HME News Business Summit | September 22-24, 2019 | The Ritz-Carlton

2019 Educational Program

MONDAY, SEPT. 23

Fireside chat with leading healthcare economist

Josh Marx of Medical Service Company will sit down with J.B. Silvers of Case Western Reserve University to discuss a wide range of healthcare topics—from large paradigm shifts, to the latest on the Affordable Care Act, to the increasingly controlling stake of managed care organizations, to changing delivery and payment models, to the role of post-acute care in the value chain. Silvers, a professor at Weatherhead School of Management, with a joint appointment in the University School of Medicine, has had his research published in numerous journals and has contributed commentary to Marketplace and the New York Times. Don’t miss this one-of-a-kind opportunity to gain insights from a leading healthcare economist.

Presenter:
J.B. Silvers, John R. Mannix Medical Mutual of Ohio Professor of Health Care Finance and professor of banking and finance at Weatherhead School of Management, with a joint appointment in the University School of Medicine, Case Western Reserve University
Josh Marx, managing director of sleep, and vice president of business development, Medical Service Company

This session is sponsored by Medical Service Company.

Medical Service Company

Follow the leader: Cleveland Clinic on post-acute care

What’s the role of home care as medicine transitions from volume to value? How do homecare providers develop relationships within a more integrated healthcare system? How do they use data to improve care and grow their businesses? Dr. William Zafirau will share how Cleveland Clinic is tackling these challenges and leveraging them as opportunities at its Center for Connected Care, a division that includes more than 500 caregivers providing care to about 3,500 patients. The center brings together all of the clinic’s home and transitional care services.

Presenter:
Dr. William Zafirau, medical director, Center for Connected Care, Cleveland Clinic

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:
Lisa Wells, vice president of marketing, Cure Medical — Marketing might: The secret to building buzz for your HME business
Miriam Lieber, president, Lieber Consulting — Technology and leadership: The path to defining and redefining your order-to-cash process

The next generation of contracting

Managed care organizations (MCOs), which are increasingly in charge of state Medicaid programs across the country, and private insurers are expanding their contracting toolboxes. “There’s a new era of contracting happening,” says AAHomecare’s Laura Williard. In this session, Williard will moderate a panel discussion on trends in contracting, including requests for proposals (RFPs), capitated agreements, and risk-shared and population health management models. Learn to navigate these contracts, so you can control the process, not let it control you, and leverage them to take your businesses to the next level.

Moderator:
Laura Williard, vice president, payer relations, AAHomecare

Panelists:
Cheryl Henninger, director of operations, Community Cares Health Solutions
Amber Casteel, manager of authorization services, BlueCare Tennessee
Kit Dockery, director of managed care markets, Better Living Now

The consumerization of HME

Consumerization: The specific impact that consumer-originated technologies can have on enterprises. It’s a trend that has sent healthcare companies running to meet consumers where they are—on their smart phones and online. But what about HME companies? Are they leveraging technology to help their customers control their care, maintain their compliance and simplify their purchasing? Gary Sheehan will lead this panel in a discussion of why it’s important for HME companies to modernize their skill set to include these new technologies.

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

Panelists:
Robert Boeye, executive vice president, HME, Brightree
Andrew Schremp, founder/CEO, Health Sqyre
Tim Murphy, business segment leader, New Business Solutions, Philips Sleep and Respiratory Care
Gregory Dench, director, North American Sleep Marketing and Product Management, ResMed

CVS, Amazon, other big players: What are they up to?

CVS is carrying CPAP supplies in its new HealthHUB concept stores. Amazon, JP Morgan Chase and Berkshire Hathaway are working on a secretive healthcare project called Haven. What are these large players in health care, and possibly in HME, up to? And how will what they do send ripples through the healthcare landscape in the next three to five years? Kevin Caliendo has more than 25 years of Wall Street experience, primarily covering healthcare companies; Matt Taylor covers medical supplies and devices companies for the firm. They'll provide a high-level analysis.

Moderator:
Rick Rector, president and publisher, HME News

Panelists:
Kevin Caliendo, equity research analyst, UBS
Matthew Taylor, equity research analyst, UBS

TUESDAY, SEPT. 24

The case for digitally enabling patient care

The evolving expectations of payers, employers, physicians, health systems and patients will change the way the right supplies and equipment get to patients to help them get better and stay better. Aaron Sheedy, COO of Xealth, will discuss the balance between today’s storefronts and tomorrow’s technology, and how digital health care can enable a better patient experience, a lower administrative burden for providers, and supply evidence for hospital administrators on what is working. Xealth is a prescribing platform that allows clinicians to integrate, prescribe and monitor digital health tools for patients from their EHR workflows. It has received investments from ResMed and Philips, and has been involved in pilot projects with a number of health systems and Amazon.

Presenter:
Aaron Sheedy, COO, Xealth

M&A and investments: This is the year to get it done

There are a number of ways to grow your HME business, including growth through mergers and acquisitions, and through private equity investors. Moderator Bradley Smith will lead providers through a discussion of these two distinct opportunities. What are the best practices and strategies for M&A? What should you look for in an investor? What should you weigh before taking one path or the other? “The M&A landscape has shifted,” Smith says. “All of a sudden, valuations are increasing, and there are more buyers than sellers. This is the year to get it done, with uncertainty ahead.” How will you position yourself in the right place at the right time?

Moderator:
Bradley Smith, managing director/partner, Vertess

Panelists:
Kevin Gearheart, president, Rehab Medical
Debra Kalk, president/CEO, Reliable Medical Supply
Ron Evans, owner/CEO, Valley Healthcare Group/Great Elm DME
Scott Sonnone, CFO, Aeroflow Healthcare

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:
Jeff Baird, chairman, Health Care Group, Brown & Fortunato
Cara Bachenheimer, head of Government Affairs Practice, Brown & Fortunato

Working lunch: 13th 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 2018? The results will be revealed during this session. For the second 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.

Presenter:
Mark Higley, vice president of regulatory affairs, VGM Group

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