Conference Archives

2008 Spring Conference

“Tee Up For Success”

Spring Conference
PGA National Resort and Spa
Palm Beach Gardens, FL

Tuesday, April 15, 2008 Honda Pavilion
7:00 – 9:00 PM Opening Reception
Cocktails, Hors d’oeuvres and Dinner

Wednesday, April 16, 2008 Honda Pavilion
7:15 – 8:00 AM Breakfast

8:00 – 10:00 AM Masters Ballroom
Opening Speaker – Harold Scharlatt
Senior Enterprise Associate
Center for Creative Leadership
“STRATEGIC LEADERSHIP – INSIGHTS AND NUANCES”
What is leadership? What distinguishes it from management? And what distinguishes it from strategic leadership? This session will explore those differences and provide a number of perspectives, models, tools and suggestions for continuing to develop yourself as an effective strategic leader. Success factors from both an individual and an organizational perspective will be explored. In addition, we’ll look at strategic leadership during the first decade of the 21st century – has it been redefined?

10:00 – 10:30 AM Morning Break

10:30 – 12:00 PM “STRATEGIC LEADERSHIP, continued”
Harold Scharlatt
Center for Creative Leadership

12:00 – 1:30 PM Honda Pavilion
Lunch & Membership Meeting

1:30 – 2:30 PM “MINUTE CLINICS”
Donna Haugland, RN, CNP
Director, Practitioner Services
MinuteClinic, Inc.
With the retail healthcare concept rapidly expanding, how can your company tap into the potential of this new market sector? MinuteClinic maintains a progressive and innovative approach to healthcare delivery and proactively works with manufacturers to help create solutions for this unique health care delivery model. MinuteClinic currently has a network of more than 500 clinics nationwide, and has treated nearly two million patients since inception.

2:30 – 3:30 PM “EVOLVING CHANNEL LANDSCAPE”
Laura Furmanski – Associate Principal
Silicon Valley Office, McKinsey and Co.
As customers, manufacturers and distributors continue to evolve and try to become more effective and efficient, the channel landscape in healthcare is evolving. This session will focus on a review of these trends and changes, and identify implications for manufacturers.

3:30 – 4:00 PM Afternoon Break

4:00 – 5:00 PM “SALES GOALS AND SALES COMPENSATION FOR HEALTHCARE MANUFACTURERS – Rewarding Top Sales Performers While Managing Costs”
Mike Miller – Vice President
The Alexander Group, Inc.
Successful, growing healthcare manufacturing companies understand that rewarding sales personnel for excellent performance is key to company growth. In healthcare manufacturing companies, this is easier said than done. Healthcare manufacturing sales leaders face unique sales management and incentive compensation challenges.
This one-hour session will help you to design your sales compensation plans with an eye toward increased revenues while managing incentive expense. We will review the best practices of successful companies, how they structure their sales force to meet the business plan, allocate the business plan into attainable stretch goals for the sales force, understand the business drivers of sales incentive plan design, and select incentive metrics for unique selling roles. We will also review why sales compensation programs fail and the expected consequences. We will share proven techniques for estimating sales compensation costs – even in a fast-paced turbulent healthcare selling environment.

6:30 – 9:30 PM Dinner/Entertainment/Networking Event
“A NIGHT IN RUSTIC FLORIDA”
We will board buses at the entrance of the hotel and leave the hotel at 6:30 for an adventurous evening. The event will begin at 7:00 PM and will return to the hotel at 10:00 PM. Again, this is a team building event/dining experience that you will enjoy. Wear your blue jeans and old clothes.

Thursday, April 17, 2008 Honda Pavilion
7:30 – 8:30 AM Breakfast

8:30 – 9:30 AM Masters Ballroom
“OVERVIEW OF THE CHALLENGES AND PURCHASING TRENDS OF U.S. HOSPITALS”
Patrick Maloney – CEO Broward Health/Coral Springs Medical Center
This one hour session will provide attendees an overview of the current challenges, both financial and regulatory, facing the U.S. acute care hospitals. From those challenges, the presentation will explain the purchasing trends of the hospitals to best respond and succeed in this challenging environment.
This one hour session will provide attendees an overview of the current challenges, both financial and regulatory, facing the U.S. acute care hospitals. From those challenges, the presentation will explain the purchasing trends of the hospitals to best respond and succeed in this challenging environment.

9:30 – 10:00 AM Morning Break

10:00 – 11:30 AM “CALL TO ACTION FROM THE TRENCHES OF TRADE”
Neal Asbury – President
Greenfield World Trade
Neal Asbury was recently appointed by the U.S. Secretary of Commerce to serve on the Florida District Export Council. He delivered the closing address at the national conference of all 55 Export Councils that was held in Tampa in November. He received a standing ovation for his address. On February 22, 2008 Neal was featured on CNBC morning news and talk show, Squawk Box, which aired nationally. He is being brought back to us by popular demand in this politically charged economic climate. Neal will give us the benefit of his first-hand experience in participating in world trade economic panels

11:30 – 12:30 PM “VENDOR CREDENTIALING UPDATE”
Bruce J. Stanley
Senior Director, Contracting Operations
Becton, Dickinson and Company (BD)
Bruce Stanley, who is at the forefront of this very important issue will give us an update from AdvaMed on the work underway in the healthcare industry around Vendor Access and Credentialing. Included will be a discussion of recent JCAHO meetings. You won’t want to miss this very important update

12:30 PM Conference Adjourned

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