Heartland Conference 2018

Heartland Conference, hosted by Essentially Women's parent company, VGM Group, Inc., is a member's-only conference known for its premier education and networking. Held in Essentially Women's hometown Waterloo, this is a great opportunity for mastectomy fitters and those wanting to become certified. CEUs are offered on a variety of sessions focused on women's health care.

Essentially Women members are invited to attend the entire conference if they are able, held June 19-21. 

Full Conference Agenda

BOC Exam Information

Heartland Conference Attendees will have the opportunity to sit for their mastectomy fitter exam with BOC. Attendees will be able to sit for the exam at a $50 reduced rate! The exam will be held on Thursday, June 21 from 9:00 AM-11:15 AM. To register for the exam, create a "MyBOC account" (click on Apply for Certification) or log in to your existing account. Click Apply Now, select Mastectomy Fitter and choose Event Code JE18MFMCE.

You will need to submit your application and documentation to BOC before taking the exam. Eligibility requirements are successful completion of an entry-level education program through a fitter school or education provider and 120 hours (equivalent to three weeks of full-time work) experience.


Wednesday, June 20

Customer Engagement Strategies: Revenue Rewards in the Digital Age, Louis Feuer, President, Dynamic Seminars, Inc.
ABCOP Approval: TBD
BOC Approval: TBD
IACET Approval: TBD

About Louis:

Louis Feuer, MA, MSW is President of Dynamic Seminars & Consulting. Louis has been training and educating the healthcare industry for close to 35 years. He has been a social worker/case manager, referral source, hospital administrator and the director of professional development for one of the nation’s largest home care companies. Louis has presented sales, marketing and customer service programs in almost every area of the healthcare industry. His video lecture series, Take Me to the Top is now available for purchase without subscription fees. Louis training programs are used by American Health Insurance Plans for all their customer service training and certification courses. He has published hundreds of articles in such journals as the Journal of Hospital Marketing, the Retail Pharmacist, The Case Manager Magazine, HomeCare Magazine and the list goes on.  He provides business strategies to businesses throughout the healthcare industry. He has published several hundred articles on professional development issues and for almost 20 years had a monthly column in HomeCare Magazine. Louis is the creator of Our Comment Center a 24/7 online program for listening to referral sources and patients. Previously for 7 years Louis served on the National Accreditation Review Committee for HQAA having reviewed thousands of surveyor reports.  He was also recognized as the top presenter at the 2016 conference for the National Home Infusion Association.

He has lectured throughout the US, Canada and Europe. He is best known in the industry for his dynamic, straightforward, entertaining and insightful programs that have been a part of Heartland Conferences since its inception. With more than 35 years of healthcare industry experience Louis provides straightforward, easy to use strategies for improving sales, operations and marketing. Louis also recently now created a corporate gift division of Dynamic Seminars (www.aspecialcreation.com).

Session Overview:

With the increase in digital communications, engaging the customer in a more personal way has challenged companies throughout the country.  This dynamic session is about meeting that challenge.  It is about sending companies on a new mission. This session will address the future and our ability to hold on to our customers with an approach to engaging them in what we offer, who we are and how we can make a difference in their lives. Gallup research center studied the value of the engaged customer and this program addresses what they learned about customers who are similar to ours in the homecare industry.  The content of this session will focus on what customers want most from those they do business with, and what you can expect from a fully engaged customer in helping you build and retain business.  This program brings you a unique picture of a new mission for your company as compete in the age of digital selling. Disregarding the content of this program will cost you money in the future. See examples of totally engaging marketing signage.

Objectives:

  • Identify how customer emotions impact business.
  • Understand the difference between satisfying and engaging customers.
  • Discuss the impact of fully engaged customers in a variety of businesses.
  • Understand the options for engaging your customers and insuring revenue growth.

Keynote: The Elite Leader, Jared Johnson
ABCOP Approval: TBD
BOC Approval: TBD
IACET Approval: TBD

About Jared:

Passion. Purpose. People. These are not buzzwords for Jared Johnson; they are the lifeblood of his approach to leadership. Bringing these elements together successfully is what propels ordinary into extraordinary. That only happens when leadership team members share the vision and embrace the role each has in the process.

Elite leadership isn't a lofty ideal borne alone. It's a call to a standard of leading- and living- that relies on attitude, action and accountability. It comes when team members are energized, equipped and empowered to exceed expectations both professionally and personally, enriching their lives and the lives of the people they lead and the people they serve.

