Conference Archives

2010 Fall Conference

The Allerton Hotel
Chicago, IL
November 1 – 3, 2010

Monday, November 1, 2010

7:00 – 9:00 PM
Renaissance Ballroom-23rd Floor
Opening Reception
Cocktails, Hors d’oeuvres and Dinner

Tuesday, November 2, 2010 (Election Day!)

7:00 – 7:30 AM
Breakfast – Frank Lloyd Wright Room-3rd Floor

7:30 – 8:00 AM
Buckingham Ballroom-3rd Floor
Welcome to the 2010 Fall Education Conference
Rob Saron – President

8:00 – 11:30 AM
“Opening Speaker”
“The Power of Brands to Create and Sustain Attractive Businesses” – Including roundtable discussions
Julien Mininberg, President & CEO, Kaz, Inc.
Brands are a powerful tool for winning the hearts, minds and loyalty of consumers, retailers, and medical professionals. The better they differentiate themselves versus their competitors, the more they are able to create a sustainable competitive advantage for the companies that own them. Even as competitors try to copy a brand’s product innovations or imitate its unique positioning, it is vitally important to invest in sustaining that competitive advantage. With that investment comes premium pricing, superior margins, and a long-term strategy to maintain a company’s market position. It also brings the credibility and market power to introduce new products to grow the company and further earn superior returns. As customers increasingly sell OEM or Private Label products that closely mirror a brand’s products, the importance of maintaining one’s brand can grow from a strategic choice to a matter of survival. In the presentation on November 2nd, we will discuss the elements that create a powerful consumer brand, how they can be used to build a sustainable business, and strategies to maintain competitive advantage and differentiation in the face of increased competition from competitors and customers. We will also discuss as a group the issues HMMC members are facing in the professional market and listen to each others’ ideas with the hope of cross-fertilization from experiences in consumer marketing to application in marketing to medical professionals and medical institutions.

10:00 – 10:30 AM
Morning Break

10:30 – 11:30 AM
Continuation “The Power of Brands to Create and Sustain Attractive Businesses” Including roundtable discussions
Julien Mininberg, President & CEO, Kaz, Inc.

11:30 – 1:00 PM
Lunch – Frank Lloyd Wright Room-3rd Floor
HMMC General Meeting

1:00 – 2:00 PM
“Recruiting in Today’s Market”
Paul Edgerton, Partner, Mancino Buirfield Edgerton
Paul Edgerton has been an executive recruiter for 14 years and a Partner in Mancino Burfield Edgerton since 2003. His practice focus is in medical device and diagnostics.
He will come prepared to discuss strategies you can use to help you attract the best people and retain them, use of Internet tools in recruiting, sourcing candidates (active and passive), interviewing and evaluation, compensation trends, on boarding, integrating and training. He will also discuss current recruiting environment and longer term trends.
His goal is to make this interactive and focus the presentation on what the members want to know about.

2:00 – 3:00 PM
“The New World of MDSI”
Brian Taylor, President, MDSI
John Pritchard, President, “USLifeLine”, an MDSI Company
Scott Adams, Corporate Vice President, Distribution Products, MDSI

Intro and Overview Brian Taylor 5 minutes
-Election Day
-Dramatic Changes?

Contracting Issues and Answers John Pritchard 20 Minutes
-The sunrise dates of E-standards
-Alternate Site Contracting
-Regionalization of Contracting
-Accountable Care Organizations and what it means to The Supply Chain

Distribution Landscape
Scott and Brian 10 minutes

Day in the life of a rep
Physician acquisition by IDNs
Alt Site contracting

New Products from MDSI 20 minutes
RepConnect directory video demo
QR codes in print ads
Emagazine page turning issues Show example
Embedded videos within electronic ads Video example)

3:00 – 3:30 PM
Afternoon Break

3:30 – 4:30 PM
“Expanding from the Center: An Open Discussion of the Trade Center Business Model”
Bill Winsor, President &CEO, Market Center Management Company
Cindy Morris, Chief Operating Officer, Market Center Management Company Scheduled to open in 2013, the Nashville Medical Trade Center will be the first international trade center for healthcare products and services. Modeled after successful trade centers around the world, the new marketplace in Nashville will unify hundreds of permanent showrooms, large temporary exhibition space, and high-tech education/training facilities. A year-round calendar of trade events and activities serving healthcare will draw more than 150,000 healthcare professionals. This discussion will explore the concept of an open-daily international trade center for healthcare and answer critical questions such as: Why build one? How does it function? What are its goals? What are its biggest challenges?

