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WINTER MARKETPLACE

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					                                                             17th Annual
         Winter Marketplace




Las Vegas Photos Courtesy of Las Vegas News Bureau




                                                     December 10-12, 2010 | Bally’s las Vegas

                                             Transformational Leadership:
                                          Preparing for Tomorrow’s Challenges
                                                                 Conference Program
                              p ro M ot i n g e xc e l l e n c e i n lo n g t e r M c a r e l ea D e rs h i p


                                     a	earn up to 15 ceus/cnes by attending sessions designed for leaders across the continuum of care! With
                                       presentations by the top educators and experts in the field, Winter Marketplace is the premier event for
                                       long term care administrators and other top executives. Take advantage of a multitude of stand-alone
                                       sessions or select targeted focus areas:

                                        •    Assisted Living
                                        •    Clinical Business
                                        •    Human Resources
                                        •    Leadership
                                        •    Marketing
                                        •    Professional Development
                                        •    Quality Improvement

                                     aGain new insight and perspective on the challenges and rewards of your profession.
                                     aAttend The College’s exclusive “Models of Excellence” program and discover unique solutions to challenges
                                       you face every day.
                                     aSet aside time to network with your colleagues – make new contacts and strengthen existing relationships.

                                     Continuing Education Credits
                                     The American College of Health Care Administrators (ACHCA) is a Certified Sponsor of professional continuing
                                     education with the National Association of Long Term Care Administrator Boards (NAB). This educational offering
                                     has been reviewed by the National Continuing Education Review Service (NCERS) of the NAB and is approved for
                                     33.5 clock hours and 15 participant hours. This program has also been approved by the KS nursing home licensure
                                     board. However, state licensure boards have final authority on the acceptance of individual courses.

                                     American College of Health Care Administrators (ACHCA) is an approved provider of continuing nursing education
                                     by the Virginia Nurses Association, an accredited approver by the American Nurses’ Credentialing Center’s
                                     Commission on Accreditation.




                                                                         aBout the college
                                                                        Founded in 1962, the American College of Health Care
                                                                        Administrators (ACHCA) is the only professional association
                                                                        devoted solely to meeting the professional needs of today’s
                                                                        long-term care administrator and executive. The College’s
                                                                        mission focuses on advancing leadership excellence in long
                                                                        term care through the provision of leadership education,
                                                                        promotion of professional advancement programs such as
                                                                        Fellowship and professional Certification, and facilitation of
                                                                        leadership development. The College’s diverse membership
                                                                        includes administrators from across the continuum of long-
                                                                        term care. For more information about The College, call the
                                                                        National Office at (202) 536-5120 or visit www.achca.org

                                                                        American College of Health Care Administrators
                                                                        1321 Duke Street, Suite 400 | Alexandria, VA 22314
                                                                        (202) 536-5120 | www.achca.org

2 | 17th Annual Winter Marketplace
                 s c h e D u l e at a g l a n c e
                 ACHCA Winter Marketplace | 2010

Friday, December 10
7:00am-4:30pm             Registration Open
7:30am-8:30am             Continental Breakfast with Exhibitors
8:30am-10:00am            106. Welcome: Tim Dressman, CNHA, CALA, FACHCA, Chair ACHCA
                          Keynote: Learning to Lead: Transformational Leadership - Clint Maun | 1 CEU | LD, HR, AL, S
10:00am-10:30am           Refreshment Break with Exhibitors
10:30am-12:00pm           201. Finding the Right Staffing Level for Your Organization I – Doug Fullaway, MBA | 1.5 CEU | HR, AL, S, OSL                   cp

                          202. Functional Marketing Planning in a Competitive Environment – Patty Cisco, MBA & Pamela Richmond, CPA
                               1.5 CEU | MK, AL, S, CNI cp
                          203. MDS 3.0 Update - Strategies for Operational Professionals to Ease the Pain of Implementation
                               Leah Klusch, BSN, RN, FACHCA (Webcast) | 1.5 CEU | CB, MDS cp
12:00pm-1:15pm            Lunch on Your Own
1:15pm-2:45pm             301. Finding the Right Staffing Level for Your Organization II - Doug Fullaway, MBA | 1.5 CEU | HR, AL, S, OSL                   cp

                          302. Generating Leads for Optimal Census - Patty Cisco, MBA| 1.5 CEU | MK, AL, S, CNI                    cp

                          303. Analyzing Regulatory Risks - MDS 3.0 Data Base and Quality Indicators – Leah Klusch, BSN, RN, FACHCA
                               1.5 CEU | CB, MDS cp
2:45pm-3:00pm             Refreshment Break with Exhibitors
3:00pm-4:30pm             401. Strategies to Improve Nursing Staff Satisfaction – Michelle Huber, RN & Susan Gilster, PhD, FACHCA | 1.5 CEU | HR, S
                          402. The Power of Networking to Enhance Community Relationships - Patty Cisco, MBA | 1.5 CEU | MK, AL, S, CNI                         cp

                          403. Using Data to Achieve MDS Operational Success – John Sheridan, MHSA & Eli Pick, CNHA, CAS, FACHCA
                                 1.5 CEU | CB, T, MDS      cp




                          session coDes                                      session rooMs                                 tracks         cp
                          AL     Assisted Living                             All General Sessions are in Sky View 6        OSL Optimal Staffing Levels (201, 301)
                          CB     Clinical Business                           All session numbers ending in -               CN1 Census Building 1 (202, 302, 402)
                          CD     Chapter Development
                                                                             -1- are in Sky View 1                         CN2 Census Building 2 (602, 802, 902)
                          HR     Human Resources
                          LD     Leadership                                  -2- are in Sky View 2                         MDS MDS 3.0 Update (203, 303, 403)
                          MK     Marketing                                   -3- are in Sky View 3
                          PD     Professional Development                    -4- are in Sky View 4
                          QI     Quality Improvement                         -5- are in Sky View 5
                          S      Students & Administrators in Training
                                                                             -6- are in Sky View 6
                          T      Technology




                          attention current & Future leaDers oF the college!
                          Attend the ACHCA Chapter and District Development Workshop for a wealth of ideas on how to build and develop your state chapter.
                          Whether your chapter is well-established or just getting off the ground, this session will benefit you. Bring your ideas and questions with
                          you, as this popular session is well-known for its energizing exchange among people from all over the country. Our panel of chapter
                          leaders will offer programming and membership building ideas. Attendees will also have an opportunity to select from a number of
                          round table discussions on a variety of chapter development topics.

