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2017 GAMES Annual Meeting
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CLICK HERE for a list of attendees, speakers, and exhibitors! 

Speaker / Handout Materials
(Click on the session title for link)

How to Measure and Change Organizational Health
Presented by Ty Bello, Team@work 

Organizational Health is considered by many to be the soft, intangible metrics of a business and to some degree this is true. However, Organizational Health has taken the wrap for Team Building Events that have been just an event and not transforming as well as Bring your Pet to Work Days. Let me clarify that all of these are good investments in your team but Organizational Health should not be lumped into the same bucket.   The Health of every business will dynamically impact: Strategy, Finance, Marketing, Technology, and Operations. Exploring this in today’s market place is a game changer for every business. 

How to "Really” Put Your Employees First
Presented by Richard Davis, HirePowerHR

Why do your best employees stay? What motivates a candidate to say "yes” to the job offer? Do you really know "your” leadership style? In today’s competition for the best talent, it is crucial to have a thorough understanding of the current workforce. It is also important to understand the dynamics that are driving the hiring process. This session will provide an overview of the current and future employee demographic; cover the 12 questions employers need to ask to positively impact employee engagement; and teach the magic formula to truly put employee’s first.

HME/Rehab Best Practices and Benchmarks: Analysis & Commentary from Mark Higley
Presented by Mark Higley, VP Regulatory Affairs, VGM

Buckle your seat belt as Mark shares with GAMES attendees a synopsis of the most recent financial and operational survey results from hundreds of HME & Rehab providers, sourced from VGM's membership (of both small and large supplier samplings) as well as data obtained  from his collaboration with merger/acquisition entities and other industry sources.  

The 4 C’s of Patient Collections: Change, Coach, Cater, and Collect
presented by Jennifer Leon, Brightree Patient Collections (BPC)

Are your patients still walking out the door with "free” equipment expecting not to pay? CHANGE the patient expectation and behavior and learn how to secure those assets without extra labor resources. Are your employees afraid to ask your patients for their copay because they never had to in the past? COACH them on why it’s more important than ever, and implement a companywide policy. Does your patient base require easy payment arrangements such as monthly payment plans, faster notification of balances owed, and the ability to view their account online? CATER to your patient base by rolling out these important features which in the end creates a better experience for you and your patient. Are you at the end of your rope in trying to figure out how to obtain patient balances on time, every time? COLLECT by securing AutoPAY on items such as recurring rentals and be consistent in this quest. In this session, we will examine the truth behind what is really needed in a strong, solid patient collections strategy. Expect to walk away with "not so new” ideas and tactics that will take the patient collections game to a whole new level.

Controlling the Cost to Serve for O2
Presented by  Chris Southerland, Vice President of Respiratory and Michael G Mosley, CAIRE 

This two-part presentation is designed to (1) show the benefits of an oxygen non-delivery model with actual financial cost savings and ideas, as well as (2) demonstrating the benefit of building a strong retail platform to compensate for declining reimbursement rates. 

So you Want to Start a Vent Program, but you know you don’t know what you don’t know..

Presented by Todd Tyson, Breas
Effective Talent Management—Do you Really Know Your Team?
Presented by Richard Davis, HirePowerHR

What makes your team tick? What core competencies drive your top performers? How do you manage performance issues? How do you turn a C player into an A player? Does managing performance cause you to have stomach pains and headaches? Developing an effective talent management strategy is crucial to bring out the best in every employee. This session will detail the 12 competencies that impact performance; define the common characteristics of A-B-C players; and provide for attendees a "painless performance management” methodology.

How to Select a Billing & Collections Partner
Presented by Bruce Gehring, Allegiance Group

Everyone knows the significance of keeping on the top of their accounts receivable. Of course, they also know that it can be quite time consuming and often is not an easy task. Considering a billing and collections partner can save you time and effort as well as help you recover money that would otherwise not be possible. We will help you determine if hiring a billing and collections partner is right for your business.

Improve PAP Patient Compliance while Improving Staff Productivity
Presented by Jamie Caputo, Philips Respiroincs National Services Sales Manager.

Learn how providers are using technology  to improve PAP patient outcomes while reducing current staff workload. In today’s reimbursement environment with increasing objective usage requirements, its vital to achieve the highest compliance rates at the lowest operational cost for survival. This session will overview Philips Respiroincs PAMS (Patient Adherence Management Services) program, clinical outcomes, best in class patient care and financial impact.

Clinically Speaking: A Practical Guide to Evaluation and Documentation for Power Adjustable Seat Height 
Presented by Julie Piriano, PT, ATP/SMS

There is a misconception that the provision of power adjustable seat height (aka power seat elevation) is not covered by third party payors, which is inaccurate. Many third party payors that implement a prior authorization process will consider this technology on a case-by-case basis and are looking to assure that the medical need for the power seat function has been documented. There is a significant discrepancy between Medicare’s coverage criteria and RESNA’s position paper on the need for this power seat function, which will be discussed.