4:30 – 5:30 PM
“Making Sense of Healthcare Reform”
Ashley M. Fishburn, Director, Policy and Research, HIDA
A look at industry impacts of the legislation, emerging shifts in care models and reimbursements, and what it will mean for distributors, manufacturers, and their customers.

6:30 – 9:30 PM
Renaissance Ballroom-23rd Floor
“Dinner/Entertainment/Networking Event”
After dinner, we will all come together in a fun-filled teambuilding and networking event that will draw on our creative talents. We will work with some of the most creative minds in the business and even contribute, in the end, to a worthy cause. Guaranteed fun filled evening. We will have TV screens in the room to keep abreast of election results. Don’t miss it!

Wednesday, November 3, 2010

7:15 – 8:00 AM
Breakfast – Frank Lloyd Wright Room-3rd Floor

8:00 – 9:00 AM
Buckingham Ballroom
“AORN – Sharing a Common Mission with HMMC”
Linda Groah RN MSN CNOR NEA-BC FAAN, Executive Director/CEO Association of periOperative Registered Nurses
AORN is a non-profit professional organization promoting safe surgical practices and optimal patient outcomes. AORN’s membership includes 41,000 perioperative registered nurses that provide care in hospital operating rooms, ambulatory surgery centers, clinics and physician offices. As decision-making patterns change in these various facilities, AORN members continue to play an important role and that role will grow in the future. For AORN’s collaborative partners, AORN provides meaningful access to membership to promote optimal outcomes and patient safety. This session will discuss this growing decision-making role, identify key healthcare delivery issues confronting perioperative nurses, and explore how AORN works with its collaborative partners to provide meaningful venues for access to its membership.

9:00 – 10:00 AM
“Will the Real FDA Please Stand UP?”
Stephen D. Terman, Principal, Olsson Frank Weeda Terman Bode Matz PC
The talk will focus on what the FDA used to be like;
What’s going on at FDA today?
What is the current climate inside FDA?
New areas of focus for the FDA;
Tips about how to deal with the FDA.

10:00 – 10:30 AM
Break

10:30 – 11:00 AM
“Partnering with Independent, Regional Distributors”
David R. Myers, VP, Sales & Marketing, Seneca Medical
Brief background on Seneca Medical
Factors that Drive Seneca Medical
Understanding our Role in the Supply Chain
Our Pain Points – today and in the future
Transaction Value and Growth for True Manufacturer Partners
Discussion

11:00 – 11:30 PM
“IDN Collaboration: Is it anything more than one more way for an IDN to try to get a better price? ”
Rick Salzer, Chief Solutions Officer, Resource Optimization & Innovation
Is it possible for IDNs to work together to do more than negotiate for a better price for products and services? And, what’s in it for suppliers when IDNs do band together? Can both sides benefit, or is it a “zero sum game” with a winner and a loser? With more IDNs getting involved with self contracting and self distribution, with regional aggregation groups proliferating, and with the increasing pressure on healthcare supply chain executives to reduce costs, can suppliers afford not to pay attention to all of these trends?
Mr. Salzer will talk about how ROi, and some of its fellow IDNs, are attempting to negotiate with suppliers to look beyond just the acquisition price and focus on changing the way suppliers and providers interact to drive out costs for both sides.

11:30 – 12:30 PM
“Roundtable Discussions”
David Myers & Rick Salzer
Buckingham Ballroom-3rd Floor
Olmstead Room-4th Floor

12:30 PM
Adjourn

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