Featured Sessions

Hearing Healthcare in an ENT Clinic: A Teamwork Approach to Hearing Well Again

Onboarding: Building a Brand Champion

Direct Mail to Digital and Everything Between – Understanding Omnichannel Marketing

Do as I Do: Case Studies for Success

Professional Sessions

Hearing Healthcare in an ENT Clinic: A Teamwork Approach to Hearing Well Again

Esteemed otolaryngologist, Dr. Weingarten, will discuss the evolution of hearing healthcare, its impact on his business, and the best practices he’s implemented on his own and with the support of Consult YHN. This 90-minute session will cover how optimal patient care requires a team approach by an aligned staff, and how ENT clinics have the best opportunity to provide this level of service. More specifically, Dr. Weingarten will share how continuous training boosts staff productivity, explain why tracking behaviors is key to maximizing profitability, and offer advice on how to improve your internal referral process in order to provide the most complete patient experience.

Dr. Jeffrey S. Weingarten, M.D., is part owner of Ear, Nose & Throat Consultants in Michigan. He was Board Certified in Otolaryngology-Head and Neck Surgery in 1987 and has served as the Chairman of the Department of Otolaryngology at Providence Hospital as well as the Medical Director of the Providence Hospital Voice and Communications Center. Dr. Weingarten is actively involved in teaching his colleagues and students and has been published in several medical journals. He has been a member of and received leadership awards from the American Academy of Otolaryngology-Head and Neck Surgery. Dr. Weingarten has also been a member of the Michigan State Medical Society, the Oakland, Macomb, and Wayne County Medical Societies, and previously served as an Executive Board member and President of the Michigan ENT Society.

Changing the Paradigm, Mine the Gold in Your Own Four Walls

In the hearing healthcare world of the early 2000s, people too often sought out the mode of marketing that would provide the immediate solution for all their patient acquisition needs. In 2019, the cost of acquiring new patients is rising. Truly understanding what provides a strong return of investment requires a mindset change. The answer is proper utilization of the patient databases created over many years through hard work, investment, and trust. This change of mindset and technique will allow businesses to succeed and increase profitability amongst the changes to our market in the 2020s and beyond.

Brian Becker is the West Regional Manager at Consult YHN, with 10 years of experience in the hearing industry and 18 years in the medical community. He received his B.S. in Mechanical Engineering from the University of Akron and pursued his medical training and Master’s coursework at Southern Methodist University, where he was certified in Project Management and Root Cause Analysis. Brian served eight years in the U.S. Army as a Reconnaissance and Medical Liaison Officer. He is a green belt in Six Sigma process improvement.

Direct Mail to Digital and Everything In Between: Understanding Omnichannel Marketing

What it is, why it matters, and how to execute it. Omnichannel marketing presents an unmatched opportunity for hearing care providers to build brand loyalty, maximize new patient leads, and increase patient retention and conversion rates. In an age of multiple media touchpoints, reduced attention spans, and high expectations for personalized customer service, an omnichannel approach to marketing is essential to a practice’s overall patient experience and potential for growth.

Katie Hutchinson is the Director of Marketing at Consult YHN. She has over 12 years of agency and client-side experience across a wide range of sales and marketing disciplines, including digital and integrated marketing programs. She is an adjunct professor at New York University’s Public Relations and Corporate Communications graduate program where she provides hands-on instruction to students on building strategic communication and social media plans.

Do as I Do: Case Studies for Success

In this session, we will discuss best practices that focus on the following topics: driving traffic into the practice, conducting effective patient appointments, and ensuring excellent patient follow-up to secure long term success and patient loyalty. We will cover how the patient experience relates to retention and where patient loyalty and patient experience intersect.

Bill Connerton is the National Vice President of Sales at Consult YHN. Bill has been with the company since 2011 and has worked extensively with some of the largest practices in the country. He has developed and lead a team of Account Managers that drive behavior change in practices, including the development of business owners who partner with Consult YHN.