HIPAA Compliance Simplified  (additional compliance institute slides)
Presented by John Stalnaker, ACU-serve

Continue & Strengthen Your Compliance program to avoid potential pitfalls and future troubles.

Setting it Straight – Who in Georgia can set-up PAP and in what setting can they do it
Presented by Daniel Brown, Attorney at Law, Taylor English Duma LLP

Georgia statutes and regulations imply that only licensed individuals can set up PAP in certain settings – but is that always the case?  This session explores the regulatory history of set-up rules in Georgia and offers guidance on when and where licensed personnel must be engaged to set-up PAP.

Business Growth Opportunities for DME/HME Providers 
Presented by Rhonda Hines,Division Vice President,The MED Group

Constant changes and challenges in today’s healthcare industry make it difficult for providers to remain profitable and reconsider their traditional approach to acquiring new business, payers, and other sources. This session on Business Growth Opportunities for DME/HME Providers will focus on helping providers diversify their product offerings, manage their current and potential payer sources and consider tools to help them sell and market their business to the most profitable referral sources.

Sales Coaching is not a Trend but an Adventure
Presented by Ty Bello, Team@Work

For over a decade Sales Coaching has been written about, talked about, presented in video and live and in person. But still some think it is just a trend or even worse a fade that will soon drift off into the sunset.

Well, guess again. Businesses who implement effective Sales Coaching have seen their core business grow. In some cases the percent of Sales Representatives meeting Monthly Quota from 48% to 62% all because of Sales Coaching and Metrics.

If you are interested in growing your Sales and wonder what you can do for your team, look no further. Sales Coaching will not only increase your personal value but will increase your Sales Teams effectiveness in the field.

Meet the Speakers!

Ty Bello, RCC, President and Founder, Team@Work

Ty Bello is a top-producing, high energy Leader with a 25+ year record of successfully building, leading and inspiring top-performing sales teams that consistently exceed aggressive quotas. Known for creating a culture of success by articulating a vision that is mutually agreed upon, inspiring others to act, as well as recognizing and celebrating contributions while always challenging the status quo for opportunities to grow and improve.

Ty has experience in Medical Equipment, Home Health, OEM Medical Devices, and Outdoor Power Equipment (Utility Vehicles). Ty received his Registered Corporate Coach (RCC), Certification from the Worldwide Association of Business Coaches, Chicago, IL.

Daniel Brown, Attorney at Law, Taylor Emglish Duma LLP
Daniel B. Brown is an accomplished corporate and healthcare attorney who regularly advises clients on the legal and regulatory aspects associated with the operation and sale of heath care businesses.  Dan is a partner overseeing the health care practice at the full-service Atlanta law firm of Taylor English Duma LLP in Atlanta, Georgia.  

Mr. Brown represents a wide range of health industry clients in regulatory, corporate, franchising, reimbursement and financing matters.  His clients include physician practices, sleep labs, diagnostic centers, durable medical equipment suppliers, dental practices, telemedicine providers, reference laboratories, ambulatory surgical centers, and medical device manufacturers among others.  He regularly assists clients in structuring their transactions and operations compliant with the Stark, Anti-Kickback, HIPAA, Civil Monetary Penalties, and other laws and applicable government and third party payor requirements.   

Dan specializes in sleep medicine and durable medical equipment suppliers, and is a frequent speaker and author in this field.  He is on the editorial advisory board of Sleep Review Magazine and has served as Treasurer of the National Sleep Foundation.  Mr. Brown is a member of the American Health Lawyers Association, the American Academy of Sleep Medicine and the Health Law Section of the Georgia Bar.

  Jamie Caputo, National Services Sales Manager, Philips Respiroincs 

Jamie Caputo has 20 years experience in the HME Industry specializing in Sales and Sales Management.  He has worked for both large and smaller manufacturers along with startups.  Currently responsible for leading Philips Respiroincs Services for North American, he works with providers as a consultant to provide guidance in operational efficiencies and revenue opportunities.  His experience has focused on respiratory, mobility and startups. 

Richard Davis, Founder, HirePowerHR

Richard Davis has over 30 years of experience in executive management and consulting. He founded McClain Group, LLC, dba HirePowerHR, in 1992 focused in executive recruiting, human resource/talent management consulting, and management training and development. Richard has been in healthcare since 1984 and has served in operations and human resources executive positions in the Southeast, Northeast, New England, and Canada. He also served as Vice President of Human Resources for a large regional HME provider. Richard obtained his Senior Professional in Human Resources (SPHR) from the Human Resource Certification Institute, his Senior Credentialed Professional (SHRM-SCP) from the Society for Human Resource Management and was certified in Targeted Selection behavioral interviewing by Development Dimensions International. Richard received his bachelor degree in Business Administration from The Citadel and lives with his wife and family in Charleston, SC.


Bruce Gehring, Allegiance Group, SVP, Business Development

Bruce Gehring is a successful Sales and Marketing Executive with diverse management experience. Since 2008, Bruce has been responsible for business development representing Allegiance Group in the HME/DME industry.  During this time, Allegiance Group has partnered with industry software providers and billing consultants to provide suppliers the tools to maximize their private pay receivables.  Prior to joining Allegiance, he had 28 years of successful sales and marketing experience in the Finance and Hospitality industries.

