HIDA Member News

Edition: July 2002 - Vol 10 Number 07
Article#: 1268
Author: Repertoire

ADVANCE® SALES TRAINING A HIT: The newly revised ADVANCE® Sales Training Program is back, and is more popular than ever. Consisting of 13 core curriculum modules, the new program gives sales reps a solid foundation of the most current industry knowledge, focusing on selling skills, account and territory management, customer issues and trends, product knowledge, and selling distribution value. The entire ADVANCE® core curriculum is priced at $795 for HIDA members. The ADVANCE® program also is available in the form of discounted site licenses, allowing for customization of the program and for large sales force training. Already, Schryver Medical has purchased a full ADVANCE® site license, and Professional Hospital Supply, Caligor Medical, Mercury Medical, and Novartis Nutrition all agreed to purchase the entire ADVANCE® core curriculum. HIDA applauds these five members for their commitment to sales force education. Call Elizabeth Hilla at 703-838-6130 or Mike Ford at 703-838-6125 to order ADVANCE® sales training for your sales force.

HIDA 2002 PRODUCT TRAINING UNIVERSITIES: FREE passes are available for distributor reps to attend the product training universities and education sessions at the HIDA 2002 MedSurg Conference and Expo™. Product training sessions include:
• Closing Every Sale: Overcoming Physician Concerns When Purchasing Diagnostic Equipment, sponsored by Roche
• Earning Dr. Ben's Business, sponsored by Welch Allyn
• The Golden Cell, sponsored by Beckman Coulter
• Pitchin' Power – Now It's Easy, sponsored by Midmark
• Selling Electrosurgery Equipment to Physicians and Surgicenters, sponsored by Aaron Medical, a Bovie Company
• Selling on Disease Management, sponsored by Quidel
• The Latest in Digital Diagnostics Will Change the Way Customers Buy – and the Way You Sell, sponsored by Midmark.

Attendees interested in any of these programs should contact the manufacturer sponsor for their free passes. HIDA members can also contact Lesley Walsh for more information at 703-838-6131.

EXECUTIVE BUSINESS EXCHANGE: HIDA is pleased to report that all 42 tables available at the Executive Business Exchange will be filled by senior executives from leading distribution companies. HIDA now invites all exhibiting Foundation Associates to register to attend this important event. The Executive Business Exchange will take place on Saturday, October 12, from 1:00 PM to 5:00 PM, giving leaders from manufacturing and distribution companies the opportunity to discuss sales opportunities and profit-building partnerships.

SAVE THE DATE: The 2003 HIDA Educational Foundation Executive Conference will be held March 12-15, 2003, at the Hyatt Regency Coconut Point in Bonita Springs, Florida. It's a beautiful, brand new location for a powerful business event. The Executive Conference is the premier industry event for execs to gather for strategic-thinking, problem solving, and networking. For more than 15 years, this has been the event that senior-level professionals look forward to attending. Registration will open in the fall, so watch your mail for more program details.

HIDA 2002 MARKET REPORTS RELEASED: HIDA last week released the 2002 version of its Market Report series. Updated annually, the Market Reports are produced by the HIDA Advisory Councils and can be used as a resource highlighting the current state of the physician, hospital, and long term care markets. The reports offer in-depth analysis of major trends and opportunities, including financial conditions, supply investments, legislative activity, and insurance/reimbursement issues. The 2002 Market Reports are priced at $500 each, but all are offered as a free benefit to current HIDA members. For additional copies of these important reports, call 703-549-4432. In addition, the reports are available as PDFs, and can be accessed with your members-only user name and password at www.hidanetwork.com under the Market Intelligence section of the Web site.

NMMSA RECEIVES $3,000 GRANT: The National Minority Medical Suppliers Association (NMMSA), an independent group of minority med/surg distributors that is strategically aligned with HIDA, last week accepted a $3,000 grant from Kimberly Clark. The grant was presented at NMMSA's spring business meeting by Sam Robb, Kimberly Clark's Senior Director of Channel Development, to NMMSA President and HIDA board member Ron Shinault of COSH Healthcare, Ltd. HIDA and NMMSA thank Kimberly Clark for their generosity and commitment to diversity in medical products distribution.

ONLINE REGISTRATION IS OPEN: If you haven't already registered to attend the HIDA 2002 MedSurg Conference and Expo™, you can now do so online! HIDA's online registration is quick and easy, and will get you signed up for the event in time to receive important bulletins, advisories, and information. In registering early, you also can reserve blocks of hotel rooms while they remain available. Go to http://hidanetwork.com/hidaconf to register now.

RHATIGAN AWARD DEADLINE APPROACHES: Suppliers and manufacturers: the deadline for Rhatigan Award submissions is August 1. There is no limit on the number of entries that a company may submit, but all materials must have been produced between Aug. 1, 2001, and July 31, 2002. The Rhatigan Awards, distributed annually at the HIDA MedSurg Conference and Expo™, recognize exceptional marketing materials, including catalogs, price lists, marketing/selling sheets, and UPN/bar coding.


HIDA Members
* Emed Medical Supplies, Maryland Heights, MO
* J.B. Medical, Saskatoon, SK
* MMS, Earth City, MO
* Riverside Medical Supply, Riverside, CA
* Stanmore Consortium, Inc., Huntsville, AL
* Wave Form Systems, Inc., Portland, OR

HIDA Educational Foundation Associates
* Ansell Healthcare
* Paper Pak Products
* Philips Medical Systems

In order to take advantage of many HIDA benefits, including ADVANCE Sales Training, HIDA's consultative selling tools, and HIDA's weekly electronic newsletters, you must be a HIDA member. Contact Ben Martin, Manager, Member Relations, to learn more about HIDA's benefits and to join the association at 703-838-6116.