Hyatt Regency O'Hare


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.

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.


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.

Medical Sales Leader ShareGroup – Connect with others who understand the challenges of leading and managing sales teams and discuss opportunities and best practices.


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.

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

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

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

9:50 Patients – What They Really Want, and What Providers Are Doing in Response

  • 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

10:15 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.