Conference Archives

2012 Fall Conference

December 4 – 6, 2012
OMNI Chicago Hotel
676 N. Michigan Avenue
Chicago, IL 60611
For reservations call 1-800-THE-OMNI (1-800-843-6664) and mention the HMMC Fall Conference for the group rate.
Room rate of $199.00+ taxes (King/Queen Non-Smoking Suite)
Deadline for reservations is Monday, November 5, 2012

Click here to register

 Program Agenda

How does price impact your business?

Tuesday, December 4, 2012

7:00 – 9:00 PM Opening Reception – 4th Floor – Picasso Foyer and Ballroom
Cocktails, Hors d’oeuvres and Dinner

Wednesday, December 5, 2012

7:15 – 8:00 AM Breakfast – 3rd Floor – Great Hall & Van Gogh

8:00 – 8:15 AM Education Sessions – 3rd Floor – Chagall Ballroom
Welcome to the 2012 Fall Manufacturers Executive Conference
Jon Wells – President

8:15 – 9:45 AM “Opening Speaker”
“The Three Secrets to An Unstoppable Memory”
Ron White, World Memory Expert & Sales Trainer, Ron White Training
Ron is considered to be the world’s foremost memory expert and trainer. He has memorized the names of 200 people in 15 minutes even more times than he can remember. A two time national memory champion, audiences have long marveled at his ability to memorize a 60 digit number in less than 90 seconds or memorize a deck of shuffled cards in a flash. Every audience Ron shares his talk with leaves laughing, amazed and empowered that they can do the same thing!
This is a powerful business skill. It is also fun! Every audience Ron shares his talk with leaves laughing, amazed and empowered that they can do the same thing!

9:45 – 10:00 AM Morning Break – Foyer

10:00 – 11:00 AM “Data-driven Decisions In the New Healthcare Landscape”
Cathy Denning, VP, Med/Surg, Novation
Partnering with the buyer in the world of data will be essential for the successful seller. This presentation will provide a look into the arena of health care product data focusing on three areas: utilization data, market share data, and outcome data.

11:00 AM – 12:00 PM “The C-Suite: The Sales Venue of Tomorrow”
Sam O’Rear, Managing Partner, TIGI
The challenge of a re-forming healthcare terrain, and the resulting impact on sales numbers is provoking most sales organizations to reconsider how to go to market to sell. Many thought-leaders in this healthcare market have stated that the concept of a professional sales rep selling directly to a provider will diminish, and may no longer exist in this newly formed terrain. What do we see sales teams doing to adapt to sell their products/services? We witness several traditional actions: 1) lower price, 2) increase quotas to “stretch” the sales team and “motivate them to sell harder”, 3) push the sales team to increase traditional activities – more phone calls, appointments, etc, 4) expand the number of territories, 5) decrease the number of territories, 6) encourage the sales team to walk into
the C-suite and magically control the CFO’s decisions.

I agree with the thought-leaders in a limited fashion…I think the era of the sales rep calling on a department manager, discussing how many of whatever do they need, supplying a “budgetary quote”…then reviewing the pending purchase with a materials management person, enduring a commoditizing exercise to drive the emotions (and value) out of the sale, and waiting patiently for a “decision” and a P.O….this experience has been changing rapidly in this recent era of the “New Normal”. So how do we “go to sell” in this market?

12:00 – 1:30 PM Lunch – 3rd Floor – Great Hall & Van Gogh
HMMC General Meeting

1:30 – 5:00 PM “Value-Based Pricing”
Dr. Andrew Ainslie, Senior Associate Dean, MBA Program, Associate Professor Marketing, UCLA Anderson School of Management
The Value-Based Pricing class will introduce participants to the critical role of pricing in reaching the profit goals of the firm. It will cover a wide array of topics that are critical to reaching this goal, including the importance of well-differentiated products and branding. The class will also directly address the intricacies faced by the medical devices industry. The class will end with an analysis of the hurdles faced in bringing an innovative diagnostic tool to market at an appropriate price.