                          502. ACHCA Chapter & District Development Workshop
                          Meeting Room Sky View 2
                          8:30am-10:00am, Saturday, December 11


                                                                                                                                                                 |3
                      s c h e D u l e at a g l a n c e
                     ACHCA Winter Marketplace | 2010

 Saturday, December 11
 7:30am-5:00pm                       Registration Open
 7:30am-8:30am                       Continental Breakfast with Exhibitors
 8:30am-10:00am                      501. 7 Strategies for Employee Engagement – Joanne Smikle | 1.5 CEU | HR, AL, S
                                     502. ACHCA Chapter & District Development Workshop |No CUE/CNE | LD, CD
                                     503. Transformational Leadership: Connecting Theory to Practice in LTC – David Wolf, MSOL, CNHA, CALA, CAS,
                                     FACHCA | 1.5 CEU | LD, AL, S
                                     504. MDS 3.0 & Rug IV Update – Kris Mastrangelo, MBA | 1.5 CEU | CB
 10:00-10:15                         Refreshment Break with Exhibitors
 10:15am-11:45am                     601. Maximizing the Impact of the Environmental Staff – Susan Gilster, PhD, FACHCA & Jennifer Dalessandro
                                          1.5 CEU | HR, AL, S
                                     602. Marketing What No One Wants to Buy – The Paradox and the Challenge – Irving Stackpole, MEd | 1.5 CEU | MK,AL, CN2    cp

                                     603. Developing Personal Leadership: Managing the Gap – Bill Wagner, CSP | 1.5 CEU | LD, AL, S
                                     604. Dealing with Challenging Residents – Michelle Nettesheim, Esq. | 1.5 CEU | CB
 11:45am-1:15pm                      Lunch on Your Own – Optional Chapter Organizational Meetings
 1:15pm-2:45pm                       706. Adapting to the Changing Healthcare Landscape- Panel Discussion - David Kyllo; Keith Knapp PhD, CNHA,
                                           FACHCA; Angelo Rotello, Esq, FACHCA; Robert Siebel, CNHA, FACHCA; Linn Thome | 1.5 CEU
 2:45pm-3:00pm                       Refreshment Break with Exhibitors
 3:00pm-4:00pm                       801. The Cost of Turnover – Nicholas Castle, PhD | 1 CEU | HR, AL, S
                                     802. Marketing Channels – Reaching Your Best Prospects – Irving Stackpole, MEd | 1 CEU | MK, AL, S, CN2         cp

                                     803. Managing Overwhelmed: Strategies for Busy Professionals – Daniel Markowitz, MBA | 1 CEU | LD, AL, S
                                     804. Certification Readiness I: Overview – Keith Knapp, PhD, CNHA, FACHCA | 1 CEU | PD
 4:00-4:15pm                         Transition Break
 4:15pm-5:15pm                       901. The Next Generation of Leaders – Doug Olson, PhD, FACHCA | 1 CEU | HR, LD, AL, S
                                     902. Running On Empty: Sales and Marketing When There Is No Budget Left - Irving Stackpole, MEd | 1 CEU | MK,AL, S, CN2   cp

                                     903. Quality Assessment for Performance Improvement and Compliance – Barbara Peterson, MHA, MBA, CNHA,
                                          FACHCA | 1 CEU | LD, QI, AL, S
                                     904. Certification Readiness II: Sample Test Questions – Keith Knapp, PhD, CNHA, FACHCA | 1 CEU | PD
 Sunday, December 12
 7:30am-12:15pm                      Registration Open
 7:30am-8:30am                       Continental Breakfast with Exhibitors
 8:30am-9:30am                       1001. Successfully Onboarding New Leaders: The First 100 Days – Sylva Leduc | 1 CEU | HR, LD, AL, S
                                     1002. Dementia Challenges, Assessment, Intervention & Ethical Considerations – Yvonne Lozano | 1 CEU | CB
                                     1003. Assure Quality or Improve It – Vickie Burlew, RN | 1 CEU | LD, QI, AL, S
 9:30am-9:45am                       Refreshment Break with Exhibitors
 9:45am-10:45am                      1106. Models of Excellence | 1 CEU | PD, QI, MK, CC, AL, S
 10:45am-11:00am                     Transition Break
 11:00am-Noon                        1206. Plenary: Navigating Change: A New Way of Thinking - Traci Bild | 1 CEU | LD, HR, AL, S



4 | 17th Annual Winter Marketplace
SeSSion deScriptionS
plEaSE join uS For thE 17th annual WintEr markEtplaCE, DECEmbEr 10-12 at bally’S laS VEgaS!

FriDay, DeceMBer 10, 2010                                                    1:15pm-2:45pm
8:30am-9:00am                                                                301. Finding the Right Staffing Level for Your
                                                                             Organization II
Welcome                                                                      Doug Fullaway, MBA | SkyView 1      cp

Tim Dressman, CNHA, CALA, FACHCA, Chairman ACHCA | SkyView 6                 Please refer to session 201
The ACHCA Chairman of the Board welcomes you to Winter                       302. Generating Leads for Optimal Census
Marketplace. He’ll guide you through the program schedule, emphasizing       Patty Cisco, MBA | SkyView 2   cp
some of the unique features of this event. In addition, Mr. Dressman will
provide an overview of our national activities and introduce you to          As a marketing professional, there are two things that are a given; you
College leadership.                                                          have limited time and limited resources. Yet, you continually need
                                                                             to fill your funnel with leads. Developing marketing strategies that
9:00am-10:00am                                                               are results oriented, and determining which marketing strategies are
                                                                             most effective can be challenging. This interactive session will engage
Opening Keynote Address                                                      participants in discovering how to use data to help create proven lead-
                                                                             generating customer-focused marketing strategies. Participants will
100. Learning to Lead: Transformational Leadership                           leave this session with the touch point tools to engage their potential
Clint Maun | SkyView 6                                                       and existing customers.
Everyone on the team can be a leader. Managers can change from day-          303. Analyzing Regulatory Risks - MDS 3.0 Data
to-day managers to leaders of successful organizations by engaging co-
                                                                             Base and Quality Indicators
workers to be involved in leading their teams. Attendees will walk away
                                                                             Leah Klusch, BSN, RN, FACHCA | Skyview 3     cp
with a step-by-step understanding of how they can make a difference by
their engagement of others. They will understand why it is necessary to      This session will review the data content of the MDS 3.0 Data Set as
engage others, and how they can overcome tough situations.                   it connects to the Quality Indicator data base. Since the data base is
                                                                             new the QI data base will also be changed and expose facilities to new
10:30am-12:00pm                                                              regulatory risks. The 3.0 has many outcome codes that will define the
                                                                             impact of behaviors as well as interventions. Regulators will be using
201. Finding the Right Staffing Level for Your                               this data during the survey and monitoring the impact of treatments
Organization I                                                               and programs.
Doug Fullaway, MBA | SkyView 1   cp

