SOLUTIONS TO IMPACT SUCCESS IN THE NEW AGE OF HMEHOMES ANNUAL MEETING AND GOLF TOURNAMENTTHE HOTEL VIKINGNEWPORT, RHODE ISLANDMAY 18-20, 2014

Solutions to Impact Success in the New Age of HME

HOMES Annual Meeting and Golf TournamentMay 18 – 20, 2014• Please complete one registration page per person • Please write registrants’ name as it should appear on name badge

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I WILL ATTEND (Please check all boxes that apply) Sun. c It’s all about networking! Mon. c The HME Providers Cash Sales Advantage Workshop (Concurrent session 8:45 am – 4:15 pm)

c DME and Digital Marketing - The “one” essential component to every marketing campaign c ALJ Backlog, Post-Payment Audits and Prepayment Reviews: Dealing with This “Perfect Storm” c HOMES State News / NHIC Update c How to Initiate and Sustain Lean Process Improvement

Tue. c Washington Update: Insights, Analyses and Predictions c Where the ACO market is going – and what DME providers need to know to prepare

REGISTRATION FEERegistration fee includes admission to all programs, all food, beverage functions and program educational material. Casual business dress is appropriate for the conference.

c $350 Full Conference / Non-Memberc $199 Full Conference / HOMES Memberc $99 Add’l Attendees - Full Conference / HOMES Member c $35 Spouse / Guest Meal Change

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Make check payable to HOMES, 515 Kempton Street, New Bedford, MA 02740

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The Hotel Viking1 Bellevue Ave, Newport, RI 02840

The Hotel Viking opened in Newport, Rhode Island to an awestruck public in May 1926. As a member of the prestigious Historic Hotels of America, the hotel holds a special place in history. From the clock above the front desk, depicting ancient Nordic Runes to the original 1926 brass letter box in the lobby, the hotel offers a wonderful combination of style, comfort and modern amenities. Brimming with stories of famous dignitaries and celebrities, the Hotel Viking has offered gracious hospitality for over 80 years. The Hotel Viking has provided a special guest room rate of $169.00 per night for HOMES conference attendees. To reserve your room please call 800-556-7126, by Monday April 28th. Be sure to mention that you are attending the HOMES conference. (Home Medical Equipment and Services Association). For directions, visit the Hotel Viking website at: http://www.hotelviking.com/

Respiratory Therapist CEUs6.75 Respiratory Therapist CEUs are available for this meeting. Please check here if applying for CEU Credits.c I am applying for Respiratory Therapist CEUs

The Spa TerreAt the Hotel Viking in Newport, Rhode Island

There is a Newport refuge that exists solely to promote health and well-being for mind, body and soul. Where exotic Ba-linese spa experiences and Thai body rituals are custom-designed to replace the weight of the world with the feeling of utter relaxation. It is SpaTerre, the signature spa of Noble House Hotels & Resorts. Please be advised when making a spa appointment at SpaTerre through e-concierge it is only a request. You will receive an e-mail from the spa receptionist to confirm your spa appointment. HOMES is pleased to an-nounce a 10% discount on all spa services at The Spa Terre at the Hotel Viking for weekend appointments, and 20% off all weekday appointments for HOMES confer-ence attendees. It is recommended that reservations be made in advance. Individuals may call The Spa directly at (401) 848-4848 for information and to book appointments.

Spa Terre at The Hotel Viking http://www.hotelviking.com/newport-spa.aspx

Brochure for the Spa Terre - At The Hotel Viking http://www.noblehousemenus.com/viking_SpaTerreMenu.pdf

(Please copy and paste links into your browser)

Solutions to Impact Success in the New Age of HME

HOMES Annual Meeting – At A GlanceSunday May 18, 20149:00 am - 12:00 pm HOMES Board of Directors meeting

1:30 pm – 5:30 pm Annual Golf Tournament – Newport National Golf Club

7:00 pm – 9:00 pm It’s All About Networking!

Monday May 19, 20147:00 am – 8:00 am Registration & Continental breakfast

8:00 am – 8:45 am President’s Welcome / Business meeting A special presentation to celebrate the life of Michael Schleipfer (Alternative Care Providers) will follow the Annual Business Meeting.