Johnson has a unique skill set enhanced by 12 years as an elected public official and derived from more than 17 years of experience as a healthcare executive, garnering successful outcomes through thought leadership, planning and execution to the management space. Driven by a continual focus on quality and growth, he has an outstanding ability to forge collaborative relationships with management teams, staff members, industry colleagues and community partners, both public and private.

At the age of 27, Johnson was elected to the Denison City Council where he served two terms. In 2012, he was elected the youngest mayor in Denison's history and was re-elected to a second term in 2015. He received the Community Leader Award of Excellence at the Denison Development Alliance's economic summit in 2018.

A dynamic public speaker who leads intentionally, Johnson walks the talk: "Be passionate about what you do. Get better every day. Never settle. Always include others- and empower them to be innovative thinkers."

Session Overview:

Motivating and practical, "The Elite Leader" is a high-energy presentation that captivates management team members and/or frontline staff, motivating them to strive toward their absolute best by connecting their mission with practical ways to empower an elite mindset throughout their own teams and even in their personal lives. Whether presented as a customizable keynote address or as a lunch-and-learn training session, it challenges attendees and inspires them to be passionate about their purpose as leaders who are capable of delivering elite results.


Non-Assigned – How Do Those Claims Get Processed, Ronda Buhrmester, Reimbursement Specialist, VGM Group, Inc
ABCOP Approval: TBD
BOC Approval: TBD
IACET Approval: TBD

About Ronda:

As a VGM associate since 2012, Ronda specializes in the billing and reimbursement.  She managed a hospital-based DME in Illinois for 12 years, and handled sales and marketing.  Ronda is a respiratory therapist as well as a certified mastectomy fitter.  She assists VGM members with review of claims and all types of audits, and educates members on medical policies in the respiratory, face to face ruling, and general DME areas.  She serves on the Jurisdictions A, B, and D respiratory team, is a member of the Provider Outreach and Education team for Jurisdictions A, B, and C and the Jurisdiction D, and attends the council meetings with Jurisdiction B, C, and D. She is also on the Great Lakes Home Medical Services Association Board of Directors and a member the National Supplier Clearinghouse Advisory Council.  Ronda has presented at the VGM Heartland Conference as well as the Medtrade conferences and state association meetings, and has conducted webinars and on-site education with VGM Members.

Session Overview:

With the lower reimbursements, companies have had to change business practices to make sure patients are taken care of while making sure to get paid for the services provided.   We are in the industry because we enjoy seeing the satisfaction that is brought to the patient when we have helped them feel good and feel normal.  It’s a challenge to take care of the patient’s needs and knowing Medicare reimbursement is at a point that collecting payment upfront has become the new normal in order to survive and thrive.  During this session, we will discuss the meaning of non-assigned claims.  We will also review the proper message to deliver to the patients so the DMEPOS supplier is not the “bad guy” as it can be perceived.   Let’s take time to dig little deeper into the meaning of non-assigned which means attendee participation is important.

Learning Objectives:

  • Identify the difference between participating vs. non-participating and assigned vs. non-assigned claim submission
  • Review updates with Advance Beneficiary Notices of Non-Coverage (ABNs) and how to properly execute
  • Discuss the proper message to relay to the patients for non-assigned claims and collecting payment upfront
  • Participate in a practice session for submitting claims non-assigned

Custom Breast Prosthesis: What’s in it for you?, Nikki Giamarino, Business Development Manager, American Breast Care
ABCOP Approval: TBD
BOC Approval: TBD
IACET Approval: TBD

About Nikki:

Nikki Giamarino is the Business Development Manager at ABC and is an ABC Certified Fitter with 19+ years in the medical and breast care industry, including instructing education courses. She holds a BS in Health Administration from Auburn University. Her personal experience, industry knowledge and caring personality are the perfect combination for an exceptional learning experience. In her spare time Nikki enjoys traveling and riding her motorcycle.

Session Overview:

Are you looking for a new revenue stream that doesn’t require you to increase your current inventory and also delivers a favorable profit margin? The addition of a custom breast prosthesis to your product offering is good for your patients, and good for your business. For patients, it’s another non-surgical post-surgery option. For the business, it can have a positive impact on the bottom line! Offering a custom breast prosthesis can be a win-win and American Brest Care can show you how.

