HME News is the monthly business newspaper for home medical equipment providers. This controlled circulation publication reaches 17,100 home medical equipment services providers, including traditional HME dealers & suppliers, hospital- and pharmacy-o
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24 www.hmenews.com / march 2017 / hme news S P R I N G f e b . 2 7 - m a r c h 1 , 2 0 1 7 n m a n d a l a y b a y c o n v e n t i o n c e n t e r n l a s v e g a s 2017 By John Andrews, Contributing e ditor LAS VEGAS – If one word could sum up the format for the Medtrade Spring education lineup this year, it would be "interaction." Based on attendee responses from 2016, the Medtrade Educa- tion Advisory Board determined this year's program needed a complete overhaul, so members went back to the drawing board and came up with a format they hope will meet with resounding approval, said Board Chairman Jeff Baird. "Feedback led the EAB to con- clude that attendees value inter- active education experiences— attendees want to interact with the instructors and they want to interact with each other," said Baird, chairman of the Health Care Group at Amarillo, Texas- based law firm Brown & Fortu- nato. "With few exceptions, all of the programs will have two or more discussion facilitators instead of behind-the-lectern speakers." During each session, the chairs By John Andrews, Contributing e ditor LAS VEGAS – Exhibiting at Medtrade Spring has a different dynamic than the big fall show, but ven- dors say they are attracted by the smaller, more intimate feel. The slower-paced environment, they contend, allows for more engaging discussions, relationship building and the opportunity for meaning- ful outreach. "Medtrade Spring is about qual- ity interactions and relationship building with providers," noted Mark E. Smith, general manager of public relations for Exeter, Pa.- based Pride Mobility. "It allows not only product display, but concentrated time to discuss with providers their needs and how we By John Andrews, Contributing e ditor H ME C o MPA n IES are a legiti- mate care provider in the post-acute spectrum and partnering with health systems and hospitals represents a viable new business model for them, says Cheryl London, director of clinical operations for Crown Point, Ind.- based HealthCall. London will expound upon how HME companies can insert them- selves into the post-acute landscape and secure financially sound rela- tionships with acute care organiza- tions in her Medtrade Spring 2017 session "Adopting n ew HME Rev- enue Models in Chronic Care." She gave HME n ews a glimpse at her topic. hme n ews: What are the different alternative payment models cur- rently in play? We hear often about accountable care organizations and bundled payments initiatives— what's the status of those models? Cheryl London: The status contin- ues to change as hospitals transi- tion from fee-for-service to a value- based model. Ultimately, they need to reduce readmissions and increase efficiency between post-discharge care providers. The two main HME payment models are fixed flat fee and shared risk. hme : What other models are out there? Are there any new models on the horizon? London: Some HMEs offer a fixed per-member-per-month base price with an itemized list of as-needed services. When considering a pay- ment model, HMEs need to be flex- ible and work closely with their clients to align the payment model with the hospital's realized value. hme : What's the role of HME provid- ers in helping hospitals perform in these new models? London: HMEs are one of the few segments of healthcare uniquely positioned to cost-effectively pro- vide in-home follow-up care. Unlike home health agencies that provide highly skilled nursing, the role of HMEs in transitional and chronic care management is to coach and empower the patient in self-care management. hme : How have health systems responded to HME providers as potential post-acute partners? London: o pen and cautiously. Hos- pitals understand that they have a problem and are willing to look outside the box. Most hospitals respond well to HMEs who dem- onstrate credibility and proficiency with a strong willingness to start small and grow. hme : What's the best way for HME providers to best position them- selves in this new environment? London: HMEs have an advantage when they can approach the health system as a provider of specific post- acute care services and work closely with the executive leadership. Pres- ent a clear plan for achieving the Vendors favor intimate venue can best meet them. We appreci- ate the time to discuss providers' needs in-depth and deliver proven solutions in the Medtrade Spring format." Smith said he is anxious to hear from providers about how Pride can help them develop a strong retail platform. "We hear a lot of excitement from providers about retail and their desire for even greater suc- cess," he said. "Therefore, there's a lot of interest around learning more about revenue-generating retail products and successful retail business strategies." Ryan Moore, vice president of sales for Middleburg Heights, o hio-based Compass Health Brands, says because Medtrade Keep reserves Speaker Q&A 'While we don't know what crisis is around the corner, we understand that a crisis will occur' By John Andrews, Contributing e ditor A LTH o UGH C on SIDER - ABLE challenges exist within the HME indus- try, astute companies can still find prosperity in the market, provider Steve Burman says. Burman, CE o of Aston, Pa.-based Burman's Medical Supplies, will sit on a panel at Medtrade Spring to discuss "Success Stories in HME: How Providers Have Grown in the Face of a Declining Industry." Spring is a smaller venue, the com- pany looks forward to more face- to-face time with provider cus- tomers at the booth and around the various Las Vegas venues. "Medtrade Spring has always been a fun show and we really enjoy spending quality time with our customers at the show and afterward," he said. Created through the merger of Roscoe Medical and Carex Health Brands, Compass Health has continued to expand with the recent acquisitions of Pro- Basics and Meridian Medical, as well as a partnership with Bright- ree for electronic data interchange. As a result, its product offerings have diversified across the HME spectrum. Education that goes beyond the lectern will be configured in a semi-cir- cle and the facilitators will stand in the middle of the attendees. The facilitators can use Power Point programs, but they are not required to do so, Baird said. "If the facili- tators do use Power Point, it will not be the focal point of the education session…rath- er, the focal point will be the interaction among the attendees and facilitators," he said. "This approach should result in an enjoyable and effective learning experience for the attendees." Baird believes that attendees will be more engaged and will come away more satisfied. "The most effective way to learn something is to discuss it and constructively argue about it with others," he said. "This engages the creative thought processes of all persons involved." hme Take advantage of position S how t I me b u r m A n s e e pa g e 2 6 V E n d o r S s e e pa g e 2 7 Jeff Baird L o n d o n s e e pa g e 2 7 t he smaller show floor at Medtrade Spring allows more face-to- face time between exhibitors and attendees. Speaker Q&A Cheryl London Director of Clinical Operations, HealthCall t uesday, f eb. 28, 4 p.m. to 5 p.m. Session: " a dopting New HM e Revenue Models in Chronic Care"