Deborah Haywood McKesson

Medical-Surgical

Todd RossPreferred Medical

Ladd NicholsGulf South

Medical Supply

Steve RichardsonFirst Choice

Medical Supply

Glen RoebuckHealth Dimensions

Group

Timothy WadeGenesis Healthcare

Jim GlenskyGolden Living

Pam SparksRegional Hospital for Respiratory and

Complex Care

New Realities in the

Extended Care MarketMay7-9,2013OmniHotelResort•Austin,TX

Extended Care Focus Group

Distributor Executives

The Extended Care Market Is Changing Fast

It’s a volatile world for your customers. HIDA’s extended care-focused Manufacturer-Distributor Seminar will help you succeed amid the changes.

ACOs are going to happen and reimbursement is going to be tied to quality and create more need for collaboration between acute care and post-acute setting.

– CEO, long-term care

We expect to see more complex patients with more chronic conditions

like diabetes, CHF, asthma in the home setting.

- CEO, home health agency

Hear Directly from Leading Long-Term Care Providers• Focus group format: no slides or lectures, just candid dialogue• Responses to issues including reimbursement cuts, healthcare reform, quality

measures, and more• Growth of non-institutional sectors including home care, assisted living, and hospice• Impact on business partnerships

Understand How Changes Impact Your Channel Partners• Leading distributors’ approaches to serving extended care markets• Open conversation on improving channel relationships• Insights on the evolving role of the sales force

Grow Your Success in Post-Acute and Extended Care Markets• Understand how manufacturers and distributors can more effectively collaborate to

serve nursing homes, home care providers, and other market segments• Learn who’s making the decisions in key provider organizations, and how to reach them• Know how to succeed in the new “value not volume” healthcare environment

Who Should Attend• Manufacturer CEOs, VPs sales/marketing, national accounts managers• Distributor owners, CEOs, sales executives• Anyone else who wants to build more powerful channel partnerships to reach nursing

home, assisted living, hospice, and home care markets

Tuesday, May 7Pre-Seminar Session: Healthcare and Distribution 101 forIndustryNewcomers•12:45–1:30p.m.

HealthReformandAdvocacyUpdate•1:30 p.m.

Linda Rouse O’Neill Vice President, Government Affairs, HIDA Ashley Palmer Director, Government Affairs, HIDA

• New policies and programs including readmissions penalties, Medicaid cuts, value-based purchasing and more

• Key legislative and regulatory issues impacting long-term care providers and their business partners

• Broad expertise based on experience with HIDA and on Capitol Hill

ProviderFocusGroup•2:30–5:00p.m.

Glen RoebuckVP, Business Development

Management company serving post-acute, long-term care, and senior living facilities nationwide

Jim GlenskyVP, Clinical Spend Management

Largest nursing home chain in the U.S.,with304nursingfacilities

Timothy WadeSenior Director of Spend Management

Top5skillednursingproviderwith25,408totalbeds

Pam SparksMaterial Manager

Specialized facility focused on extended critical care

There’snoone-wayglassinthisfocusgroup,soyoucangetcandidanswerstocriticalquestions about extended care trends and customer needs.

• How is healthcare reform impacting long-term care providers?• What is the impact of hospital readmissions penalties on referral relationships?• How is healthcare consolidation playing out in the extended care segment?• How much care is shifting to the home, and how are traditional long-term care providers

responding?• What do extended care facilities need from manufacturers and distributors, and how is

that changing?• How are chronic diseases and other clinical trends impacting providers?• How are facilities responding to state Medicaid cuts, and what’s ahead?

NetworkingDinner•6:00p.m.

Long-Term Care Provider Focus

© 2013 HIDA Educational Foundation. Any dissemination, distribution or copying of information obtained from this conference is strictly prohibited and is not to be shared without written permission from the HIDA Educational Foundation.

Sponsored by:

Distributor Perspectives

Wednesday, May 8NetworkingBreakfast•7:00–8:30a.m.

InDepthonCompetitiveBidding•7:30–8:30a.m.

DistributorExecutivePerspectives•8:45–10:30a.m.

Steve RichardsonPresident

Ladd NicholsVP, Marketing

Deborah HaywoodVP, Long-Term Care Division

Todd RossPresident & CEO

ImpactofReformandReimbursementChanges•11:00 a.m. – Noon

• Helping providers adapt to reimbursement cuts• Understanding complex payment structures for skilled nursing, home care, and other providers• Anticipating the impact of healthcare reform

NetworkingLunch•12:00–1:30p.m.

ImpactofHealthcareConsolidation•1:30–2:30p.m.

• Future of IDN involvement in long-term care markets• Serving larger customer systems• Market evolution

RoundtableDiscussionswithDistributors•3:00–4:00p.m.

• Serving non-institutional markets• Thehospital-post-acuteconnection• Structuring the sales force for success in extended care markets

NetworkingDinner•6:00p.m.

Seminar FacilitatorElizabeth Hilla • Sr. Vice President, Health Industry Distributors Association• Executive Director, HIDA Educational Foundation• 26yearveteranofthehealthcaredistributionindustry

THREE EASy WAyS TO REGISTER

Sponsored by:

Omni Austin Hotel Downtown700 San Jacinto Blvd.Austin, TX 78701Phone: 512-476-3700/800-444-6664 Web: www.omnihotels.comGroup Code: 13600110139

Rate: $209 per night • Room Block Cutoff: April 15, 2013

Use the group code online to receive the group rate. After the cut-off date, rooms will be booked on a space-available basis only and room rates are subject to change.

Hotel Cancellation Policy: Guests must cancel hotel reservations 72hoursinadvancetoreceiveafullrefund.

Sales Strategies

Thursday, May 9NetworkingBreakfast•7:00–8:00a.m.

Group Discussion: Sales Strategies for the ExtendedCareMarket•8:00–10:00a.m.

Attendees and panelists share insights on sales strategies for reaching today’s changing healthcare customers. • Restructuring the sales force• Creating strong rep-to-rep relationships• Reaching independent customers• Getting a disproportionate share of your partner’s sales support

FEES (Payment must be received to process registration.)

Registration Information

$1,199 HIDA Educational Foundation Associate or HIDA member

$1,899 Non-Associate Contact Lori Smith for information on Associates Program membership at 703-838-6103.

Conference registration fee includes all program materials and scheduled events.

THREE EASy WAyS TO REGISTER

E-MAILhida@paemsolutions.com

@ WEBwww.HIDA.org

CALL866-451-9367

REGISTRATION POLICY: Space may be limited. Registration is first-come, first-served. Registration forms sent without payment will not be processed. Any photos taken at this event are property of HIDA and can be published without permission in HIDA materials.

CANCELLATION POLICY: Participants must cancel in writing via mail, fax, or e-mail in order to request a refund, less a $35 processing fee. A full refund minus the processing fee will be available prior to April 8, 2013, and a 50% refund will be available between April 9, 2013 and April 23, 2013. While no refunds will be available after April 24, 2013, a company may substitute a registrant at any time without penalty.

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