Hyatt Regency O'Hare

2017 Program

TUESDAY: Summit↓ | Sharegroups↓   WEDNESDAY: Opening General Session↓ | Education Session↓  THURSDAY: Sharegroups↓

Independent Distributors Summit

Tuesday, September 26 | 1:00 -4:00 pm

Network with independent distributor leaders and discuss how to work on your business rather than in your business.
Open to independent distributors only. | Read the introductory announcement ►

1:00PM Welcome and Goals for the Day

• Co-Chair, Dennis Clock, CEO, Clock Medical
• Co-Chair, Chris Fagnani, Vice President, Lynn Medical

1:15PM Your Sales Team & Today’s Environment: Recruiting and Hiring

• Chris Fagnani, Vice President, Lynn Medical
• Ricardo Roman, VP Strategic Alliances, Caliper Corporation

1:45PM Buying Other Companies: What We’ve Learned

• Al Grogan, President, Grogan’s Healthcare Supply

2:15PM New Revenue: How to Break into New Markets, New Categories

• Randy Reichenbach, President, Medical Resources
• Al Wicks, CEO, C & S Medical Supply

3:00 PM E-Commerce Success for Independent Distributors

• Cindy Juhas, Chief Strategy Officer, CME
• Dennis Clock, CEO, Clock Medical

3:45PM Takeaways – Dennis Clock, Chris Fagnani

4:00PM Adjourn

New in 2017: ShareGroups

HIDA ShareGroups

Share your opinions and receive feedback on topics of common interests in the supply chain at HIDA’s all-new ShareGroups. You are guaranteed a unique learning opportunity and professional exchange in this small-group setting. Each discussion group is made up of 8 individuals and will be led by one distributor and one manufacturer representative.

The conversation will kick off with a set agenda of topics followed by 30 minutes of group participation. This format is the conference’s most flexible platform providing you the opportunity to add a discussion topic even on the day of the event.

Space is limited. Pre-registration is required when you register for the conference. Conference registration►
Reserve your seat in the ShareGroup that is most relevant to you:


Tuesday, September 26 | 2:30 – 4:00pm

E-Commerce ShareGroup

Discuss best practices for organizing, standardizing, and streamlining the transmission of electronic product information management (PIM) data between manufacturers and distributors.


1. Content marketing
2. E-Marketing programs
3. Product information management (PIM) data attributes
4. Converting big data/customer data into strategic value

ShareGroup leaders:

1. Charlie Jordan, Vice President of Distributor Sales Programs, Cardinal Health
2. Jill Maciag, Director of Strategic Partners, American Medical Depot
3. ‭Bob McCart, Vice President, National Accounts, IMCO ‬‬
4. Keith Price, Chief Information Officer, Concordance Healthcare Solutions
5. Rick Wells, Director, Data Enrichment & Compliance, McKesson Medical Surgical


Tuesday, September 26 | 4:15 – 5:45 pm

Emerging Leaders ShareGroup

Join a network of early to mid-career professionals to learn, share insights and discuss the issues that matter most to you and your leadership position.


1. Driving profitable growth
2. Leading organizational change
3. Conflict resolution
4. Developing team creativity

ShareGroup Leaders:

1. Brock Close, Sales Manager of Strategic Accounts, Alliant Purchasing
2. Elizabeth Day-Curi, National Distribution/Medical Director of Sales, Georgia-Pacific Professional
‭3. Dana Frank, Director, Clinical Resources, Concordance Healthcare Solutions‬‬
4. Anthony Justice, Group Marketing Manager, Roche Diagnostics
5. Brian Lardin, Operations Manager, Lynn Medical, Inc.
6. Robert Marshall, Director of Marketing, The Stevens Company Limited
7. Jennifer Nicholson, Product Category Manager, Henry Schein, Inc.
8. Bret Phillips, Director of Custom Contracting, Provista
9. Christine Skok, Senior Director National Accounts Distribution, PDI


Medical Sales Leader ShareGroup

Connect with others who understand the challenges of leading and managing sales teams and discuss opportunities and best practices.


1. Cultivating customer loyalty
2. Motivating your team
3. Compensation best practices
4. Coaching and developing representatives and setting effective sales goals

ShareGroup Leaders:

1. Chris Brooks, Vice President of Sales, Dukal Corporation
2. Alex Caldwell, Vice President of Sales and Marketing, The Claflin Company
3. Eric Cohen, Key Account Manager, Essity (formerly SCA)
4. Guy Cunningham, Vice President of Sales, Clock Medical Supply, Inc.
5. Janis Dezso, Vice President of Sales and Marketing, Bovie Medical
6. John Fletcher, Head of Sales, Sekisui Diagnostics
7. Donna Gardiner, Director, Clinical Lab Group, Henry Schein Medical
8. Moshe Horowitz, Vice President of Medical Sales, Concordance Healthcare Solutions
9. Geri Lamano, Corporate Equipment Sales Director, Concordance Healthcare Solutions
10. Don Lovre, Director of National Accounts, B. Braun Medical, Inc.
11. Mike Messner, Director of Distribution Relationships, Sysmex America
12. Bob Miller, Vice President of Sales, Gericare Medical Supply
13. Marc Montalto, Vice President of Sales, Sempermed USA
14. Matt Okenica, Director, Channel & Distribution Sales, ConvaTec
15. Sandra Parker, Vice President of Sales, Graham-Field Health Products
16. Andy Rice, Director of Training, Henry Schein, Inc.
17. Joel Rich, Director of Long Term Care, GOJO Industries
18. ‭Charlie Simpson, Sales Manager, Medical Supplies Depot‬‬
19. ‭‭Pam Wedow, Vice President & General Manager IMCO Home Care‬‬‬‬
20. Jim Wheeler, Vice President of Sales, Concordance Healthcare Solutions
21. Luke Christensen, Vice President Sales, Primary Care Laboratory McKesson Medical Surgical


Thursday, September 28 | 11:30 am – 1:00pm

Vendor Relations ShareGroup

Exchange ideas and problem solve around the efficient management of the manufacturer-distributor relationship.


