Webinars & Presentations

Date: January 12, 2021 @ 12pm EST

Speaker: Mark Henderson, SEVP, Sales & Marketing and Scott Lyons, Senior Director, Supplier Relations, Concordance

Session Overview:
Please join us on Jan 12th at 12 noon for our first 2022 HMMC townhall where we will have the opportunity to learn what Concordance has planned for the year. As a nimble national distributor serving multiple markets, Concordance will outline their 2022 corporate direction so that we can better learn how to partner with them to grow our sales. In addition, Concordance will share their progress towards a new supplier-facing value proposition and how suppliers can best engage with them.

Open to HMMC Members Only

Date: December 15, 2021 @ 12pm EST

Speaker: John Goehl

Session Overview:
Insights into the Ambulatory Surgery Center (ASC) Market.
John Goehl, a leading ASC expert, will walk us through where the Ambulatory Surgery Center market is today. We will hear about the structure of the ASC market and the dynamics between the ASC’s and hospitals, as well as within IDN systems. We will learn more about how they function and what procedures are approved to be performed and the selection control of products & services. John will guide us in understanding how best to market to this customer segment so that our company products and message is being well received.

Date: October 13, 2021 @ 12pm EST

Speaker: Billy Abrams: President, Distributed Products Division tr Medline

Session Overview:
Topics included:

• Private Equity Investment Update
• Current State of Healthcare- pandemic and impact on distribution
• Medline Investments in Distribution
• Future Outlook of Healthcare

Date: September 15, 2021 @ 12pm EST

Speaker: Speakers: Michael Stevens, Nancy Puleo and Michael Andresino – Partners with Arent Fox law firm

Session Overview:

This timely and interactive webinar will address the most vexing workplace issues from the COVID-19 pandemic, including vaccination, masking and testing policies for employees and visitors, reasonable accommodations for disabilities and sincerely held religious beliefs, return to office plans, hybrid work models, business and personal travel, unique issues for field-based employees, recruitment and retention challenges, worker’s compensation and liability issues, using waiver and assumption of risk forms and occupational safety and health issues.

Date: Wednesday, August 18,2021 @ 12pm EST

Speaker: Brad Connett from Henry Schein with Moderator Don Lovre of B Braun USA

Session Overview:

Market perspectives

Sales team profile in 2022 vs. 2019?

Manufacturer Engagement

What have you learned and do you have plans if we are ever in a similar situation?

Date: Wednesday, July 14, 2021 @ 12pm EST

Next Normal Sales Strategies
Hosted by Erik Graaf and Bryan Fosmore

Session Overview:

Join us on July 14th at 12pm as we have a round table discussion led by Bryan Fosmore and Erik Graff on the “Next Normal Sales Strategies”. The dialog will focus on: sales strategies, incentive compensation, and hybrid sales models. At the November conference, Bret Caldwell Principal from ZS Associates will discuss how go-to-market models will evolve post pandemic. July’s discussion will be an opportunity to voice ideas and challenges that we can feedback to Bret.

Open to HMMC Members Only

Click HERE to register.

Date: Wednesday, June 16, 2021 @ 12pm EST

Speakers: Ian Altman: Co-Author of the bestseller “Same Side Selling”

Ian is perennially recognized as one of the world’s top 30 Sales Leaders, and his Same Side Selling Academy is rated one of the top 5 global Sales Development Programs.

Empowering Remote Sales Professionals:

Over this past year, organizations have had to get creative on how to develop their teams and refine their skills.
How do you know what’s working and what isn’t?
Should you have self-paced or synchronous classes?
What are the critical elements that drive results?
In this interactive session, Ian Altman shares insight into lessons learned in deploying remote sales training across organizations. You’ll leave with concrete examples of what works, and how to tailor a program that drives engagement and results.

Open to HMMC Members and Guests

Date: Wednesday, May 12, 2021 @ 12pm EST

Speakers: Kendall Lemmert Program Manager, Healthcare Supply Chain Collaborative
Health Industry Distributors Association

Louise Murphy Product Manager, Market Tracking | Medical Supply Distribution

Product Information Management (PIM): Your Tool to Expanded Selling Opportunities

As manufactures, do we truly understand the power of well-organized and accurate product data, and how best to share this data with our distributor channel partners?  HIDA recognized that our industry does not utilize a universal standard when communicating product information and developed a PIM workgroup comprised of manufacturers and distributors to help establish a better path forward.  Kendall Lemmert is leading this effort and will share the work currently being done on this very important initiative.

But our data work is not done there.  Next, we will be introduced to Clarivate, who HIDA is now contracted with as a supplier of market data for our industry.  (Previously contracted with GHX).  Louise Murphy will walk us through the services that Clarivate offers and how capturing and reviewing product data can help better chart the course of success for any business.

Data drives better decisions, and providing good product data from the start will allow for more meaningful data throughout.

Date: Wednesday, April 14, 2021 @ 12pm EST

Speaker Tim Kery, Founder and President Sagamore Sales & Marketing LLC
Developing and Managing a High Velocity Inside Sales Organization

In the upcoming April HMMC webinar, Tim Kery, Founder and President of Sagamore Sales & Marketing LLC, will share the elements necessary to launch a successful Inside Sales Organization.

• How does inside sales fit your long term strategy and what go-to-market models should you consider?
• Who should lead your team and what are the hidden costs and roadblocks that can impact successful implementation?
• How does recruiting and inside team composition impact turnover and productivity?
• What role does inside sales play in a multi-channel go-to-market approach?

To learn the answers to these questions and more, please join HMMC’s April Town Hall discussion.
HMMC Members & Guests are welcome to attend

Date: Wednesday, March 10, 2021 @ 12pm EST

Guest Speaker Liz Hutson founder and principal consultant of EGH, LLC, will dive into strategic business planning disciplines to assure a Solid Business Foundation.

