Build Sales Effectively Through Distribution

Channel Strategy: The Most Important Piece Of Your Marketing Plan
Distributors can propel your company’s growth, introducing your products to thousands of prospective customers. In this session, Repertoire publisher Scott Adams and HIDA Senior Vice President Elizabeth Hilla will discuss the core elements of effective channel strategy and provide insights on how to find and select distributors, determine where to invest your marketing budget, and train your team to leverage the power of distributor partners.

Scott Adams
Publisher
Repertoire

Elizabeth Hilla
Senior Vice President
HIDA

Reaching The Lab Market Through Distribution
The laboratory market is expected to experience significant growth in the next few years. Hear directly from a panel of laboratory and diagnostic distributors on the biggest market trends, channel partnerships objectives, and the best strategies for successfully getting your products into the lab marketplace.

Emily Berlin
Vice President, Lab Marketing
Cardinal Health

Matt Lope
Vice President, Sales
Avantor

Erik Ringberg
Vice President & GM, Laboratory
McKesson Medical-Surgical

Julie Berry
Vice President, Conferences & Sponsorship Sales
HIDA

Partnering With Independent Distributors To Drive Sales
Harness the power of Independent Distributors to drive revenue. Hear from independent distributor leaders on how they work with their sales force, what they look for in manufacturer partners, and how they are able to quickly get products to market compared to larger distributors.

Richard Bigham
Director of Sales
Atlantic Medical

Bob Miller
Executive Vice President, Sales & Vendor Relations
Gericare Medical Supply

Emily Wilburn-Andrews
CEO
Wilburn Medical

Kelley Taft
Vice President, Membership
HIDA

Building A Data-Driven Growth Strategy
If you’re trying to grow your sales through distribution, you need data. Andrew Lee of Clarivate will share insights on where the data comes from and how to use it as a tool to build sales through your distributor partners.

Andrew Lee
VP of Medtech
Clarivate

Utilizing Specialty Distributors For Targeted Markets & Enhanced Services
Hear from a panel of specialty distributors and learn more about their customer base, how they stand out from competitors, and what extra services they provide. Good specialty distributors can bring in new customers, offer specialized support, and help you reach markets you might not otherwise reach.

Kim Greenberg
CEO
Delasco

K.C. Meleski
CEO
CME Medical

Kelley Taft
Vice President, Membership
HIDA

The Multiplier Effect: Training Your Reps To Collaborate With Distributor Sales Teams
Harness the multiplier effect by training your distributor sales reps to act as an extension of your salesforce. Sales expert Brian Sullivan will introduce tools and tactics for your distributor sales team so that they can amplify your reach and impact. By leveraging distributors’ existing relationships, manufacturers can achieve increased sales and market penetration.

Brian Sullivan
Founder
PRECISE Selling

Leveraging Your Distributor's Marketing Channels
Learn how to use your distributors existing marketing channels, such as online platforms, social media, and targeted advertising in an effort to grow your brand presence and reach new customers. Whether you're looking to reach a wide audience or focus on specific niches, this session will provide practical insights to guide your decision-making process and maximize your business impact.

Ian Fardy
Vice President, Marketing
NDC

Heather Llorca-Kropp
Vice President, Marketing & Channel Management
DUKAL Corporation

Austin Craun
Director, Strategic Supply Management
Owens & Minor

Kathryn DiBitetto
Vice President, Congressional Relations
HIDA