Preparing for a Peach of a Show

It's Time to Get Ready for Medtrade 2006!

Yes, it's August, and yes — it's time to get ready for the biggest HME show of them all: Medtrade 2006 in Atlanta. Since Medtrade is earlier this year than most, we're doing our part by helping you to get a head-start in planning your days at the Georgia World Congress Center, Sept. 19-21 (with a pre-event educational conference on Sept. 18). Use this pre-Medtrade story to decide which educational courses to attend — not only will you learn critical reimbursement, technology, assessment, policy or accreditation information, but you can be sure that your aching feet will appreciate the chance to rest, too.

Don't miss our September issue, which will give you a sneak peek of new product introductions, show specials and surprises you won't want to miss.

For more information on Medtrade activities or to register, go to www.medtrade.com. See you in Atlanta!

Schedule at a Glance

Educational Sessions

Please check at the Convention Center to confirm dates and times, and for educational session locations. Type of session (Accreditation, Business Operations, Rehab, Reimbursement, Sales & Marketing) is listed after the speaker's name.

Day 1
Tuesday, Sept. 19

8:30-9:30 a.m.
Reimbursement for Power Mobility Devices in 2006 & Beyond
Dan Fedor, Pride Mobility Products
Reimbursement
Hear a former Medicare (DMERC) executive discuss Medicare's new power mobility device (PMD) coverage criteria and documentation requirements. Participants will learn what brought about these changes and how to effectively adhere to the new policy to ensure access (reimbursement) for qualified patients.

8:30-9:30 a.m.
Audits: Are You Ready?
Claudia Amortegui, The Orion Group
Reimbursement
Get preparation guidance for rehab providers on an audit of your business as it relates to the interim final rule and the Medicare policy and coding changes.

8:30-9:30 a.m.
Report from the PAOC: National Competitive Bidding
Dave Kazynski, Homelink division, VGM & Associates
Legislative & Regulatory
Hear a discussion on the actions of the Program Advisory and Oversight Committee (PAOC) and the impact CMS's decisions are having with regards to national competitive bidding.

9:45-10:45 a.m.
Medicare Coverage Criteria: Practical Application for Power Mobility
Peggy Walker, U.S. Rehab
Rehab
To include: gathering and providing information to referral sources; coding of bases; how to complete a correct environmental evaluation; what a detailed written order must include to be accepted; first steps to take when an order is received; how to make certain documentation is complete for a post-pay audit situation.

11 a.m.-12 noon
The Science of Seating Materials: From a Clinical and RTS Perspective, Why Should We Care?
Sharon Pratt, Sunrise Medical
Rehab
This session addresses how to determine what materials are appropriate from a detailed critical analysis of the properties of the most common materials used in the seating selection and prescription process. We will review the types of materials used in seat cushions to gain an understanding of the mechanics of how these materials re-distribute loads on the body and how these characteristics are optimized via combination of materials and cushion design. We will also review the influence of material construction on other variables besides load re-distribution, such as microclimate and stability, and attempt to translate this technical data into user-friendly, practical language for the clinical and RTS community. We will use case examples to demonstrate everyday prescription considerations.

11 a.m.-12 noon
Medicare Coverage Criteria: Custom (High-End) Manual Mobility
Claudia Amortegui, The Orion Group
Rehab
Learn and understand the basics of billing for manual wheelchairs, including coding, documentation and coverage criteria.

11 a.m.-12 noon
Competitive Bidding & Accreditation: How to Turn These Challenges Into a Positive
Denise Fletcher, Brown & Fortunato
Legislative & Regulatory
Competitive bidding and accreditation are a reality. Under the MMA, CMS is to roll out competitive bidding in 10 of the nation's largest metropolitan statistical areas (MSAs) by 2007 and an additional 80 of the largest MSAs by 2009, with additional areas added after that. Further, the MMA requires suppliers to meet new quality standards in order to obtain and retain their Medicare supplier numbers. The implementation of these quality standards will result in mandatory accreditation. See practical steps you can take to be a successful bidder and the steps to take to successfully pass an accreditation survey.

11 a.m.-12 noon
Accreditation Simplified
Sandy Canally, The Compliance Team
Accreditation Central
Practical advice on how to meet CMS-proposed quality standards and mandatory accreditation requirements. Sandy Canally, author and principal architect of the Exemplary Providers Accreditation Program for DMEPOS, explains how simplification of oversight systems and the streamlining of business operations result in improved patient care and a healthier bottom line.

