Hear directly from key healthcare industry and business strategy experts, with the opportunity to ask questions.
Wednesday, March 13
8:30 – 9:45am ET
Opening General Session
Risky Business: Factoring Geopolitical Uncertainty Into Your Strategic Plan
Former National Security Agency (NSA) Director Admiral Mike Rogers’ experience as a cybersecurity practitioner and policymaker is unmatched. A four-star Admiral, his leadership roles also included serving as Commander of U.S. Cyber Command and the Central Security Service. Serving at the highest levels of government under both Presidents Obama and Trump, Admiral Rogers helped the country navigate some of the most pivotal security matters.
Admiral Rogers has a unique understanding of the world’s most advanced cyber technologies and practices, an intimate knowledge of threat behaviors and motivations, and deep insights into how current and emerging political trends will impact businesses and organizations.
Admiral Rogers provided distinctive viewpoints on navigating cyber challenges and geopolitical risks — essential perspectives for today's healthcare industry leaders. He shared insights on how the turmoil of the Russia-Ukraine and Israel-Hamas wars should impact your decision-making – and even bigger-picture ideas on running your business in a world full of geopolitical, cyber, and supply chain risk.
Admiral Michael Rogers
Former U.S. National Security Agency Chief
10:15 – 11:00am ET
What’s Ahead For Healthcare 2024
Every year, Advisory Board studies the healthcare landscape to identify the market trends poised to make the biggest impact on the industry. For the coming year, they predict three seismic shifts that will change where care is delivered, who delivers it, and how it is paid for. In this session, they will offer strategies to take control of the forces shaping the industry and prepare your organization for success in the years to come.
Daniel Kuzmanovich
Managing Director
Advisory Board Company
11:15am – 12:00pm ET
Understanding The Shift Of Care To The Home
Healthcare procedures continue to move out of traditional care settings and into the home, and this shift has enormous implications for distributors and manufacturers. Learn from a panel of industry leaders about what forces are driving this shift, how fast it’s occurring, and how your company can adapt.
Russ Hicks
VP & General Manager
Cardinal Health At Home
Sherill Mason
Consultant
Mason Associates
Neel Vadhan
VP, Purchasing
Byram Healthcare, Part of the Owens & Minor Family
1:15 – 2:00pm ET
Distribution Channel Considerations For Medical Products Manufacturers
A manufacturer’s choice of go-to-market channels is a critical strategic decision. In this session, consider the factors that impact channel strategy. Topics will include the pros and cons of using distributors vs selling direct, factors that impact channel choices, and the impact of channel on the manufacturer’s sales force effectiveness. You’ll learn why these decisions are usually driven by the customer. And you’ll also get ideas and resources for discussing distribution channel decisions with senior executives within your organization.
Jeff Baran
Sr. Director, Commercial Operations
Teleflex
Tim Cokkinias
VP, Channel Management
B. Braun
Bill Murray
Director, Indirect Channels
Stryker
Chris Stelter
VP, Distribution
Medtronic
Elizabeth Hilla
Senior Vice President
HIDA
2:15 – 3:00pm ET
Cybersecurity And The C-Suite: What Senior Leaders Must Know
It’s a given in today’s environment: Cybercriminals are targeting your company. Is your organization investing in the proper defenses? Do you have back-up plans to ensure that you can continue to service customers even if an incident occurs? Find out what strategies are critical, and what questions to ask your team to reduce the chances that a hacking incident or ransomware attack could cripple your business.
Janice Reese
Director, Partnerships, Healthcare
SoftServe
3:15 – 4:00pm ET
Trends And Opportunities In Diagnostic Testing Across Healthcare Markets
Get the latest on lab challenges and opportunities in this presentation by the industry’s go-to expert, Robert Michel, founder and editor of The Dark Report. Michel will examine issues facing clinical labs as well as lab testing across healthcare settings.
Robert Michel
Publisher & Editor-in-Chief
The Dark Report
1:15 – 5:00pm ET
Independent Distributors Summit: Day 1
Designed exclusively for leaders from local, regional, and specialty healthcare distributors with 50 or fewer employees
Take time for a profit tune-up to improve your company’s performance at this workshop. You’ll work interactively with peers from other independents, learning from each other and from distributor profitability expert Jason Bader.
