Medtrade Spring from a Respiratory Perspective -- HME Business

Medtrade Spring 2012 Preview

Medtrade Spring from a Respiratory Perspective

Education opportunities and new product demos sleep, oxygen providers will want to see at this year's event.

By Joseph Duffy
Mar 29, 2012

Medtrade Spring 2012 Preview Offering more than 70 educational sessions, including topics such as audits, competitive bidding and retail, Medtrade Spring will take place April 10 to April 12 at the Sands Expo and Convention Center in Las Vegas. With roughly 5,000 HME providers attending last year, Medtrade Spring offers a sleep, oxygen and respiratory track that includes seven educational sessions. As of press time, all sleep, oxygen and respiratory track classes are pending 1.0 AARC CRCE approval. Classes are highlighted below, as well as pre-show seminars. Following the educational opportunities is a list of product demos to put on your show to-do list:

Boost Referrals and Differentiate Your Company by Helping Hospitals Reduce Their Readmission Rates

Tues., April 10 - 1:45 p.m. to 2:45 p.m.
The cost to Medicare for hospital readmissions within 30 days of discharge is staggering. Data suggest that at least three quarters of these readmissions are preventable. The Patient Protection and Affordable Act aims to reduce these costs by reducing Medicare payments to hospitals with excess hospital readmissions. Because hospitals and post acute care services usually work in silos, they must adapt their business model to a coordinated continuum of care. This new approach will improve the overall quality of care, improve the health of populations and reduce healthcare spending. This presentation will discuss ways that HMEs can take a leadership position to be an architect to the solution rather than an after-thought in a continuum of care that prevents hospital readmissions for COPD and other disorders.
Thomas Williams, managing director, Strategic Dynamics Inc.

Bi-level ST and ASV: Think Beyond Sleep

Tues., April 10 - 1:45 p.m. to 2:45 p.m.
Many providers are being asked to provide ST and ASV modes of bi-level therapy when the diagnosis is listed as OSA. This session will present some real case studies, as well as what you REALLY want to see on that script, to not only drive best patient outcomes but to keep money in the bank!
Kelly Riley, director of National Respiratory Network, MED Group

How to Train Personnel & Outfit Your Vehicle(s) to Meet DOT, FDA Regulatory, Accreditation Requirements for Oxygen Delivery& Storage

Tues., April 10 - 4:15 p.m. to 5:15 p.m.
This certification seminar is designed to provide an introduction to outfitting vehicles and training personnel to meet regulatory and DOT requirements for delivering and storing oxygen in home healthcare. DOT, FDA and accreditation requirements for vehicles, as well as driver requirements, are reviewed. Several eye-catching demonstrations of the hazards of improper storage and transport of oxygen are conducted. The seminar is helpful for those dealers/providers who are delivering oxygen, as well as dealers/providers who are new to oxygen. A nationally known speaker who works closely with DOT, FDA CMS, accreditation and Compressed Gas Association on this topic conducts the seminar.
David J. Marquard, CEO and wwner, Applied Home Healthcare Equipment LLC

High Flow Therapy (HFT): Clinical Applications from Hospital to Home

Wed., April 11 - 8 a.m. to 9 a.m.
High Flow Therapy (HFT) has been used in hospitals since 2001. As HFT research and use have grown, the demand for HFT in the home has likewise grown. Recent product developments that support this therapy are now available. This session will clinically and technically introduce participants to HFT and its homecare applications.
Nicholas Macmillan, Home Care Segment manager, Vapotherm

Women vs. Men in Sleep: Are There Any Differences Besides the Pajamas?

Wed., April 11 - 9:15 a.m. to 10:15 a.m.
Do you know how diff erent sleep-disordered breathing can be in women
vs. men? Women today want to know and understand their diagnosis.
Make sure you understand the diff erences in everything from symptoms
to how SDB can aff ect diff erent disease processes that may be at work in
each gender
Ann Tisthammer, vice president of Clinical Education & Training, ResMed Corp.

Oximetry – A Self-Titration Protocol for LTOT Patients

Thurs., April 12, 2012 - 8:30 a.m. to 9:30 a.m.
This session is about empowering patients by giving them the tools they need to manage their condition so they spend less time being ill and more time being active and healthy, enjoying a better quality of life.
Christine Cunningham, marketing Manager, medical Education, Philips Healthcare

Can Remote Patient Management Be Used for Oxygen Patients?