2:30-3:30 p.m.
ACHC Accreditation: Meeting the CMS Requirement
Tom Cesar & Tim Safley, Accreditation Commission for Health Care (ACHC)
Accreditation Central
The session will provide a brief overview of steps in the accreditation process leading to the ACHC site survey. An update of CMS requirements and comparison to ACHC standards will also be discussed with recommendations on what major areas in your business you need to focus on to be in compliance with the quality standards.

4-5 p.m.
AAHomecare's Washington Update
What are the hot legislative and regulatory issues affecting homecare? And what can you do about them? Get an update from the American Association for Homecare on the top issues facing the homecare community.

MM to Sponsor Continuum of Care Re/hab Track

Day 2
Wednesday, Sept. 20

8:30-9:30 a.m.
Professional Development for the RTS & the Value of Certification: Perspectives & Outlooks
Dr. Mark Schmeler, University of Pittsburgh
Rehab
In this vast and sophisticated healthcare continuum, the person who supplies the equipment is the only one without mandated certification. This person has perhaps one of the most critical roles to be certain the end-user is provided with appropriate equipment and given the best opportunity to maintain an appropriate level of functional independence. This session will review situation where the lack of certified suppliers has resulted in poor outcomes as strategies the industry should consider to move towards formalizing certified suppliers as healthcare professions and to promote nationwide state licensure.

8:30-9:30 a.m.
Evidenced-Based Practice: Utilizing Research to Support Equipment Justification
Tina Roesler, TiLite
Rehab
Discuss the importance of research in product development and clinical application. We will use studies to demonstrate the direct impact on selection, setup and reimbursement of rehabilitation equipment. The unique roles of the researcher, the equipment manufacturer and the equipment supplier, and clinicians will be investigated. Research studies will be used to demonstrate a direct impact on selection, setup and reimbursement of rehabilitation equipment.

8:30-9:30 a.m.
Things Your Mother Didn't Teach You About Medicare!
Bruce Bothis, Allegiant Billing & Consulting
Reimbursement
Learn about some of the little-known "ins and outs" of Medicare (such as the CO-18 denial) as well as covering recent and pending changes to the Medicare program that have a direct impact on day-to-day operations. Specific topics include competitive bidding, pending legislation, National Provider Identifiers (NPI), HIPAA, and mobility documentation. Ensure you're completely up-to-date with changes that affect your bottom line at this presentation.

9:45-10:45 a.m.
Cocktail Napkin to Creation: How New Technologies in Power Positioning Are Born
Brad Peterson, Motion Concepts
Rehab
Creative minds converge to conjure up the perfect system to meet the needs of the most challenging and complex clients. Many times a unique idea is hatched, roughly sketched on any available piece of paper, and the wheels are set in motion to create this unique technology. Track the processes involved in the design, manufacture and delivery of unique power positioning systems from clinical goals to engineering obstacles and funding hurdles. No two systems are alike; however, every practitioner and provider can learn from how these daily challenges were met.

10:30-11:30 a.m.
Joint Commission Update
Robert Floro, Joint Commission on Accreditation of Healthcare Organizations (JCAHO)
Accreditation Central
This session will inform participants of changes in survey process, standards, requirements and eligibility for 2007. It is intended for individuals who are associated with joint commission accredited organizations, as well as consultants and others interested in joint commission changes for the coming year.

11 a.m.-12 noon
Bariatrics: A Growing Medical Care Dilemma
Patrick Meeker, The ROHO Group
Rehab
Attend this session for a brief review of definitions and stats of dealing with the bariatrics population. Discuss factors contributing to obesity to include medical predisposition; psychological contributors; and cultural/environmental factors. The role of the multi-disciplinary healthcare team will be covered, as well as admission considerations, safety issues, positive psychological environment, surgical options, and nutritional interventions. Managing increased potential for skin issues — the microclimate, support surface considerations, transfer devices, wheeled mobility, seating evaluation, and ancillary products — will also be discussed.

11 a.m.-12 noon
Rehab: The Changing Medicare System
Cara Bachenheimer, Invacare Corp.
Legislative & Regulatory
The rehab industry has been through tumultuous times over the last two years, and the stream of changes will continue over the next several years. With massive changes to Medicare coverage, coding, payment and documentation for rehab items and services, providers face a series of challenges. On top of these issues, the Medicare Program is scheduled to being implementing competitive bidding in 2007. In this session, learn what is currently required/recommended for submitting claims for Medicare reimbursement, what is anticipated in the near future the impacts of competitive bidding, how you can succeed and how you can influence the process.

