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HME News Business Summit 2015: Know Before You Go

Posted by Jason Lewallen on September 9, 2015
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The much-anticipated HME News Business Summit is only a week away and will kick off on Sept. 13 – 15 at the Nashville Marriott at Vanderbilt University. This is a great annual meeting that brings HME industry leaders together to discuss and strategize growth. While it offers important sessions discussing regulations, technology and the future of the industry, the conference organizers also do a great job of providing attendees with multiple opportunities for networking. This is truly a one-of-a-kind conference for attendees to learn from one another, share ideas and network, and in my experience, that has really become the main attraction for this event.

Here are a few sessions you will not want to miss:


1. Street Talk Workshop Part 1: Marketing and E-Commerce and Street Talk Workshop Part 2: Leadership are both must-attend sessions. These workshops will provide you with some of the best networking opportunities at the conference. Attendees divide into two groups and discuss their thoughts and experiences on marketing and e-commerce in the first part, then dive into the topic of leadership for the second part. Justin Racine, marketing and e-commerce manager for Geriatric Medical and Miriam Lieber, president of Lieber Consulting LLC will be the moderators for this session.

Why should you go: This is your chance to share ideas and get feedback from your peers that can help you to strengthen and refine your strategies. I have experienced first-hand the benefits of this session and have even applied some of the ideas in my day-to-day work… definitely worth your time.


2. Challenge Conventional Sales Methods is a session presented by Mike Sperduti, president and CEO of The Mike Sperduti Companies. He will address the question, “Are HME providers responding to the changing needs of referral sources?” In this new twist on his “Referral Source Speaks” sessions, Sperduti will share the results of more than 200 referral sources and HME provider interviews. He will discuss the misalignment between referral sources and providers, and drill down into how providers are still doing the same things while the market is doing something completely different.

Why you should go: If you are in sales, this is a must-attend session. Sperduti will share the results of his exclusive research that he has conducted in regards to referral sources and will show how, by applying data, technology and new strategies, providers can accelerate sales and patient referrals. His sessions provide real solutions that bring quality results.


3. The Retail: A Financial Breakdown session brings a wealth of experts to the table for attendees to learn from and interact with. Michael Scarsella, Northeast regional vice president of Golden Technologies, will be the moderator for a great group of panelists, including:

  • Coleen Zinda, sales director, Home Care Medical
  • Jim Leedom, owner, Home Health Depot
  • Jim Greatorex, business development, VGM Retail Services
  • Michael Kuller, RPh, author “The Next Step — Retail Home Medical Equipment,” and owner, Allstar Medical Supply

Why you should go: The competitive bidding program has sent providers running to retail for help and support. Michael Scarsella will tell you if that is really the best solution. He has been traveling around the country educating providers on how to use hard data to share what we know about their progress. He will discuss if retail is a viable, profitable revenue source, or if it is just a contributor to a provider’s fixed overhead. Scarsella is a great leader and will guide the panelists through a no-nonsense discussion of the financial challenges and opportunities of retail.


All in all, this conference offers attendees a solid agenda. These are only a few of the sessions that stood out for me. I’m looking forward to a great conference, reuniting with some of my fellow colleagues and developing new relationships with folks in the industry.

See you there!

Topics: Sales, Technology, Tradeshows

Jason Lewallen

Written by Jason Lewallen

Jason Lewallen, National Business Development Manager with PlayMaker, specializes in connecting healthcare organizations with technology solutions to boost sales and grow business. Having previously worked on the front lines of post-acute care sales, he understands the challenges facing providers and helps them maximize their growth potential.