Focus Conference 2022 Program by vgmassociates

Focus: The EW Conference 2022 Clearwater Beach, Florida

Timeless Sophistication For Every Woman

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FOCUS: The EW Conference

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TABLE OF CONTENTS 4

Welcome to Focus

Sponsors

Agenda At-A-Glance

Convention Center Map

Social Events

CEU Information

Succession Planning for Your Business

Keynote Sessions

Education Schedule

Speakers

Exhibitor Map

Exhibitor Directory

WELCOME TO FOCUS It’s SO GOOD to be back! There’s nothing quite like having a conference with everyone live and in-person! No buffering, no worries of trying to speak while you’re still on mute and my personal favorite, not wearing yoga pants! Reconnect, Refresh and Rest! Our mission for the next couple days is simple: We’ll reconnect with old friends and make some new friends. The past two years are in the rearview mirror, so we’ll refresh our mindset and reset to look forward to new possibilities and helping you grow your business from where you’re at today. Our keynote speaker Coach Colene will kick things off with ‘Be the CEO of You.’ If you’ve found yourself slipping into more of a supporting role, this session will help you take the reigns as the CEO. The last couple years has also presented new human resource questions you haven’t previously encountered. As a human resource professional, Coach Colene will also lead a session where you can ask questions. In addition to our industry-leading educational line-up, we have a couple new additions to the EW Focus Conference. The Retail Roundtables is a great opportunity to interact with peers to discuss business operations and opportunities to increase profitability. Rob Baumhover, director of VGM Retail, has conducted similar workshops with other DMEPOS businesses over the years with great success. This session will have you looking at your business from a different perspective and help identify ways to drive revenue and profitability. Vendor Connections is also new this year. A spin on the speed-dating format, this session will give you an opportunity to meet with the vendors and talk about areas you’re looking for growth and what your business objectives are for the coming months. Our exhibit hall hours will be Tuesday for breakfast and lunch. Be sure to get registered with vendors who have prize giveaways! Who doesn’t love the ‘80s?! The EW party Monday evening will have a buffet dinner followed by an ‘80s themed party, EW Just Wants to Have Fun! So, tease your hair and join us poolside for this totally tubular, gnarly event. After the past two years, we don’t take anything for granted. On behalf of our Essentially Women and VGM teams, I want to thank all of you for taking the time to join us. We also want to thank our vendor partners, sponsors and speakers who have all committed to providing a memorable Focus Conference event. Collectively, we all have the same purpose: to allow you the opportunity to provide the best, most caring and compassionate service to the patients you serve in your community.

Essentially Yours, Nikki Jensen Vice President nicole.jensen@vgm.com

FOCUS: The EW Conference

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AGENDA-AT-A-GLANCE Sunday, May 1 3 to 5 p.m. – Attendee, Exhibitor, And Speaker Registration Open in Lobby II 6 to 9 p.m. – American Breast Care Reception **for attendees only**

Monday, May 2 7 to 8 a.m. – Attendee, Exhibitor, and Speaker Registration and Breakfast 8 to 9:30 a.m. – Introductions, Ruth Addison Award Ceremony, and Keynote 9:45 to noon – Retail Roundtables and Vendor Connection Event 12:15 to 1:15 p.m. – Lunch 1:30 to 3:45 p.m. – Retail Roundtables and Vendor Connection Event 4 to 5 p.m. – Education Session 6 to 10 p.m. – EW Poolside Party

Tuesday, May 3 7:30 to 9 a.m. – Breakfast in the Exhibit Hall and a Toast to Tuesday 9:15 to 11:30 a.m. – Education Sessions 10:30 to 11:30 a.m. – Succession Planning with Mark Higley 11:30 to 2:00 p.m. – Lunch in the Exhibit Hall 2:00 to 4:30 p.m. – Education Sessions 2:15 to 4:30 p.m. – Succession Planning with Mark Higley

CONVENTION CENTER MAP Registration and Guest ABC Reception Gulf and Beach Room Services Intracoastal Waterway Lobby II

Education Sessions

Succession Planning Discussions

Beach and Gulf Rooms

Cardita Room, 5th Floor

Exhibit Hall & Meals

Vendor Connections Event

Service Counter Lobby

Palm, Bay, and Island Rooms

III

EW Poolside Party Outdoor Function Space near the Pool

55” TV Screen SeaGrapes Apparel

Please reference the schedule for each education session location.

Conference Rooms located on floors 3-8. Sky View Meeting Space 9th floor.

Coastal Patio

Coastal Room

Reception Lobby

Lobby II

Lobby III

Grand Ball Room Island Room I

Island Room II

Bay Room

Palm Room

Gulf Room

Beach Room

Rusty’s Bistro

Banquet Kitchen Service

Sand Key Park 8

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The Mainstay Tavern

Outdoor Function Space Turtle Bar Volleyball Nets Fire Pit Pool

Hot Tub Poolside Cafe

10 Acres of Beach

Bluewater Provisions

Gulf of Mexico

Children’s Pool

Outdoor Function Space

Television ATM Elevators Info Stand

Sales Office

Children’s Playground

Tennis Courts

SOCIAL EVENTS Sunday, May 1 AMERICAN BREAST CARE RECEPTION 6–9 p.m. Gulf and Beach Room Join American Breast Care and Focus Conference attendees for some hors d’oeuvres and drinks! This attendee-only reception kicks off Focus Conference.

Monday, May 2 RETAIL ROUNDTABLES 9:45 a.m.–noon and 1:30–3:45 p.m. Gulf and Beach Room Sponsored by VGM Insurance Services Prepare for an engaging and lively environment with participation opportunities and active takeaways. Expert-led discussion topics in this session include marketing, employee training, products, and merchandising.

VENDOR NETWORKING EVENT 9:45 a.m.–noon and 1:30–3:45 p.m. Lobby III Sponsored by Wear Ease Network with EW vendor partners in this fast-paced environment. This event will help you think outside the box, identify how to look for new opportunities, and connect with your exhibitor friends.

EW POOLSIDE PARTY: EW JUST WANTS TO HAVE FUN 6–9 p.m. Outdoor Function Space Near the Pool Sponsored by HairUWear Dust off your leg warmers, hair spray, and neon-colored clothing and join EW for our ‘80s-themed poolside party, EW Just Wants to Have Fun. Grab dinner, a drink, and prepare to dance to your favorite ‘80s jams. And yes, the DJ will take requests!

