January 2010

  

Is it time for a makeover? Bringing innovative technologies to hospitals will always be the mainstay of specialty sales and marketing organizations. But as providers become more cost-conscious, IMDA members might consider converting their skills and expertise into new, marketable programs for their customers. Find out how at this year's Annual Conference. IMDA members encouraged to write to Congress. In early January, as Congress continued a heated debate on healthcare reform, IMDA Government Affairs Liaison Phil Reilly of Kol Bio Medical Instruments and IMDA Executive Director Katie Swartz urged IMDA members to write to their representatives in the Senate and House about a provision in the bill that would impose a tax on medical device makers.  >> Join IMDA Now and Read More. Sarnova acquires CVC. Richard Manley wasn't hunting for a buyer in recent months. His company, CVC had no broker, and it was enjoying a string of three or four of its strongest years since Manley acquired it in 1993. But when Lincolnshire, Ill.-based Sarnova Inc. -- owner of Bound Tree Medical and Tri-anim Health Services -- approached him regarding a sale, the move made sense.  >> Join IMDA Now and Read More.

Keystone, Colo., is the site of the 2010 IMDA Annual Conference. Mark your calendar for May 16-18.

Teledyne Analytical Instruments is looking for you! Vasu Narasimhan, director, life sciences business development/regulatory affairs for Teledyne Analytical Instruments, is seeking a few good medical device distributors. Actually, he's seeking distribution throughout the United States for the company's oxygen sensors, analyzers and monitors. His company is IMDA's newest allied member.  >> Join IMDA Now and Read More.

Third vendor credentialing firm offers IMDA discount. VendorClear has joined Vendormate and Status Blue as the third vendor credentialing firm to offer discount rates to IMDA members. The Eden Prairie, Minn.-based company has reduced its current retail rate of $129 per person per year to $85 per person per year.  >> Join IMDA Now and Read More.
 

Annual Conference Is it time for a makeover?

Bringing innovative technologies to hospitals will always be the mainstay of specialty sales and marketing organizations. But as providers become more cost-conscious than ever, IMDA members might consider converting their skills and expertise into new, marketable programs for their customers. Perhaps it's acting as a master distributor, providing logistics services to manufacturers, or pursuing a new customer base.

Whatever you may be thinking now, chances are you'll get some fresh insights after attending the IMDA Annual Conference, May 16-18, in Keystone, Colo. That's because IMDA friend and sales consultant Gerry Layo will offer his ideas -- and solicit yours -- on "reinventing your business" in a dynamic keynote presentation. Following the keynote, Layo will lead an interactive discussion on the topic among IMDA members.

"Tough times always create opportunities for those who look," says IMDA President Kevin Trout of Grandview Medical Resources. "Gerry Layo can help all of us do just that."

IMDA members will recall Layo's presentation on "Building a world-class organization" at the 2007 Annual Conference in Coeur d'Alene, Idaho. Many IMDA members participated in his "Smart Selling" seminars in January 2008, developed specially for IMDA member companies. And all members have enjoyed his periodic articles in the pages of this newsletter.

Layo began his career more than 20 years ago in a business-to-business sales capacity. He has co-founded and run three companies, and served as vice president of sales and marketing for ITEX, Bellevue, Wash., a marketplace for cashless business transactions. His current company, Granite Bay, Calif.-based Sales Coach International, helps executives in the areas of sales, sales leadership and customer service.

Located about 90 minutes from Denver International Airport, the Keystone Resort occupies more than 3,000 acres spread across three mountain peaks in Colorado's Rocky Mountains. In addition to a variety of outdoors activities, the Resort is home to AAA 4 Diamond, Wine Spectator and Zagat Survey-rated restaurants. One restaurant, the Alpenglow Stube, is only reached by taking a gondola to the top of the North Peak at 11,444 feet. The Keystone Lodge contains a 10,000-square-foot luxury spa.

Annual Conference topics

At press time, IMDA Executive Director Katie Swartz was working with manufacturers of innovative medical technology to exhibit their products and talk about business opportunities at IMDA's Annual Manufacturers Forum. Other topics being considered for the Conference include:

• Learning CFOspeak. Healthcare CFOs have a lot on their mind, and it's easy for them to "miss the boat" on the potential benefits of new medical technologies. How can IMDA members capture the CFO's attention? Can they enlist their clinical customers to do the same?
   
