HME News Business Summit | The Ritz-Carlton in Cleveland | September 10-12, 2017

2017 Educational Program Coming Soon!

2016 Educational Program

Keynote Speaker:
Outcomes: Bring your data

Just any old post-acute care provider will no longer do for Dr. Patrick Cawley, who heads up Medical University of South Carolina Health, including a 750-bed medical center. "We want to know who links up best with our strategy," he said. One of the fundamentals of that strategy: improved outcomes. So how does a post-acute care provider get Dr. Cawley's attention? "Are you going to bring us data?" he wants to know. In this session, he'll tell you why you need to answer that question with a resounding yes.

Dr. Patrick Cawley, CEO of Medical University of South Carolina Health and vice president for health affairs of MUSC

Game changer: Highmark gives new meaning to integrated health care

We've heard of health systems buying post-acute care providers. But a health insurer buying a health system? That's what happened three years ago in Pittsburgh, when Highmark Inc., one of the ten largest health insurers in the country and the fourth-largest Blue Cross Blue Shield affiliate, bought the West Penn Allegheny Health System and two other hospitals, forming a seven-hospital delivery network—the Allegheny Health Network (AHN). Highmark Health, the newly formed parent company, now stands as the third largest integrated healthcare delivery and financing system in the nation. Since then, AHN has been busy acquiring post-acute care companies, including Klingensmith Healthcare. Sound scary? Not necessarily. Nick Stupakis says that as this integrated healthcare delivery and financing system took shape, the power of post-acute care companies, like HME companies, to improve quality and reduce unnecessary costs became more relevant than ever before. He’ll explain why this new payer-led delivery model could be a game changer for health care.

Nick Stupakis, vice president of Home and Community Services, a Highmark Health company

Street Talk Workshops 1 & 2

Our annual Street Talk sessions 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.

Topic 1: "Leadership, innovation and change management"
Miriam Lieber, president, Lieber Consulting LLC

Topic 2: "A strategic and data-driven approach to operational improvements"
Sarah Hanna, president, ECS Billing & Consulting North

Mavericks: Shake up what it means to be in HME

Joseph Krainin is disrupting the home sleep testing market by using online video consultations and seeking synergistic relationships with HME providers to supply equipment and supplies to his patients. Wayne Slavitt has turned the idea of being an HME retailer upside down with his slick showrooms, expansion plans and pro-technology stance. Bernie Zimmer hasn’t let more than 30 years in the HME industry stop him from reinventing his business toward a capitated business model with local and regional health plans. Find out from these mavericks how to shake up what it means to be in the HME industry.

Miriam Lieber, president, Lieber Consulting LLC

Joseph Krainin, MD, president & founder, Singular Sleep
Wayne Slavitt, founder and CEO, Mobül
Bernie Zimmer, president, CHME

M&A in a challenging market: What and where are the opportunities?

In this exclusive session, a panel of M&A experts will discuss activity levels in the HME market. What's the impact of the latest reiterations of the competitive bidding program? Where is the money: Who's buying and what are they buying? Should you be buying? Where do outside investors stand? What's the future: Will synergistic opportunities lure other healthcare players to get active in the HME market? You don't want to miss this hallmark session of the HME News Business Summit.

Rick Rector, publisher, HME News

Pat Clifford, managing director, The Braff Group
Don Davis, president, Duckridge Advisors
Rick Glass, founder and president, Steven Richards & Associates
Jonathan Sadock, managing partner and CEO, Paragon Ventures

Break the cycle: The psychology of resisting change

As leaders in healthcare, change is all around us. So why do we initially reject the idea that change is necessary for our businesses? Then once we accept the need for change, we are faced with employees who resist the need to change. Once our employees realize that change is needed, the majority of their employees resist change. The cycle continues. In this session, part of a series developed for a local health system, Carrie Blair (Messal) will discuss why it is natural to be skeptical of change and present ways to accelerate through change implementation. The goal: Help you embrace necessary change, then communicate and facilitate that change patiently through implementation.

Carrie Blair (Messal), PhD, associate professor of management, College of Charleston

Connected health, part 2: Let's get in the weeds

Last year, we invited the three largest manufacturers of CPAP devices to the Summit to talk about how a connected health delivery model—and the massive amount of data it generates—is transforming how care is provided in the home. This year, we get into the weeds. Led once again by moderator Ryan McDevitt, our panelists will discuss three important themes around using connected devices to their fullest: how to structure and analyze the data they create; how to use them to improve care; and how to make them pay off in the form of better reimbursement and increased referrals.

Ryan McDevitt, partner, Laboratory Tactical Consulting

Dewey Roof, president/CEO, LifeH2H
Paul O'Toole, vice president and general manager, Home Care Solutions, Mediware Information Systems
James Dragatsis, founder and CEO, AllCall Connect

Interoperability: Why it's not pie in the sky

This wouldn't be a healthcare-related conference without a session on one of the biggest buzzwords in the industry right now: interoperability. Our panelists, both co-founders of the CommonWell Health Alliance, a not-for-profit trade association with the simple vision that health data should be available to individuals and providers regardless of where care occurs, will discuss what's driving this trend at a high level. The conversation will include lessons learned from early adopters in the healthcare industry and the practical implications for the HME industry, including the automation of purchases and referrals. "It's becoming real," says panelist Nick Knowlton. "It's not as pie-in-the-sky as people think it is."

Rob Boeye, executive vice president, HME, Brightree

Nick Knowlton, operating committee member and membership committee chair, CommonWell Health Alliance
Jeff Gartland, operating committee, CommonWell Health Alliance; vice president and operating group leader of interoperability & partnerships, RelayHealth/McKesson

Lessons learned: What do hospitals know that we don't?

HME companies are continuing to expand in terms of size and market share, but with this growth comes greater scrutiny from the government, whistleblowers and the managed care industry. HME companies are now being targeted in many of the same ways that hospitals experienced several years ago. A deeper understanding of the risks to HME companies, and an understanding of how hospitals have handled these audits and investigations, will help HME companies develop their own robust compliance plans and auditing processes to minimize risk and to protect their investments.

Ross Burris, shareholder, Polsinelli P.C.

The 10th Annual HME News/SRA Financial Benchmarking Survey

Each year, hundreds of HME providers participate in this study to see how they stack up against their peers in everything from net revenues to DSO to employee expenses. Insights from last year’s session include: profitability started to bounce back with average EBITDA of 13% in 2014 vs. 9% in 2013, and 29% of respondents reported revenue growth of more than 10% in 2014. What happened in 2015? Come hear the answers.

Rick Glass, president, Steven Richards & Associates