3-4 p.m.
Choose CHAP for CMS Compliance
Terry Duncombe & Harriett Olson, Community Health Accreditation Program (CHAP)
Accreditation Central
This session will explain how CHAP accreditation will enable home medical equipment organizations to achieve compliance with the CMS Medicare regulations for home medical equipment. The session will include a brief overview of the CHAP accreditation process, including the initial and renewal self-study, which enables an organization to self-assess compliance or non-compliance with the CMS regulations and CHAP standards. The session will also include a discussion of the plan for or actual integration of the CMS regulations into the CHAP standards and the related crosswalk from the CHAP standards to the CMS regulations. The session will focus on the rationale for seeking and choosing CHAP accreditation in order to support organizational compliance and achievement of standards.

4-5 p.m.
The NSC Update: An Interactive Session
Brian Banks, NSC Ombudsman, Palmetto GBA
An opportunity for the DMEPOS supplier community to interact directly with the NSC Ombudsman and ask questions or raise any issues regarding the DMEPOS enrollment process. The session will also provide suppliers with valuable updates that will allow them to stay on top of the ever-changing enrollment environment.

Reimbursement Conference to Answer Tough $$$ Questions

Day 3
Thursday, Sept. 21

8:30-9:30 a.m.
Importance of Grassroots Lobbying & Legislative Update
John Gallagher, VGM & Associates
Legislative & Regulatory
Get valuable tips and information regarding what HME providers, their staffs, and beneficiaries can do at the district level to motivate their elected officials. Hear a review of legislative efforts and other current actions being undertaken to mitigate the negative effect on the HME industry that various MMA provisions and the recent Deficit Reduction Act, which includes negative capped rental revisions for DME and oxygen equipment, could cause. Get a review of the current status of national competitive bidding (aka restrictive contracting), any proposed bidding process, and the impact of recent reimbursement cuts, the CPI freeze, mandatory accreditation, and DME quality standards. Hear a detailed discussion of how the HME industry could delay or possibly eliminate competitive bidding.

9:45 a.m.-12 noon
The Future of Rehab: Get Your Secret Decoder Ring Here!
Rita Hostak, NCART & Sunrise Medical
Rehab
There are many dangers that put the future of the rehab industry at risk. The major changes in rehab have not been advancements in technology to meet the needs of people with disabilities. The major changes have been primarily regulatory changes that challenge rehab companies as they attempt to provide the products and services that meet the needs of their clients. This session will focus on the most imminent issue by providing the latest information, presented by the experts. Be sure you and your staff are armed with timely and accurate information.

9:45-10:45 a.m.
Winning an Audit… Are You Ready?
Jane Bunch, CareCentric
Reimbursement
Audits have been increasing in volume and requirements. Are you prepared for an auditor to walk into your company? Do you know what information must be in your patients' files to win an audit? Do you know what to submit in that audit? Learn what will be asked of you in an audit and what you will need to have prepared, whether it is a visit or a letter.

11 a.m.-12 noon
Expanding Your Power Base: How to Teach Powered Mobility to Anyone
Ann Eubank, Permobil
Rehab
In today's health-care environment a perception exists there is not enough time or resources to explore powered mobility with people who require more focused training due to severe physical or cognitive disabilities. It is imperative clinicians and providers do not decrease accessibility to powered mobility. This course will teach this process and provide written materials detailing each phase, including a teaching method. Detailed case studies, involving video, slides and hands-on experience, will be used to demonstrate the independence gained when appropriate technology and proper training are matched to the client's abilities and desires.

11 a.m.-12 noon
ABNs: How to Use Them Effectively
Peggy Walker, U.S. Rehab
Reimbursement
See an overview of the ABN process, which will include proper wording for the ABN forms, updates and reviews on products requiring an ABN, and how using them appropriately may help you process your claims for upgrades more quickly and easily.

11 a.m.-12 noon
What to Do When Your Compliance Plan Works Like It Should: A Road Map for Avoiding the Pitfalls of Internal Investigations
Asela Cuervo, Law Offices of Asela Cuervo; Judith Wheat, Wheat Wu
Legislative & Regulatory
The new DMEPOS quality standards will require every provider that bills the Medicare program to establish an effective compliance program. It will not be sufficient to buy a canned compliance plan from a consultant. Executives will need to implement plans that are specific to their company and that include a process for internal audits and investigations. Discover ways to assess the DMEPOS risk areas identified by the OIG and strategies to effectively investigate and handle problems as they arise. Learn how to address employee complaints and avoid claims of retaliation. Recognize matters that can be handled internally. Know when to call outside counsel and how to work with them. Understand the consequences for individuals and the company if you fail to act.