Thurs., April 12, 2012 - 9:45 a.m. to 10:45 a.m.
As homecare providers continue to look for operational and financial efficiencies when providing oxygen solutions to patients, new technologies are becoming available on the market related to remote patient monitoring. Remote patient management remains a hot topic for providers as a way to reduce costs while retaining a high standard of patient care. But is there an application for the oxygen patient? This session will explore remote patient monitoring technologies available in the market and consider the application of these technologies to managing oxygen patients. Key topics related to these technologies will be explored, including advantages and limitations of available technologies, implementation and operational challenges, patient acceptance and compliance, return on investment, and managing multiple remote monitoring devices/programs.
Michael Posey, senior global product manager, Philips Respironics

Pre-Show seminars

Profitably Growing Your Oxygen Business in the New Healthcare Environment

Tues., April 10, Sands Group Room 107
How can you profitably grow your oxygen business in the face of national competitive bidding? One effective approach is to eliminate all non-value added services. Evaluating each of your services and asking the hard questions is an essential first step. Clinical services in particular, because of their higher cost, are often a first target and their wholesale elimination can prove tempting. However, provisions in the Affordable Care Act are forcing changes in hospitals that spell opportunity to home oxygen providers that can help reduce readmissions of patients with COPD and CHF. By adopting simple, effective, low-cost clinical services, providers can reduce readmissions and position themselves to be heralded by referring hospitals as partners rather than mere providers. This seminar offers attendees three respiratory CEUs.
Joseph Lewarski BS, RRT, FAARC and Robert Messenger BS, RRT, Invacare
Corp.; Kelly Riley CRT, RCP, director of National Respiratory Network, MED Group

The Right Fit to Grow with Oxygen and PAP Therapies

Tues., April 10, Sands Group Room 201/202
This session will cover how having the right oxygen delivery system, appropriate mask for either CPAP or noninvasive ventilatory support, and a mask and accessory resupply program can assist in growing your sleep and respiratory business.
Kim Snyder, Sr. NA marketing manager, Philips Respironics; Mary Schreck, Sr. NA marketing manager, Philips Respironics; Cheryl Needham, clinical marketing manager, Philips Respironics; Anthony Como, Sr. global product manager, Philips Respironics

Must-See Products

Brightree Interactive Voice

Brightree Interactive Voice incorporates IVR technology with the Brightree billing and business management platform to enable automated patient calling campaigns. Using Brightree to automatically call eligible patients for resupply orders, you can cost effectively manage compliance, improve clinical outcomes, and grow your resupply business. In 2011, Brightree launched the OSA application, and in spring 2012, the diabetic application is available.

Brightree LLC
1735 North Brown Road, Suite 500
Lawrenceville, GA 30043
888-598-7797
www.brightree.com
Booth 1034

Handi-Air Tote

Patients can move and breathe with Air Lift’s Handi-Air Tote, an alternative to oxygen shoulder bags and backpacks. This accessory tote increases your patient’s oxygen portability needs by accommodating up to two size D cylinders, a wide range of portable liquid systems, and many of today’s portable oxygen concentrators. For added convenience and accessibility, it includes a Pullman handle, a large accessory pocket, double zippers and ports for tubing. It is constructed with only non-flammable, non-abrasive materials and high-quality wheels and footing.

Air Lift Unlimited Inc.
1212 Kerr Gulch
Evergreen, CO 80439
800-776-6771
www.airlift.com
Booth 853

Eclipse 3 with autoSAT

The Eclipse 3 with autoSAT has the highest oxygen pulse dosage and continuous flow on the market. It is small, lightweight and easy to use. The unit runs on battery and AC and DC power. It has a universal large-wheeled cart with easy battery access.

CAIRE SeQual Technologies
2200 Airport Industrial Drive, Suite 500
Ball Ground, GA 30107
800-482-2473
www.caire-sequal.com
Booth 1161

Aloha Nasal Pillow System

The Aloha Nasal Pillow System features exclusive Arced-Track Technology, allowing the angle of the pillow reservoir to be adjusted for a more customized, natural fit. Adding to the comfort and ease of use, the ball-and-swivel joint at the hose minimizes pull and accommodates various sleeping positions. In addition, the angled exhalation ports minimize potential disruption or discomfort for the patient and sleeping partner.

DeVilbiss Healthcare
100 DeVilbiss Drive
Somerset, Pennsylvania 15501
800-338-1988
www.DeVilbissHealthcare.com
Booth 734

The Sopora Nasal Mask

The patent-pending Sopora Nasal Mask is offered in three sizes and ergonomically designed to securely fit the face and eliminate leakage. With facial and forehead cushions made of medical grade silicone, this mask is odorless, soft and fits comfortably on all faces. The standard 22mm connection on this mask means it can be used along with the AG Flex Tube to reduce torque between the CPAP Tube and Mask. The headgear features an optional buckle with quick snap design that is easy to fasten and unfasten, and can be used with ball-joint or Velcro.

AG Industries
3637 Scarlet Oak Blvd.
St. Louis, MO 63122
800-875-3138
www.agindustries.com
Booth 758

Cylinder Car Carrier

Designed to securely transport three D or E cylinders in a patient or therapist vehicle, the Cylinder Car Carrier has anchor straps that easily attach to the vehicles built-in LATCH system. There are two installation options: horizontal and vertical.

Responsive Respiratory
261 Wolfner Dr.
St. Louis, MO 63026
866-333-4030
www.respondo2.com
Booth 1269

O2 To Go! Cylinder Duration Online Calculator

O2 To Go! Cylinder Duration Online Calculator The O2 To Go! Cylinder Duration Web Calculator is a website that provides technicians, therapists, providers and patients with a versatile tool to address the amount of oxygen available to ambulatory patients. The calculator estimates the duration of available oxygen in hours and minutes from the selection of pre-programmed cylinder, device and flow-range parameters.