Medtrade 2004 Educational Sessions

Tuesday, October 26

7:30 A.M. – 8:15 A.M.

Opening Session

8:30 A.M. – 10:00 A.M.

Meet the HME Experts in Reimbursement

8:30 A.M. – 9:30 A.M.

The Consultant’s Place in the Accreditation Process.

Losing Referrals? Why Not Add Respiratory? — Part I

HIPAA Security Policy Risk Analysis

Are Non-Compete Agreements Enforceable?

An FDA Update — Part I

Pressure Ulcer Prevention

Pressure Ulcer Reimbursement in Skilled Nursing Facilities

Getting High in Africa

Custom Molded Seating: When Is It the Right Choice?

Manual Rehab: Get It Right the First Time

Pelvic Stability: Where It All Begins

Meet the DMERC

Diabetes Supplies — The Game Has Changed: What Are the Required Elements of a Written Order and When Do You Need Supporting Documentation?

How to Make Money in Home Oxygen Despite Reimbursement Cuts

Some Conservers Are More Equal than Others

Creative Marketing Ideas to Ensure You Are the Last Man Standing

Calling on Docs

Selling Assistive Technology into Schools

9:45 A.M. – 10:45 A.M.

Employee Competence: Navigating the Maze

The CHAP Site Visit: How to Prepare and What to Expect

Losing Referrals? Why Not Add Respiratory? — Part II

A View into the Future HME Supply Chain

Fire Hazards with Medical Oxygen Systems

What Does the New Stark Law Rules Mean for Me?

An FDA Update — Part II

Choosing the Right Mattress for the Right Patient

Bariatric Care: Medical Equipment Requirements

In-Service Savvy

In Mergers & Acquisitions, It’s Not Just Business … It’s Personal!

Seating and Positioning Tools

Wounds … Risk, Cause and Support

My Shoulder Hurts, Now What? A Review of Pathomechanics, Conservative and Surgical Treatments for the Shoulder

Coverage Determinations and Clinical Appropriateness: Tools to Bridge the Gap

New Respiratory Technology Can Boost Your Bottom Line

Oxygen Transfilling Cost Justification and Equipment Selection

Managing Your Sales Force

Getting Referrals How-To

Home Care Power Selling

10:00 A.M. – 11:30 A.M.

Winning the War for Finding and Keeping the Best People

10:00 A.M. – 12:00 P.M.

Retail Redesign Workshop — HME Style

11:00 A.M. – 12:00 P.M.

Accreditation Redefined — The Compliance Team’s Exemplary Provider Award

Accreditation Success for the Mom and Pop Sized HME Business.

An Update on the US FDA Regulations and the Home Health Care Dealer

Monthly Management Reports to Live and Breathe By

AAHomecare’s Financial Performance Survey: Results and Benchmarks

An Idiot’s Guide to Communication Services

Decisions, Decisions

What! You Want a New HCPCS Code for Your Product?

Looking to Buy or Sell? Avoid the Legal Torpedoes Which Can Sink Your Deal

Risky Business: Promoting Safety in the Modern Healthcare Environment

Battling the Beast Within

Wheelchair Seating Under the Influence of O&P

WC-19 : Transporting Kids in Cars and Buses

The Steps to Getting High-End Rehab Products Funded

You Have a Qualified CMN; So Why Are You Still Getting Denied?

Medicare Denial Management (from an Owner/Manager’s Perspective)

Surf’s Up, and So Is Sleep Therapy

Portable Concentrators — The New Kid on the Block

Four Keys to Seizing Control of Your Support Surface Rental Market

Improving Sales Team Performance

Wednesday, October 27

7:30 A.M. – 8:15 A.M.

Opening Session — AAHomecare’s Washington Update

7:30 A.M. – 10:45 A.M.

After Breast Surgery Seminar Part I

8:30 A.M. – 10:00 A.M.

Meet the HME Experts in Sales & Marketing

8:30 A.M. – 9:30 A.M.

