: Jeff Baird & Cara Bachenheimer

Sure, Jeff Baird and Cara Bachenheimer are familiar faces on the industry’s conference circuit, but they’ve never made themselves both available for a one-hour long Q&A. Jeff and Cara will be at the Summit this year, prepared to answer your burning questions regarding the latest on Medicare’s competitive bidding program, the challenges resulting from the growth of state Medicaid managed care plans, the climate at CMS and on Capitol Hill, and the opportunities and obstacles surrounding HME provider-hospital collaborations. Get your questions ready for this no-holds barred discussion.

Moderator:
Liz Beaulieu, editor, HME News

Presenters:
Jeffrey Baird, chairperson, Health Care Group, Brown & Fortunato
Cara Bachenheimer, chairperson, Government Affairs Practice, Brown & Fortunato

Street Talk Workshops

Our annual Street Talk Workshops provide some of the best networking opportunities in the industry. Attendees divide into two groups and, led by an industry expert, discuss their thoughts and experiences on certain topics. Are you kicking around an idea and wondering if it’s going to fly? This is the place to get feedback. Street Talk is simple: It’s provider helping provider and, in the opinion of past Summit attendees, it doesn’t get any better than that.

Industry experts:
Jennifer Leon, vice president, Brightree Patient Collections –Patient collections: What works and what doesn’t.
Sarah Hanna, CEO and founder, ECS North - Employee engagement: Why you shouldn’t ignore this key to improved business outcomes.

Patient engagement tools: All they’re cracked up to be

Patient engagement is a top trend for health care in 2018. Patient engagement tools have been targeted as keys to, among other things, value-based care and health outcomes. But what about for HME? We’ve assembled this panel to talk about how the trend of patient engagement is impacting the development of tools specifically for HME. Who is driving their use? How are these tools influencing care? What’s next in this space? You’ll come away from this session seeing patient engagement as more than just buzz. Provider Gary Sheehan moderates.

Moderator:
Gary Sheehan, president and CEO, Cape Medical Supply

Panelists:
Amy Cook, director, connected devices, ResMed
Robert Barker, director of product management, New Business Solutions, Philips Sleep and Respiratory Care
Jay Doherty, OTR, ATP/SMS, director of clinical education, Quantum Rehab

TUESDAY, SEPT. 18

Rural health care: Where technology and home care must meet

Rural communities are historically underserved by the medical community, with residents there facing everything from lack of available providers to limited access to healthcare equipment and services. Complicating issues: Rural residents also face higher rates of several conditions, including diabetes. Many of these conditions, however, are highly suited to home-based care, presenting unique opportunities for companies willing to stay in or enter this marketplace. What’s more, the remarkable recent growth and expansion of telemedicine, remote patient monitoring and mHealth have made caring for rural residents more efficient and economical. In this session, Dr. Jacob Warren will discuss the:

  • status of and dynamics surrounding rural health
  • evolving solutions to address rural health challenges
  • ongoing technological needs in rural health
  • ways in which the evolving healthcare system and marketplace will affect rural populations in particular
  • future directions in rural health

Specific emphasis will be placed on opportunities for home-based care.

Presenter:
Dr. Jacob C. Warren, PhD, MBA, Rufus C. Harris Endowed Chair at Mercer University School of Medicine, and director of the Center for Rural Health and Health Disparities

M&A: The case for buying

Analysts have predicted that 2018 will be an active year for M&A in the HME industry—a trend driven not necessarily by the nationals but by smaller and regional players. We’ve assembled a panel of four providers that differ in size, geography and product mix to tell us how and why, despite numerous industry challenges, they’re buying. Bradley Smith of Vertess moderates.

Moderator:
Bradley Smith, managing director and partner, Vertess

Panelists:
John Cassar, CEO, SuperCare Health
Erik Mickelson, CEO, Howard’s Medical Supply
Andrew Amoth, corporate development manager, Aeroflow Healthcare
Alan Rudy, CEO, Good Night Medical

The competition: The anti-Amazon approach to beating Amazon

So many healthcare businesses are obsessed with the “Amazon effect.” And with good reason: the giant e-tailer has made a number of moves in the healthcare space, including teaming up with JP Morgan Chase and Berkshire Hathaway on a yet-to-be disclosed initiative, securing approval as a wholesale distributor in numerous states and offering a Prime discount for Medicaid recipients. But where others see the apocalypse, Justin Racine sees opportunity. In this session, you will learn the “anti-Amazon” approach and how, by leveraging your unique experience and knowledge to create something it could never replicate, you can keep the e-tailer’s hands off your customers.

Speaker:
Justin Racine, director of marketing and eCommerce, Geriatric Medical

Working lunch: 12th annual HME News/VGM Group Financial Benchmark Survey

Each year, hundreds of HME providers participate in this one-of-a-kind survey to see how they stack up against their peers in everything from net revenues to DSO to employee expenses. What do the numbers look like for 2017? The results will be revealed during this session. New this year: We’ve teamed up with the VGM Group to increase the sample size for the survey and, as a result, make the data more meaningful. VGM’s Mark Higley will also be at the Summit to analyze the results with long-time presenter Rick Glass.

Presenters:
Rick Glass, president and founder, Steven Richards & Associates
Mark Higley, vice president of regulatory affairs, VGM Group

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