Tuesday, May 3 A TOAST TO TUESDAY IN THE EXHIBIT HALL 7:30–9 a.m. Palm, Bay, and Island Rooms Sponsored by Knit-Rite ThuasneUSA Back by popular demand, enjoy breakfast with a mimosa in hand in the Exhibit Hall. Spend some quality time checking out the hottest products offered by EW’s vendor partners.

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WE ACCREDIT. WE CERTIFY. EVERYONE BENEFITS. Accreditation for businesses. Certification for professionals.

Special Discounts for EW Members

Confidence for all.

CEU INFORMATION Focus: The EW Conference sessions are approved by the following accrediting bodies. Registration for continuing education units (CEUs) must be made when registering for the conference.

ABC - The American Board for Certification in Orthotics, Prosthetics and Pedorthics Focus: The EW Conference has been approved by the American Board for Certification in Orthotics, Prosthetics and Pedorthics for continuing education credits for mastectomy fitters. Participants may earn 11.50 CEUs at Focus Conference, including up to 2.0 Scientific CEUs. Please refer to the speakers and sessions for CEU value per course. ABC Certificants are eligible to receive an additional 1.0 Category II (scientific) credit for Exhibit Hall participation. Please see Guest Services at Focus Conference for the exhibit hall form.

BOC - Board of Certification/ Accreditation Certification Focus: The EW Conference has been approved by BOC for mastectomy fitters. Participants may earn up to 16.5 CEUs, including up to 2.5 scientific CEUs. Please refer to the speakers and sessions for CEU value per course. BOC Certificants are eligible to receive up to 5 scientific CEUs for Exhibit Hall participation. Please see Guest Services at Focus Conference for the exhibit hall form.

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Eligibility Requirements It is the responsibility of the attendee to provide proof of attendance to their accrediting body. In order to receive proper credit for an education session, you must complete the following requirements: • Provide certification numbers to EW at registration. • Each person needing credits must attend the session through their individual login. • Be present for at least 90% of the session. • Complete the online evaluation for each session you attend immediately following the session. Evaluation forms will be completed electronically and instructions will be given at each session. Credit will not be awarded if all of these requirements are not met.

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SUCCESSION PLANNING FOR YOUR BUSINESS Mark Higley, VP of Regulatory Affairs, VGM Government Relations The concept of succession planning is always a hot topic in the Essentially Women membership. This year at Focus Conference, we have a unique opportunity. Mark Higley, VP of Regulatory Affairs with VGM Government Relations will be available at Focus Conference for succession planning discussions. Mark has helped countless small business owners, like yourselves, over the years by providing guidance on how to navigate this important business planning element.

We are also excited to release a new guide written by Mark Higley, “Succession Planning: Identifying What Is Next for Your Business and How to Make It Happen.” Developed from input, questions, and concerns Mark has received from all of our members, the purpose of the guide is to offer a practical and straightforward “toolkit” to assist you in the initial planning steps and procedures to transfer ownership. The guide is made up of four parts.

Rather than presenting a session, Mark Higley will be giving members an opportunity to meet with him in a more private setting for one-on-one discussions. Since everyone’s situation may be different, the one-on-one Q&A format will give Mark the opportunity to answer your questions. Don’t miss this opportunity to ask questions that would impact the legacy of your business!

They include:

Meet One-on-One with Mark on Succession Planning Tuesday at 10:30 - 11:30 a.m. and 2:15 - 4:30 p.m. Cardita Room, 5th Floor

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Part 1 Ways to Transfer Ownership of Your Small Business

Part 2 Succession Planning Template & Steps to Write a Succession Plan

Part 3 Suggested Steps to Take to Purchase a Home Healthcare Supplier

Part 4 Is an ESOP Right for Your Home Healthcare Business?

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KEYNOTE SESSION Monday, May 2 Colene Elridge

Author, Coach, Speaker, CEO of Be More Consulting Sponsored by American Breast Care Colene Elridge, aka Coach Colene’s, decade-plus of HR experience led to her being known as “the fixer.” She’s called to help organizations and leaders create better workplaces, productive teams, and aligned results. Her career in government focused on Affirmative Action, EEO, and diversity. She was a successful investigator of harassment and discrimination complaints and implemented strategies that resulted in more diverse and inclusive workplaces. She is the CEO of Be More Consulting, a boutique agency designed to support organizations in creating cultures of inclusion and developing women leaders. Her first book, “Monday Morning Pep Talks,” was named by Success Magazine as a top book for professional women. She is the founder of EmpowHer Conference, a women’s leadership event that focuses on building women into leaders both at work and in their lives. Colene has a bachelor’s degree in cultural anthropology from Transylvania University, where she currently serves on the Board of Regents, and an MBA from Sullivan University. She loves yoga, her family, movies, and laughing!

SESSION: BE THE CEO OF YOU So many of us live our lives as a supporting role instead of the lead. This inspiring keynote will give you the chance to step into the CEO role of your life. We’ll explore your vision, check in on your departments, and identify your board of directors. You will tie your core values with personal accountability to build momentum and achieve your life goals. You’ll leave with more clarity and passion to be the CEO of YOU. Learning Objectives • Identify core values and why these shape your decisions. • Create a personal vision statement that helps move them forward. • Identify personal strengths and how to play into your zone of genius. • Understand how to create more energy in your life to get things done. CEUs: ABCOP: 1.0 Business | BOC: 1.50 Business

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BREAKOUT SESSION: ASK ME ANYTHING With so many small businesses, the owner ends up wearing all the hats and spending lots of time just figuring things out. Where we often struggle is not the logistics of running a business, but with people and managing people. This roundtable discussion-style session will give you the chance to ask an HR professional and coach how to best manage that sticky people situation. Learning Objectives: • Identify two ways to be a better leader within your company. • Examine Human Resource application within your business. • Discuss common HR issues and concerns with employees. CEUs: ABCOP: 1.0 Business | BOC: 1.25 Business

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EDUCATION SCHEDULE Monday, May 2

Beach/Gulf Rooms

8– 9:30 a.m.