8:45 am – 10:00 am DME and Digital Marketing – the “one” essential component to every marketing campaign - David Poulin, Morgan Stanley - Victoria Nessen Kohlasch, NK&A - Jim Greatorex, Black Bear Medical - Christina Throndson, VGM Forbin

10:00 am – 10:30 am Break

10:30 am – 11:45 am ALJ Backlog, Post-Payment Audits and Prepayment Reviews: Dealing with This “Perfect Storm” - Atty. Jeff Baird, Brown & Fortunato, P.C.

12:00pm – 1:15 pm Lunch - award presentations

1:30 pm – 2:30 pm HOMES State News / NHIC Update - Judie Roan, NHIC

2:30 pm – 3:00 pm Break

3:00 pm – 4:15 pm How to Initiate and Sustain Lean Process Improvement - Gary Sheehan, Cape Medical Supply, Inc.

5:00 pm – 8:30 pm Exhibits and silent auction

Tuesday May 20, 20148:30 am – 9:00 am Continental Breakfast

9:00 am – 10:15 am Washington Update: Insights, Analyses and Predictions - Cara Bachenheimer, Invacare Corporation

10:15 am – 12:00 pm Where the ACO market is going – and what DME providers need to know to prepare - Wayne Grau, The MED Group and Atty. Jeff Baird, Brown & Fortunato, P.C.

12:00 pm Meeting adjourns

DME and Digital Marketing - the “one” essential component to every marketing campaignDavid Poulin, Morgan Stanley - Victoria Nessen Kohlasch, NK&A - Christina Throndson, VGM Forbin, - Jim Greatorex, Black Bear Medical

Digital Marketing is today’s key component to reaching current and future customers. And it’s much more than having a website and a Facebook page. Most companies in the HME industry do not invest the time and money into an effective digital marketing campaign. If done right, it will promote your business better than any other media campaign short of a TV ad on the local news. Our panel will consist of a digital marketing expert - Victoria Nessen Kohlasch; a seasoned industry Digital Marketing expert - Christina Throndson from VGM; and Jim Greatorex from Black Bear Medical, who has been focused on Digital Marketing for the last 2 years. They will share insights into some best practices and first hand experiences. Surveys show that 90% of all HME companies have a subpar Digital Marketing campaign and infrastructure. If a Digital Marketing campaign is not a focus for your company, you will be left behind. Where many of us are diversifying more than ever, we need to formulate an effective means of utilizing our marketing dollars. You can’t afford to miss this interactive session.

ALJ Backlog, Post-Payment Audits and Prepayment Reviews: Dealing with This “Perfect Storm”Atty. Jeff Baird, Brown & Fortunato, P.C.

A “perfect storm” has hit the DME industry. Post-payment audits and prepayment reviews are proceeding at a ridiculous pace. ALJs cannot handle the influx of cases that have headed their way. And so a huge bottleneck has resulted. On the back-end, industry stakeholders are working on breaking this bottleneck. On the front-end, DME suppliers must aggressively take steps to reduce the chance of being hit with a post-payment audit or prepayment review. Equally as important, the supplier must know how to respond to audits and reviews. This program will discuss “nuts and bolts” steps that the supplier can take to accomplish these goals. Jeff will further discuss how the supplier can enter into a pay-out agreement to pay a recoupment while waiting for an ALJ decision.

HOMES State News / NHIC UpdateJudie Roan, NHIC

HOMES state chairs will update our members on State issues. Judie will discuss: Common Documentation

Errors (identified through CERT, MR and Recovery Auditor Reviews), Face-To-Face Requirement for Certain DME Items, Reclassification of Certain DME - Inexpensive and Routinely Purchased to Capped Rental Any New and Upcoming Changes

How to Initiate and Sustain Lean Process ImprovementGary Sheehan, Cape Medical Supply, Inc.

