Supercharge Your Sales At HIDA2000

Edition: July 2000 - Vol 8 Number 07
Article#: 193
Author: Repertoire

Cutting-Edge Business Solutions

Change is reverberating throughout the healthcare industry. In a marketplace that is continually evolving, distributors and manufacturers need cutting-edge business solutions. HIDA 2000 offers what you need to stay competitive in our industry-and take care of your business. We've put together two conferences all in one great venue designed to meet the needs of distributors and everyone throughout the supply chain.

Power Selling In Healthcare offers ways to get more sales and enhance customer relations, while the Healthcare Supply Chain Conference focuses on taking costs out of the supply chain. In every way, HIDA 2000 will show you how to improve your bottom line! Each Conference will be tailored to specific business interests, offering the top-notch speakers and education for which HIDA is known.

HIDA 2000 also features:

  • The Executive Strategic Forum, an opportunity for top-level executives to network and evaluate industry trends;

  • Chairman's Industry Brunch & Annual Business Meeting;

  • The latest products from over 400 leading companies;

  • In-depth education to help you sell more than ever before;

  • Special HIDA 2000-only sales promotions;

  • Networking opportunities with manufacturers, customers and e-commerce companies at various events, including a golf outing and a great party at the Hard Rock Cafe;

  • Product demonstrations at over 600 booths;

  • The magic and excitement of Orlando!

HIDA 2000 has something for everyone, from the smallest companies to the largest, from CEOs to sales reps. You can't afford to miss it! Dan Moskowitz, HIDA Chairman



Schedule At A Glance...


Morning Golf Outing

3:30-4:30 p.m. Opening General Session with Pat Riley

4:30-6:30 p.m. Trade Show Opens

7:00-10:00 p.m. Hard Rock Cafe Dinner Party with Hard Rock Cafe Band


8:00-10:45 a.m. Conference Sessions

8:00-10:45 a.m. Executive Strategic Forum

11:00 am-12:45 p.m. Chairman's Industry Brunch & Annual Business Meeting

12:45-6:00 p.m. Trade Show Open

5:00-6:00 p.m. Emerging Trading Exchanges in Healthcare Supply


8:00-11:00 a.m. Conference Sessions

10:00 am - 4:00 p.m. Trade Show Open




NBA Coach Pat Riley

Get charged up with a proven winner in the high stakes world of professional basketball! One of the winningest NBA coaches of all time, Pat Riley concluded his sixteenth season with a 914-387 career win-loss record, a sizzling 70% winning percentage), placing him sixth in all-time coaching victories. He is first in playoff wins and has won six world championships as a player and coach. Prior to becoming coach of the Miami Heat, Riley brought the New York Knicks to the franchise's fist NBA Finales in more than two decades. He has been named Coach of the Year several times, and has coached nine All-Star Games. He was ‘Coach of the Eighties’ when he led the Los Angeles Lakers to four World Championships.

Pat Riley will inspire and entertain you with stories from his career at the top of the NBA. Find out how to develop a winning business strategy from one of America's greatest motivational speakers! Rated by Success Magazine as the best in his field, Pat Riley is a consummate competitor who knows the exhilaration that comes with winning His philosophy is based upon leadership, mastery, change, and personal growth. Get the inside story on understanding and controlling the dynamics of a team and apply it to your business.

Saturday, Sept. 9 - 3:30 - 4:30 p.m.


Winners & Losers In TheTransformation of Healthcare

Speaker: Regina Herzlinger

If you're the CEO of your company or the president of an operating division, your company is counting on you to lead it through significant changes in the healthcare industry. How you respond to these trends can make or break your bottom line. HIDA created this forum exclusively for executives like you - people who need cutting-edge information to make strategic decisions. The Executive Strategic Forum is an intense program which allows you to network with other CEOs, exchange ideas with the top thinkers in the industry, and gain insights into the future of healthcare.

The Executive Strategic Forum will feature Regina Herzlinger, a nationally recognized expert on both management control and healthcare. Author of Market-Driven Health Care: Who Wins, Who Loses in the Transformation of America's Largest Service Industry, Herzlinger is currently researching the transformation of the American healthcare industry and is developing new approaches for teaching accounting and managerial control. Her research has been profiled in major business publications including Business Week, The Economist, Forbes and Fortune. She has served on the boards of numerous companies, including publicly traded organizations, non-profits and privately held firms.

Sunday, Sept. 10 - 8:00 - 10:45 a.m.




