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Conference Agenda

PRECONFERENCE A

Power Home Health Referrals: Show your agency’s value

8:00 – 9:00 a.m.

Registration, continental breakfast

9:00 – 10:30 a.m.

Learn how to develop a “Best in Class” sales and marketing team

Peter Benjamin, partner, The Huntington Consulting Group, Miami, Fla.

Join nationally recognized sales and marketing consultant Peter Benjamin as he shares his template for benchmarking your agency against “Best in Class” health care organizations. Receive a roadmap for assessing your sales organization and development in critical performance areas such as selling skills, territory management, product/industry knowledge and internal collaboration. Plus, get tips for effective account profiling and planning to establish large accounts that deliver big results.

TOOLS  Roadmap for sales skills development, account profiling and planning

10:30 – 10:45 a.m.

Break

10:45 a.m. – 12:00 p.m.

It's about them: Developing an agency-wide, customer-driven culture

Peter Benjamin, partner, The Huntington Consulting Group, Miami, Fla.

"Customer acquisition" is not the sole responsibility of the sales function. Learn how sales leaders can promote an environment in which ALL staff follow the principles of a customer-driven culture. Learn how your agency can create "service promises" that unite the entire organization in differentiating your services to meet the needs of each of your customer segments including physicians, long term care providers, payors and hospitals/health systems.

TOOLS  Template for the creation and execution of service promises

12:00 – 1:00 p.m.

Lunch

1:00 – 2:15 p.m.

Winning principles for hiring, managing and compensating sales reps

Matt Carlin, regional sales manager, Greystone Health Network, Tampa, Fla.

Prepare your agency to grow as much as 100% in one year by ensuring that you have the right sales team in place. You’ll understand the key character traits to look for when identifying potential sales candidates. Learn how to develop sales management forms to assist in territory management, account targeting and monthly/quarterly planning, and how to distinguish between sales vs. marketing and the role of the manager in a consultative sales process. You’ll understand multiple compensation plans that work for home health so you can pick the best fit for your agency’s growth.

TOOLS  Weekly planner, sales meeting agenda and a sales planning template

2:15 – 2:30 p.m.

Break

2:30 – 3:30 p.m.

7 best practices to improve conversion rates through digital marketing

Patty Cisco, principal and founder, Marketing Essentials, New Bremen, Ohio

Examine the seven areas that should be systematically reviewed within your digital marketing program, translate your findings into strategies that result in keeping your pipeline full and understand what to expect from a digital marketing program aligned with appropriate goals. Walk away with proven strategies to improve conversion rates within each stage of the digital sales funnel and how that can significantly increase traffic and referrals resulting in positive organizational growth.

TOOLS  Digital marketing audit handout

3:30 – 4:45 p.m

Stump the attorney: Legal marketing Q&A

Robert Markette, attorney, Hall, Render, Killian, Heath & Lyman, P.C., Indianapolis, Ind.

This session will more than pay for the price of this conference by providing answers to your toughest legal questions related to marketing and referral practices. Come prepared with questions about paying commission to your sales force, exemptions to the fraud and abuse laws that are provided to ACOs, the minimal value amount, how Stark applies to hospices and whether it’s OK to rent space in an ALF or ILF.

5:00 – 6:30 p.m.

Exhibit Hall Grand Opening/Networking Reception

Who Should Attend?

  • Administrators
  • Owners
  • CEOs / Presidents
  • COOs
  • CIOs / Technology Directors
  • CFOs / Directors of Finance
  • Business Developers
  • Care Managers
  • Directors of Marketing & Sales
  • HR Directors
  • Office Managers
  • Consultants

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