DME providers are under tremendous pressure to reduce costs, deliver sustained service to patients and create new and innovative ways to partner with other stakeholders across the healthcare continuum. Lean process improvement is a leadership and cultural methodology to help providers recapture value within their organizations, reduce waste, increase staff engagement and build a culture of learning and improvement. Cape Medical Supply initiated an aggressive and in-depth Lean process improvement journey in 2011 and it has redefined the way the company is managed, governed and monitored. Learn some of the successes and struggles inherent in massive cultural overhauls and discover some of the benefits Lean process improvement can deliver for providers. Cape Medical Supply was named the “Best Home Medical Equipment Company in the United States” by an independent panel of judges and HME News in 2013, in large part because of the results achieved through Lean process improvement.

Washington Update: Insights, Analyses and PredictionsCara Bachenheimer, Invacare Corp.

In this session, you’ll get the latest update from Washington, D.C. on the federal legislative and regulatory issues impacting your business and the consumers you serve. From national competitive bidding, to Medicare policy changes, including the Medicare “face-to-face” regulation, reclassification of certain codes from purchase to capped rental, and more. You’ll also get the latest on our “separate Benefit initiative” for complex rehab technology, policies for home oxygen, power wheelchairs and other DME items. Get the latest on changes being considered by Congress and CMS and how they will impact your business and your consumers.

Where the ACO market is going – and what DME providers need to know to prepare Wayne Grau, The MED Group and Atty. Jeff Baird, Brown & Fortunato, P.C.

Wayne will take a high-level look at how the ACO market is shaping up, provide examples and maps of areas of where ACOs are most prevalent, an explanation of the different types of ACOs, their operational infrastructure and how all post-acute (DME) care providers fit in, and what DME providers can do now to prepare. Jeff will supplement Wayne’s presentation by discussing the legal structure of an ACO, the type of contract a DME supplier can enter into with an ACO, how the DME supplier can approach an ACO about being a participant, and how the DME supplier can avoid kickback and patient choice problems.

The HME Providers Cash Sales Advantage WorkshopWayne Grau, The MED Group

Cash is not just for the big box stores and Internet Sites. HME providers have the advantage to not only compete but beat the big box stores and internet sites. The CMS Office of the Actuary estimates that Americans will spend $43 Billion in Cash on DME in 2014 (Yes -- Billion). This workshop will provide you the tools and information you will need to CLAIM YOUR AMPLE share of that $44 Billion. • Product Selection and Tracking -- Having the right products and tracking success are the keys to how companies like Haverty’s and Bob’s Discount Furniture are so successful. Learn the retail furniture industries secrets from a furniture expert and how you can implement those in your HME business. • E-commerce – find out how you can beat the internet sites at their own game. This workshop is not about building a better website but how to leverage your advantages to tripling your “internet generated lead” cash business.• “Amazoning your business” -- Amazon, the king of the internet, started out as a virtual book store. This workshop will provide ideas and tools to help you take what Amazon has done to books (and now all of retail including DME) and implement it into your business so you are not just the Oxygen or bent metal delivery company.• “Darn, I don’t have a retail store” -- You don’t need one. This workshop is not just about retail -- this is aboutCASH. The information and tools can be used for providers who have retail stores and those that are operating in a warehouse setting. HME is a destination (that means people will come looking for you) and as such you can still generate CASH revenue. Come to the HOMES annual meeting and find out how.

“I like to define networking as cultivating mutually beneficial, give-and-take, win-win relationships . . . – Bob BurgHOMES members know that one of the most important aspects of our membership meetings is networking. So . . . we are

excited to announce that you will be able to participate in TWO networking events at our conference. Bring lots of business cards!

Sunday, May 18th / 7:00 – 9:00 pmHors D’Oeuvres, drinks and the best and brightest in the HME industry is a sure recipe for a valuable experience.

And . . . we promise it will be magical!

Monday, May 19th / 5:00 – 8:30 pmMore than 45 exhibits, Hors D’Oeuvres, drinks and our Annual Silent Auction.

Don’t miss this opportunity to network with the best of the best in New England!Top notch manufacturer representatives and premier home medical equipment providers

throughout New England and from across the country will gather in the Bellevue Ballroom of theHotel Viking for this grand networking event.

Thank You To Our Sponsors!