Power Selling In Healthcare

Selling Big-Ticket Equipment To Cost-Conscious Customers

Big-ticket equipment sales are the holy grail for many distributor sales reps. The lure: big commissions and often a lucrative stream of supply sales after the installation. The challenge: balancing the longer and more involved equipment sales cycle with the day-to-day demands of selling supplies.

If you've been put off by the many challenges associated with selling big-ticket equipment, now is the time to conquer your fears! The new Internet economy is placing greater pressure than ever on distribution reps to drive product demand for their vendors, not just take orders. And the opportunity available in equipment sales is tremendous.

In this course, gain a step-by-step approach to equipment sales. Sales coach Anita Sirianni will share feedback from actual customers on why they sometimes don't make their biggest purchases from their most trusted distributor reps, how reps can create value for them, and the keys to winning the big sales.

Power Sessions

1. Get There Before Your Competition Does: Power Prospecting Principles for Equipment

2. Turning Lookers into Buyers

3. How to Deliver a More Powerful Equipment Presentation

4. Tip the Odds in Your Favor: Selling Value Against Price

Your Instructor: Anita Sirianni is President of ANSIR International, which provides sales training and consulting to many of the country's leading corporations. She has more than 15 years of sales success in the healthcare industry. Her monthly column in Repertoire provides coaching on a variety of sales topics.



Selling In The Executive Suite

Okay, so you've built great relationships with the day-to-day decision-makers in your customer organizations. But are you ready to step up to the executive suite? Building relationships at the top can be your most powerful way to ensure long-term success and negotiate bigger, more profitable deals.

In this course, find out why executive-level selling is so important to your future success, and gain the skills necessary to do it. Topics will include why and how healthcare decision-making is changing, the roles of economic and technical buyers, and the growing competitive pressures facing suppliers.

Find out how to access the executive suite, where to establish your initial point of contact, and how to adapt your methods and your message. You'll gain the skills necessary to make a powerful capabilities presentation which builds on a foundation of confirmed needs and sells your process over your products.

Power Sessions

1. The Changing Landscape of Healthcare Decision Making

2. Accessing the Executive Suite

3. Building Your Foundation: The Capabilities Presentation

4. Ongoing Contact with the Suite: -Different Bullets for Moving Targets

Your Instructor: George Lucas, PhD, is President of US Learning, based in Memphis, Tennessee. After college, he held field sales positions at American Hospital Supply Corporation and Pitney Bowes. He later returned to the University of Missouri to complete his MBA and a PhD in Business Administration. He is the author of several leading business books on marketing strategy. Lucas is an accomplished trainer focusing on personal selling, negotiation, retailing, and marketing and was a top-rated speaker at HIDA/99.




The Power Of Nice:

How To Negotiate So Everyone Wins - Especially You!

Sports agent Ron Shapiro knows negotiations. Representing superstars like Cal Ripken, Jr. and Jim Palmer, he's learned what's really important for successful deal making. In this in-depth course, he'll explain his negotiating philosophy, called ‘The Power of Nice.’ His credo: the best way to get what you want in any negotiation is to help the other side get what they want.

You'll learn Shapiro's three Ps of negotiation-Prepare, Probe, and Propose-and see why negotiation is a process, not an event. You'll find out how to do the extensive preparation so essential to the process and be more confident in handling difficult negotiators and challenging situations. You'll leave the seminar with the skills you need to structure creative ‘win-win’ proposals where both sides win - but you win more of what is important to you.

Power Sessions

1.Understanding the Power of Nice for Real WIN-win Negotiation

2.The 7-Step Preparation Process for Powerful Negotiations

3.Probing: How to Find Out What the Other Side Really Wants

4. Aim High: Making the WIN-win Proposal

Your Instructor: Ronald M. Shapiro has been called ‘one of baseball's most respected agent-attorneys.’ His impressive client list includes five of the 100 greatest players of the 20th century, including Kirby Puckett, Eddie Murray, Jim Palmer, Brooks Robinson, and Cal Ripken, Jr. His accomplishments include helping end major league baseball's last labor dispute, settling a national symphony orchestra strike, and helping soothe racial tensions in an urban police department. Shapiro's book, ‘The Power of Nice: How to Negotiate So Everyone Wins-Especially You’ was named one of the top 10 ‘on the job’ business books of the year.

Making The Internet Your Ally

To some distributor sales representatives, the Internet seems like their worst nightmare. New dot-com medical supply companies seem to be popping up every week, and futurists are predicting that on-line ordering could quickly take over the ‘fulfillment’ function that has long been the bread-and-butter of many supply reps.

