Build Sales Effectively Through Distribution

Discover the secrets and multiplier effect of building sales through effective collaboration with distributor partners. This is an excellent opportunity to develop your channel strategy, whether you already partner with distributors or not.

Wednesday, September 11, 2024
9:45 – 10:30am
Channel Sales

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

Scott Adams
Publisher
Repertoire

Elizabeth Hilla

Elizabeth Hilla
Senior Vice President
HIDA

10:45 – 11:30am
Channel Sales

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.

2:15 – 3:00pm
Channel Sales

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

Richard Bigham
Director of Sales
Atlantic Medical

Emily Wilburn-Andrews

Emily Wilburn-Andrews
CEO
Wilburn Medical

3:15 – 4:00pm
Channel Sales

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

Andrew Lee
VP of Medtech
Clarivate

4:15 – 5:00pm
Channel Sales

The Power Of Specialty Distributors Or 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

Kim Greenberg
CEO
Delasco

K.C. Meleski

K.C. Meleski
CEO
CME Medical

Thursday, September 12, 2024
8:30 – 9:15am
Channel Sales

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

9:30 – 10:15am
Channel Sales

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

Ian Fardy
Vice President, Marketing
NDC

Heather Llorca-Kropp

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

Austin Craun

Austin Craun
Director, Strategic Supply Management
Owens & Minor


“This meeting was transformational for my company's strategy around accelerating revenue in the next 18 months. We were able to connect with many channel partners!” Dave Myers, Strategic Partner, Atypical Life Sciences