Grow Your Sales Through Effective Distributor Relationships
August 4, 2017
1:00 – 2:30 pm EDT
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If your company uses distributors to connect with healthcare customers, this webinar is for you.
Join this webinar for an in-depth conversation about earning more
sales support from your distributor partners. Andy Rice, Henry Schein’s
Director of Medical Group Training, will co-present with HIDA’s
Elizabeth Hilla to discuss ways to strengthen manufacturer-distributor
relationships and multiply your sales reach. This is an extended,
90-minute webinar open specifically to AMS manufacturer licensees.
- What you need to understand about your distributor partners and their salespeople
- How to stand out from competing vendors
- How to gain a distributor rep’s support, especially when introducing a new product
- How to overcome common challenges in manufacturer-distributor relationships
- How to get a distributor sales rep to call you back
Director of Medical Group Training
Andy Rice is Director of Medical Group Training at Henry Schein. A
former regional sales manager, Rice has many years of experience working
directly with Schein's manufacturer partners to promote their products.
A former college soccer coach, Rice knows how to help people improve
performance and achieve their goals. He has trained managers, sales
professionals, lab and equipment specialists, telesales, and marketing
team members. Prior to joining Henry Schein, Rice worked in sales
management for Sanofi-Aventis and Johnson and Johnson.
Senior Vice President, HIDA
Executive Director, HIDA Educational Foundation
With close to 30 years experience in the healthcare distribution
industry, Senior Vice President Elizabeth Hilla spearheads industry
initiatives to advance the value of distribution and increase
effectiveness within the healthcare supply channel.
Leading HIDA's communication and industry affairs activities with
member goals as the guiding force, Elizabeth has worked with industry
thought leaders to initiate and produce outcomes including the 2017
white paper, Improving Pricing Accuracy: Contract Communications Standards for the Healthcare Supply Chain. The
white paper was created in conjunction with the healthcare industry's
only conference focused exclusively on improving contracting efficiency
where counterparts from all sides of the process gathered to solve one
of the industry's major pain points, resulting in a set of guidelines
and standardized best practices.
As Executive Director of HIDA Educational Foundation, Elizabeth
developed the AMS Sales Training program, an online accreditation
resource with courses designed to support member knowledge in healthcare
industry issues and trends, medical products and sales skills. The
Foundation is devoted to increasing efficiency and effectiveness within
the healthcare supply channel through education, research and
collaboration. Elizabeth frequently speaks about and facilitates
discussions on topics impacting the healthcare supply chain.
Prior to joining HIDA, Elizabeth served as associate editor of Medical Products Sales
magazine, a trade publication for the healthcare distribution industry.
She began her career as a television reporter, producer and anchor in
North Carolina. Elizabeth graduated summa cum laude from Florida State
University with a degree in communications.