9:45 a.m. – noon

Introduction, Ruth Addison Award Announcement, and Keynote Colene Elridge, CEO, Be More Consulting, LLC

Retail Roundtable Workshop: The 3 Musts to Operating a Profitable Retail Business Rob Baumhover, Director, VGM Retail

1:30 – 3:45 p.m.

Retail Roundtable Workshop: The 3 Musts to Operating a Profitable Retail Business Rob Baumhover, Director, VGM Retail

Ask Me Anything 4 – 5 p.m.

Lobby III

Colene Elridge, CEO, Be More Consulting, LLC

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Vendor Connections Event Nikki Jensen, Vice President, Essentially Women

EDUCATION SCHEDULE Tuesday, May 3

9:15 – 10:15 a.m.

10:30 – 11:30 a.m.

2:15 – 3:15 p.m.

3:30 – 4:30 p.m.

Beach Room

Gulf Room

Best Practices for Managing Your Back-Office Operations

EQ is the New Smart

Rachel Schools, Senior Consultant, Prochant

New Tools for Reduction Phase Treatments and the Importance of Nighttime Garments Daniel Karadsheh, Inelastic Compression Manager, Thuasne

Paul DiMarco, Vice President, Organizational Development, VGM Group, Inc.

Why Custom? Nikki Giamarino, Business Development Manager, American Breast Care

Streamlining Documentation and Orders

Expand Your Lymphedema Business: Day and Night

Ronda Buhrmester, Sr. Director Payer Relations & Reimbursement, VGM Government Relations

Bryan Groleau, National Clinical Educator for Wound Care and Lymphedema, medi USA

2022 Facility Accreditation Standards: How to be Compliant in a Changing World

Certifications: Best Business Practice

Jim Lawson, Outreach Development, American Board for Certification in Orthotics, Prosthetics and Pedorthics (ABC)

Matt Gruskin, MBA, BOCO, BOCPD, CDME, Chief Operating Officer, Board of Certification/Accreditation (BOC)

Attention Business Owners

Don’t Miss this Special Session on Succession Planning Mark Higley, Vice President of Regulatory Affairs with VGM Government Relations, will be at Focus Conference in the Cardita Room on Tuesday, May 2, from 10:30 to 11:30 a.m. and 2:15 to 4:30 p.m. Join him for informal conversations and answers to questions you may have regarding succession planning. Don’t miss this opportunity to touch base with our in-house expert on succession planning! Don’t forget, his expertise is a benefit of your EW membership.

EDUCATION SESSIONS Sunday, May 2

RETAIL ROUNDTABLE WORKSHOP: THE 3 MUSTS TO OPERATING A PROFITABLE RETAIL BUSINESS 9:45 a.m. – noon; 1:30 – 3:45 p.m. | Location: Beach/Gulf Rooms Rob Baumhover, Director, VGM Retail This session will incorporate the uniquely collaborative elements of VGM’s “Brick by Brick: Retail Learning Workshops” into 2.25 hours of learning and brainstorming. If you have never attended one of these workshops, you can prepare for an engaging and lively environment coupled with attendee participation and active takeaways. What makes this session different are the fresh ingredients delivered by your industry peers. VGM and Essentially Women have found that in-person discussion garnished with expert-led roundtables is the recipe for nutrient-rich learning. After all, it tastes best to learn from the best (aka, the people who are in the weeds of owning and operating a cash business). As you shuffle from the topics, find yourself sifted into the mix of owners and managers who operate using a variety of business strategies: all-cash models, partial cash models, and insurance-based models looking to expand with retail. Learning Objectives: •

Discuss different marketing strategies that other providers are using to generate business.

•

Describe the different ways to teach and train your sales staff.

•

Identify different categories and products that sell.

•

Discuss different merchandising techniques to drive additional sales.

CEUs: ABCOP: 2.25 Business | BOC: 2.50 Business

VENDOR CONNECTIONS EVENT 9:45 a.m. – noon; 1:30 – 3:45 p.m. | Location: Lobby III Nikki Jensen, Vice President, Essentially Women The last two years have been unprecedented. Nearly everyone has needed to make adjustments to their business model and re-establish their goals and expectations. This session will allow you the opportunity to meet vendors to discuss where you’re at now and what you’re seeking to grow your business. Whether it’s an adjacent product to complement existing product lines or looking for diversification to strengthen your overall portfolio, this session will help you make those all-important connections. Learning Objectives: •

Identify products or programs that would be beneficial to your business.

•

Collect contact information for prospective programs that will be helpful to further develop your business.

•

Plan for follow-up conversations after the initial conversations with those opportunities that are of interest.

CEUs: ABCOP: 2.25 Business | BOC: 2.50 Business

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EDUCATION SESSIONS Sunday, May 2 ASK ME ANYTHING 4-5 p.m. | Location: Beach/Gulf Rooms Colene Elridge, CEO, Be More Consulting, LLC With so many small businesses, the owner ends up wearing all the hats and spending lots of time just figuring things out. Where we often struggle is not the logistics of running a business, but with people and managing people. This roundtable discussion-style session will give you the chance to ask an HR professional and coach how to best manage that sticky people situation. Learning Objectives: •

Name 2 ideas on how to be a better leader within your company.

•

Educate on human resources information and questions.

•

Advice on people issues and concerns with employees.

•

Identify two ways to be a better leader within your company.

•

Examine Human Resource application within your business.

•

Discuss common HR issues and concerns with employees.

CEUs: ABCOP: 1.0 Business | BOC: 1.25 Business

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EDUCATION SESSIONS Tuesday, May 3

BEST PRACTICES FOR MANAGING YOUR BACK-OFFICE OPERATIONS 9:15 - 10:15 a.m. | Location: Beach Room Rachel Schools, Senior Consultant, Prochant Businesses are feeling the heat of rising labor rates, overworked employees and reimbursement cuts. These pains can impact one of the most crucial areas: back-office operations. From order confirmation and billing to collections and cash posting, these teams are critical to a company’s overall success. This session will dig deeply into the best practices for managing your back office to encouraging employee engagement, patient satisfaction and company growth. We will explore workflow, technology tools, incentives and key metrics. Learning Objectives: • Describe back-office Revenue Cycle Management workflow. • Discuss best practices for each step of the workflow and how to avoid common pitfalls. • Explain how to leverage technology for success. • Explain the common KPIs for the back office or billing. CEUs: ABCOP: 1.0 Business | BOC: 1.25 Business

