Channel Conference

January 30-31, 2019 | Coral Gables, FL
Conference Speaker

April Anthony
Encompass Health

Conference Speaker

Ed McMahon
Sunrise Senior Living

Conference Speaker

Mark Higley
VGM Group

Conference Speaker

Charlie Anderson

Conference Speaker

Patti Moore
Watershed Group

Conference Speaker

Susan Patrick Harris

Conference Speaker

Gov. Mark Parkinson

Conference Speaker

Mark Hineser
Eco Sound

Join provider, distributor, and manufacturer leaders in Miami to discuss trends impacting home health agencies, nursing homes, assisted living, and hospices: reimbursement declines, the movement toward home-based care, the continuing transition to value-based payments, consolidation, and much more.

Post-Acute & Home Care Conference Highlights:
  • Challenges and opportunities facing skilled nursing facilities amid reimbursement cuts and regulatory demands
  • Growing demand for care in the home, and what providers and suppliers are doing to meet it
  • The role of hospice providers and how it’s changing
  • Forces driving change in the home medical equipment segment
  • Channel strategies: How distributors and manufacturers are working together to reach fragmented post-acute market segments, including patients in their homes

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Who Should Attend

• Manufacturers, distributors, group purchasing organizations (GPOs), solutions providers
• CEOs, sales and marketing executives, strategic/national accounts leaders
• Anyone else interested in growing sales in the post-acute or home care markets

...And Why

• Networking with healthcare provider leaders and supply chain partners
• Insights on major trends and policy changes impacting your nursing home, hospice, and home care customers
• Understanding on how these trends are impacting your channel strategies
• Strategies for succeeding in a fast-changing market

Conference Agenda

Agenda | Home Care & Direct-To-Customer Focus • January 30, 2019

Welcome And Objectives • 1:30-1:45pm 

Challenges For Home Health and Hospice Providers: Reimbursement, Regulation, And More • 1:45–2:30pm

April Anthony, President & CEO, Home Health and Hospice, Encompass Health
• Founded Encompass Home Health & Hospice, which later merged with HealthSouth to form Encompass Health, an industry leader in the post-acute segment
• Recipient of Ernst & Young’s prestigious Entrepreneur of the Year award based on her creative and innovative approach to home healthcare
• Drives the company’s growth; now with 272 home health and hospice locations in 36 states and Puerto Rico

Trends Impacting Home Medical Equipment Providers • 2:30–3:00pm

Mark Higley, Vice President, Regulatory Affairs, VGM Group
• Advises HME suppliers on market trends and governmental, regulatory, and compliance issues
• Insights on the forces driving change in the HME segment and what these changes mean for their manufacturer and distributor partners

4 Things You May Not Understand About Hospice • 3:00-3:40pm

Patti Moore, Founder, Watershed Group
• Consulting firm working with more than 100 hospice organizations nationwide
• Spent 16 years leading Hospice of Central Florida (now Haven Hospice), growing it from just 3 employees to 230
• Offers insights on providers’ biggest business challenges, including staffing, EMR adoption, the opioid crisis, and rising costs

Roundtable Discussions • 4:10-4:25pm

Panel: Channel Strategies For The Direct-to-Consumer, Home Health, And Hospice Segments • 4:25-5:30pm

Brent Poythress, VP, HME Corporate Accounts, McKesson
Scott Williams, President, GroveMed

• Trends in distributing medical supplies and equipment to the home
• Role of the distributor as an outsourced solution for HME suppliers and home care providers
• Implications for manufacturers looking for growth in the home care market
• Top pain points for home health and hospice customers
• Challenges in servicing this segment
• Opportunities for suppliers to improve their offerings and grow their business

Networking Reception • 5:30–7:00pm

Agenda | Post-Acute Facilities Focus • January 31, 2019

How Post-Acute Facilities Will Prosper Through Tough Political And Regulatory Times • 8:00–8:45am

Governor Mark Parkinson, President & CEO, American Health Care Association (AHCA) and National Center for Assisted Living
A new Patient-Driven Payment Model (PDPM) payment system for skilled nursing homes will replace the current RUG-IV per-diem SNF Prospective Payment System on October 1, 2019. 
• Gain insights on how this change, and other reimbursement and regulatory issues are impacting nursing homes and other extended care providers
• Understand key business and staffing challenges for SNFs and assisted living facilities 
• Governor Parkinson leads the trade association representing more than 12,000 nursing homes, assisted living residences, and centers for the care of people with developmental disabilities