1. Creating opportunities together
2. Aligning expectations
3. Marketing programs
4. Defining the partnership

ShareGroup Leaders:

1. Richard Bigham, VP of Primary Care Markets, IMCO
2. Deb Bullock, EVP, IMCO

3. Mike Carver, National Sales Director, GOJO Industries
4. Russ Hicks, Director of Strategic Sourcing – National Brands, Cardinal Health
5. Heather Llorca-Kropp, Vice President of Marketing Communications, Dukal Corporation
6. Patrick Meadows, Chief Operations Officer, ECO Sound Medical Services
7. Lynn Patterson, Chief Executive Officer, Gericare Medical Supply
8. Cris Pellegrino, Director of Distributor Relations, Metrex
9. Laura Reline, Director of Vendor Relations, NDC, Inc.
10. Nikki Sallustio, Director of National Accounts, RJ Schinner Company
11. Rob Stevens, National Account Executive, Nestle Health Science


Diversity Supplier ShareGroup

Network with business leaders from minority-owned, woman-owned, and veteran-owned companies, and share ideas on common challenges.


1. Finding customers that value supplier diversity
2. Creating profitable partnerships
3. Building strong manufacturer relationships
4. Breaking into new markets

ShareGroup Leaders:

1. Jill Maciag, Director of Strategic Accounts, American Medical Depot
2. Danni Green, Director of Supplier Diversity, Owens & Minor
3. Tammy Williams, Division Director, Kerma Medical Products, Inc.

Opening General Session

Wednesday, September 27 | 11:30am – 1:00pm

Manufacturer–Distributor Partnerships in the Era of eCommerce, Outcomes, and More

How are manufacturer-distributor relationships evolving amid rapid changes in business technologies, reimbursement structures, and much more? In this session, hear perspectives from C-suite leaders and diverse healthcare distributors in a free-flowing conversation.

Opening General Session Speakers Opening General Session Speakers Opening General Session Speakers
Opening General Session Speakers Opening General Session Speakers



Steve Mason
President, Cardinal Health At Home

Bridget Ross
President, Global Medical Group, Henry Schein, Inc.

Bill Abrams
President of Distributed Products, Medline Industries, Inc.

Michael Lawler
Chief Operating Officer, TwinMed

Michael Orscheln
Chief Executive Officer, Performance Health

Conversation will address:
  • Factors impacting manufacturer-distributor sales strategies including value-based payments to customers, advances in e-commerce and industry consolidation
  • The changing role of face-to-face sales and personal relationships in today’s healthcare market
  • The impact of quality and outcome metrics on manufacturer-distributor sales approaches
  • Keys to successful partnerships that benefit manufacturers, distributors, and healthcare providers



Wednesday, September 27 | 8:30am – 11:00am

Changing Patient and Provider Priorities — Insights for Sales and Marketing Leaders

Follow the money: it’s good advice for healthcare sales and marketing professionals, since your customers’ priorities are shaped in large part by changes in how they are paid. In this session, gain a thorough understanding of how your healthcare customers are reimbursed for their services, how payment models are changing, and how that’s likely to impact their decisions. You’ll also hear about HIDA research into patients’ changing priorities as consumers, and providers’ changing priorities as purchasers.

Learn how you and your company can adapt your strategies to succeed amid the changes from HIDA experts in government affairs, market trends, and healthcare sales.

8:30  Changing Patient and Provider Priorities

8:40 Payments – How Reimbursement Models Are Evolving, and How That Impacts Provider Priorities Opportunities

  • Payment fundamentals by provider segment – acute, outpatient, physician office, labs, nursing homes, home health agencies
  • New quality metrics in each segment
  • Opportunities to tie your product to key quality priorities
  • ACA impact on all of the above


9:30 Purchasing – GPOs and RPCs Gain Ground Across Markets

  • Top healthcare supply chain trends
  • The evolution of GPOs and regional purchasing coalitions
  • Strategies for working with, or without, GPOs


10:00 Patients – What They Really Want, and What Providers Are Doing in Response

  • Findings from HIDA research into how value and cost affect provider selection
  • Findings from HIDA research into patient satisfaction
  • Changing demands as Millennials become healthcare consumers
  • Telehealth – where it’s headed and what that means for providers


10:25 Strategies for Healthcare Suppliers

  • Tying your sales and marketing messages to your customers’ priorities
  • Utilizing multiple channels to connect with customers
  • Leveraging your partners

Education Session Leaders Education Session Leaders



Elizabeth Hilla, HIDA

Linda Rouse O’Neill, HIDA


Contact HIDA
AMS-accredited sales reps can earn all 6 of their AMS points for the year at the HIDA conference! For details about HIDA’s AMS accreditation program or earning points contact Education Manager Naomi Cheung.