DMETRAIN Offers Brown Bag Seminar Series

The Brown Bag Seminar Series, designed to educate providers on billing, reimbursement and regulatory issues and sponsored by DMETRAIN, was held recently at the Crowne Plaza in Orlando.

Terri B. Maggio, president of Medical Express Claims, with a 25-year background in the DME market presented "Medical Records vs. Documentation — Get it right the first time." In the morning, Maggio discussed medical records vs. claim documentation, educating providers on the medical file documentation requirements. In the afternoon, she discussed receivables, collections and how to reduce days sales outstanding.

Maggio has a medical records background that led to an opportunity to join a DME company. She gained expertise in marketing, accounts receivable, management and purchasing as the owner of a DME company in the 1980s. Maggio developed provider training with the development of manuals that include information and tools necessary to achieve optimum performance of personnel, resulting in increased profits. Since there is no "DME 101", providers wanted basic staff training, so Maggio developed billing and management seminars. Maggio has consulted and trained HME staff on procedures for accounts receivable management.

All Brown Bag Seminar registration fees are donated to the sponsoring state association and the series is aimed at bolstering state association membership. State medical equipment associations are uniquely positioned to work with state governments and national organizations like AAHomecare in lobbying and educational efforts. It costs $49 per attendee however, companies that are currently members of their state medical equipment associations are granted two free admissions to the seminar. Companies that do not belong to their state medical equipment association are charged $49.00 per attendee, with all fees being remitted to the medical equipment association hosting the event. DMETRAIN sponsors the speakers and the shows are marketed along with the state association.

The next Brown Bag Seminar Series is scheduled for July 18 in Carlisle, Pa. Eric Kline, president of ELINT Technology and HME SalesPro, will be present the following course objectives: understanding the principles of territory management, prospecting, observational skills and the importance of closing. For more information, call DMETRAIN at (877) 872-4633 or e-mail


This article originally appeared in the June 2006 issue of HME Business.

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