 

Leah Breuers is the Director of Vendor Relations and Key Account Manager at Consult YHN. She has been with the company for 11 years. In her time with the organization, Leah has worked with the some of the largest, most engaged accounts and has routinely grown her portfolio by double digits year over year. Leah has recently taken on a key role in managing vendor partnerships for Consult YHN.

Driving Your Team to Peak Performance

The need for leaders to coach employees effectively is greater today than ever before. When we say “improve performance”, are we really talking about improving results? Sometimes leaders struggle with effectively managing employees, showing them what good looks like, and holding them accountable. This session will demonstrate an effective face-to-face coaching process that will drive peak performance and improve employee engagement, resulting in better patient care and patient experience while maximizing profitability.

Kenneth Gregory is a Training Manager at Consult YHN. He has been with the company for six years, serving as both an Account Manager and Training Manager supporting Associates and the Consult YHN sales team. He is a retail sales and operations veteran who has worked for well-known companies such as Target and Starbucks; most recently he worked as a Regional Sales Manager for healthcare giant CVS/pharmacy.

Employee Retention: Creating a Culture of Engagement

The task of creating a culture of engagement keeps many business leaders up at night, and with good reason. Companies that create a culture defined by meaningful work, job fit, organizational fit, and strong leadership will outperform their peers and beat the competition in attracting top talent. This vital area is no longer “owned” by Human Resources. Creating an aligned culture with engaged employees takes hard work and commitment, and all leaders across an organization must play a role. Practice leaders can start by employing three straightforward behaviors that will set the tone for a positive workplace culture and lay the groundwork for engaging employees.

Jodi Bryan is the Human Resource Manager at Consult YHN. Prior to joining the organization in 2013, she held HR positions with progressive responsibilities in the pharmaceutical, manufacturing and banking industries. Jodi has been certified as a Professional in Human Resources since 2000.

Winning Patient Loyalty Through Effective Communication

Are you doing everything possible to provide the best patient care to each person who walks through your door? How do you stop patients from “shopping around?” Do you want to learn how to motivate your staff to provide the best patient experience possible? A focus on patient experience has proven to be an effective method for private practices to stand out in an increasingly competitive marketplace. One of the best ways that you can impact patient experience is through sharpening your communication skills. This will be an interactive and informative session to learn how you and your staff can communicate more effectively to ensure the best patient experience.

Mary Catherine McDonald is the East Regional Manager at Consult YHN. Previously, Mary Catherine served as an Account Manager in the company’s Southeast Division. Prior to joining Consult YHN in 2014, she worked in educational franchising and was responsible for the growth and profitability of 70+ locations. Mary Catherine has a Master’s degree in Administration and Leadership from Niagara University.

Listen to the Results of Your ROI

Do you find data driven marketing confusing? Are you curious how you can use data not only to calculate return on investment (ROI) but to identify opportunities to reach and convert more patients at a lower cost? Businesses adopt a data driven approach to marketing with the expectation that it will allow them to drive sales at a lower cost per acquisition. But ROI is more than just a scorecard of your marketing efforts; rather, it’s a tool that should guide business decisions. ROI as a measurement in and of itself provides enormous value. Attend this session to learn how to use ROI insights to drive your marketing strategy.

Katie Hutchinson is the Director of Marketing at Consult YHN. She has over 12 years of agency and client-side experience across a wide range of sales and marketing disciplines, including digital and integrated marketing programs. She is an adjunct professor at New York University’s Public Relations and Corporate Communications graduate program where she provides hands-on instruction to students on building strategic communication and social media plans.

Understanding the Psychology of Patients with Hearing Loss

In today’s hearing world, we only effectively help 1 in 5 people hear better. We fail to understand the challenge of overcoming denial and indecision in short periods of time. We often chase misleading information instead of using clues to solve the customer’s hearing problem. Identifying and understanding these clues will change the way we approach the patient in front of us.