But the reality is that a computer cannot build relationships, identify customer needs, or truly drive demand for new products. High-performing sales reps will still be needed-but those who perform the best will likely be those who embrace emerging technologies for their own advantage. In this course, learn how to make the Internet your ally in strengthening relationships with customers, enhancing productivity, and increasing sales. You'll also identify the pitfalls of technology that can frustrate and annoy customers. You'll walk away with practical tools to enhance your service and build customer loyalty.

Power Sessions

1.Internet Tools and How to Use Them to Sell More Effectively

2.The Pitfalls of Technology

3.The Internet and Company Function and Focus

4.Practical Tool Kit for Sales Reps

Your instructor: Scott Black is Vice President of Industry Relations for the Health Industry Distributors Association. He previously headed his own consulting practice specializing in helping manufacturers develop effective sales and distribution strategies. Black's extensive career in healthcare sales has also included serving as Vice President of Sales for Miltex and as a National Sales Manager with Becton Dickinson.



Sales Success In The New Economy

The effective sales representative in today's new inter-networked economy must be better prepared and more customer-focused than ever. Success will require much more than great product knowledge and an ability to sell ‘service.’

In this course, find out what it will take to stay on top in the New Economy. Discuss the trends that are changing the sales landscape, including e-commerce, consolidation, technology, and more, and how they impact distribution sales. You'll learn what real value-added selling will mean in this new environment: helping your customer become more competitive and more profitable. Seminar highlights will include how to increase account penetration and profitability, how to leverage your time, and how to focus on your greatest growth opportunities.

Power Sessions

1.Being an ‘A Player’ in the New Economy

2.Account Targeting and Development

3.Understanding How Your Customer Makes Money: The Key to Value Added Selling

4.Using Time and Territory Management to Succeed in Your Target Accounts

Your Instructor: Barbara Montes is director of the Sales Competency Center for the Indian River Consulting Group, which specializes in consulting for distributor organizations. For 16 years, she served as a sales and marketing executive for an international perishable products distributor.


Performance Compensation For The Entire Sales Team

Too often, sales compensation plans incentivize the wrong kinds of behaviors, says performance management expert Mike Higgins. Plans that revolve around total sales or total margin dollars fail to encourage profitability and efficiency. And too many compensation programs focus only on the sales reps-or ‘promise-makers’-and not the ‘promise-keepers’ on the support team.

In this course, Higgins will show executives and sales managers how to tie compensation to real performance. He'll discuss the use of a ‘balanced scorecard’ that takes into account not only margin but also the quality of the sale. An advocate of open-book management, the speaker will also explain ways to get everyone on the team involved in the company's sales goals.

Power Sessions

1.Introduction to Performance Compensation for All Stakeholders

2.Case Studies in Effective Performance Compensation

3.Performance Compensation Workshop: Putting the Ideas into Action

4. Coaching for High Performance: How to Get Everyone Thinking Like an Owner

Your Instructor: Michael T. Higgins is founder of Mike Higgins & Associates, which assists companies in creating competitive advantage by incentivizing maximum performance focused on specific strategic priorities. He has worked with clients all over the world in industries including banking, health care, retailing, and many others. He is author of ‘Beyond Survival’ published by Dow Jones, and is a frequent speaker at industry meetings.


Turbo-Charged Telesales

True outbound telesales is the toughest kind of selling. You have to do everything that field reps do-prospect, grab attention, make presentations, close sales, and more-but you must do it all over the phone. When you can't rely on your good looks or a box of donuts to build rapport, your sales skills have to be turbo-charged!

In this session just for telesales representatives, hone your sales skills to a gleaming edge that will increase your productivity and performance. You'll take a new look at openers and closers, improve your probing and listening skills, gain new approaches to objection-handling, and discover ways to make it all more fun!

Power Sessions

1.Capturing and Keeping Your Customer's Undivided Attention - by Phone!

2.How to Handle Objections, Teleselling Style

3.Effective Closing over the Phone

4. How to Make Teleselling FUN!

Your Instructor: Jim Niekamp is a partner with 95% Share Marketing. Jim previously worked at Midmark Corporation, in sales, sales management, product management, and marketing. During his tenure, the company rose from being the fourth place player with less than 10% of the market ... to becoming the first place player with over 95% of the market in three separate product lines.