11 a.m.-12 noon
Retail HME Showrooms that Sell
Jack Evans, Global Media Marketing
Sales & Marketing
Retail home healthcare is one of the most profitable and fastest growing segments in homecare today. The demographic shift to adult children and family caregivers as our primary customers has changed the way we operate our businesses. These savvy customers demand hands-on showrooms, product selection, educated salespeople, product demonstrations, and superior customer service.

1:30-2:30 p.m.
HQAA Update
Mary Nicholas, Healthcare Quality Association on Accreditation (HQAA)
Accreditation Central
This session will offer a review for attendees of HQAA and the accreditation product offered to the HME industry. The update will review how HQAA has met and complies with the CMS Quality Standards. Learn how HQAA differs from traditional accreditation programs and what makes this program unique.


Schedule at a Glance

Pre-Show: Monday, Sept. 18

  • 8 a.m.- 5 p.m. Registration
  • 8:30 a.m.- 5 p.m. Reimbursement Conference
  • 9 a.m.- 5 p.m. Continuum of Care Conference
  • 1-5 p.m. AAHomecare Golf Classic

Day 1: Tuesday, Sept. 19

  • 7 a.m.- 5 p.m. Registration
  • 8:30 a.m.- 12 noon Educational sessions
  • 10 a.m.- 5 p.m. Exhibit hall open
  • 4-5 p.m. AAHomecare Washington Update
  • 6:30-10 p.m. AAHomecare Humanitarian Dinner

Day 2: Wednesday, Sept. 20

  • 7:30 a.m.- 5 p.m. Registration
  • 8:30 a.m.- 12 noon Educational sessions
  • 10 a.m.- 5 p.m. Exhibit hall open
  • 4-5 p.m. Educational sessions

Day 3: Thursday, Sept. 21

  • 7:30 a.m.- 3 p.m. Registration
  • 8:30 a.m.- 12 noon Educational sessions
  • 10 a.m.- 3 p.m. Exhibit hall open


Day: Pre-Show
MM to Sponsor Continuum of Care Re/hab Track

In what has become a Medtrade tradition, Mobility Management will once again sponsor the Re/hab & Assistive Technology Track of the Continuum of Care, the AAHomecare full-day educational conference taking place on Monday, Sept. 18, before the official start of the show.

This year's scheduled speakers include…

  • Peggy Walker, U.S. Rehab — "ABNs: How Can I Use Them Accurately?"
  • Judy Rowley, Motion Concepts — "Finding a Good Fit: How to Choose?"
  • Cindy Smith, Craig Hospital — "To Stand or Not to Stand?"
  • Amy Bjornson, Sunrise Medical — "Reducing Spinal Pain Syndromes Through Optimal Wheelchair Configuration and Positioning"

To register for the Continuum of Care, go to www.medtrade.com. The Continuum of Care also offers tracks on Oxygen & Respiratory Issues, Orthotics & Prosthetics, and Sleep-Disordered Breathing — for those providers with additional specialties and clients outside the mobility and rehab realms.


Day: Pre-Show
Reimbursement Conference to Answer Tough $$$ Questions

Knowing the legal and practical ins and outs of reimbursement can mean the difference between succeeding as a business and failing. This balancing act can be a special challenge to mobility/rehab suppliers, who are typically small businesses accustomed to making some client/equipment decisions with their hearts, rather than their heads.

The AAHomecare Reimbursement Conference — Monday, Sept. 18 — offers a full day of funding advice and education designed to empower HME businesses. Scheduled topics include "How to Generate More Revenue Within the Current Medicare Requirements" (Bruce Bothis, Alternative Billing Solutions); "Benchmarks & Efficiencies" (Sarah Hanna, ECS Billing & Consulting); "State of Current Affairs: What Is the Next Big Challenge?" (Miriam Lieber, Lieber Consulting); and "Accounts Receivable Process Design: Who Does What, and Is It the Most Efficient and Effective?" (Jane Bunch, CareCentric).

To register, go to www.medtrade.com.

This article originally appeared in the August 2006 issue of Mobility Management.

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