Learning Objectives:

  • Discover which of your customers can benefit from a custom breast prosthesis
  • Discover the features and benefits of a custom breast prosthesis
  • Dispel myths related to custom breast prosthesis billing
  • Receive information on different custom breast prosthesis options
  • Discover how to set your business apart from your competition
  • Obtain information on available tools to allow you to successfully market and sell custom breast prostheses
  • Determine the critical success factors required to successfully, market, sell, and bill custom breast prostheses 

Thursday, June 21

The Power of Purpose to Inspire Business and Personal Wellbeing, Beth Cox Hollingsworth, Director of Content Strategy, VGM Marketing
ABCOP Approval: TBD
BOC Approval: TBD
IACET Approval: TBD

About Beth:

Beth Cox Hollingsworth is the Director of Content Strategy for VGM Marketing. A member of the marketing leadership team, she oversees creative professionals who specialize in developing marketing strategies that are planned, sustainable and integrated with sales strategy. She also develops and coordinates educational opportunities VGM thought leaders.

 Beth has a passion for empowering individuals to discover their personal mind-body well-being. She is a certified life and wellness coach and speaker on topics such as stress management and happiness in the workplace. She holds a master degree of public policy and a bachelor degree of Spanish Language and Literature from the University of Northern Iowa.

Session Overview:

What do you want most out of this life experience? What motivates you to do what you do? Research shows that those who can answer these questions are more likely to find fulfillment, be committed to their work and be healthy. During this presentation, we will examine the idea of purpose as it applies to business and health. Together we will:

  • Define the value of “purpose” from the perspective of business experts and health researchers
  • Examine methods of purpose discovery for you or your teams
  • Practice purpose discovery through storytelling
  • Identify words and phrases that give meaning to your purpose

Analyzing, no really analyzing your business for growth, Maria Markuson, Director of Business Development, VGM Retail
ABCOP Approval: TBD
BOC Approval: TBD
IACET Approval: TBD

About Maria:

Maria Markusen is the Director of Development for VGM Retail and a thirteen year veteran #caretailer, speaker and healthcare retail thought leader.  Before joining VGM, Markusen was Co-Founder of Simply Shops and Chief Operating Officer of Simply Retail, hospital retail outsource partners.  A dynamic speaker and twenty year sales trainer in both healthcare retail and long-term care, Maria is a healthcare sales and product development visionary. Maria’s career is focused on capturing the attention of the healthcare consumer.  And training and teaching others to successfully anticipate, forecast and exploit industry shifts with innovative strategies and creative executions while delivering exceptional results to providers, partners and consumers. Earlier in her career, she also was national VP of Sales and COO of multiple national long-term care companies.

Maria’s speaking topics include:

  • General business topics such as developing business strategy, assessing markets and businesses, starting a new business, and managing businesses for long term success.  Maria also counsels other early stage entrepreneurs or entrepreneurs going through a significant market change or shift.
  • Healthcare retail and caretailing to include retail business assessments, developing retail within healthcare settings, designing and setting up new stores, retail operations, marketing, and advertising.
  • Sales leadership and results with topics such as market selling definitions, the uniqueness of selling in healthcare, sales technique, defining the healthcare consumer, driving traffic to healthcare retail stores, incremental selling, sales planning, service and service recovery.

Session Overview:

Vision.  More than likely you started your business with the vision of helping others in need.  But when was the last time you analyzed your existing retail business or even your core business to determine how you can help more people and grow your influence and bottom line?  This working session will give you the how, why, and templates to analyze your business to make real impactful changes to create a go to strategy for the long term.

Objectives:

  • Use a holistic but proven approach, the SWOT Analysis, to understand and dig into the details of your business
  • Uncover the right strategic opportunities to propel you to growth
  • Evaluate what not to do to be successful in your business growth
  • Discover how to create an implementation plan, building on your strengths, and maximizing your opportunities for success

How to Choose the Appropriate Compression Garment, Erik Berens, VP of Sales, Medi USA
ABCOP Approval: TBD
BOC Approval: TBD
IACET Approval: TBD

About Erik:

A compression therapy enthusiast for over 18 years with my career with medi-USA.  Extensive knowledge in the use of compression garments in the Venous Health, Lymphedema, and Wound Care clinical sectors. Has helped develop successful compression therapy businesses with numerous HME partners throughout the US market. Take an educational approach in building a long term relationship with patients, clinicians, and dealers through the use of quality products that provide positive outcomes.

