Earn up to four Accredited in Medical Sales (AMS) points by attending the education seminars.
Each session qualifies for one AMS point.

8:00 a.m. – 8:50 a.m.
The Top 5 Things that Successful Salespeople Do | John Costigan

HIDA has brought back the top-rated speaker from last year's show to share insights, advice, and easy-to-use tactics that you can use for immediate results. John Costigan is a pro basketball player-turned-entrepreneur who teaches sales reps to conquer challenges and gain the life they want. Humorous, energetic, and spot-on, Costigan has been described as "Tony Robbins without the fluff." Attend this session to find out what separates the highest performing reps from everyone else. You’ll learn:

• The best way to network with not just tons of people, but the right people
• A quick time saver you can use immediately to keep your focus and save precious minutes
• The number 1 thing customers hate about salespeople (we bet you don’t know)

9:00 a.m. –  9:50 a.m.
Using EMR Incentives to Grow Your Equipment Sales | Michael Paquin

Reimbursement incentives are pushing more and more physicians to adopt healthcare IT solutions, creating an opportunity for distributors to sell EMR-compatible devices. But it’s a bumpy road – the incentives may not fully cover the investment costs, and not all EMR implementations go well. In this session, learn:

• Technology advancements that could speed EMR adoption by physician practices
• How stimulus funding is impacting providers’ decision-making about EMR
• How to equip your customers with the proper tools for EMR implementation

10:00 a.m. – 10:50 a.m.
4 Trends That Will Dramatically Change the Way Your Physician Customers Do Business | Tom Schwieterman

The physician market is changing fast – and that means that successful distributor reps are going to have to change too. In this session, the popular and insightful "Dr. Tom" will translate current trends in healthcare into implications for sales reps. He’ll explain how payment structures for physicians are likely to change, and how that may influence decision-making and the methods of care delivery. He’ll also discuss:

• Why successful reps may need to place as much emphasis on outcomes and cost containment as they do CPT codes
• What the customer of the future will need from a business partner
• The four-letter word that

11:00 a.m. – 11:50 a.m.
5 Things You Need to Know about How Physicians Make Money | Tim Dumas

Getting physicians to spend more on your products requires a thorough knowledge of their income side of their equation. The most successful physician reps understand how reimbursement drives physician decision-making – but with rules changing constantly, it isn’t easy to stay current. In this session, get the latest on:

• How Medicare and other payers calculate physician payment, and what’s changing
• Why many physicians’ real take-home incomes are declining
• What physician distributors can offer to help (think: ancillary services)
• Making the case: proving ROI, assisting with coverage negotiations, and more

9:00 a.m. – 9:50 a.m.
Healthcare Reform: The 4 Biggest Changes That Will Transform the Way Your Hospital Customers Operate

Healthcare reform has the potential to transform hospitals. Beginning October 1, 2012, a new "value-based purchasing" program will reward providers who improve outcomes on certain clinical conditions. ACO development is already spurring greater integration among providers. New reimbursement incentives and penalties will lead to even more focus on care quality. These trends will significantly impact purchasing decisions. Learn about issues including:

• $157 billion in reimbursement cuts to hospitals
• New penalties for admissions and infections
• The expected surge in patients with health insurance

10:00 a.m. – 10:50 a.m.
Strategies for Helping Acute Care Facilities Better Manage Their Supply Chains | Robert Addison

The reimbursement squeeze is causing hospitals to evaluate every dollar they spend and how they spend it. In this session, find out what acute care facilities are doing to better manage their supply chains, and what they need from their distributors. You’ll learn:

• Why hospitals buy through so many different channels, and how to determine whether this makes sense
• What hospitals are trying to do to rein in operating costs
• How to show your hospital customers the value of distribution in improving efficiency and saving precious clinical time

11:00 a.m. – 11:50 a.m. 
3 Keys to Penetrating the Ambulatory Surgery Center Market | John Goehle

Like hospitals, ambulatory surgery centers (ASCs) are prepar­ing for significant changes in Medicare reimbursement from healthcare reform, including having a portion of payments linked to quality measures. In this session, gain insights on the challenges facing ASCs and how you can use these challenges as sales opportunities. You’ll learn:

• Key questions to ask ASC decision-makers
• Types of ASCs and how the differences impact operational models and supply needs
• The difference between ASCs and hospital outpatient departments (HOPDs), in payment and in operations

9:00 a.m. – 9:50 a.m.
The 3 R’s: Regulatory, Reimbursement, and Reform Issues Driving Change in Your Long-term Care Customers | Kris Mastrangelo , Harmony Health

Nursing home administrators have had to adapt to major changes over the past year, and even more changes are on their way. The sales reps who succeed in this market must understand the shifts in regulations and reimbursement mechanisms, and know what additional changes are coming from healthcare reform. In this session, you’ll dine on an alphabet soup of governmental changes, including:

• The new MDS 3.0 assessment tool and changes to RUGS reimbursement categories
• Changes to surveys, quality measures (QMs), and the five-star rating system
• Healthcare reform and the Act

10:00 a.m. – 10:50 a.m.
How to Help Your Skilled Nursing Facilities Improve Their Most Critical Clinical Outcomes | Kris Mastrangelo , Harmony Health

Reimbursement and regulatory changes create incentives for nursing home operators to improve quality in key clinical areas. In this session, learn what those areas are and how they create sales opportunities for healthcare distributors. Areas to be discussed include:

• Falls prevention
• Wound management
• Diabetes care
• And others

11:00 a.m. – 11:50 a.m.
Growing Your Business in Emerging Long-term Markets: Assisted Living, Home Care, and More

Expand your extended care sales by looking beyond the SNF. Learn what changes and challenges are creating opportuni­ties with such providers as:

• Assisted living facilities
• Hospices and home health agencies
• HME dealers

9:00 a.m. – 9:50 a.m.
Getting on Base in the Telesales Cycle: Gaining Access to the Decision-Maker | John Costigan

In the game of baseball, the object is to move the runners around the four bases as swiftly as possible with the end result of having the player cross home plate and register a run scored. Similarly, John Costigan will show telesales representatives how to:

• Shorten the sales cycle and move the opportunity to closure
• Schedule the first conversation with the customer or prospect
• Prepare all of the necessary information needed prior to making contact with the opportunity

10:00 a.m. – 10:50 a.m.
Don’t Strike Out: 5 Techniques to Eliminate the Top Objections You Hear Daily | John Costigan

This session will address the steps needed to take the opportunity from the first meeting to closure as quickly as possible. John will provide specific action items needed to move these opportunities forward. You will learn:

• How to identify qualifying opportunities
• Proven ways to motivate your customer to move forward
• How to be persistent without being annoying

11:00 a.m. – 11:50 a.m.
The Closer: Getting the Customer to Say Yes! | John Costigan

In keeping with the baseball analogy, closure is represented by third base, when the customer says, “Yes, you’ve got the business.” Crossing home plate comes with their signature! These steps can be tougher when your main selling tool is the telephone.

• How to overcome objections and stalls once and for all
• How to secure the business before ever showing the cus­tomer your product
• Action items for closing the deal