The Evolving JCAHO Survey of Home Medical Equipment Providers

Providing Consumer Choice: Not Just a Business Opportunity, an Ethical Obligation

Opportunities in Housing and Renovation for HME Companies

Roadmap for Complying with HIPAA’s Security Rule

Understanding Your Responsibility as a Medicare DMEPOS Supplier

Fighting for Hospital Referrals: Steps to Take When the Hospital Is Not Insuring Patient Choice

Key Principles of Diabetic Footcare

This Mattress Isn’t Working: Evaluating Continuity of Care Issues

Leading for Synergy

Rehab 101: A Consumer’s Perspective on Personal Mobility Systems

Impact of Materials and Design on Equipment Performance

Ensuring the Proper Fit for Driving from a Wheelchair

Children and the 3rd Dimension — Integrated Vertical Mobility in Power Wheelchairs

Living in the Land of Denials

CMNs and Documentation — What Is Needed

Claims Processing: The Lifeline of Your Company

Oxygen Equipment Selection for the Home Care Company

Update on Respiratory Issues Facing Manufacturers and Providers

Dealing with Sales Objections and Remaining Sane

9:45 A.M. – 10:45 A.M.

ACHC: Update on Accreditation for 2005

Quality Improvement Simplified

People, Processes and Profit

Maximizing Earnings and Shareholder Value Post Passage of the Medicare Modernization Act

Telemedicine Update

Legal Issues involving Home Care Providers and Home Care Devices

Medicare Audits and Extrapolation – What the DMERCs Can Do and How You Can Respond

Choosing the “Best” Therapeutic Support Surface

New Materials and Advances in Facial and Breast Prostheses

Time Management

What Size Wheelchair Is Correct?Translating the Measurement to Wheelchair Dimensions & Geometries

Understanding the New Seating & Positioning Policy

Standing the Severely Involved Child: When Is It Indicated and How Do You Approach Funding?

How to Influence/Communicate Effectively with Medicaid

CMS Contracts with Additional Companies to Do More Audits for the DMERC and NSC: How Will You Rate?

It’s Not Really about A/R; It’s All about Intake — How Customer Service Determines Collections

What’s Next for Sleep Therapy Products?

Gas Cylinders: What You Don’t Know Could Be Harmful — But Also Helpful

Bad Policy, Good Medicine

Performance Appraisals: Getting the Most from Your Most Expensive Resource

Merger & Acquisition Case Studies Revisited

Outcompeting Your Competition: How to Win without Entering into Fraud and Abuse Land

Swatting Flies with Cannonballs: How to Deal with the NSC without Going Crazy.

Conquering Repetitive Stress Injuries

Independent Mobility and Function for Individuals with Complex Needs

AFOs: Distal Interventions, Proximal Outcomes

Securing Proper Documentation for Diabetic Therapy Reimbursement

Easy to Implement HME Accounts Receivable Strategies That Work!

Which Way Is up? The Future of Respiratory Care

Got Compliance?

Technology Trends in the Industry

Advanced Marketing for Respiratory Pharmacies

11:00 A.M. – 12:00 P.M.

How to be Profitable While Ensuring Compliance

Cashing In: Case Study on Successfully Selling a Business

Suffering from Too Many Rules? How to Cure “Rule Overload” and Increase Revenue in the Process!

Medical Bed’s and Patient Entrapment

The Elusive Outcome

Pharmacy Revenues Not What They Used to Be?

Uncovering Your Company’s Potential: Strategies for Maximizing Value

Do You Have the Time? Taking Control of Time Management

The Three-Legged Stool — How NRRTS, RESNA and NCART Support the Industry and Profession

Beyond Tilt and Recline — More Choice in a Less Choice World

ABNs: You’re Darned if You Do and Darned If You Don’t — A Business Perspective

New Nebulizer Medications

Efficient & Effective CPAP Compliance Solutions

Building OTC Cash Sales

Justification for the High-End Client Assuring Accurate and Timely Reimbursement

The Web & HME: How Consumers Use the Internet and What HME’s Can Do to Capitalize on the Trends

Thursday, October 28

7:30 A.M. – 10:30 A.M.

Accreditation Summit

7:30 A.M. – 10:45 A.M.

After Breast Surgery Seminar Part II

8:30 A.M. – 9:30 A.M.

How to Outfit Your Vehicle(s) and Buildings to Meet Regulatory Requirements for Storing and Transporting Oxygen

Selling Skilled Nursing Services

Marketing Your Home Health Care Business

8:30 A.M. – 10:00 A.M.