I have a wife and three daughters based out of Seattle, WA.  Enjoy fly-fishing, golf, skiing, mountain biking, and hiking when a get a free moment.

Session Overview:

Learn the differences in compression garment materials and how they work for patients with Venous Health, Lymphedema, and Wound Care ailments.  Session will review Circular knit, Flat knit, and In-elastic alternatives and selecting the correct product for the condition. Hands on approach on how to measure and fit products to ensure high patient compliance. 

Learning Objectives:

  • Discuss who needs compression, how does it work, and what are the – market, clinical needs, venous/ lymphatic systems
  • Explain the different compression for different patients – elastic vs. inelastic
  • Evaluate product selection and measuring
  • Discuss long-term patient success with compression therapy garments

Before, During & After Hair Loss – Tips to Keep in Mind for the Mastectomy Fitter, Sherry Brooks, CFm, Image Recovery Specialist, Image Boutique at Georgia Cancer Center
ABCOP Approval: TBD
BOC Approval: TBD
IACET Approval: TBD

About Sherry:

Sherry is employed at Georgia Cancer Center in Augusta and is the manager of the Image Boutique where those she has served have titled her as the Image Recovery Specialist. Sherry is a licensed cosmetologist and mastectomy fitter; with her training she is able to help women manage the side effects of Chemotherapy with wigs, breast prosthesis, post-surgical bras and compression garments. Sherry also facilitates the “Look Good Feel Better” program, partnered with American Cancer Society, which teaches beauty techniques to women in active cancer treatment. When Sherry is not working, she enjoys spending time with her husband and Chihuahua’s; she also loves to paint, decorate, crochet, create floral arrangements, travel, sew, cook and take long naps!

Session Overview:

Every cancer patient is different when they face hair loss. For some it’s nothing, they may choose to purchase a wig, wear a scarf or hat, or even go bald, but for most, both men and women report hair loss as one of the side effects they fear the most after being diagnosed with cancer.

As a prosthetic hair fitter, it is my job to put them at ease, to embrace the journey and to have a bit of fun! I let them know when getting a wig, to get what they always had or to get what they always wanted!

Learning Objectives:

  • Identify the stages of hair loss and resources available
  • Discover basic steps of care for hair loss patients
  • Discuss ways to make patients feel comfortable and confident throughout this process
  • List things to look for when referring a patient to a reputable organization

New Solutions for Fitting the Breast Reconstruction Patient, Beth Erdy, Business Development Manager, TruLife
ABCOP Approval: TBD
BOC Approval: TBD
IACET Approval: TBD

About Beth:

Beth Erdy, CFm, has spent her professional career in the medical industry working for the past 6 years for Trulife in the Breastcare and Orthotic and Prosthetic divisions.  Previously, she worked in the Oral Care field with Colgate Palmolive and with Johnson & Johnson where she also worked in the Diabetic Care division. In these positions, she has always had a focus on education and patient outcomes. Beth's passion lies in collaborating with others to ensure the forward progress of the Breastcare, Orthotic, and Prosthetic industries! Beth resides in Columbus, Ohio with her husband, Todd, and has three grown daughters.

Session Overview:

This course provides innovative options for fitting the breast cancer patient who is the most challenging for Certified Fitters due to the patient; a) undergoing Staged Breast Reconstruction, b) having a failed or aged Reconstructed Breast, c) having changed Breast Tissue due to Radiotherapy, or d) simply having a ‘hard-to-fit’ mastectomy or lumpectomy surgery site.  The course will also include techniques and ideas, using the most advanced technology, materials, and versatile products to achieve balance and symmetry for the hardest-to-fit patients.  The use of dynamic video, didactic learning, and creative Powerpoint will help to ensure participant retention of this course!

Learning Objectives:

  • Evaluate a patient's post-mastectomy or reconstructed chest wall to assess her needs and select the best possible option to restore her natural balance and symmetry
  • Propose effective solutions for patients who are undergoing Staged Breast Reconstruction, have a failed or aged Reconstruction, have tissue changes due to Radiation, or have a ‘hard-to-fit’ surgery site
  • Demonstrate a deeper understanding of post-mastectomy resources available to ensure proper fit results
  • Recall the benefits, versatility, and importance of using 100% natural silicone in post-mastectomy products

Register

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