With census levels fluctuating and labor making up 60% + of operating        3:00pm-4:30pm
expenses, administrators are sometimes forced to cut costs, usually
by cutting staffing hours. However, this may not be the answer.              401. Strategies to Improve Nursing Staff Satisfaction
Determining staffing levels is important: the law requires communities       Michelle Huber, RN & Susan Gilster, PhD, FACHCA | SkyView 1
to provide quality care. How much of your staffing costs can you cut?        Recruiting nurses and nursing assistants, and retaining the ones you have
You need people—enough to do a good job, but not too many or                 continues to challenge LTC, with turnover rates in double and triple digits.
you will hurt your profits. We will explore three different methods to       Organizations are faced with the challenge of providing increasingly acute
determine staffing: (1) informal, (2) ratios, and (3) time standards.        care services with less staff, finances and supplies. Several factors come
                                                                             into play that affect retention of nursing staff. As primary caregivers,
202. Functional Marketing Planning in a                                      nursing staff are experiencing stress and burnout because of working
Competitive Environment                                                      longer hours, increased work load, and poor work conditions. This
Patty Cisco, MBA & Pamela Richmond, CPA | SkyView 2    cp                    session will include recruitment and retention strategies, and processes
Do you cringe when you hear the words “marketing plan”? Are your             to improve staff satisfaction and a successful organization.
marketing plans tucked securely in your desk after they are created?
Creating and using “hands on” functional marketing plans help                402. The Power of Networking to Enhance
administrators coach their marketing professionals to greater outcomes,      Community Relationships
guides marketing professionals to perform at a higher level, and engages     Patty Cisco, MBA | SkyView 2   cp

everyone in the facility to market services. In today’s competitive          What makes successful leaders different from everyone else? They
environment, every organization spending time working “on their              know how to use their influence combined with strategic networking
business, not just in their business is critical, and functional marketing   secrets to build lasting relationships. With limited marketing resources,
plans are an easy tool to accomplish necessary marketing strategies.         there is no margin for ineffective marketing practices. Participants will
                                                                             discover the essential formula for reaching out to others to grow your
203. MDS 3.0 Update - Strategies for Operational                             networking savvy. They will learn how to capitalize on their existing
Professionals to Ease the Pain of Implementation                             strengths and networking “connections” and engage new lasting
Leah Klusch, BSN, RN, FACHCA (Webcast) | SkyView 3     cp                    relationships.
This session will view the implementation of the MDS 3.0 data set from
an operational and financial perspective. Updates from CMS will be
discussed as well as changes in the process since 10-01-10. Strategies
for tracking MDS data, payment data and changes to the process will
also be addressed.                                                                                                                                          |5
    SeSSion deScriptionS
    403. Using Data to Achieve MDS Operational                                        review of the MDS from a Regulatory and PPS perspective will be
    Success                                                                           addressed. Goals of the MDS 3.0 and how they relate to provision of
    John Sheridan, MHSA & Eli Pick, CNHA, CAS, FACHCA | SkyView 3          cp         nursing home care will be discussed and key improvements in the MDS
                                                                                      process, which are planned for 3.0, will be reviewed.
    Know the value of data! In the near future, stored data will determine
    SNFs referrals. MDS data contains the voice of the resident. Regulators
    use your data in survey. Then, the public evaluates the results of your           10:15am-11:45am
    organization’s data. This session covers the place of data in the health
                                                                                      601. Maximizing the Impact of the Environmental
    system, and how it is used to assess your organization’s performance.
    Learn how to provide data oversight to improve the data and foster a              Staff
    more positive interpretation of the data.                                         Susan Gilster, PhD, FACHCA & Jennifer Dalessandro | SkyView 1
                                                                                      The success of an organization is dependent upon all of the employees-
                                                                                      from every shift and in every department. To think otherwise is to
    saturDay, DeceMBer 11                                                             doom the organization to mediocrity. Every person is important and
                                                                                      should be contributing to the accomplishment of the vision and goals.
    8:30am-10:00am                                                                    This session will discuss the impact and roles of environmental staff
                                                                                      in long term care. Participants will learn about a process to integrate
    501. 7 Strategies for Employee Engagement                                         environmental staff into the organization, and facilitating true teamwork.
    Joanne Smikle | SkyView 1                                                         Cost effective, sustainable programs will be shared.
    Every manager has days when they’d like to send at least a few members            602. Marketing What No One Wants to Buy – The
    of their staff to the unemployment line. Instead of acting on that urge,          Paradox and the Challenge
    learn to capitalize on the latent talent lurking in the organization.             Irving Stackpole, MEd | SkyView 2   cp
    Learn how to engage every employee by helping them understand
    that, whatever their role, it is mission-critical and the success of the          Very few people wake up in the morning and enthusiastically say, Today
    organization is contingent upon how well they execute.This session will           I’m going to a nursing home! In fact, the negative cultural idea of a
    give managers the tools they need to spark sustainable commitment,                retirement home or a nursing home can be captured in the British
    care and concern from employees at all levels.                                    sitcom Faulty Tower. Ill-tempered residents, foul food and incompetent
                                                                                      management. In this session, we will address how can nursing centers
    502. ACHCA Chapter & District Development                                         and retirement residences position themselves as something other
    Workshop                                                                          than a necessary destination.
    SkyView 2
                                                                                      603. Developing Personal Leadership: Managing
    Attention current and prospective chapter leaders! Attend this session            the Gap
    for a wealth of ideas on how to build and develop your state chapter.             Bill Wagner, CSP | SkyView 3
    Whether your chapter is well-established or just getting off the ground,
    this session will benefit you. Bring your ideas and questions with you, as        A leader’s willingness to accept less than stellar performance from
    this popular session is well-known for its energizing exchange among              themselves and their team will be challenged during this presentation.
    people from all over the country. Our panel of chapter leaders will               By asking and answering a series of questions, participants will evaluate
    offer programming and membership building ideas. Attendees will also              whether they have the right employees. Who are the keeps? What is
    have an opportunity to select from a number of round table discussions            the associated cost of keeping an employee? Participants will be invited
    on a variety of chapter development topics.                                       to acknowledge their own leadership style and their developmental
                                                                                      needs. Finally, they will explore the impact of their leadership style on
    503. Transformational Leadership: Connecting                                      the their organization’s level of engagement.
    Theory to Practice in LTC
    David Wolf, MSOL, CNHA, CALA, CAS, FACHCA | SkyView 3                             604. Dealing with Challenging Residents
                                                                                      Michelle Nettesheim, Esq. | SkyView 4
    There is much discussion in the academic leadership community
    around Transformational Leadership. Leaders prefer to position                    One of the biggest challenges providers face is the forced relocation
    themselves as transformational leaders and use the term as a means                of residents. Eviction issues between providers and residents are
    to differentiate themselves. Frequently, many of these individuals are            inherently more complex than in a typical landlord/tenant setting.
    actually transactional or even pseudo-transformational leaders. This              Avoiding the problemresident altogether is the best way to evade these
    session is designed to assist the long-term care administrator with the           issues, but without a crystal ball, that is not always possible. There are;
    process of change by analyzing and synthesizing their leadership style to         however, ways to turn a problem resident into a model resident. When
    sustain effectively with our ever-changing legal, political, economic and         all else fails, there are tools to help providers navigate through the often
    regulatory environment.                                                           hazardous eviction process.