 

   

Wednesday,  May  15  /  5:30  pm    –  11:00  pm  NEMED  Annual  Silent  Auction  and  Celebration  Dinner  

Don’t  miss  this  opportunity  to  network  with  the  best  of  the  best  in  New  England!  Premier  home  medical  equipment  providers  throughout  New  England  and  top  notch  manufacturer  representatives  

from  across  the  country  will  gather  in  the  Presidential  Foyer  of  the  Mt.  Washington  Hotel  for  these  grand  networking  events.  

   

 NEMED’s  Silent  Auction     -­‐   This  annual  event   is  always  a   lot  of  

fun.     Money   raised   from   the   auction   will   fund   the   NEMED  PAC.    Bring  your  personal  credit  card  or  checks!    

Then    -­‐  Come  celebrate  with  NEMED  as  we  turn  25!  And  reveal  our  new  association  name  and  logo!  

Join   in   the   festivities   as   we   honor   NEMED’s   former  Presidents,  have  a  lot  of  fun,  and  a  special  performance  by  Dick  Headman!     Then  we’ll   dance   the   night   away  with  DJ  Rick  Wisler,  karaoke  and  a  few  surprises.    

You  won’t  want  to  miss  this  special  night!      

 

HOMES Money Back GuaranteeWith everything going on in our industry at this time, we know the challenges that come with taking time away from your business. We un-

derstand. That’s why we are taking the risk out of attending our conference. We believe so strongly that the information you will receive and the opportunities to network are so important that we are offering a money back guarantee. If you are not 100% satisfied with the value

you receive from these programs, we will refund your entire registration fee. I hope to see you in Newport! Steve DeYoung, HOMES President

Our Distinguished SpeakersCara C. Bachenheimer is Se-nior Vice President of Govern-ment Relations for Invacare Corporation where she is re-sponsible for the company’s federal lobbying activities with Congress, the Administration and the federal regulatory agen-cies, such as the Centers for Medicare and Medicaid Services (CMS), the Food and Drug Ad-ministration (FDA) and the Inter-nal Revenue Service (IRS). Ms. Bachenheimer has been closely involved with the home medical equipment industry for over 20

years, working in Washington, D.C. as well as on a grassroots basis across the country. Prior to joining Invacare in October 2003, Cara was a partner in the Washington, D.C. office of the National Health Law Practice of Epstein Becker & Green, P.C. She specialized in legislative and regulatory matters arising under the Medicare, Medicaid, and other third party payment programs. Ms. Bachenheimer also practiced n the firm’s Health Care Fraud Practice Group and counseled clients on Medicare and other health care compliance issues, and lobbied Congress and regulatory agencies on her clients’ behalf. Ms. Bachen-heimer focused her practice on regulatory, federal legislative, government relations and HIPAA matters for ancillary service providers such as home medical equipment suppliers, retail pharmacies, home health care providers as well as medical de-vice manufacturers, distributors and other companies involved in the health care industry. Ms. Bachenheimer held the position of Vice President, Member Services for the American Associa-tion for Homecare. Prior to that position, Ms. Bachenheimer spent 10 years with the Health Industry Distributors Association (HIDA) where she held the positions Vice President, Member-ship Services; Executive Director, Home Care and Long Term Care; and Director, Government Relations. During her tenure with HIDA, Ms. Bachenheimer represented HIDA members’ in-terests before Congress, the Health Care Financing Administra-tion, the Office of Management and Budget, and the Food and Drug Administration. In 1999, Home Medical Equipment News cited Ms. Bachenheimer as one of the “Top 10 Most Influential People in the HME Industry.” Ms. Bachenheimer received her law degree from Georgetown University and her undergraduate degree from Trinity College in Connecticut. She is a member of the American Bar Association, American Health Lawyers As-sociation and Women in Government Relations. Ms. Bachen-heimer is admitted to practice law in Maryland and the District of Columbia.

