Upcoming Defending Price™ Programs
Healthcare Industry
In 2023 suppliers to the
healthcare
industry face an increasingly challenging sales environment.
Defending Price™ training equips
you with proven skills and tools for defending the value of your
products and services.
View full program brochure (PDF).
This
popular programi is now being made available in a virtual delivery
format. Each workshop will be broken into two (2) convenient
online sessions over two days. Click below
to register for one of these upcoming events.
| PROGRAM DATES |
TIMES |
FEE |
|
June 8-9, 2023
|
1:00 - 4:15 EST
|
$1,350
|
Closed... |
October 19-20, 2023
| 1:00 - 4:15 EST
| $1,350
| Closed... |
December 6-7, 2023
| 1:00 - 4:15 EST
| $1,350
| Register... |
Designed Specifically for Medical Device, Equipment & Consumables
Suppliers
The
ongoing impacts of COVID-19 -- staff shortages in particular -- plus
long-term trends such as industry consolidation, are pressuring
hospital margins. In response, providers
relentlessly attack supplier pricing and continue to demand big
discounts.
Suppliers must learn to translate everything they
can do
for providers into a business case that will resonate with clinicians,
as well as personnel on value analysis committees and in the supply
chain organization.
In order to do this well, you need to fully
understand:
- The increasing role of value analysis
committees (VACs);
- Ongoing shifts to pay-for-performance (P4P) and
accountable care;
- The evolving role of physicians in hospital
sourcing decisions.
This healthcare industry training will help you:
- Overcome objections from purchasing departments;
- Provide clinical and economic justifications
for your product or service;
- Improve your knowledge of value analysis
committees – how they operate and how they prefer to engage with
suppliers.
You’ll hear success stories from the healthcare
supplier community
and be able to benchmark yourself against industry best practices.
Click below to download a full program brochure.
|
|
|
 |
|
|
|
|
|
 |
Most leading healthcare
suppliers in the North American market. For example, among medical
device suppliers past attendees include:
- 86 of the top
100 suppliers
- 23 of the top 25 suppliers
- 9 of the top 10 suppliers
|
|
|
 |
|
“Excellent content! Provides a clear
roadmap and summary of the changes taking place in this challenging
environment.”
- Brenda Valente, VP of Field Sales,
Ecolab
"This is an awesome
program. It’s rare to see so many ‘real’ healthcare industry-specific
examples. The cases & exercises really challenge your thinking."
- Jay Stracke, Sr.
Dir. Clinical Marketing,
Smiths
Medical
"I’ve been to several sales and
pricing-related programs but this course was by far the best."
- Steve Robertson,
Dir. Corp. Accounts,
Exactech
"Great
presentation of current market hurdles and challenges and how to
overcome them. I would definitely recommend this workshop!"
- Lynn Oyler, Sr. Dir.
of Svc. Sales,
Siemens
Healthineers
|
|
|
|
Who should attend? This one-day seminar is
designed for the following roles at medical device, equipment and
consumables' suppliers:
- Sales & Marketing Executives
- Territory Sales Managers and National Account
Directors
- Marketing and Product Managers
- Pricing Managers and
- Health Economics Personnel
Defending Price™ training sessions can also be
conducted on-site at your facility for you and your sales and marketing
teams. To learn more about what we offer and how we
can help, contact us.
|
|
|
|