    504. MDS 3.0 & Rug IV Update
    Kris Mastrangelo, MBA | SkyView 4
    This session discusses the New SNF RUGs IV Reimbursement System.
    The speaker will review criteria for RUGs III vs. RUGs IV Leveling, and
    strategies for rate preservation or optimal reimbursement. Participants
    will gain insight into key elements of the Final Rule as they relate to changes
6   in skilling criteria for both nursing and rehabilitation. A comprehensive
SeSSion deScriptionS
1:15pm-2:45pm                                                                  information about professional certification, and the many benefits
                                                                               of becoming and remaining certified. Participants will learn how
706. Adapting to the Changing Healthcare                                       to complete the application and how to prepare effectively for the
Landscape - Panel Discussion                                                   examination. Advancement to Fellow in ACHCA is also discussed.
David Kyllo; Keith Knapp PhD, CNHA, FACHCA; Angelo Rotello, Esq, FACHCA;
Robert Siebel, CNHA, FACHCA; Linn Thome | SkyView 6                            4:15pm-5:15pm
How can your organization thrive during these turbulent times in long          901. The Next Generation of Leaders
term care? Come to this panel discussion to learn how other long term          Doug Olson, PhD, FACHCA | SkyView 1
care administrators plan to succeed. Dave Kyllo, Director, National Center
for Assisted Living (NCAL), will kick off the discussion by highlighting the   Participants will learn about the priorities of generation X and Y leaders
anticipated changes in the long term care environment- from nursing            in health and aging services administration.These priorities were identified
homes to home health care. Then, several long term care administrators         at the National Emerging Leadership Summit for Long-Term Care
will present their approaches to meeting market demands.                       Administrators held at The George Washington University this past June.
                                                                               The actions taken since the summit will also be shared with participants. In
                                                                               conclusion, participants will explore the applicability of these priorities to
3:00pm-4:00pm                                                                  themselves, their organization and their professional association.
801. The Cost of Turnover
                                                                               902. Running On Empty: Sales and Marketing
Nicholas Castle, PhD | SkyView 1
                                                                               When There Is No Budget Left
Despite far reaching consequences associated with nursing home staff           Irving Stackpole, MEd | SkyView 2    cp
turnover, the high rate of staff turnover in nursing homes is a perennial
issue of concern. Some facilities have reported rates as high as 300% per      With occupancies declining in both skilled and assisted living settings,
year for CNAs. In this presentation, the cost of turnover is discussed.        many long-term care administrators are challenged to improve their
Information comes from a survey of 3,000 administrators that included          census. This program will focus on the very important, low-cost and
the cost for hiring and training staff (including RNs, LPNs, and CNAs).        no-cost marketing initiatives which can be undertaken by virtually
From the same survey average turnover rates will be presented along            every nursing and assisted living center, as well as the critical sales
with interventions used by facilities to reduce turnover.                      processes that are necessary to convert leads into customers. This
                                                                               session will be highly interactive and will expect return demonstrations
802. Marketing Channels – Reaching Your Best                                   of behaviorally-based sales skills.
Prospects
                                                                               903. Quality Assessment for Performance
Irving Stackpole, MEd | SkyView 2   cp
                                                                               Improvement and Compliance
Nursing homes and retirement centers have traditionally relied on              Barbara Peterson, MHA, MBA, CNHA, FACHCA | SkyView 3
print advertising channels to reach their target audiences. The typical
newspaper ad, community bulletin and church newsletter are no longer           Many LTC and AL Centers lack a comprehensive quality assurance
adequate or economically justifiable. In this program, participants will       process that analyzes and evaluates unplanned/unwanted events. In this
learn how to identify and select media channels, such as internet, social      interactive session, participants will be encouraged to think outside
media, press releases and promotional events as marketing channels.            the box to discover the root cause of a problem and to sustain quality
                                                                               solutions. The participant will learn the process of identifying the trigger
803. Managing Overwhelmed: Strategies for Busy                                 or indicator of a potential problem and methods of data collection.They
Professionals                                                                  will learn how to perform analysis for root cause determination. Once
Daniel Markowitz, MBA | SkyView 3                                              the root cause of a problem is exposed, then patterns and trends can be
                                                                               identified and an action plan can be written to sustain positive outcomes.
Have you ever had this experience? You arrive at the office early, work
incredibly hard for 10 or 12 hours, and when you finally go home,              904. Certification Readiness II: Sample Test
thoroughly spent, you wonder, Where did my day go? Why didn’t I                Questions
get anything important done? In this workshop, participants will learn         Keith Knapp, PhD, CNHA, FACHCA | SkyView 4
skills and processes for managing your vastly increased volume of work
                                                                               Examiphobia is the most-cited barrier to becoming certified. It has
more efficiently. We’ll discuss classic time management techniques, as
                                                                               been so long since most of us endured the testing environment and
well as, newer techniques adapted to the needs of healthcare workers,
                                                                               the vulnerability of disclosing what we really know, it can be a little
and we’ll provide take home tools to enable participants to get more
                                                                               unnerving. It can also be exhilarating and produce a wonderfully useful
done with less stress.
                                                                               strategy for framing one’s own professional development plan for the
                                                                               next five years…based on targeted areas of growth, not just how many
804. Certification Readiness I: Overview
                                                                               C.E. hours may be needed as re-licensure deadlines approach. During
Keith Knapp, PhD, CNHA, FACHCA | SkyView 4
                                                                               this session, participants will experience a mock certification exam and
The purpose of ACHCA’s professional certification program for                  discuss it with peers who share your mix of fear and intrigue about
nursing home and assisted living administrators is not only to promote         adding CNHA or CALA after your name.
and foster continuous professional development, but also recognize
those who demonstrate advanced proficiency in each of the accepted
practice domains. The process helps participants identify the practice
areas in which to concentrate their future professional development
efforts in order serve their residents, families, staff, employer and
community as effectively as possible. This session offers background                                                                                            |7
        SeSSion deScriptionS
        sunDay, DeceMBer 12                                                         with a narrowly-focused plan of correction. In this session, you will
                                                                                    discover how leaders focused on the future use cross-functional teams
                                                                                    to improve quality one step ahead of the customers and the surveyors.
        8:30am-9:30am                                                               We introduce a method of Quality Improvement to demonstrate the
                                                                                    difference between Quality Assurance and Quality Improvement.
        1001. Successfully Onboarding New Leaders: The
        First 100 Days
        Sylva Leduc | SkyView 2                                                     9:45am-10:45am
        Research shows that 30%-50% of newly hired leaders derail within 18         1106. Models of Excellence
        months – at a cost of up to 10X their salary! Effective onboarding          SkyView 6
        programs significantly reduce the risk, yet too often, Executive
                                                                                    Models of Excellence presentations are unique. Participants in this
        Onboarding is relegated to HR as an orientation task. Whether it’s a
                                                                                    session select 3 topics of interest to them from a number of different
        new Executive Director, Director of Nursing or Operations Director, a
                                                                                    presentations. Then, they attend 3 different mini-presentations (17
        leader who does not successfully assimilate runs the risk of alienating
                                                                                    minutes) by leaders in the LTC field on the topics of interest to them.
        both staff and patients/residents. The consequences of executive failure
                                                                                    Each presentation offers tools and solutions to assist in daily work.
        are very costly.