EQ IS THE NEW SMART 9:15-10:15 a.m. | Location: Gulf Room Paul DiMarco, Vice President, Organizational Development, VGM Group, Inc. “Emotional intelligence is your ability to recognize and understand emotions in yourself and others, and your ability to use this awareness to manage your behavior and relationships.” –TRAVIS BRADBERRY

Unlike IQ, we can all substantially increase our EQ with effort. Doing so will lead to increased levels of lifefulfillment, interpersonal engagement, satisfaction, and even earning power. Employing self-awareness tools and practices is the key to improving our EQ. Once we start to do that, we can start positively affecting how we interact with others. For managers and leaders, this can lead to higher engagement and productivity with the teams we lead. Understanding EQ and how to get there with self-awareness can help a company be more profitable, but more importantly, can help all employees be more engaged and feel more valued. Learning Objectives: • Define EQ. • Describe self-awareness strategies and how to employ them to improve EQ. • List the ways improving your EQ can positively affect your life. • Identify resources that activate your EQ and self-awareness journey. CEUs: ABCOP: 1.0 Business | BOC: 1.25 Business

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EDUCATION SESSIONS Tuesday, May 3

NEW TOOLS FOR REDUCTION PHASE TREATMENTS AND THE IMPORTANCE OF NIGHTTIME GARMENTS 10:30 – 11:30 a.m. | Location: Beach Room Daniel Karadsheh, Inelastic Compression Manager, Thuasne Nighttime treatments for lymphedema are just as important as daytime treatment, but can often be looked over or become lax over time. In this session, we will discuss new concepts as well as established protocols in nighttime lymphedema treatment. We will review new techniques in the reduction phase in lymphedema treatment and discuss the importance of treatment for lymphedema patients at night. Learning Objectives: • Discuss the philosophy of medium-stretch bandages in the reduction phase, opposed to short-stretch only techniques. • Understand the importance of nighttime treatments for lymphedema patients. • Explain the reasons to use foam in the lymphedema treatment protocols. CEUs: ABCOP: 1.0 Scientific | BOC: 1.25 Scientific

WHY CUSTOM? 10:30 – 11:30 a.m. | Location: Gulf Room Nikki Giamarino, Business Development Manager, American Breast Care From billing/reimbursement to product options and successful selling techniques to demonstration, this session will have you asking why you have yet to jump on the custom wagon! Have you wondered if custom is right for your business? Join American Breast Care custom breast prosthesis team members for an interactive session where you can see, touch, and feel product options; try your hand at scanning; learn what tools are available to you to market custom; and test your knowledge regarding reimbursement. Learning Objectives: • Name the stages it takes to develop a custom breast prosthesis. • Discuss the sales and marketing strategies to use within your business. • Distinguish between myths and facts regarding reimbursement. CEUs: ABCOP: 1.0 Business | BOC: 1.25 Business

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EDUCATION SESSIONS Tuesday, May 3

EXPAND YOUR LYMPHEDEMA BUSINESS: DAY AND NIGHT 2:15-3:15 p.m. | Location: Gulf Room Bryan Groleau, National Clinical Educator for Wound Care and Lymphedema, medi USA The medi lymphedema therapy concept is an approach to lymphedema treatment that emphasizes patient independence throughout all phases of treatment. It focuses on offering all the tools needed to be successful in one’s lifelong journey with lymphedema. Determining the best product choices for a patient’s long-term self-management cannot just be difficult for the patient, but also for the clinician and supplier. In this presentation, we will be discussing some strategies that offer patients more success with their self-care home programs through highlighting products that can assist patients in transitioning from therapy over to independent self-management. Setting patients up with success in lymphedema self-management is the most important aspect of what providers, clinicians, and suppliers can offer a patient with lymphedema— and knowing what tools to offer a patient is a critical component of this. After attending this session, you will have better knowledge of product offerings for daytime and nighttime and have the most updated information on the newest tools for medi nighttime use. Learning Objectives: • Attendees will identify and understand three phases of lymphedema therapy. • Attendees will identify appropriate products specific to daytime, nighttime, and anytime products. • Attendees will identify two differences among daytime and nighttime compression garments. • Attendees will identify two purposes to nighttime compression products. CEUs: ABCOP: 1.0 Scientific | BOC: 1.25 Scientific

STREAMLINING DOCUMENTATION AND ORDERS 2:15 – 3:15 p.m. | Location: Beach Room Ronda Buhrmester, Sr. Director of Payer Relations & Reimbursement, VGM Government Relations Understanding documentation requirements is key for any business that is submitting claims to payers within the HME space. Having an order on file is only a start to contacting the patient and dispensing a product. The documentation within the medical record is the key element to getting claims paid in addition to keeping that money in years to come when post-payment audits occur. Is medical necessity allowed on an order? What information is needed for payment by a payer? How can this process be streamlined? During this session, there will be a discussion around these questions and more! Learning Objectives: • Discuss how to identify documentation requirements necessary for payment. • Explain a good order versus a not-so-good order. • Discuss options for streamlining the process for more efficiency. CEUs: ABCOP: 1.0 Business | BOC: 1.25 Business

EDUCATION SESSIONS Tuesday, May 3

2022 FACILITY ACCREDITATION STANDARDS: HOW TO BE COMPLIANT IN A CHANGING WORLD 3:30 – 4:30 p.m. | Location: Beach Room Jim Lawson, Outreach Development, American Board for Certification in Orthotics, Prosthetics, and Pedorthics (ABC) Change is all around us, especially in the COVID-19 world, and it’s how you stay ahead of the curve which will ensure your success. Where is our profession going and what changes can we make to stay on top and safe? Join this education opportunity and discussion on best business practices and ways to help your facility be compliant with the ABC accreditation standards. We’ll discuss ABC’s extensive set of accreditation tools and resources to help you become and remain the best business you can be. We’ll review: • Best business practices that will save you time and money • Complying with the standards that apply directly to your boutique • Chart documentation that supports treatment, billing, and medical necessity. Make sure you get paid for the services you provide and help defend yourself from audits • Opportunities for marketing your practice • The top 10 issues ABC surveyors discover during their surveys and even more importantly, how to avoid them Learning Objectives: • Outline accreditation standards. • Describe best business practices as it relates to accreditation. • Name three items that can help with passing your accreditation survey. CEUs: ABCOP: 1.0 Business | BOC: 1.25 Business