Invacare CorporationOne Invacare Way, Elyria, Ohio 44035

P: (440) 329-6226 E:cbachenheimer@Invacare.com

Jeffrey S. Baird, Esq., is Chair-man of the Health Care Group at Brown & Fortunato, P.C., a law firm based in Amarillo, Texas. The firm’s Health Care Group has a large national health care practice with clients throughout the United States. The Health Care Group represents durable medical equipment companies, pharmacies, drug wholesalers and repackagers, long term care facilities, home health agen-cies, hospitals, physicians and other health care providers. The

Health Care Group represents clients in the areas of advising on fraud and abuse issues; defense of criminal and civil fraud investigations; defense of qui tam actions; corporate compli-ance; HIPAA compliance; accreditation preparation; mergers and acquisitions; joint equity arrangements, affiliations and alli-ances; reimbursement issues, including audits and requests for

overpayments; provider and provider number issues; require-ments pertaining to licenses, permits and certifications; survey certification and licensing issues; peer review and credentialing; pharmacy compounding; Food and Drug Administration regula-tory issues; hospital operational issues; hospital medical staff relationships; and hospitals/health care organizations in transi-tional environments. The Health Care Group works closely with the Department of Justice, Office of Inspector General, Centers for Medicare and Medicaid Services, National Supplier Clear-inghouse, DME Medicare Administrative Contractors, other Medicare contractors, Food and Drug Administration, and other federal and state regulatory agencies. Mr. Baird has authored numerous articles and is a frequent lecturer throughout the country. He serves on the Medtrade Education Advisory Board, the AAHomecare Regulatory Council, the AAHomecare Audit Task Force, and the AAHomecare Education Work Group. Mr. Baird earned a B.B.A. from the University of Iowa and received his law degree from the University of Tulsa College of Law. Mr. Baird is Board Certified in Health Law by the Texas Board of Legal Specialization.

Brown & Fortunato, P.C.905 S. Fillmore, Ste. 400 - Amarillo, TX 79101

P: (806) 345.6320 E: jbaird@bf-law.com

David Poulin is the found-ing partner of The Bay Colony Group at Morgan Stanley which is a boutique wealth advisory practice that specializes in working with privately held busi-nesses. Dave and his group are more than capable of helping business owner’s with wealth planning and investments but the true value of the team is how they leverage the resourc-es of the their firm and outside network to help owners reduce family and business risks, pro-vide access to capital, minimize

taxes and create some personal financial clarity around an eventual business transition that can help you maximize that business value to serve your personal goals..

Morgan Stanley Wealth Management 950 Winter Street, Waltham, Ma 02451

P: (781) 672-5129 E: david.poulin@morganstanley.comaahomecare.org

Gary Sheehan is the President and Chief Executive Officer of Cape Medical Supply. In this role he oversees all operations of Cape Medical Supply with particular focus areas of strate-gic planning and partnerships, Lean process improvement, mergers and acquisitions, fi-nancial management, and on maintaining the highest service levels possible. In addition to his role at Cape Medical Supply Mr. Sheehan also serves in the following capacities: Cape Cod Chamber of Commerce, Chair-

man of the Board; The Cooperative Bank of Cape Cod, Board of Directors; Home Medical Equipment and Services Associa-tion of New England (HOMES), Board of Directors. Mr. Sheehan also provides consulting expertise to numerous analysts and financial services corporations on the home medical equipment and home respiratory care industry and is frequently quoted in industry publications, the local media and has spoken at national conventions, to groups of investing professionals, and to federal legislators on the state of affairs in the home medical equipment

Our Distinguished Speakersand respiratory care industry. Mr. Sheehan is a graduate of Bos-ton College and earned his MBA from Suffolk University; he lives in West Barnstable with his wife and son.

Cape Medical Supply28 Jan Sebastian Dr, Sandwich, MA 02563

P: (508) 888-3113 E: gsheehan@capemedical.net

Wayne Grau is Vice President of Sales, for The MED Group. Wayne started his career with Pride Health Care in 1991 as an area manager for the Southwest region until 1996 when he went to work for two durable medical equipment and rehab compa-nies in the southeast. Wayne rejoined Pride Mobility Products in 2002 as Senior Area Manager in charge of growing mobility and Rehab product lines for the New England area. In 2006 Wayne was promoted to Director of Re-hab Industry Affairs, manager in

