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. Find out:

  • 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


Andy Rice
Director of Medical Group Training
Henry Schein

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.

Elizabeth Hilla
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.