The class is taught by Professor Andrew Ainslie. Professor Ainslie is co-director of the UCLA Anderson Medical Marketing program, and has taught on over 30 medical marketing programs. He has also taught custom programs and consulted to major pharmaceutical and medical device companies, as well as regularly teaching a 3-day class for the Irish Medical Devices Association. He is also the Senior Associate Dean of the UCLA Anderson full-time MBA program. His teaching and consulting expertise encompasses pricing, marketing research, and advanced quantitative tools to analyze marketing strategies.

3:00 – 3:30 PM Afternoon Break – Foyer

3:30 – 5:00 PM “Continuation of Value Based Pricing”
Dr. Andrew Ainslie, Senior Associate Dean, MBA Program, Associate Professor Marketing, UCLA Anderson School of Management

5:30 – 9:30 PM “Dinner/Entertainment/Networking Event”
Another surprise that you will enjoy! Dress warmly and bear comfortable shoes. A fun-filled, informative and food-friendly night in Chicago. We will meet in the hotel entrance area (ground floor) at 5:30 PM and board buses to our destinations. We’ll have you back to the hotel at 10:15 PM.

Thursday, December 6, 2012

7:15 – 8:00 AM Breakfast – 3rd Floor – Great Hall & Van Gogh

8:00 – 9:00 AM “The Pursuit of Value and Risk Management: Mayo Clinic Perspectives”
Bruce Mairose, Vice Chair Supply Chain Management Mayo Clinic
Yes, it’s still about price, but much more. Increased pricing discipline, price transparency and product commoditization continue to change the go-to-market strategies of forward thinking suppliers. As well, clinical outcomes data has begun to illustrate undiscernibly differences in clinical outcomes for competing products including implantable and clinical preference items. This presentation will outline what value means to Mayo Clinic in light of these market dynamics. Several of the topics discussed include: operational expectations, managing SG&A, supply chain risk mitigation strategies and where Mayo plans to position itself for the future.

9:00 – 9:30 AM “Industry Updates on HCIR Credentialing Requirements”
Rhett Suhre, Chair, AdvaMed Legal Committee HCIR Credentialing Working Group
In this interactive session, the audience will be given an update on the industry efforts to increase the efficiency and efficacy of HCIR Credentialing Requirements. We will discuss highlights of activities with The Coalition for Best Practices in HCIR Requirements, The Joint Commission, American College of Surgeons, American College of Cardiology, Association of periOperative Nurses, American Hospital Association and others. There will be an opportunity for some best practice sharing and agreement on action items moving forward, including the opportunity to join the Coalition for Best Practices in HCIR Requirements.

9:30 – 10:00 AM Morning Break – Foyer

10:00 – 11:00 AM “The Utilization of Technology For Business Application”
Michael Miley & Tom Spira, Business Development Professionals
This presentation will focus on both MAC and IOS devices as they relate to the medical vertical. Great apps and software applications will also be highlighted. They will coincide with what many professionals are using technology for. (Radiology, Physical, Therapy, etc.) There will be plenty of room for questions and Mike and Tom will be able to share some real life examples

11:00 – 12:00 PM “The Future of Healthcare Reform – A look at the current status of reform, emerging shifts in reimbursement and care models, and what it all means for the healthcare supply chain.”
Ashley Fishburn Palmer, Director, Policy and Research, HIDA
Topics covered will include:
• Assessment of the election impact on healthcare and reform initiatives;
• New reimbursement programs rewarding providers for positive outcomes, and penalizing them for infections and mistakes;
• Accountable care organizations (ACOs);
• How providers are likely to respond; and
• Identifying opportunities to assist providers.

12:00 PM Adjourn

See you at the
Renaissance Vinoy Resort in St. Petersburg in the Spring
April 17 – 19, 2013 – Mark your calendars now!

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