Channel Conference

January 30-31, 2019 | Coral Gables, FL
Conference Speaker

Thomas Sparkman

Conference Speaker

Jane Hermansen

Conference Speaker

Myrtha Nobles
Premier Health

Conference Speaker

Emily Leech
Regional Health

Conference Speaker

Jim Poggi
Tested Insights

Conference Speaker

Nicole Campbell
Henry Schein

Conference Speaker

Steven Hilscher
Sekisui Diagnostics

Conference Speaker

Bobby Leach

Conference Speaker

Dee Chapman
Abbott Rapid Diagnostics

Join provider, distributor, and manufacturer leaders in Miami to discuss trends impacting diagnostics markets, including acute care labs, physician office labs, reference facilities, and more. You’ll gain key insights into your customers’ current and future challenges and ideas for growing diagnostics sales across market segments.

Laboratory Diagnostics Channel Strategies Conference Highlights
  • Impact of PAMA and the ACA: How are lab markets responding to impending payment cuts and evolving policies? How can the industry advance the role of diagnostics in supporting the ACA’s triple aim of cost reduction, better patient outcomes, and improved population health?
  • New Drivers and New Decision-Makers: Who will make the purchasing decisions as customers consolidate? How will their decision-making criteria evolve amid reimbursement changes?
  • Leading Edge Diagnostics: How will innovations in molecular testing, genomic medicine, personalized care, and other advances impact where and how diagnostic testing fits into the healthcare delivery?
  • Channel Strategies: Where will the most promising opportunities lie as care settings shift, and how can supply chain partners work together to harness these opportunities?

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Who Should Attend

• Manufacturers, distributors, group purchasing organizations (GPOs), solutions providers
• CEOs, sales and marketing executives, strategic/national accounts leaders
• Anyone else who wants to grow their business in the lab and diagnostics markets

...And Why

• Networking with diagnostics experts, provider leaders, and supply chain partners
• Insights on major trends impacting your hospital, physician office, and independent lab customers
• Understanding how these trends are impacting distribution channels
• Strategies for supplier success in a fast-changing market

Conference Agenda

Agenda | Acute & Reference Lab Focus• January 30, 2019

Welcome And Objectives • 1:30-1:45pm

Policy And Reimbursement Trends Impacting Your Lab Customers • 1:45–2:30pm

Thomas Sparkman, Vice President Government Affairs, American Clinical Laboratory Association (ACLA)
• Deep understanding of the reimbursement, policy, and business issues facing reference laboratories
• Leads ACLA’s efforts to advance public policies that promote innovation and enhance patient access to life-saving diagnostics

Reorganizing A Multi-Site Health System Lab For Efficiency, Outcomes, And Patient Experience • 2:30–315pm

Emily Leech, Director, Laboratory Services, Regional Health
• Led the integration of lab services across a health system with 30+ acute and non-acute lab locations
• Enhanced business and people results through application of lean methodology to standardize laboratory equipment and products across the system
• Integrating skills, development, and business needs to support organizational strategy

Selling Molecular Flu Testing Through Distribution • 3:45-4:15pm

Steven Hilscher, National Sales Manager, Alternate Care, Sekisui Diagnostics
• Case study of growing in-house lab testing at a small hospital’s emergency department
• How the customer benefited in terms of both patient care and financial improvement
• How the manufacturer and distributor worked together to identify the opportunity and build the business case

Roundtable Discussions • 4:15-4:30pm

Panel Discussion • 4:30-5:30pm

• How can manufacturers more effectively work with distributors to reach customers in hospitals and reference labs?
• How can suppliers better work with health systems working to manager their lab spend?
• What are innovative partners doing to grow diagnostics business?