CERTIFICATIONS: BEST BUSINESS PRACTICE 3:30 – 4:30 p.m. | Location: Gulf Room Matt Gruskin, MBA, BOCO, BOCPD, CDME, Chief Operating Officer, Board of Certification/Accreditation (BOC) This session explains the roles of fitter and durable medical equipment specialist certifications and the business advantages of hiring certified personnel. Learning Objectives: • Understand the roles of CMFs, COFs, and CDMEs and the advantages of certification. • Discuss the requirements and process to become certified. • Understand the business advantages to having certified professionals on your staff. • Discuss how to successfully market credentialed employees and the companies they support. CEUs: ABCOP: 1.0 Business | BOC: 1.25 Business

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SPEAKERS Nikki Giamarino Business Development Manager, American Breast Care Nikki M. Giamarino, CFm, business development manager, is an ABC Certified Fitter with over 20 years in the medical and breast care industry, including instructing education classes. She holds a B.S. in health administration from Auburn University. Her personal experience, industry knowledge, and caring personality are the perfect combination for an exceptional learning experience. In her spare time, Nikki enjoys spending time with her husband, traveling, and riding her motorcycle.

Bryan Groleau National Clinical Educator for Wound Care and Lymphedema, medi USA Bryan Groleau, a national senior clinical education manager for mediUSA, specializes in lower extremity lymphedema and wounds. Since 2003, Bryan has treated all types of lymphedema in outpatient and home health settings, has initiated and managed multiple lymphedema and wound care programs, and has treated patients with lymphatic filariasis in Léogâne, Haiti, with medi for help.

Colene Elridge CEO, Be More Consulting, LLC Colene Elridge, aka Coach Colene’s, decade-plus of HR experience led to her being known as “the fixer.” She’s called to help organizations and leaders create better workplaces, productive teams, and aligned results. Her career in government focused on Affirmative Action, EEO, and diversity. She was a successful investigator of harassment and discrimination complaints and implemented strategies that resulted in more diverse and inclusive workplaces. She is the CEO of Be More Consulting, a boutique agency designed to support organizations in creating cultures of inclusion and developing women leaders. Her first book, Monday Morning Pep Talks, was named by Success Magazine as a top book for professional women. She is the founder of EmpowHer Conference, a women’s leadership event that focuses on building women into leaders both at work and in their lives. Colene has a bachelor’s degree in cultural anthropology from Transylvania University, where she currently serves on the Board of Regents, and an MBA from Sullivan University. She loves yoga, her family, movies, and laughing!

SPEAKERS Jim Lawson Outreach Development, American Board for Certification in Orthotics, Prosthetics and Pedorthics (ABC) Jim manages ABC’s outreach development, and in that role, he devotes his time to working with business owners, helping them navigate the accreditation process and improve their businesses. He also works with students and residents to help them be prepared for the ABC certificate board exams. Jim speaks at national, regional, state, and chapter O&P, pedorthics, and mastectomy conferences, as well as universities and colleges as he represents ABC. He also produces educational video series for ABC, webinars, and podcasts. With over 20 years of experience in partnership building, public outreach, and business development, Jim brings to the O&P profession a unique perspective to help business owners succeed.

Matt Gruskin MBA, BOCO, BOCPD, CDME Chief Operating Officer, Board of Certification/ Accreditation (BOC) Matt Gruskin leads the direction, strategy, policies, and day-to-day operations of the business accreditation and professional certification programs at Board of Certification/ Accreditation (BOC). With a focus on credentialing program standards and the delivery of excellent customer service, Matt enjoys sharing his experience and expertise with audiences as both a speaker and an author. Prior to joining BOC, he spent 10 years in clinical practice, specializing in orthotics and prosthetics. Matt holds an MBA in healthcare from Florida International University, a post-graduate certificate in O&P from the University of Hartford, and a post-graduate certificate from the International School of Pedorthics.

Nikki Jensen Vice President, Essentially Women Nikki is the vice president for Essentially Women and oversees the daily operation of the membership group. She started her career with the VGM Group in 1995 in the equipment finance division. Over the course of being with VGM from 1995-1999 and 2009-present, she’s had experience working with many different divisions of VGM, including HOMELINK, VGM Insurance, National Sleep Services, and VGM & Associates, the DME member service organization. In addition to her VGM experience, Nikki spent six years working in pharmaceutical sales and four years in the insurance industry. One thing Nikki is passionate about is helping independent providers thrive and succeed. She understands how challenging it is to operate under the scrutiny of payer guidelines and wants EW to be a resource you can lean on as a community of like-minded people all working to serve patients in your own local communities.

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SPEAKERS Ronda Buhrmester Sr. Director Payer Relations & Reimbursement, VGM Government Relations As a VGM associate since 2012, Ronda specializes in the billing, reimbursement, and audit areas. She managed a hospital-based DME in Illinois for 12 years and handled sales and marketing. Ronda is a respiratory therapist as well as a certified mastectomy fitter. With over 25 years of experience in the healthcare industry, she assists VGM and Essentially Women members with review of claims and all types of audits, and educates members on medical policies in respiratory and all other DME products. She serves on the Medicare council for all jurisdictions and is a member of the provider outreach and education teams with the jurisdictions. She is also on the Great Lakes Home Medical Services Association Board of Directors, and a member the National Supplier Clearinghouse Advisory Council. Ronda has presented at the VGM Heartland Conference as well as Medtrade East and West, and many state association meetings, and has conducted many webinars and on-site education with VGM and Essentially Women members.

Daniel Karadsheh Inelastic Compression Manager, Thuasne Daniel Karadsheh is the Manager of Inelastic Compression at Knit-Rite|Thuasne and is on the NLN Board of Directors. He began his career in the world of corporate tax for financial and medical companies, including Stryker Corporation, where he found his passion for the Medical Device industry. Dan has been in medical compression for over 20 years. During that time he founded BiaCare, a manufacturer of compression products for people with Lymphedema, in 2006. BiaCare was sold to Sigvaris in 2016.