        1002. Dementia Challenges, Assessment,                                      11:00am-noon
        Intervention & Ethical Considerations
        Yvonne Lozano | SkyView 3                                                   1206. Plenary: Navigating Change: A New Way of
                                                                                    Thinking
        As the oldest-old (85+) segment of the population continues to grow         Traci Bild | SkyView 1
        dramatically, mental health services for residents with dementia in long-
        term care facilities will continue to increase. Providers in long-term      We are operating in a drastically changed market. The convergence of
        care and federal agencies have become aware of the complexity of            an economic meltdown, a decline in consumer trust, record attrition,
        providing mental health services to these residents. This workshop will     increased competition, and new residents who are coming in frailer
        address the ongoing challenges of managing a client with dementia in a      have all resulted in decreased occupancy across our industry. A changed
        long-term care setting, addressing the specific challenges, assessments,    market requires new strategy and for some companies a reinvention.
        interventions, and ethical considerations.                                  Attend this session and learn how companies operating in some of the
                                                                                    most challenged markets in the US have transformed their cultures and
        1003. Assure Quality or Improve It                                          achieved extraordinary success.
        Vickie Burlew, RN | SkyView 4
        Has Quality Assurance failed to maintain compliance? Do you have
        repeat citations? Do not feel alone. Managers are very busy managing
        the day-to-day routine. The interdisciplinary team assures compliance




                                                 ACHCA IS GOING GREEN!
           Our Winter Marketplace handouts are now available online. In order to access our ACHCA
           eServices system, you will have to establish a user name and a password. If you are an
           ACHCA member or have previously attended a conference, you are already in our system.
           Please visit our website for directions on how to access your account.

                                                                      www.achca.org




8 | 17th Annual Winter Marketplace
Speaker BioS
traci BilD is the President and Founder of Bild & Company and Bild Business Research. Her firm partners with organizations to grow
occupancy, revenue, and invests in CCRC, Independent and Assisted Living, Memory Care, and SNF. Moreover, Bild Business Research compiles
sales benchmarking data on hundreds of companies nationwide each month. Ms. Bild is the author of 7 Steps to Successful Selling and Zero Lost
Revenue Days and has been featured in USA Today, The Wall Street Journal, Newsweek, Fox News and other media outlets for her expertise in
seniors housing sales.


nicholas castle, phD, is a Professor with the University of Pittsburgh in the Department of Health Policy & Management where he
serves on five journal editorial boards. Dr. Castle has over 150 first authored publications in peer-reviewed journals which examine various issues
in long-term care (including staff turnover, leadership, and top management).


patty cisco, MBa, is the founder of Cisco & Co, a senior care marketing company that specializes in results oriented marketing, sales,
and customer service. She is a nationally recognized certified business coach. Ms Cisco has over 25 years experience as a marketing analyst, of
which she served as Vice President of Marketing and Development at a multi-chain senior care provider. She is considered one of the most
passionate, “hands on” marketing strategist and coaches in the senior care industry today.


