W W W . H M E S U M M I T . C O M W
doing something else." In this session, Sperduti will share the results of
his exclusive research and will show how, by applying data, technology
and new strategies, providers can accelerate sales and patient referrals.
Shatter perceptions about HME
Michelle Templin, who heads the ACO Network of Managed Health
Care Associates, knows payers, and she knows what they think about
HME providers. Mostly, it's not good. "The perception is, 'Oh yeah, the
DME people, they deliver walkers and wheelchairs,'" says Templin. She
says suppliers need to rebrand themselves as providers. Cue in Tammy
Zelenko. Zelenko has organized the services her company already
provides into a structured program called the Patient Partner Program.
"This is really a new way for us to market ourselves," she said. "Our
industry has not been effective in marketing the complexity of the work
that we do." Hear what Templin and Zelenko have to say about how
providers can shatter perceptions about HME.
Retail: A fnancial breakdown
The competitive bidding program sent providers running to retail
for relief. What do we know about their progress? Is retail a viable,
proftable revenue source? Or is it just a contributor to a provider's
fxed overhead? Michael Scarsella has been traveling around the
country educating providers on how to use hard data to answer these
questions. No talk of store layouts and merchandising in this session—
just Scarsella guiding our panelists through a no-nonsense discussion
of the fnancial challenges and opportunities of retail.
The 9th 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:
sleep therapy led growth areas, acquisition cost trends improved and
profts remained relatively stable. What happened in 2014? Come hear
the answers.