Networking Reception • 5:30–7:00pm

Agenda | Physician Office Lab Focus • January 31, 2019

The State Of The Laboratory Profession: A View From The Trenches (AKA: What’s Keeping Your Customers Up At Night?) • 8:00–8:45am

Jane Hermansen, MBA, MT(ASCP), President, Clinical Laboratory Management Association (CLMA)
• How new regulations, staffing challenges, and mergers and acquisitions are all impacting your laboratory customers
• What primary forces are driving change
• How can laboratory leaders respond and find help

Physician Office Lab Sales: Growth Opportunities Despite Payment Cuts • 8:45–9:30am

Jim Poggi, POL Expert, Tested Insights, LLC
• How suppliers can help customers understand the role of point-of-care testing in their practices – in terms of quality metrics, patient satisfaction, revenue, and more
• Why MACRA is more important than PAMA to your customer’s decisions about lab testing
• What types of testing and what types of practices offer the best opportunities for on-site testing growth

Case-Study: Flunami • 9:45–10:25am 

Myrtha Nobles, Director, Support Services, Premier Health
Nicole Campbell, National Account Manager, Henry Schein
Dee Chapman, Strategic Business Executive, Abbott Rapid Diagnostics
• What happened when a major provider customer began a large product conversion just as flu products were reclassified and the flu season started hitting hard
• How a strong three-way partnership – manufacturer, distributor, and provider – ensured product availability during a perfect storm of challenges

Provider Panel: Changing Needs At A Time Of Major Reimbursement Cuts • 10:25–10:55am 

Jane Hermansen, MBA, MT(ASCP), President, Clinical Laboratory Management Association (CLMA)
Jim Poggi, POL Expert, Tested Insights, LLC
Myrtha Nobles, Director, Support Services, Premier Health

Panel: Promoting Diagnostics In The Non-Acute Setting • 10:55–11:55am

Panelists include:
Brad Thompson, Director, Vendor Relations, NDC
Bobby Leach, National Account Manager, Roche
Luke Christensen, Vice President Sales, Physician Office and Extended Care Laboratory, McKesson
• Why do the most creative manufacturers work with distributors to grow business in physician office labs?
• How can suppliers collaborate to promote the value of in-office testing despite reimbursement cuts?


Online registration

Register online with your HIDA username and password. If you do not have a login, create an account to sign up for the conference. If you have an account but are unable to log in, retrieve your username or password.
For additional support contact HIDA:

Phone or Email Registration

To register by phone, call 866-451-9367. To register by email contact HIDA registration:

Event Contact:

Stephanie Reed»
Director, Education

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All prices are per person.




One Channel Strategies Conference: $899

One Channel Strategies Conference: $1899

Additional half-day segment: $400

Additional half-day segment: $900





One Channel Strategies Conference: $1199

One Channel Strategies Conference: $1899

Additional half-day segment: $500

Additional half-day segment: $900

Registration & Cancellation Policies

Space may be limited. Registration is first-come, first-served. Registrations 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. 

Participants must cancel in writing via mail or email in order to request a full refund, less a $35 processing fee. A full refund minus the processing fee will be available prior to December 19, 2018, and a 50% refund will be available between December 20, 2018, and January 10, 2019. While no refunds are available as of January 11, 2019, a company may substitute a registrant at any time without penalty.

Conference badges are required for attendance at all events.

Hotel Reservation Information - Book Today To Save!

The Biltmore Hotel Miami | Coral Gables, FL

Book online: Biltmore Hotel Group Sign-In► | Refer to group booking ID #1742  

Rate: $289/night (plus $22/day resort fee, 13% occupancy tax)
Address: 1200 Anastasia Avenue, Coral Gables, FL 33134
Phone: 877-576-0793 | To book your room, refer to group booking ID # 1742 “HIDA”
Email: | Refer to group booking ID # 1742 “HIDA”

Room Block Cutoff: December 28, 2018 
To receive the discounted HIDA hotel rate, book your hotel room by December 28, 2018
After the cutoff date, rooms will be booked on a space-available basis only and room rates are subject to change.

Hotel Cancellation Policy:  If you cancel 8 or more days before arrival, a $50 cancellation fee is charged; the remainder of the deposit is returned to your credit card.

Opportunities Include:

  • Back of Badges Sponsor - $2,500
  • Nightly Schedule of Events Email Sponsor - $3,000
  • Education Session Sponsor - $3,500
  • Reception Sponsor - $4,500

Sponsorship Contact:

Julie Berry»
Director, Conferences & Sponsorship Sales

Don’t miss HIDA’s Health Systems and Post-Acute & Home Care Channel Strategies Conferences.
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Conference Brochure►
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