JenniFer DalessanDro has served as the Assistant Administrator of the Alois Alzheimer Center for nearly 20 years. She has
published and presented nationally and internationally on Alzheimer’s disease and dementia, including staff recruitment, retention and satisfaction.


Douglas FullaWay, MBa, is president and Chief Operating Officer of Vigilan, a management software company for senior living. He
has 30 years of management experience and is the proud owner of several senior communities. Mr. Fullaway has held positions in distribution,
manufacturing, customer support, sales, and general management.


susan gilster, phD, Fachca, is the Executive Director and responsible for the development of the Alois Alzheimer Center, which
opened in 1987 as the first free-standing dementia facility in the US. As an educator, researcher and practitioner, Dr. Gilster has published
and presented nationally and internationally, and conducted research projects national in scope. Dr. Gilster’s most recent work is focused on
leadership and she has published books on her leadership model and the development of Alzheimer’s programs.


Michelle huBer, rn, has been the Director of Nursing for the Alois Alzheimer Center for over 12 years. She has over 30 years of
experience in nursing, primarily in long-term care. In addition to her daily responsibilities, Ms. Huber has served as a preceptor for students
and participated in clinical drug research. She is a frequent speaker to professional and community groups and for national organizations such as
ACHCA and the Alzheimer’s Foundation of America.


leah klusch, Bsn, Fachca, is the founder and Executive Director of The Alliance Training Center. Ms. Klusch is currently lecturing
on a national, state, and regional basis on issues relating to care delivery, regulatory compliance, leadership, re-engineering, facility planning, and
management, documentation, wellness, restorative care giving, assessment and assessment documents, payment and reimbursement issues. She
has authored many continuing education programs and articles in current industry publications.


keith knapp, phD, cnha, Fachca is the Chief Operating Officer of Christian Care Communities, Kentucky’s largest faith-based,
not-for-profit provider of elder housing and long-term care. He also serves as an Assistant Clinical Professor in the Department of Family and
Geriatric Medicine at the University of Louisville’s School of Medicine. Dr. Knapp is a past Chair of ACHCA and has been awarded the ACHCA
Distinguished Administrator award. He has served as the ACHCA Professional Advancement Committee Chair and the Education Committee
Chair for the National Association of Boards of Licensure for Long-term Care Administrators (NAB).


DaViD kyllo is Executive Director of the National Center for Assisted Living (NCAL). Mr. Kyllo is responsible for leading NCAL’s advocacy
on behalf of a national federation of state affiliates, as well as directing NCAL’s educational programs, award-winning publications, and quality
programs. He has 25 years of experience working in government relations, regulatory and public affairs in Washington, DC. Mr. Kyllo has served
with two White House Administrations and both the United States House of Representatives and United States Senate.




                                                                                                                                                          |9
        Speaker BioS
        sylVa leDuc, MeD, Mpec, is an Executive Coach, Leadership Strategist, published author and speaker. Previously as a consultant
        with Ernst & Young, LLP, in 2000 she launched SageLeaders.com. In 2007, she received an award for Coaching Excellence from the International
        Coach Federation. Ms. Leduc wrote the Executive Desk column for ECPN and two of her books have been published. In addition, she is on the
        faculty of the College of Executive Coaching


        proFessor yVonne lozano, Ms, is an Assistant Professor in the School of Healthcare Administration at Texas State University.
        He received a Master’s Degree in Gerontology from Baylor University, and will graduate in the fall of 2010 from the University of North Texas with
        a Doctorate in Applied Gerontology. Mr. Lozano has over 18 years of direct care experience in aging and mental health, with a focus on managing
        difficult resident behaviors in Long-Term Care settings.


        Daniel MarkoVitz, MBa, is President of Time Back Management, a LEAN consulting firm. He has lead seminars and workshops
        on time management, productivity, effective use of electronic tools, and work/life balance for healthcare workers. Additionally, Mr. Markovitz is an
        active member Phi Beta Kappa.


        kris Mastrangelo, MBa, is President and CEO of Harmony Healthcare International. She has more than 18 years of experience
        in the long-term care industry. Ms. Mastrangelo’s experience includes the development and presentation of training modules, (clinical, financial,
        operational and reimbursement) for large healthcare corporations, implementation of in-house rehabilitation programs, management of Medicare
        and Medicaid cost reporting, change of ownership applications, budgeting, skilled nursing facility clinical and financial analysis.


        clint Maun, is President and Senior Partner of Maun-Lemke, LLC, a health care consulting firm specializing in results oriented healthcare
        programs. He has over 38 years experience in healthcare management, leadership, quality enhancement and self-development programs. Mr. Maun’s
        acclaimed leadership process, “Smooth Operations”, has been successfully implemented in small and multi-facility businesses nationwide. His
        visions, ideas, techniques and concepts are currently at work in thousands of organizations throughout the country.


        Michelle s. nettesheiM, J.D., is Senior Counsel at the law firm of Hanson Bridgett, LLP. Ms. Nettesheim’s practice encompasses
        all areas of health care, senior housing, and long-term care law. She has expertise in licensing, regulatory compliance, development, and operational
        matters. Additionally, Ms. Nettesheim has represented long-term care facilities in litigation and administrative proceedings involving citations and
        deficiencies, elder and dependent adult abuse, negligence, wrongful death, fraud and contract actions.


        Douglas olson, phD, Fachca, is an Associate Professor at the University of Wisconsin-Eau Claire. He has over fifteen years of
        health care leadership experience, primarily in the long term care field. Dr. Olson’s interests are focused on leadership and leadership development
        in the health and aging services field in both academic and organizational settings. He has given numerous national and regional presentations and
        has a variety of publications.


        BarBara peterson, Mph, MBa, cnha, Fachca is Senior Risk Management Consultant and Business Development
        Director for Risk Management Solutions, where she directs the consulting division of the Clinical Services Department. Former positions have been
        as DON/LTC and Acute Care, owner of a clinical consulting firm, and Public Health Director. Whether directing a single department or the entire
        clinical team, Ms. Peterson has been applying enterprise risk management principles to a variety of health care business practices with positive
        results.


        eli pick, cnha, cas, Fachca, is the Executive Director of Ballard Rehabilitation, a Skilled Nursing Facility and Sub-acute Hospital.
        In 2007, his facility received the Optima Award by the Illinois Council on Long term Care for Quality and innovation. Mr. Pick is an active leader
        in post-acute care in Illinois. Since 2003, he has served as chair of the Illinois Medicaid Advisory Committee, served as delegate to the 2005 White
        House Conference on Aging, and is an instructor at the University of Illinois.