Mr. Gehring’s responsibilities include developing and implementing the sales and marketing strategy, resolving difficult marketing and sales challenges, identifying new market opportunities and forming strategic marketing alliances to strengthen market position.  His accomplishments include generating 20% year-over-year growth in business development for Allegiance Group, growing a new joint venture portfolio from $0 to $450,000,000 in financed assets in a record two years while working in the financial industry, earning sales manager of the year for Hyatt Hotels and Resorts as well as being nominated sales director of the year two years.   

Rhonda Hines, Division Vice President,The MED Group.

Rhonda joined The MED Group in 2011 with over 20 years in the medical equipment business. Rhonda has worked for national companies, as well as being an owner of small, privately-held companies over her career. Rhonda has worked on both the sales and operational side of the business, bringing a wealth of information to The MED Group, including operational start-ups and operational management, accreditation, acquisitions, and competitive bidding, as well as marketing and direct sales.


Mark Higley, VP Regulatory Affairs, the VGM Group, Inc.  

Mark Higley is Vice President of Regulatory Affairs with responsibilities including corporate business development, market research and industry analysis. His current projects include analysis of governmental, regulatory and compliance issues affecting the DMEPOS industry, including national competitive bidding, accreditation, health care reform, oxygen benefits, and other recent provider issues (HITECH/HIPAA updates, clarification policies, quality and supplier standards, OIG, fraud and abuse concerns, etc.). He sits on the AAHomecare Regulatory Council, on the board of the Healthcare Quality Association on Accreditation, and is a regular speaker/panelist/consultant at numerous HME industry events. Mark received his master's of business administration in marketing research from the University of Iowa, and earned undergraduate degrees in Finance and Economics. Prior to his 1998 employment with VGM, Mark held a variety of executive positions with the Arena Football League, Chicago, IL, and as a financial analyst with Deere & Company, Moline, IL.

Jennifer Leon, Vice President, Brightree Patient Collections (BPC)

Jennifer Leon is responsible for managing the overall health and strategic direction of the Brightree Patient Collections business. She has direct leadership of account management, operations, implementations and strategic partnerships and dotted line leadership for sales, marketing and product development. Jennifer has been with Brightree (formerly Strategic AR) since January 2011. During that time, she has had an opportunity to work with almost every part of the organization, enabling her to develop a deep understanding of private pay collection process and operational performance for 700+ providers.

Michael G Mosley, CAIRE

Mike has served in leadership roles in the medical industry for over 25 years with 10 plus years in the HME/DME market.  Mike has led sales teams focusing in the Acute Care, LTC and Rehab market segments as well as directing segment based marketing campaigns with manufacturers and HME/DME partners.  Joining CAIRE in March of 2016, his responsibilities include leading the East Region sales team and introducing strategic initiatives to help our customers provide best quality of care in a challenging market.  


Julie Piriano, PT, ATP/SMS, VP, Clinical Education, Rehab Industry Affairs & Compliance Officer, Pride Mobility Products Corp.

Julie Piriano has worked in the seating and wheeled mobility industry for the past 33 years. She is VP of Clinical Education, Rehab Industry Affairs and serves as Pride’s Compliance Officer. She presents nationally on seating and wheeled mobility with a focus on the evaluation, documentation and clinical application of available technologies.

Julie serves on the RESNA Board of Directors, served on the Professional Standards Board and is an active participant in the Wheeled Mobility and Seating SIG and the PT PSG.  She is a Friend of NRRTS, member of the AAHomecare Complex Rehab and Mobility Council and the APTA and the Clinician Task Force. She serves on the NCART Medicaid Committee, the DMEMAC Advisory Councils, the board of several State Associations and the Mobility Management Editorial Board. Julie is a highly proactive industry resource on legislative and regulatory issues that impact the complex rehab industry.

Christopher R. Southerland. VP Respiratory, CAIRE

Chris has been in the medical device and medical diagnostic market for nearly 30 years with over 13 years in the respiratory/blood gas analysis business. Chris has led global sales and marketing initiatives with several companies focusing on the acute care, DME and LTC customer base marketing and selling products direct as well as through specialty distribution. This experience includes helping customers in the care continuum by improving quality of care while lowering costs to serve patients. Chris joined CAIRE nearly one year ago to help lead the business transformation in how we can better serve our DME/HME partners in this ever changing environment.

John Stalnaker, VP of Sales, ACU-Serve Corp

Stalnaker is the Vice President of Sales for ACU-Serve Corp, whose core business is outsourced billing coupled with technology. John works with providers to analyze their current workflow and help streamline the insurance billing and collections process.

John has 20+ years experience focused on consulting and technology projects with an emphasis on business intelligence and data mining including Microsoft’s Navision ERP software.

John has been involved with many security and risk analysis projects for large Cleveland OH based companies. 


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