Distribution 101: Go-to-Market Strategies for PPE Manufacturers

A webinar for medical supply manufacturers on how to leverage the healthcare supply chain

April 8, 2021, 1:00-2:00pm ET

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Demand for personal protective equipment soared during the Covid-19 pandemic and many businesses have responded to meet that need. As with any sector, making the products is just the first step. It’s also critical to understand the healthcare supply chain – including contracting, logistics, and purchasing – and how it serves clinicians and patients.

This educational webinar outlines the major considerations and market dynamics to build long term commercial viability. The program includes a top-level overview of key capabilities required, expected service levels from contracting to logistics.

Topics include:

  • The healthcare distribution landscape and how it serves the range of provider markets
  • Service, performance and logistics expectations from customers and distributors
  • Elements of effective commercial relationships up and down the supply chain
  • How decisions are made and criteria for evaluating potential vendors
  • The role of group purchasing organization contracts
  • Sales and marketing challenges in reaching healthcare providers and how to overcome them


Jeff Jochims
Jeff Jochims
Executive Vice President, COO
Owens & Minor

Linda Ricci
Linda Ricci, MME, MPH
Director, Division of All Hazard Response, Science and Strategic Partnerships (DARSS)
U.S. Food and Drug Administration (FDA)

Chris Rogers
Chris Rogers
Vice President, McKesson Brands
McKesson Medical-Surgical


Tim Rubert
Tim Rubert
Vice President, Sales
Bound Tree Medical


Elizabeth Hilla
Elizabeth Hilla
Senior Vice President

Distribution 101: Go-to-Market Strategies for PPE Manufacturers