• Uncover how intentional portfolio management can be transformational for your organization by developing and maintaining the right mix of products and services to be wisely profitable.
• Prioritize product development processes to improve the likelihood of successful launch and long-term life cycle management.
• Discover how to be purposeful in M&A and integration management to realize the full potential of your investments.

HMMC member only event!

Date: Wednesday, February 10, 2021 @ 12pm EST

Guest Speakers from McKesson:  Kelly Gibney & Jack Slagle

Kelly and Jack provide us with an overview of McKesson’s experience in the pandemic, and discuss topics such as key market insights, interactions with vendors, selling approach and sales team engagements.

Topics Included:

• How is McKesson changing the way its sales force is selling with the “new normal”?
• How McKesson will do business with suppliers differently moving forward
• How is their surgery center business doing and what are their outlooks?
• Activity with Health Systems this past year and moving forward
• Will McKesson be doing all virtual sales meetings and National meeting this year?

HMMC Members Only Event

Date: Wednesday, January 13, 2021 @ 12pm EST

Guest Speaker: Laura Polson

Transparency & Trust:  from Manufacturer through to Provider.

Lessons learned from the COVID experience that apply to all products, all manufacturers, all customers.

Relationships are built on trust and are nurtured and strengthened over time.  When unprecedented supply disruptions hit these long-term relationships were put to the test.  Learn firsthand from Laura Polson what caused healthcare providers to lose trust in their supply partners and the critical actions needed to gain their trust.  Laura will discuss the strategies and support needed to function successfully with the value analysis departments who hold the keys to the healthcare supply chain.

Date: Wednesday, December 9, 2020 | 12pm EST 

Guest Speakers: Tobi Laczkowski and Chad Albrecht from ZS Associates

The COVID-19 pandemic is driving challenging times for people all over the world. Many sales leaders and companies are struggling with how to keep their sales teams engaged, and how to manage and adjust their sales compensation programs.

Join HMMC, Tobi Laczkowski and Chad Albrecht from ZS Associates as they highlight how COVID-19 has fundamentally changed the selling process for MedTech companies and how sales organizations have had to adjust to COVID-19 since March.

Date: Wednesday, November 18, 2020 | 12pm EST (NA) 

Date: Thursday, June 11, 2020 | 1pm EST (NA) / 4pm BST (UK) / 5pm CEST (EU-Central) 60 min

Covid-19 has changed the healthcare landscape, what actions can industry partners take now to create strategic growth opportunities in 2020 and beyond? Join HMMC as we discuss the shift from inpatient-to-outpatient settings, key healthcare trends, and how this will impact the different service lines, markets, and care settings. Sg2 Life Sciences and Industry, a Vizient company, will lead us as we prepare for the future of healthcare.

Date: Tuesday, November 19, 2019 | 10am EDT (NA) / 3pm BST (UK)

Date: Tuesday, June 25, 2019 | 11am EDT (NA) / 4pm BST (UK) / 5pm CEST (EU-Central) 60 min

Attention all manufacturers selling on a global stage:

Reed Tech, in conjunction with Xtalks, is offering a webinar to expand the conversation regarding data management and UDI compliance. Click Here to Register.

Date: May 21, 2019, 3:00 PM to 4:30 PM

It is HMMC’s goal to continue to share information as it relates to the UDI label requirements. Many of our manufactured products are used in kits, packaged and sold with other manufactured products. The attached Guidance Document was published to aid in the understanding of when and where a UDI should be applied. The FDA is hosting a webinar on Tuesday, May 21, 2019, from 3:00 PM to 4:30 PM to further review this information. Click Here.

Date: March 21, 2019

Mercy Health worked with Tecsys to produce the attached video which shows the power of centralized data and utilization of UDI. While this is just one example of one area within a health system, it’s not too much of a leap to take to see how it can help efficiencies across many different areas.

If you have not yet embraced the power behind UDI utilization and how being UDI compliant is important, perhaps this video will help. Click HERE to view video.

Date: February 2019

When a health system can scan product into their system, they can confirm use of time-sensitive product.

Use of UDI translates to all products and offers better overall inventory control measures which will have a direct impact on the health system’s bottom line. Click Here to see how the Veterans Affairs (VA) Medical Center in Miami, Florida is implementing UDI within their system.

Tuesday, February 26 at 2:00 PM – 3:00 PM Eastern /11:00 AM – 12:00 PM PST

Unique Device Identification (UDI) continues to evolve in application and in adoption both here in the US, and on a global stage.  How prepared is your company to meet all the regulatory requirements so that you can sell effectively within our growing global markets.

Reed Tech is hosting a free webinar which will address issues related to UDI & data management to support best practices.

Please share this informative webinar with those persons within your company who you feel will most benefit, information is knowledge, knowledge is power!

HMMC is committed to help you Learn, Network & Succeed

Presented October 17, 2018:

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Click here for webinar recording including audio and slides
UDI requirements for the brand owner of Class I products Ellenmary Martin, Dukal
Global UDI Database (GUDID) Ellenmary Martin, Dukal

Presented July 24, 2018:

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UDI requirements for the brand owner of Class I products Ellenmary Martin, Dukal
Global UDI Database (GUDID) Ellenmary Martin, Dukal

Presented August 9, 2016:

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Click here for webinar recording including audio and slides
UDI requirements for the brand owner of Class I products Ellenmary Martin, Dukal
Global UDI Database (GUDID) Ellenmary Martin, Dukal

Presented March 12, 2015:

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Click here for webinar recording including audio and slides

Presented at the 2014 Fall Conference: December 9 – 11, 2014 at Omni Chicago Hotel

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