Brian Becker is the West Regional Manager at Consult YHN, with 10 years of experience in the hearing industry and 18 years in the medical community. He received his B.S. in Mechanical Engineering from the University of Akron and pursued his medical training and Master’s coursework at Southern Methodist University, where he was certified in Project Management and Root Cause Analysis. Brian served eight years in the U.S. Army as a Reconnaissance and Medical Liaison Officer. He is a green belt in Six Sigma process improvement.

Leading Through Data Driven Insights

Making decisions about your practice should not be done by “feel”, but rather through data driven insights. Establishing “what good looks like” for your practice, and how you and your team are performing against those metrics, is essential to your success. We’ll take you through a step-by-step process, breaking down the key elements of business leadership and showing you how to become the insightful, inspirational, and successful leader that your practice deserves.

Scott Berger is the Director of Sales and Marketing Analytics at Consult YHN. He joined in 2010 after working seven years in the medical devices industry. He has spent the majority of his professional career in finance with a focus on sales and marketing analytics. He holds an MBA in finance from Hofstra University.

Onboarding: Building a Brand Champion

Effective onboarding is not just a one-way communication to a new employee. You must help new employees quickly acclimate to their team, operate in line with your practice’s purpose, learn how to organize functions, and feel empowered to perform. In this session, let us show you how to build an onboarding program that connects your employee to your practice’s mission or purpose and demonstrate how they personally impact the brand or patient experience.

Jodi Bryan is the Human Resource Manager at Consult YHN. Prior to joining the organization in 2013, she held HR positions with progressive responsibilities in the pharmaceutical, manufacturing and banking industries. Jodi has been certified as a Professional in Human Resources since 2000.

Getting it Right: Hiring for Culture and Employee Engagement

The creation of a great culture will encourage the highest levels of employee engagement. This starts with hiring the right people. We’ll show you how to attract, vet, select, and develop a team that will define the company culture you’ve always strived for.

Ernie Paolini is responsible for Human Resources and Recruiting Services at Consult YHN. He has more than 20 years of experience in building and managing technology-driven HR and recruitment organizations. His areas of expertise include behavioral interviewing, employee relations, compliance, and onboarding. He has managed international recruitment campaigns (SE Asia, Canada, UK and Australia) and is very familiar with US-CIS processes for work visas. Ernie attended Rutgers University and the Widener University School of Law.

The Keys to Inspirational Leadership

In order to achieve the greatest results for your practice, you must inspire each employee every day on how to be the best versions of themselves. This session will teach you how to develop your ability to inspire employees and create a culture of high engagement by introducing you to the pillars of inspiring leadership. We’ll teach you the Consult YHN processes that will help you to take your business to new heights.

Diana Dobo was as an Account Manager for three years before being named Divisional Vice President for the West Division at Consult YHN. She was Divisional Vice President for the West for four years and is now our Vice President of Strategic Accounts, working with our key accounts in the West. Prior to joining Consult YHN, Diana was a Senior Sales Manager with Acusis in the healthcare IT industry, and served as an Adjunct Faculty member for a number of colleges teaching business and marketing courses. Diana has 19+ years of experience in sales, marketing and business development. She is passionate about helping her team and her customers achieve outstanding results.

Your Business’ Lifecycle: Strategic Decision Making

Where are you on your business lifecycle? From the time you start your practice, you are on a pathway towards selling it. How should you continually prepare yourself and your practice during each phase of the business lifecycle, and when should you start preparing for your exit? We will demonstrate how to use financial analyses as your guideline in determining your ongoing strategy, reviewing indicators such as revenue, real cost of devices, operational expenses, EBITDA, and equity value.

Scott Berger is the Director of Sales and Marketing Analytics at Consult YHN. He joined in 2010 after working seven years in the medical devices industry. He has spent the majority of his professional career in finance with a focus on sales and marketing analytics. He holds an MBA in finance from Hofstra University.