Meet the HME Experts in Legal and Regulatory Issues

11:00 A.M. – 12:00 P.M.

The ABCs of Accreditation for HME Providers

JCAHO Accreditation Update

Adding Passion to Purpose

Customer Service: The Extra Steps to Separating You from the Competition

Benchmarking HME

Best Financial Practices

Success in the Respiratory Arena: Documentation Requirements and the DME Company’s Role in Oximetry Testing

Medicare Legal & Regulatory Changes and How They Impact Your Business

Wound Healing 101: How to Build a Better Scar

Thinking Outside the Bed

Safe Pharmacy Practices — What USP 797 Means to You

Strategic Business Planning Is the Key to Success

Asking Questions to Create Long Term Solutions

Medicare Updates — Are You Aware of the Changes?

Learning the Ropes: A Review of the New Medicare Seating Policy

Being Patient with Your Patients

Safe Oxygen Handling, Storage, Transport and Transfilling Systems including DOT & FDA 2005 Regulatory Requirements

The Use of Telemetry to Control/Reduce Delivery Cost Associated with LOX

You Need a Great E-Commerce Medical Supply Web Site!

How to Effectively Establish a European Presence for Your Products or Services

Daring Dinners

Keep the action going with dinner and a show

Looking for something to do and a place to eat after a long day on the trade show floor? Try one of these Orlando-area “dinner-and-a-show” combos. Call ahead to check times, make reservations and confirm prices.

PIRATE’S DINNER ADVENTURE

Shiver me timbers and mates beware at this interactive dinner theater, which features special effects, aerial acts and swashbuckling swordplay. This one-of-a-kind show is staged on a full-sized replica of an 18th-century Spanish galleon afloat in a 300,000-gallon lagoon. Sample an all-you-can-eat appetizer buffet and dine on a main course, then — arggg! — watch the drama unfold as daredevil pirates swoop down to pillage and plunder, dangling from 50- and 70-foot-tall masts. When the drama ends, guests are invited join the cast at an after-dinner Buccaneer Bash disco party. 6400 Carrier Dr., Orlando, 800/866-2469

ARABIAN NIGHTS

Behold this mystical ordeal as more than 60 horses, elaborate costumes, stunts and music combine to create a Broadway-style production. A magical genie conjures up more than 20 acts, including “Walter Farley’s Black Stallion,” “The Gypsy Acrobatic Riders,” the “Ben Hur Chariot Race” and “Square-Dancing Horses.” Guests experience the adventures of an ancient storybook tale while dining on a three-course dinner. 6225 W. Irlo Bronson Hwy., Kissimmee, Fla. (Exit 64-A on #192), 800/553-6116

SLEUTH’S MYSTERY DINNER SHOW

Bring your investigative skills and step into a world of intrigue, comedy and suspense at this murder mystery dinner theater. Witness the dastardly deed, then hold on to your dinner rolls as you become the detective in solving the whodunit. Keep track of the clues and analyze the evidence over dinner, then formulate questions to pose to the suspects during an interrogation. With 11 alternating comedy-mysteries, show producers say it’s such an uproarious good time, it’s criminal! 7508 Universal Blvd., Orlando, 800/393-1985

Conference Schedule at a Glance

MONDAY, OCTOBER 25

8:00 a.m.-5:00 p.m.
Medtrade Continuum of Care

1:00 p.m.-5:00 p.m.
AAHomecare Golf Classic

TUESDAY, OCTOBER 26

7:00 a.m.-5:00 p.m.
Registration

7:30 a.m.-8:15 a.m.
Opening Sessions

8:30 a.m.-12:00 p.m.
Educational Seminars

10:00 a.m.-5:00 p.m.
Exhibit Hall Hours

WEDNESDAY, OCTOBER 27

7:00 a.m.-5:00 p.m.
Registration

7:30 a.m.-8:15 a.m.
Opening Sessions

8:30 a.m.-12:00 p.m.
Educational Seminars

10:00 a.m.-5:00 p.m.
Exhibit Hall Hours

THURSDAY, OCTOBER 28

7:30 a.m.-3:00 p.m.
Registration

8:30 a.m.-12:00 p.m.
Educational Seminars

10:00 a.m.-4:00 p.m.
Exhibit Hall Hours