• Sharing best practices. Put a bunch of IMDA members together in one room, and chances are, you've got experts on a wide variety of business challenges. Tap into that collective expertise in this stimulating session, in which members share their business problems. . .and offer constructive solutions.
   
• Inventory management. It may not be the most glamorous aspect of your business, but efficient ordering, warehousing and delivery of products can make the difference in your bottom line. Share ideas about processes that have worked -- and haven't worked -- in your shop. Listen to others as they share their stories.
   
• Finding innovative manufacturers. IMDA members differentiate themselves from the box-movers by the technologies they carry. Where can you go to find the movers and shakers of new technologies? How can you position yourself as their "go-to-market" partner? Share your thoughts with an industry veteran who knows what new-technology companies are thinking.
   
• Approaching GPOs. Group purchasing organizations are expected to deliver rock-bottom pricing to hospitals. But these days, even GPOs know they have to bring more to the table. How can IMDA members show GPOs that specialty sales and marketing organizations can be their potential partners in helping hospitals improve cost and quality of care?

Tentative schedule

At press time, the tentative conference schedule looked like this:

Sunday, May 16

• 9 a.m.: IMDA golf tournament.
• 4 p.m.: Opening session. Attendee introductions, manufacturer introductions, and sharing of the important business issues they are seeking to address.
• 5 to 7 p.m.: Manufacturers Forum and Welcome Reception.

Monday, May 17

• 7 a.m.: Continental breakfast.
• 8 to 10 a.m.: Keynote presentation.
• 12 to 2 p.m.: Manufacturers Forum.
• 2 to 3:30 p.m. General session: Followup on morning session.
• 3:45 to 5:15 p.m.: Breakout sessions.
• 6 to 7:30 p.m.: Manufacturers Forum
• 7:30 to 10 p.m.: Awards Dinner.

Tuesday, May 18

• 7:30 to 8:30 a.m.: Continental breakfast/Annual business meeting.
• 8:30 to 10 a.m.: Breakout sessions.
• 10:15 to 12: Closing session.

Watch IMDA Update for more developments.

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IMDA Update Published by IMDA 5204 Fairmount Ave., Downers Grove, IL 60515 Phone:  (630) 655-9280 (866) IMDA-YES (866-463-2937) Fax: (630) 493-0798 Website:  www.imda.org E-mail:  imda@imda.org   Staff Katie Swartz: Executive Director Judy Keel: Executive Vice President Patti Perillo:  Senior Administrator Mary Moran:  Chief Financial Officer Mark Thill, Editor & Communications Director (847) 255-0716 Mitchell Kramer, Legal Counsel (800) 451-7466 Barbara Kramer, Legal Counsel (734) 930-5452 George Ayd, Jr., Insurance Administrator (703) 652-1309         2009-2010 Directors President Kevin Trout, Grandview Medical Resources, Inc. (412) 914-0950 President-Elect Anthony Marmo, Martab Medical (201) 512-1100 Secretary/Treasurer Hal Freehling, Jr., O.E. Meyer Company (419) 609-1633 Chairman of the Board Dave Campbell, PhD, Vital/Med Systems Corporation (303) 660-0888 Directors-at-Large Tom Birmingham, Bay State Anesthesia, Inc. (978) 682-6321 George Howe, Mercury Medical (727) 573-0088 Philip M. Reilly, KOL Bio-Medical Instruments, Inc. (703) 378-8600 Don Reiter, Specialty Respiratory Care, Inc. (818) 717-8807 x19 Bill Schultz, IPV Medical, LLC (760) 212-2769 Past-President Shawn Walker, Bay State Anesthesia, Inc. (978) 682-6321 Manufacturer Representative to Board Tim Beevers, Beevers Manufacturing & Supply (503) 472-9055 The ideas presented in this newsletter may or may not be applicable to your particular situation.  Always consult your tax advisor, attorney or CPA before putting them into effect.