charge of coordinating Pride Mobility Products efforts to support rehab providers with regard to legislation and regulatory issues. In 2007, he left Pride Mobility Products to work on a congressio-nal campaign. After the election he accepted a position with The MED Group as Sales Team Leader and within six months was promoted to Vice President of Supplier Relations and Govern-ment Affairs. With the acquisition by Managed Healthcare As-sociates, Wayne assumed the contracting, business services & government affairs roles with The MED Group. Effective Janu-ary 1, 2012, Wayne has assumed the role of Vice President of Sales for The MED Group. Their focus will be to assist MED members to prepare for the changes necessary to compete in the new DME environment brought on by competitive bidding. Wayne has served on the board of directors or as a committee member for many of the state associations and is presently on the Board of Directors of OAMES. Wayne has been a frequent speaker and presenter at Medtrade and various state associa-tion meetings. Wayne presents on various topics including busi-ness leadership, sales strategies, government affairs, and retail sales. Wayne is a graduate of the University of North Texas with a Bachelors of Business Administration in Marketing.

THE MED Group3223 South Loop 289 Suite 600, Lubbock, TX. 79424

P: (570) 902-9878 E: wgrau@medgroup.com

Jim Greatorex just completed his 33rd year in the HME indus-try. In 1988, he started Black Bear Medical, which has grown to include four stores and 37 employees in Maine and New Hampshire. Jim was selected by his peers in New England to be the president of NEMED (New England Medical Equip-ment Dealers), serving in that role until June 2007. He has been very active in lobbying in Washington for the industry. Jim and his partners have de-veloped a successful retail divi-

sion for Black Bear Medical and he speaks all over the country sharing HME retail successes.

Black Bear Medical275 Marginal Way, Portland, ME 04101

P: (207) 400-8023 E: jim@blackbearmedical.com

Judie Roan is an Outreach Specialist for the NHIC, Corp. Durable Medical Equipment (DME) Medicare Administrative

Contractor (MAC) for Jurisdiction A. Previous to joining NHIC Corp., Judie held the positions of Ombudsman and Business Analyst for the former Durable Medical Equipment Regional Carrier (DMERC), having joined that organization in 1998. Ju-die has created numerous articles and conducted a variety of training seminars and consultations relating to Medicare audits, proper billing, Medicare coverage guidelines, change requests, frequently asked questions and much more to educate the Medicare supplier community and reduce claim submission and documentation errors. Judie brings over 15 years of Medicare experience to the NHIC DME MAC.

NHIC, Corp. DME MAC (Outreach Specialist)HP Enterprise Services

75 William Terry Dr., Hingham, MA 02043P: (866) 590-6731 E: judie.roan@hp.com

Victoria Nessen Kohlasch is the founder and president of NK&A (Nessen Kohlasch & Associates). Victoria has been igniting brand momentum and helping companies meet their strategic growth goals for more than 22 years. As the dynamic founder of NK&A, she turns creativity, energy and business know-how into marketing suc-cess stories for small and mid-sized companies across indus-tries. Known for her unbridled

enthusiasm as well as her ability to problem-solve in the mo-ment, Victoria has earned a reputation as a sales and market-ing dynamo who makes good things happen. Prior to NK&A, Victoria built brand presence for Reebok International, Clarks Company and CRIC Capital. A true Bostonian, Victoria has served on the board of the YWCA of Greater Boston as well as advisory boards of two New England organizations dedicated to advancing the integration of people with disabilities. Widely known for her caffeine-free energy, Victoria can be found in the wee hours of the morning running the streets of Lexington, con-suming TED videos or elbow-deep in her garden. If you’re up, stop by; even at 4:30 a.m. she enjoys the company of others.

NK&A (Nessen Kohlasch & Associates, Inc.)48 Harding Road, Lexington, MA 02420

P: 617.388.9862 E: vkohlasch@nkamarketing.com

Christina Throndson, Web Marketing Manager, oversees all content produced by VGM Forbin for websites, social media and online advertising. Christina joined VGM in 2004. Christina is Google Ad Words certified, is a certified Yahoo Ambassador and is profession-ally trained in both New Media Marketing and Search Engine Marketing. These focuses al-low her to analyze customer’s websites and provide ideas and

solutions to drive additional traffic to their sites for increased revenues.

VGM / Forbin Group, Inc. P.O. Box 2817, Waterloo, Iowa 50704

P: (877) 814-7485 E: cthrondson@forbin.com