Paul DiMarco Vice President, Organizational Development, VGM Group, Inc. Paul strategizes employee and organizational development plans with the various VGM business units. Paul also gets involved in presenting and facilitating development programs and holds certifications and credentials in multiple development programs/disciplines— most recently as a Certified Strengths Coach for the Clifton Strengths program with Gallup Corporation, and as an Associate Professional in Talent Development. He has held leadership and development positions since joining VGM in 2010. Paul and his wife, Lynda, live in Waverly, Iowa, and have two sons and two grandsons. Paul enjoys travel, creating outdoor adventures, and smoking many kinds of meat.

SPEAKERS Rob Baumhover Rob Baumhover, Director, VGM Retail Rob is the creator of the VGM Retail Program, which helps VGM members to diversify their HME businesses through improved retail operations. Before joining VGM in 2010, Baumhover worked in a variety of positions with big-box retail companies including Bed, Bath & Beyond, Hobby Lobby, Menards, and Walmart. In his retail career spanning over 20 years, Rob opened and managed numerous big-box retail stores throughout the Midwest, with responsibilities including the daily operations of stores, the setup of floor plans, ordering merchandise, and hiring and training of management and sales employees. Rob holds a Bachelor of Science in teaching from Clarke University in Dubuque, Iowa.

Rachel Schools Senior Consultant, Prochant Rachel Schools is the Senior Consultant at Prochant. With 20 years of experience in medical intake, billing, and collections, Schools provides invaluable advice to providers and guides them through best practices for their revenue cycle processes. Her areas of focus include: continuous process improvement, strategic planning, revenue cycle management, team development and leadership, and change management.

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EXHIBITOR MAP 101

102

American Breast Care

Knit-Rite ThuasneUSA

Palm

103 AnaOno

Bay

105

104

HairUWear

Medline

201

203

205

VIM & VIGR

Magnetic Mom Lash

medi USA

American Board for Certification CGS & Nordian

202

204

206

Lindi Skin

Prochant

Embr Labs

Island II

301

303

305

PEL, LLC

Ardo

Pink Wings

302

304

306

It’s You Babe

Shear Enterprises

Contour Products

401

403

405

Motif Medical

Island I

HairVisions Beauty After Int'l. Breast Cancer

402

404

406

Wear Ease

BOC

VGM

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Enjoy Cooling Comfort that Lasts & Lasts! The remarkable cooling comfort of ABC’s Diamond Technology is now available in an attachable breast form; ABC’s new Diamond Attach! Our specialized diamond pattern minimizes perspiration, increases evaporation rate during activity, while ABC’s integrated adhesive prevents shifting for secure comfort that lasts!

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Oh baby, what an exciting time. Mother/Baby Supplies

Weaving style and quality into therapeutic threads, our products are part designer socks and part medical device designed to help you look good and feel great! Visit us in the exhibit hall to get your FREE SAMPLE. All orders will have a 15% discount applied and Free Shipping. Contact us at Support@vimvigr.com 38 FOCUS: The EW Conference

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EXHIBITOR DIRECTORY American Board for Certification in Orthotics, Prosthetics & Pedorthics, Inc. (ABC) FACILITY ACCREDITATION AND FITTER CERTIFICATION Jim Lawson • jlawson@abcop.org American Board for Certification in Orthotics, Prosthetics & Pedorthics, Inc. (ABC) is the premier credentialing organization for orthotics, prosthetics and pedorthics representing more than 13,000 certified individuals and over 6,000 accredited facilities. ABC’s mission is to establish and advocate for the highest patient care and organizational standards in the provision of safe and effective patient care.

American Breast Care MASTECTOMY, LINGERIE Jay Markowitz • jay@americanbreastcare.com Dominik Rechenberg • dominik@americanbreastcare.com American Breast Care is dedicated to helping women lead fuller lives after breast surgery. By listening to our customers’ needs, we develop the most innovative, high-quality products and services. Our passionate team of dependable professionals is committed to earning the trust of our customers and the confidence of the women we serve.

AnaOno BRAS, INTIMATES, LOUNGEWEAR At AnaOno, we recognize not all breasts are (re)created equal. We embrace different breast shapes and surgery outcomes and intimately understand your unique needs. Our bras are designed to fit YOU. No matter who you are, no matter your story, we believe you should have a bra that fits your unique shape. AnaOno. Designed differently. Because we are. And different is beautiful.

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EXHIBITOR DIRECTORY Ardo MOTHER AND BABY Nikolaos Papadopoulos • nic@ardo-usa.com Ardo was founded more than 25 years ago by one the pioneers of electric breast pumps. Since 2015, Ardo products are available in the USA to various business and government channels (WIC, DME, Hospitals, Lactation Consultancies), as well as in retail and pharmacies. Although Ardo is known mostly as a manufacturer of hospital and hospital-grade breast pumps and accessories around breastfeeding, Ardo recently expanded its focus to support expectant and breastfeeding mothers during pregnancy, birth, and post-natally.

Beauty After Breast Cancer LITERATURE Katelyn Carey • ncarey@gmail.com Katelyn Carey is the author of Beauty After Breast Cancer. As featured in Huffington Post and Redbook Magazine, Beauty After Breast Cancer is a gorgeous coffee table book with 38 narratives accompanied by extraordinary images of breast cancer survivors. The authentic stories are uplifting and comprehensive, while possessing the vital information one needs to know after being diagnosed with breast cancer.

Board of Certification/Accrediation (BOC) FACILITY ACCREDITATION AND FITTER CERTIFICATION Matt Gruskin • matt.gruskin@bocusa.org The Board of Certification/Accreditation (BOC) offers certification for professionals and accreditation for suppliers. Certification is an assurance to patients of professional competency, quality care and safety, while accreditation helps suppliers meet CMS billing standards and demonstrates sound business practices. Board of Certification/Accreditation offers the Certified Mastectomy Fitter certification, among other programs, and has been developing credentials that demonstrate expertise, safe practices and a commitment to patient care since 1984.

CGS Administrators, LLC MEDICARE CONTRACTOR Durable medical equipment Medicare administrative contractor.

EXHIBITOR DIRECTORY Contour Products, Inc. MOTHER AND BABY, COMPRESSION, SKIN CARE Kathy Davis • Kathy@backtohealth.com Contour Products, Inc. is a leader of innovative seat, sleep, respiratory, and elevated sleep solutions that provide the ultimate comfort to your customers. We deliver high-demand comfort products that drive customers to your store or website (Million $$$ national advertising spend ensures high demand), sell themselves with eye-catching, informative packages that enhance displays, include valuable content and photography for online and catalogs, and provide improved sleep, comfort, and support.

