Deborah Haywood McKesson
Medical-Surgical
Todd RossPreferred Medical
Ladd NicholsGulf South
Medical Supply
Steve RichardsonFirst Choice
Medical Supply
Glen RoebuckHealth Dimensions
Group
Timothy WadeGenesis Healthcare
Jim GlenskyGolden Living
Pam SparksRegional Hospital for Respiratory and
Complex Care
New Realities in the
Extended Care MarketMay7-9,2013OmniHotelResort•Austin,TX
Extended Care Focus Group
Distributor Executives
The Extended Care Market Is Changing Fast
It’s a volatile world for your customers. HIDA’s extended care-focused Manufacturer-Distributor Seminar will help you succeed amid the changes.
ACOs are going to happen and reimbursement is going to be tied to quality and create more need for collaboration between acute care and post-acute setting.
– CEO, long-term care
We expect to see more complex patients with more chronic conditions
like diabetes, CHF, asthma in the home setting.
- CEO, home health agency
Hear Directly from Leading Long-Term Care Providers• Focus group format: no slides or lectures, just candid dialogue• Responses to issues including reimbursement cuts, healthcare reform, quality
measures, and more• Growth of non-institutional sectors including home care, assisted living, and hospice• Impact on business partnerships
Understand How Changes Impact Your Channel Partners• Leading distributors’ approaches to serving extended care markets• Open conversation on improving channel relationships• Insights on the evolving role of the sales force
Grow Your Success in Post-Acute and Extended Care Markets• Understand how manufacturers and distributors can more effectively collaborate to
serve nursing homes, home care providers, and other market segments• Learn who’s making the decisions in key provider organizations, and how to reach them• Know how to succeed in the new “value not volume” healthcare environment
Who Should Attend• Manufacturer CEOs, VPs sales/marketing, national accounts managers• Distributor owners, CEOs, sales executives• Anyone else who wants to build more powerful channel partnerships to reach nursing
home, assisted living, hospice, and home care markets
Tuesday, May 7Pre-Seminar Session: Healthcare and Distribution 101 forIndustryNewcomers•12:45–1:30p.m.
HealthReformandAdvocacyUpdate•1:30 p.m.
Linda Rouse O’Neill Vice President, Government Affairs, HIDA Ashley Palmer Director, Government Affairs, HIDA
• New policies and programs including readmissions penalties, Medicaid cuts, value-based purchasing and more
• Key legislative and regulatory issues impacting long-term care providers and their business partners
• Broad expertise based on experience with HIDA and on Capitol Hill
ProviderFocusGroup•2:30–5:00p.m.
Glen RoebuckVP, Business Development
Management company serving post-acute, long-term care, and senior living facilities nationwide
Jim GlenskyVP, Clinical Spend Management
Largest nursing home chain in the U.S.,with304nursingfacilities
Timothy WadeSenior Director of Spend Management
Top5skillednursingproviderwith25,408totalbeds
Pam SparksMaterial Manager
Specialized facility focused on extended critical care
There’snoone-wayglassinthisfocusgroup,soyoucangetcandidanswerstocriticalquestions about extended care trends and customer needs.
• How is healthcare reform impacting long-term care providers?• What is the impact of hospital readmissions penalties on referral relationships?• How is healthcare consolidation playing out in the extended care segment?• How much care is shifting to the home, and how are traditional long-term care providers
responding?• What do extended care facilities need from manufacturers and distributors, and how is
that changing?• How are chronic diseases and other clinical trends impacting providers?• How are facilities responding to state Medicaid cuts, and what’s ahead?
NetworkingDinner•6:00p.m.
Long-Term Care Provider Focus
© 2013 HIDA Educational Foundation. Any dissemination, distribution or copying of information obtained from this conference is strictly prohibited and is not to be shared without written permission from the HIDA Educational Foundation.
Sponsored by:
Distributor Perspectives
Wednesday, May 8NetworkingBreakfast•7:00–8:30a.m.
InDepthonCompetitiveBidding•7:30–8:30a.m.
DistributorExecutivePerspectives•8:45–10:30a.m.
Steve RichardsonPresident
Ladd NicholsVP, Marketing
Deborah HaywoodVP, Long-Term Care Division
Todd RossPresident & CEO
ImpactofReformandReimbursementChanges•11:00 a.m. – Noon
• Helping providers adapt to reimbursement cuts• Understanding complex payment structures for skilled nursing, home care, and other providers• Anticipating the impact of healthcare reform
NetworkingLunch•12:00–1:30p.m.
ImpactofHealthcareConsolidation•1:30–2:30p.m.
• Future of IDN involvement in long-term care markets• Serving larger customer systems• Market evolution
RoundtableDiscussionswithDistributors•3:00–4:00p.m.
• Serving non-institutional markets• Thehospital-post-acuteconnection• Structuring the sales force for success in extended care markets
NetworkingDinner•6:00p.m.
Seminar FacilitatorElizabeth Hilla • Sr. Vice President, Health Industry Distributors Association• Executive Director, HIDA Educational Foundation• 26yearveteranofthehealthcaredistributionindustry
THREE EASy WAyS TO REGISTER
Sponsored by:
Omni Austin Hotel Downtown700 San Jacinto Blvd.Austin, TX 78701Phone: 512-476-3700/800-444-6664 Web: www.omnihotels.comGroup Code: 13600110139
Rate: $209 per night • Room Block Cutoff: April 15, 2013
Use the group code online to receive the group rate. After the cut-off date, rooms will be booked on a space-available basis only and room rates are subject to change.
Hotel Cancellation Policy: Guests must cancel hotel reservations 72hoursinadvancetoreceiveafullrefund.
Sales Strategies
Thursday, May 9NetworkingBreakfast•7:00–8:00a.m.
Group Discussion: Sales Strategies for the ExtendedCareMarket•8:00–10:00a.m.
Attendees and panelists share insights on sales strategies for reaching today’s changing healthcare customers. • Restructuring the sales force• Creating strong rep-to-rep relationships• Reaching independent customers• Getting a disproportionate share of your partner’s sales support
FEES (Payment must be received to process registration.)
Registration Information
$1,199 HIDA Educational Foundation Associate or HIDA member
$1,899 Non-Associate Contact Lori Smith for information on Associates Program membership at 703-838-6103.
Conference registration fee includes all program materials and scheduled events.
THREE EASy WAyS TO REGISTER
@ WEBwww.HIDA.org
CALL866-451-9367
REGISTRATION POLICY: Space may be limited. Registration is first-come, first-served. Registration forms sent without payment will not be processed. Any photos taken at this event are property of HIDA and can be published without permission in HIDA materials.
CANCELLATION POLICY: Participants must cancel in writing via mail, fax, or e-mail in order to request a refund, less a $35 processing fee. A full refund minus the processing fee will be available prior to April 8, 2013, and a 50% refund will be available between April 9, 2013 and April 23, 2013. While no refunds will be available after April 24, 2013, a company may substitute a registrant at any time without penalty.
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