Bader will share insights from his 40-year career in his family’s distribution business as well as his consulting work with distributors nationwide. The Summit will include group discussions, case-studies, and hands-on exercises.
If you are an owner, executive, or emerging leader in a distributor company, this event is for you. We’ll talk about building a culture of profit in your organization, educating the team about how money works, and implementing proven margin enhancement strategies.
Maximizing Customer Profitability
1:15pm
Increasing ROI On Your Inventory Investment
2:15pm
Connecting Generations For A More Effective Profit-Generating Team
3:30pm
Learn More >
Jason Bader
Principal Consultant
The Distribution Team
Thursday, March 14
8:30 – 9:30am ET
What Recession? The Economic Outlook for 2024
The world will see more economic change in the next 5 years than we have seen in the last 100 years. Just as we were getting over the worst of COVID, multiple countries are now at war, prices have soared, and interest rates are high. Where do we go from here?
In this session, get the context needed to understand current economic trends and their impact on your business. Economic futurist Andrew Busch served as Chief Market Intelligence Officer (CMIO) for the U.S. government’s Commodity Futures Trading Commission and today works with companies across industries to show them how to thrive amid economic change. Busch literally wrote the book on how large, catastrophic events impact markets and companies. He’ll discuss the impact of geopolitical events, supply chain challenges, interest rates, artificial intelligence, and other factors on future growth opportunities.
Andrew Busch
Economist & Former Chief Market Intelligence Officer
U.S. Commodity Futures Trading Commission
9:45 – 10:30am ET
Structuring Your Sales Organization To Maximize Growth
Is it time to rethink your sales model? For many medical manufacturers and distributors, the answer is yes. Customers are changing, with more cross-functional decision-making requiring multiple points of contact. In this session, discover how to respond to these changes to provide improved customer experience, stronger account relationships, and greater sales growth. Tobi Laczkowski, a 20-year veteran of life sciences consulting, will share insights learned from work on sales force effectiveness and go-to-market strategies with medical companies around the globe.
Tobi Laczkowski
Principal
ZS Associates
10:45 – 11:30am ET
Beyond The Buzz: Practical Strategies For AI-Powered Innovation
2023 was about AI hype; 2024 is about taking action with AI’s transformative power. This presentation transitions from speculation to concrete action, showcasing how AI is the ultimate innovation accelerator. Experience its impact with specific examples: operational efficiency, sales behavior mentoring, advanced analytics, and content optimization. We will discuss the key pillars of AI success: cultivating the right talent, leveraging technology, and fostering an innovation-friendly environment. Join us to demystify the AI roadmap, transforming AI from mere buzzwords to practical, actionable strategies that can elevate your innovation aspirations.
Tony Pericle
Founder
ProfitOptics
9:45 – 11:30am ET
Independent Distributors Summit: Day 2
Designed exclusively for leaders from local, regional, and specialty healthcare distributors with 50 or fewer employees
Learn More >
Building A Company Culture That Supports Profitability
Hugo Jeffrey
Principal
Surgo Surgical Supply
Jim Macholz
President
Atlantic Medical Solutions
Emily Wilburn Andrews
CEO
Wilburn Medical USA
Funding Your Growth: Private Equity And Other Options
Mike Zappala
Vice President
Water Street Healthcare Partners
1:30 – 2:15pm ET
Identifying And Capturing Market Opportunities: The Clues Are In The Data
Healthcare sales data can be a gold mine of information for salespeople and marketers – but only if you know how to use it. In this session, HIDA data partner Clarivate will share best practices on how to use distributed product sales data to understand purchasing trends and uncover growth opportunities. You’ll get insights on current market trends and learn new ways of leveraging data to direct your sales force and increase your market share.
Andrew Lee
VP, MedTech
Clarivate
Friday, March 15
8:30 – 9:30am ET
The Essential HIDA Update: Trends In Demand, Reimbursement, Policy, And More
Find out what’s happening now, and what’s ahead, for the issues that matter most to the medical distribution channel. Topics will include current status of key government affairs issues, provider reimbursement trends, and changing customer demand by market segment.
Elizabeth Hilla
Senior Vice President
HIDA
Linda Rouse O’Neill
Senior Vice President,
Supply Chain Policy
HIDA