Building A Superstar Sales Force

How do you build a sales team that can really drive business growth? It doesn't start with the hiring process, even though that's important. It starts with your goals-what are you trying to accomplish and what kinds of salespeople do you really need?

It's much like major league baseball, says industry veteran Don Kitzmiller. In high school ball, good all-around athletes are enough to win the game. In the big leagues, however, each player must have a finely honed set of skills for the position he plays. Similarly, suppliers must match sales reps' strengths to the positions they play-inside sales, outside supply/service sales, equipment sales, and so on.

In this course, learn a step-by-step process for building the inside and outside sales team you need to build customer loyalty and grow sales.

Power Sessions

1.How to Match the Right Type of Salesperson to the Right Type of Selling

2.How to Evaluate Your Current Sales Force

3.Identifying and Recruiting for the Ideal Candidate

4.Interviewing and Hiring Skills to Create a Superstar Sales Force

Your instructors: Don Kitzmiller is Managing Partner with 95% Share Marketing, which specializes in strategies to build market share for healthcare companies. Previously, he held positions of Sales Representative, Sales Manager, National Sales Manager and Vice President of Sales and Marketing for the Midmark Corporation. In 1999, he conducted The Physicians' Office World Class Sales Survey with The H. R. Chally Group. Scott Fanning is also a partner with 95% Share Marketing and previously worked as National Sales Manager for Midmark. He has spoken on sales success at numerous company and association meetings.



Hard Rock Café Opening Act Party

After an afternoon of ‘Takin' Care of Business’ at the Trade Show, relax and network at the Hard Rock Cafe Opening Act Party. The Hard Rock Cafe in Orlando is the world's largest and is located at Universal Studios City Walk. Displaying the most rock-n-roll memorabilia pieces of any other Hard Rock location with more than 1,000 items, the Cafe features memorabilia from such stars as the Beatles, Elvis Presley, and U2. Enjoy a dinner buffet, your favorite beverages, and dance to the Hard Rock Live Band!

Saturday, Sept. 9 - 7:00 - 10:00 p.m.

Newcomers Orientation

Never been to a HIDA Trade Show? You're not alone! Each year HIDA attracts new people from all parts of the industry. The Newcomers Orientation is designed to help first-time attendees become familiar with the program, the Expo, and each other. Start your networking right away and make sure you get the most out of your conference participation.

Saturday, Sept. 9 - 2:00 - 2:45 p.m.


HIDA2000 Golf Outing

Amplify your networking opportunities at the HIDA 2000 Golf Outing! With its scenic backdrop, Celebration Golf Club offers a championship level course (Par 72) with pristine fairways scattered with bunkers and beautiful greens.



Saturday, Sept. 9

Varying tee times

$75 per person



SeaWorld Fun Run/Walk

Start your day with a private 5K Fun Run/Walk through the beautifully landscaped scenery of SeaWorld. With sea lions barking in the background, runners and walkers will enjoy a unique experience to exercise and network. A portion of the proceeds will be donated to St. Jude Children's Research Hospital, the largest childhood cancer research center in the US. Run for fun and support a good cause! _



Sunday, Sept. 10

5:45 - 7:45 a.m.

$45 per person


Chairman's Industry Brunch & Annual Meeting

Technotrends: How to Use Technology To Go Beyond Your Competition

This popular event will get you revved up for an afternoon of Expo activities! Daniel Burrus, author of Technotrends and other highly acclaimed books, has established a near-perfect record of accurately predicting the future of technological change. Find out how you can get a competitive edge with the creative application of cutting-edge technologies.

The HIDA Annual Meeting will also take place at the brunch, and new HIDA Board officers for the 2001 term will be inducted.

Other Brunch highlights include the presentation of top industry awards, including the new Repertoire/HIDA Excellence in Sales Award. This award, the highest in the healthcare distribution industry, honors a top achiever based on rigorous sales excellence criteria. Nominations are due July 15. For more information, visit

Sunday, Sept. 10 - 11:00 a.m. - 12:45 p.m. - $55 per person



Trading Exchanges in Healthcare Supply: The Newest E-Commerce Revolution

The biggest news in healthcare is online trading exchanges. HIDA is pleased to be among the first venues chosen to host public presentations from the two recently announced online healthcare trading exchanges. In a special General Session, HIDA 2000 attendees and exhibitors will hear directly from top executives of the two exchanges as they present their strategies and value propositions.

Special General Session: Sunday, Sept. 10, 5 - 6 p.m.