Embr Labs THERMAL WRISTBAND Elizabeth Gazda • liz@embrlabs.com Embr Wave® 2 is a smart wristband that generates precisely calibrated cooling or warming sensations at the touch of a button. Clinical research has shown that wearing Embr Wave gives you immediate relief from hot flashes and improves sleep. It’s a safe, convenient, and discreet solution that works with your body’s natural response to temperature. Get relief when you need it most—anytime, anywhere.

HairUWear WIGS AND HAIR PIECES Sheldon Tuttle • sheldon.tuttle@hairuwear.com Founded as Eva Gabor International in 1968, HairUWear is the number one alternative hair company in the world, providing the industry’s most highly regarded, fashion forward, quality wigs, hairpieces, hair extensions, hair accessories and hair replacement programs to businesses worldwide. HairUWear’s portfolio of eight leading brands, plus private label, is marketed in over 40 countries. With twelve patents and more in development, HairUWear is innovation driven. HairUWear has US offices in Florida and Kansas, plus five overseas locations whose sole responsibility is to ensure product quality.

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EXHIBITOR DIRECTORY Hair Visions International WIGS Since our inception in 1975, our philosophy has been to always make our clients our priority. Hair Visions International is committed to providing uncompromising service and support by exceeding expectations daily. We continue to dedicate our efforts by investing in the best resources available today. This results in the highest quality products and most comfortable materials to satisfy even your most discerning clients. Furthermore, we will continue to create innovative marketing campaigns, provide quality education through our Hair Academy courses, and deliver the business services that bring the added value our clients deserve.

It’s You Babe MOTHER AND BABY Christine Seering • info@itsyoubabe.com Darrell Seering • info@itsyoubabe.com IT’S YOU BABE® LLC has established its global footprint to provide the highest quality patient outcomes for those who are pregnant or are aging in place. Our solutions are innovative and well received by a significant and growing population of post-menopausal women with the application of Pelvic Floor support technology through the V2 Support and PF Press. It’s You Babe® is registered with the FDA as a U.S. manufacturer of supportive devices including the Embracing Belly Boostier, PF Press, and the Basic Belly Boostier and manufactures the ever popular Best Cradle, V2 Supporter, Mini Cradle, Prenatal Cradle, and Prenatal Cradle Plus.

Lindi Skin SKIN CARE Chris Mastergeorge • chris@lindiskin.com Cancer treatment stops cancer cells from replicating, but the process can take a toll on your healthy cells—especially fast-replicating skin cells. This is why so many people experience dry, itchy skin, rash, radiation burns, hand-foot syndrome, dry, cracked lips and many other skin issues during cancer treatment. Lindi Skin is safe, gentle skincare created specifically for people battling cancer. Invented by a cancer survivor and formulated by a team of renowned oncologists and dermatologists, each ingredient was carefully selected to safely combat common skin-related side effects of cancer treatment. Lindi Skin has been clinically proven as safe and effective for skin irritated by the side effects of chemotherapy and radiation.

Magnetic Mom Lash SKIN CARE, HATS, WIGS, AND HAIR PIECES Stephanie Furman • stephanie@magneticmomlash.com Magnetic Mom Lash started when the founder couldn’t find a professional, natural looking eyelash product for everyday wear. Extensions take too much time, serums are expensive, and falsies are too big to wear at work. Our lashes are NATURAL-looking, cruelty free, re-usable and most of all... FUN! They are perfect for busy moms, students, grandmas, or any other person interested in lashes!

EXHIBITOR DIRECTORY medi USA COMPRESSION Coty Rogers • cotyr@mediusa.com Bryan Groleau• bryan.groleau@mediusa.com medi…I feel better! medi is committed to helping people all around the world live a more independent, productive and satisfying life while managing ambulatory, lymphatic, and circulatory issues. medi has made a commitment to give back to communities that need assistance through our “medi for help” program and has been a leader in the push of the Lymphedema Treatment Act. medi takes its position as global leader in medical compression seriously by investing in research, education and innovation providing the latest technologies in compression therapy enabling our patients to not only manage their disease but to enjoy life to its fullest.

Medline Industries MASTECTOMY, LINGERIE, MOTHER AND BABY, COMPRESSION, WOUND CARE Blake Thomas • bthomas2@medline.com Matthew Clancey • mclancy@medline.com Medline helps simplify your operations, enhance the quality to your patient, and target new revenue while you are focused on your business. Medline understands your business and your industry challenges and helps you achieve operational and revenue efficiencies and goals. From quality healthcare products to cost-saving business solutions, we help you make a difference in your patients’ lives every day. When you partner with us, your success becomes our business.

Motif Medical MOTHER AND BABY Jason Ivey • Jivey@motifmedical.com Motif Medical designs insurance eligible products for the modern mom and pediatric patients. Our line of breast pumps and maternity compression garments are sophisticated, discreet and made with our customers in mind. Motif is committed to creating quality products at the right price to make the DMEs the most profit possible.

Noridian Healthcare Solutions MEDICARE CONTRACTOR Cindy White • cindy.white@noridian.com Ruth Reese • ruth.reese@noridian.com Noridian plays a critical role in connecting government healthcare benefits with the people who need them to thrive. At Noridian, we administer millions of claims, and our focus remains on the person behind each transaction - a patient who depends on the benefits, a provider who wants to focus more on the patient and less on paperwork, or a partner who wants to build a relationship.

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EXHIBITOR DIRECTORY PEL, LLC MASTECTOMY, LINGERIE, COMPRESSION, FOOTWEAR Mike Sotak • msotak@pelservice.com PEL was founded in 1959 by Paul E. Leimkuehler and has grown to become the largest independently owned distributor in the United States serving O&P and DME providers. PEL represents more than 240 suppliers offering over 250,000 items, including prosthetics, bracing, orthotics, women’s health products, materials and equipment. Our mission is simple – to provide the very best service in the industry. PEL is “positively independent” with no affiliation to patient care entities or industry manufacturers. PEL is committed to providing the best customer experience possible for EW members.