10 | 17th Annual Winter Marketplace
Speaker BioS
paMela richMonD, cpa, has 23 years of experience, 15 years with exclusive focus on senior living providing strategic and
tactical planning and operations improvement. She has presented national for organizations such as AAHSA, OALA, NYAHSA, and HCAM.
Additionally, Ms. Richmond has Big 4 audit, Fortune 500, and grass roots non-profit experience.


angelo rotella, esq, Fachca, is President and CEO of Friendly Nursing Home and Berkshire Place Nursing Center. In 2005,
he served as Chair of the American Health Care Association, the nation’s largest federation of long term care providers. Mr. Rotella now serves
as Secretary of the Board of Trustees, and the President of the Corporation for Southern New England School of Law. He is admitted to practice
law in the Commonwealth of Massachusetts as well as the United States Supreme Court.


John sheriDan, Mhsa, is president of eHealth Data Solutions. Mr. Sheridan and a great clinical and information sciences team
built eHDS current products, CareWatch® and RiskWatch® to serve the long-term care industry with easily accessible and useful information.


roBert sieBel, cnha, Fachca, is President of Carriage Healthcare Companies, Inc., a multi-state operator of long-term care
facilities, as well as a consulting firm providing services to facilities, financial institutions and other entities interested in the field of long-term care.
A licensed administrator since 1971, Mr. Siebel has served as President of the American College of Health Care Administrators, as Chairman of
the Long-Term Care Professional Technical Advisory Committee for the Joint Commission on Accreditation of Healthcare Organizations, and has
conducted seminars for nursing home professionals in over 45 states. Mr. Siebel is the recipient of both the Distinguished Service Award and the
Educator of the Year Award from the American College of Health Care Administrators.


Joanne l. sMikle is a respected consultant, author and speaker. She devises practical strategies that promote sustained change in
corporate culture while enhancing performance and productivity. An expert in leadership development, Ms. Smikle has spent the past several years
helping healthcare organizations reach their maximum potential.


irVing stockpole, MeD., is the President of Stackpole & Associates, Inc. a market research, customer service & sales training, and
marketing services firm. Previously, he was the National Vice President for Rehabilitation for the largest home health care company in the United
States. He is a registered respiratory therapist, and a past President of the American Respiratory Therapy Foundation.


Bill Wagner, is Chief Executive Officer and Co-Founder of Accord Management Systems, a research consulting firm specializing in employee
behavior and human capital retention and performance. He is authored the book entitled, The Entrepreneur Next Door, which contains research
conducted on over 1,500 entrepreneurs. In this study, Mr. Wagner benchmarks personality, emotional intelligence and brain dominance, allowing
him to measure the gap that exists between who we are and who we need to be to get the job done.


DaViD g. WolF, cnha, cala, cas, Fachca, owns and operates Access Consulting Services, L.L.C., a management
consulting firm specializing in strategic leadership. Mr. Wolf began his career in the long-term care industry in 1983 and purchased his first facility
in 1990. He is currently pursuing doctoral studies in Organizational Leadership and Business Strategy from Eastern University.




                                                                                                                                                                  | 11
     DiscoVer the reWarDs oF
     proFessional aDVanceMent
            The American College of Health Care Administrators is the only professional
            association dedicated to long-term and continuing care administrators. Because The College’s mission
            is to promote and recognize leadership excellence within the profession, we offer two tracks for
            advancement that afford you the opportunity to develop professionally – and be recognized for your
            achievements.

            Professional Certification
            Certified Nursing Home Administrators (CNHA)
            Certified Assisted Living Administrators (CALA)

            This College program certifies professionals who have demonstrated the knowledge, skills,
            values and leadership experience consistent with the high standards of management
            necessary to provide quality services to residents, families, and communities. In addition,
            the program provides visible and tangible evidence of public accountability for the efficient
            delivery of quality health care.


            Reasons to Pursue Professional Certification:
            • National recognition
            • Eligibility for State licensure in several states
            • Commitment to the public
            • Enhancement of the profession
            • Personal satisfaction and sense of achievement
            • Employer recognition
            • ACHCA recognition

                                                             Advancement to Fellow
            The designation of Fellow signifies the highest level of achievement within The College. Obtaining this
            level of achievement in your profession is your opportunity to tout your hard work in long term care
            and to demonstrate your continued commitment to staff, residents, and community.

            A 2006 salary survey conducted by ADVANCE magazines and The College shows that a College Fellow
            earns an average of $8,000 more per year than their peers without College Fellowship status.

            Fellowship is a mark of distinction that others recognize and respect. Once you have advanced
            to Fellow status, it is a designation that you keep for life as long as you maintain your ACHCA
            membership.

            ACHCA Fellowship is a gift you give yourself that reflects your commitment to your chosen career.
            Explore the advancement opportunities available to you through The American College of Health Care
            Administrators.Visit achca.org for more information.


            For more information on Professional Certification and Advancement to Fellow, visit achca.org.

12 | 17th Annual Winter Marketplace
          thank you to our exhiBitors anD sponsors

            taBletop exhiBitors                                                                             sponsor
Accord Management Systems               National Association of Activity                             Direct Supply^ – Lanyard Sponsor
Arthur J. Gallagher, & Co.*               Professionals
eHealth Data Solutions*                 Partners Pharmacy
Galaxo Smith Kline                      PharMerica
Gojo Industries, Inc.                   RediLearning* ^
Harmony Healthcare International        Seniors In Touch, LLC                                                                       *: ACHCA Affinity Partner
The Joint Commission                    Therapy Resources Management, LLC                                                   ^: ACHCA Business Affiliate Member




                                                 exhiBitor Descriptions
  accorD ManageMent systeMs
  Accord Management Systems specializes in getting the “People Side of Business” right. We do this through employee selections, 360 degree’s
  leadership development and employee engagement. www.accordsyst.com

  arthur j. gallaghEr, & Co. - aChCa affinity partner
  AJG, as one of the world’s largest brokers, offers a full range of insurance and risk management services exclusively to health care clients including our
  employee benefits division, Gallagher Benefit Services. www.ajg.com