Top 5 Concerns Facing Post-Acute Facility Administrators • 8:45–9:30am

Ed McMahon, Vice President, Quality, Sunrise Senior Living
• One of the largest post-acute facilities in the U.S, Sunrise Senior Living operates 318 communities in the U.S, Canada, and the UK
• Led the the introduction of Quality Assurance and Performance Improvement strategies into the facility
• Named the recipient of the 2014 Mary K. Ousley Champion of Quality award from the AHCA/NCAL

Integration Of Operations And Procurement To Find Savings And Supply Chain Efficiencies • 9:45-10:15am

Charlie Anderson, VP, Skilled Nursing Operations, Brookdale
Susan Patrick Harris, Director of Procurement, Wellpath

• Understand how clinical leaders and supply chain leaders work together in a major long-term care system
• Gain insights on how suppliers can help them address their top challenges and objectives
• Brookdale operates 68 skilled nursing facilities across the US

Provider Panel Discussion • 10:30-11:15am

Charlie Anderson, VP, Skilled Nursing Operations, Brookdale
Susan Patrick Harris, Director of Procurement, Wellpath
Ed McMahon, Vice President, Quality, Sunrise Senior Living
Governor Mark Parkinson, President & CEO, American Health Care Association and National Center for Assisted Living

• How can suppliers help providers with critical challenges like reimbursement cuts and staffing shortages?
• What’s ahead in terms of consolidation and integration?
• Where is group purchasing going in the long-term care segment?

Distributor Panel: Channel Strategies For The Post-Acute Market • 11:15am-Noon 

Mark Hineser, Owner, Eco Sound Medical Services
Brad Mariam, SVP Post Acute Care, Medline

• How can manufacturers more effectively work with distributors to meet nursing facility needs?
• What are innovative partners doing to grow post-acute business?
• What are the biggest barriers to effective relationships, and how can they be overcome?

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Online registration

Register online with your HIDA username and password. If you do not have a login, create an account to sign up for the conference. If you have an account but are unable to log in, retrieve your username or password.
For additional support contact HIDA:

Phone or Email Registration

To register by phone, call 866-451-9367. To register by email contact HIDA registration:

Event Contact:

Stephanie Reed»
Director, Education

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All prices are per person.




One Channel Strategies Conference: $899

One Channel Strategies Conference: $1899

Additional half-day segment: $400

Additional half-day segment: $900





One Channel Strategies Conference: $1199

One Channel Strategies Conference: $1899

Additional half-day segment: $500

Additional half-day segment: $900

Registration & Cancellation Policies

Space may be limited. Registration is first-come, first-served. Registrations sent without payment will not be processed. Any photos taken at this event are property of HIDA and can be published without permission in HIDA materials. 

Participants must cancel in writing via mail or email in order to request a full refund, less a $35 processing fee. A full refund minus the processing fee will be available prior to December 19, 2018, and a 50% refund will be available between December 20, 2018, and January 10, 2019. While no refunds are available as of January 11, 2019, a company may substitute a registrant at any time without penalty.

Conference badges are required for attendance at all events.

Hotel Reservation Information - Book Today To Save!

The Biltmore Hotel Miami | Coral Gables, FL

Book online: Biltmore Hotel Group Sign-In► | Refer to group booking ID #1742  

Rate: $289/night (plus $22/day resort fee, 13% occupancy tax)
Address: 1200 Anastasia Avenue, Coral Gables, FL 33134
Phone: 877-576-0793 | To book your room, refer to group booking ID # 1742 “HIDA”
Email: | Refer to group booking ID # 1742 “HIDA”

Room Block Cutoff: December 28, 2018 
To receive the discounted HIDA hotel rate, book your hotel room by December 28, 2018
After the cutoff date, rooms will be booked on a space-available basis only and room rates are subject to change.

Hotel Cancellation Policy:  If you cancel 8 or more days before arrival, a $50 cancellation fee is charged; the remainder of the deposit is returned to your credit card.

Opportunities Include:

  • Back of Badges Sponsor - $2,500
  • Nightly Schedule of Events Email Sponsor - $3,000
  • Education Session Sponsor - $3,500
  • Reception Sponsor - $4,500

Sponsorship Contact:

Julie Berry»
Director, Conferences & Sponsorship Sales

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