Pink Wings BREAST CANCER AWARENESS APPAREL AND ACCESSORIES Courtney Lercara • czinszer@yahoo.com Pink Wings offers pink ribbon/breast cancer awareness lapel pins and apparel. Sizes small through 3XL. Clothing for men, women, survivors, and children.

Prochant BUSINESS SOLUTIONS, SOFTWARE Rachel Schools • rachels@prochant.com Lee Pratt • leep@prochant.com Prochant is the leading reimbursement firm with a dedicated HME & Pharmacy focus. When you partner with Prochant, you have the resources to grow your business. Prochant has a track record of helping providers meet their financial goals. Our scalable solutions, years of experience, and advanced technology provide bestin-class results.

Shear Enterprises MASTECTOMY, LINGERIE Olivia Blackman • oblackman@shearenterprises.com Jill Powers • jillpowers@shearenterprises.com Since 2003, celebrity turned designer Rhonda Shear has been providing intimates solutions through Shear Enterprises for women of all shapes and ages around the world. The Rhonda Shear line includes a broad assortment of bras, panties, sleepwear, shapewear, lingerie, and apparel. She works with breast cancer survivors to ensure that almost every bra in the line can comfortably accommodate a prosthesis, with women suffering from skin conditions to find soft stretch fabrications without any ichy-scratchy bits, and she continues to broaden her already inclusive sizing and skintone options to provide every woman with the confidence that comes with wearing the right intimates.

EXHIBITOR DIRECTORY Strategic Imaging BUSINESS SOLUTIONS, PRINTING, CUSTOM BRANDING Mike Reyhons • mike.reyhons@strategic-imaging.com Strategic Imaging is a market-driven solutions provider, specializing in top quality variable data and variable image printing. We combine years of printing expertise and state of the art digital imaging with data management and programming specialists for target marketing and direct mail campaigns. We offer full-service commercial offset printing along with a full complement of bindery, finishing and mailing capabilities.

Knit-Rite ThuasneUSA MOTHER AND BABY, COMPRESSION Daniel Karadsheh • dkaradsheh@knitrite.com Matt Howard • mhoward@knitrite.com Ann Dervin • adervin@knitrite.com Jen Direnzo • jdirenzo@knitrite.com For over 60 years, Therafirm has been a leader in manufacturing healthy, gradient compression products. Knit-Rite, Inc. purchased Therafirm in 2000 and has re-invented the brand and product with updated colors, new styles and high quality standards. Their products are quality inspected, ensuring superior, true gradient compression garments. Products endure constant evaluation and adjustment to meet quality standards and customers’ needs. Therafirm has a certified quality system, receiving ISO 13485 certification. Their unique ability to combine healthy, true gradient compression with the most up-to-date technologies available results in superior, quality compression garments. Therafirm products are proudly made in the USA in our own manufacturing facility in Hamlet, NC with corporate headquarters in Kansas City, KS.

VGM Education BUSINESS SOLUTIONS, CONTINUING EDUCATION Cindy Diehl Yang • cindy.diehlyang@vgm.com VGM Education is committed to developing and delivering affordable, quality instructor-led and self-paced educational programs that support our customers’ success. Every VGM Education employee owner is committed to this mission and believes that in order to achieve our mission; we must conduct business in a manner that is in line with our core values. Trust & Respect, Positivity, Customer Service, Innovation, and Open Communication.

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EXHIBITOR DIRECTORY VGM Forbin BUSINESS SOLUTIONS, WEB SERVICES Heather Seevell • heathers@forbin.com We help businesses do more of what they love by working with them to build a web presence and promote their services! We specialize in: - HIPAA-compliant Websites - Social Media Management and Social Advertising - Search Engine Marketing (SEM) through Google Ads - Reputation Management through Online Directories - Reputation Plus+ Online Directory Reviews Generation - Search Engine Optimization (SEO) Reach out and let us learn about your business so that we can help you achieve your goals while you focus on what you love, serving the needs of your patients!

VGM Insurance Services BUSINESS SOLUTIONS, INSURANCE SERVICES Ahlai Narcisse • ahlai.narcisse@vgm.com Women’s health boutiques, post-mastectomy and home medical equipment providers are essential to serving millions of patients across the country. We recognize that and understand that you deserve the best insurance you can find for your business. At VGM Insurance, you get all of that and more, because we know there’s more to insurance than finding the best rate. We provide you with Protection Beyond Policies so you can continue to serve your patients with peace of mind.

VIM & VIGR COMPRESSION Michelle Huie • michelle@vimvigr.com Weaving style and quality into therapeutic threads, VIM & VIGR products are part designer socks, part medical device, and all designed with you in mind. Founded in 2013, our team is committed to creating VIM & VIGR products because we have seen the amazing results firsthand. After discovering our need for compression socks—to relieve achiness or fight fatigue from too much sitting or standing—we were completely underwhelmed by the quality and the style options. So we set out to create a compression sock that made us look good and feel great. We built our product starting with scientific insights—partnering with vascular surgeons and vein clinics. We found the right formula to create integrally knit, true graduated compression technology, then wove it together with functional fabrics that can stand up to the daily grind and stand out in a crowd. With VIM & VIGR compression socks, people from all walks of life discover yearround options to help them take on their day and experience everyday wellness.

Wear Ease, Inc. COMPRESSION Phyllis Keith • phyllis@wearease.com Wear Ease, Inc. designs products for recovery from surgery and related side effects of lymphedema, edema, and limited mobility. The leader in “ready to wear” therapeutic torso compression garments for lymphedema.

ABC GIVES BACK

American Breast Care gives back to the breast cancer community by donating and fitting hundreds of breast forms, bras, and wigs to women in less fortunate communities.

While the Covid-19 pandemic has shifted the ways & methods we use to connect with one another, ABC’s commitment to advocacy & outreach remains a consistent priority. American Breast Care gives back to the breast cancer community by donating and fitting hundreds of breast forms, bras, and wigs to women worldwide. Recently, ABC has worked with local organizations such as Hope for the Journey, Inc. (www.hopeforthejourneywestga.org/) and Wellstar Health Systems (Radiation & Oncology) to provide women with resources, information, and support. In 2022, ABC looks forward to continuing to facilitate outreach efforts both locally & abroad.

Scan QR Code to learn more about ABC’s outreach or visit, www.americanbreastcare.com/globaloutreach Stay Connected with ABC

www.americanbreastcare.com

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