NY Forum Exclusive:
Medical Sales Track
| 8:00am―9:00am | Networking Breakfast with other attending Medical Sales Leaders | |||
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9:00am―10:00am |
Medical Sales Viewpoint Briefing Session: You Can No Longer Afford Your Legacy Sales Model Historically, double-digit growth allowed medical companies to spend lots of money to cover up sales execution gaps. Moreover, hospitals painlessly swallowed price increases, cushioning vendor P&L’s. Now the game has changed, with many medical vendors predicting only 4-6% growth. . .so they can no longer afford these sales inefficiencies. This briefing will explore how winning vendors are succeeding with today’s increasingly cost- and value-conscious buyers. Mike Miller, VP at Alexander Group and a leader of the firm’s Medical Sales practice |
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| 10:15am―11:15am |
Medical Sales Keynote: New Rules | Bold Solutions For Medical Sales The rules for Medical Sales are changing radically. Physicians have a lesser role in buying decisions, while VACs, hospital administrators and IDNs have increasing influence. For sustained growth, Medical Sales leaders need creative strategies to adapt to these new rules. Selecting the right mix of clinical and non-clinical sales resources and deploying a new mix of resources in a new cost profile can greatly influence sales growth potential. Bob White, President of Respiratory and Monitoring Solutions - Covidien  |
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| 11:15am―2:30pm |
Luncheon Program Keynote: Sales jobs; balancing value expectations and bandwidth limitations Tom Pojero, SVP / GM – Merchant Acquisition & Optimization - American Express Keynote Panel – Facilitated by Gary Tubridy, Sr. VP of Alexander Group |
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| 2:30pm―4:15pm |
Medical Sales Executive Roundtable – Selling to the Whole Hospital
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