  EhEalth Data SolutionS - aChCa affinity partner
  Innovative web-based applications for evidence-based quality improvement, robust risk management, and reinforced financial integrity. CareWatch,
  RiskWatch, and UB Watch. www.ehds.biz

  galaxosMithkline
  GalaskoSmithKline improves the quality of human life by enabling people to do more, feel better and live longer. www.gsk.com

  goJo inDustries, inc.
  With our leadership, brands PUREL and PROVON, GOJO is focused on bringing hand hygiene solutions to market that help reduce the spread of
  infections. www.gojo.com

  harMony healthcare international
  Medicare and Case Mix Reimbursement Compliance Experts as well as MDS 3.0 Specialists. www.harmony-healthcare.com

  national association oF actiVity proFessionals
  NAAP is the only association for Activity Professionals primarily in long term care offering education through webinars, conferences, websites and
  newsletters. www.thenapp.com

  partners pharMacy
  Partners is a leading regional provider of pharmacy services to long term care and assisted living facilities in MA, CT, NJ, NY, MO, KS,VA, MD, and NC.
  www.partnerspharmacy.com

  pharMerica
  PharMerica provides quality patient care and innovative pharmacy solutions to institutional customers and patients in long-term care settings. Meet
  your next pharmacy-PharMerica. www.pharmerica.com

  rEDilEarning - aChCa affinity partner and business affiliate member
  Redilearning is healthcare professionals devoted to raising your workforce competency, and by doing so, clear a pathway to a healthier organization.
  www.redilearning.com

  seniors in touch, llc
  A significant challenge for senior living facilities is connecting with family members. Seniors In Touch is a simple Internet communications product for
  senior adults. www.seniorsintouch.com

  the Joint coMMission
  Continuously improve public health care by evaluating health care organizations and inspiring them to excel in providing safe and effective care of the
  highest quality and value. www.jointcommission.org

  therapy resources ManageMent, llc
  TRM provides contract rehab services to nursing homes, hospitals and schools in the New England area. Our newest division GPS provides medicare
  management consulting services. www.trmrehab.com

                                                                                                                                                               | 13
                                      MoDels oF excellence session

   advancing rugs iV: a Staff team approach
   john Sheridan, mhSa - president, ehealth Data Solutions, aChCa affinity partner
   Nursing home administrators will explore the new MDS 3.0/RAI requirement for physicians, nurses , therapists and administration to work
   together to determine the need for resident therapy and its duration/frequency.
   Developing Emotionally Competent teams
   Sylva k. leduc, med - Sage leaders inc.
   Leaders have a pressing need today to make teams work better together. Join Sylva to learn some practical strategies for developing the emotional
   intelligence of your team and improve its effectiveness.

   Employee orientation Solutions
   michael hemlepp - Co-founder and CEo, redilearning, aChCa affinity partner and business affiliate member
   Join this session to find out how you can improve your new hire orientation and training to achieve actual learning, while using less of your
   precious human resources and staying compliant.

   Five leadership imperatives for Quality and Safety
   gina Zimmermann, m.S. - Executive Director, home Care and long term Care accreditation, the joint Commission
   In this session, participants will explore the five critical leadership-driven systems that influence the effective performance of an organization.
   Participants will discuss how the leadership keys form the foundation for high-functioning, quality-driven performance, and how the keys can
   lead to improved safety and quality.

   health Care reform law: impact on ltC
   russell robbins - area Vice president new England office, gallagher benefit Services, arthur j. gallagher, aChCa affinity partner
   This presentation will focus on the practical implications of health care reform for owners and administrators. Anticipated future costs and
   additional changes to the Health Care Reform law will be discussed.

   identifying long term Care researcher roles
   Elaina Siegel, phD - assistant professor, betty irene moore School of nursing at uC Davis
   Participants will be asked to suggest areas of research that would be valuable to long term care leadership. Then, they will analyze the best ways
   to communicate research findings to LTC leadership/management teams.

   implementing restorative Care programs
   leah klusch, FaChCa - Founder and Executive Director, the alliance training Center
   Ms. Klusch will examine the structure, definitions and regulatory requirements for a successful restorative program . In addition, the role of the
   interdisciplinary team process to document intervention and outcomes will be discussed.

   online Senior housing marketing options
   Eve m. Stern, mS - president , SnapforSeniors
   Administrators will analyze the different leading online senior housing marketing options. Participants will learn what consumers are seeking
   from senior housing websites and will be provided with a checklist to evaluate the merits of different services that best meet their needs.

   practicum Site Quality profile
   Douglas olson, phD, FaChCa - associate professor, university of Wisconsin-Eau Claire
   Participate in a discussion to help the long term care field better define what the profile of a quality Practicum/AIT experience looks like with a
   goal of advancing a national standard of excellence.

   Skin Care for healthier residents
   tina magazine - marketing Director, gojo industries
   Join this session to learn how the use of the PROVON basic skin care line can help prevent skin breakdown and infection. Also, discover the staff
   training programs on skin care available through GOJO industries.

   Staff Cooperate to advance rugs iV
   john Sheridan, mhSa - ehealth Data Solutions, aChCa affinity partner
   Discover how the new MDS 3.0/RAI requirement for physicians, nurses, therapists and administration to work together to determine need for
   resident therapy and treatment schedule may improve resident care.
14 | 17th Annual Winter Marketplace
                                                      achca
                                                      45th annual
                                                      Convocation
                                                      & Exposition




              register noW!
                                                 Photos courtesy of NewOrleansOnline.com, Carl Purcell and Jean-Paul Gisclair




aMerican college oF health care aDMinistrators presents
        leadership Excellence: Exceeding Expectations
          april 29 - may 3, 2011 | new orleans, la
                 hilton new orleans riverside
            Early bird registration Deadline – march 25, 2011
           Exhibit and Sponsorship opportunities are available
               Visit www.achca.org for more information.
                                                                                                                                | 15
                           M a r k yo
                                      ur
  18th Annual




                                             ca
    Winter Marketplace




                                              len
                                               Dar!
   December 9-11, 2011 | Bally’s las Vegas




                 www.achca.org




proMoting excellence in long
   terM care leaDership

				
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