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Manufacturers Executive

Conference

Fall 2017

Education, Networking, and Paradise!

November 28-30, 2017Hollywood, FL

HEALTHCARE MANUFACTURERS MANAGEMENT COUNCIL

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Welcome to Hollywood, FL and the HMMC 2017 Fall Executive Conference!

On behalf of the entire Board of Governors of HMMC, I would like to thank you for your attendance at this year’s Fall Conference. The Board is pleased to deliver an action-packed agenda that will allow you to learn, network, and enjoy your time over the next two days. In addition to the program, we are celebrating HMMC’s 30th Anniversary during this conference. Your ongoing support of HMMC and the support of so many over the years is the reason for HMMC’s continued success.

Please refer to the Program for times and places for the Opening Reception, Educational Sessions, Breakfasts, Lunch and our evening events. Everything is listed in the Program.

Please make a point to thank the representatives of our sponsoring companies. They have made it possible for us to enjoy this conference by their generous contributions. Please see the enclosed sheet for sponsors.

All registered spouses and significant others are welcome to join us for meals, meetings and functions.

Enjoy the meeting and your stay in beautiful Hollywood, Florida and thank you for attending the HMMC Fall Manufacturers Executive Conference. We trust you will find it very interesting and helpful.

Please let me or any of the Board members know if we can be of any assistance throughout the conference.

Best regards,

Don Nymberg HMMC President

HMMC Board of Governors:

Don NymbergGerry LoDucaJanis DezsoBen St. JeanBrad Baker

Greg ConnerErik Graaf

Ellenmary MartinKevin Neuman

Peter ShinerTawni SigelmierJim Trautschold

Tim Kery

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Over 1,900 manufacturers, independent distributors and GPOs unified in protecting patient care through trusted brands, high-touch service and supply chain efficiency.

© 2017 NDC, Inc. | www.ndc-inc.com

Ian Fardy, Vice President, Marketingifardy@ndc-inc.com | 615.324.6373

Ben Mosley, Director, Vendor Marketing & Programsbmosley@ndc-inc.com | 615.324.6346

PROUD RETURNING

SPONSOR OF

EXPERIENCE THE NDC DIFFERENCE.PARTNER WITH US TODAY.

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PLATINUM SPONSORS

GOLD SPONSORS

SILVER SPONSOR

HMMC Thanks The FollowingSponsors of the 2017 Fall Manufacturers Executive Conference

KCAKEYSTONE CONSULTING ASSOCIATES, LLC

“We help clients with theirSales Effectiveness needs to impact sustained performance.”

BREAK SPONSOR

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HOTEL INFORMATION

Margaritaville Beach Resort | 1111 N Ocean Drive | Hollywood, FL 33019

954-874-4444

Check-in time: 4pm | Check-out time: 11am

Room rate: $199 + taxes

Inspired by the lyrics and lifestyle of singer, songwriter and author Jimmy Buffett, Margaritaville Hollywood Beach Resort is a destination resort and entertainment complex on the legendary Hollywood Beach Boardwalk. Hollywood Beach is a classic South Florida beach town that’s enchanted visitors since the 1920s. Often compared to quaint European and funky California beach towns, the character of this inviting area is all Florida. Evening strollers, morning joggers, bicyclists and rollerbladers share the brick paved, beachfront thoroughfare with those enjoying the many cafes and bars along the way.

Sagamore is

proud to

support

HMMC

Medical Sales. Access. Results.

http://sagamoresales.com

SALES & MARKETING

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November 29, 2017 – 6:00 pmWe invite you to cruise the beautiful blue waters of South Florida and the Venice of America on the luxury charter yacht Anticipation IV. Boarding at Margaritaville’s home dock from Compass Rose North, HMMC attendees will enjoy some food and drinks on the evening cruise and leisurely tour South Florida’s inland waterways while networking in the best of company.

After eating, drinking, enjoying the sights and networking, it will be time to tally the conference-wide networking competition numbers for the coveted HMMC Trophy and announce the newest winner!

NIGHT CRUISE ON THE LUXURY YACHT ANTICIPATION IV

KCAKEYSTONE CONSULTING ASSOCIATES, LLC

“We help clients with theirSales Effectiveness needs to impact sustained performance.”

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Manufacturers Executive

ConferenceNovember 28-30, 2017

Margaritaville Resort and SpaHollywood, FL

TUESDAY, NOVEMBER 28, 2017

12:00 – 3:00pm Board Meeting Compass Rose East

3:00 – 5:00pm Committee Meetings Program Committee – Compass Rose East Sponsor Committee – Coral Reef Marketing Committee – Continental Drifter Membership Committee – ‘Board’ Room

6:00 pm – 7:00pm Welcome Reception License to Chill North

7:15 – 9:00pm Opening Dinner Cocktails, Hors d’oeuvres and Dinner License to Chill North

WEDNESDAY, NOVEMBER 29, 2017

7:00 – 8:00am Breakfast JWB Prime Steak and Seafood

8:00 – 8:15am Welcome to the 2017 Fall Manufacturers Executive Conference – Don Nymberg – President Compass Rose West

8:15 – 9:30am Government Contracting Jon Landis – COO, Marathon Medical The government market is one of the largest segments in healthcare and often one of

the most difficult to navigate. As market dynamics continue to shift there is a growing need in some organizations to understand how to approach the government segment. Bring your notebooks and questions as Jon provides his market insights and takes your questions in this session.

Compass Rose West

(continued)

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9:30 – 10:00am BREAK Compass Rose West

10:00 – 10:30am Networking Session #1 Compass Rose West

10:30 – 12:00pm US Healthcare 2020+ Mike Lovdal – Partner Emeritus, Oliver Wyman – Adjunct Professor, Columbia

Business School

This presentation will highlight emerging trends impacting the healthcare industry. It will cover topics such as the evolving legislative and regulatory environment, the move to value-based reimbursement, the rise of consumer-driven healthcare, employer innovation, and the new models winning in care delivery and health technology. It will also offer a framework for re-examining an organization’s business strategy in light of the emerging trends. Compass Rose West

12:00 – 1:00pm Lunch JWB Prime Steak and Seafood

1:00 – 3:00pm Collaborative Coaching Strategies for an Evolving Healthcare Market Gary Marinko – Head, Interactive Business Unit, Proficient Learning Interactive

Marcy Lantzy – VP of Sales and Marketing, Proficient Learning Interactive

In this interactive session, you’ll hear about the latest trends shaping the role of managers in the healthcare space, how coaching has evolved, and where coaching and employee engagement are frequently intersecting in today’s selling environ-ment. You’ll come away with strategies that will help drive sales performance, increase sales representative retention, and how to effectively leverage technology when coaching and developing your teams. The session will also cover how to con-nect sales and performance evaluation metrics to maximize ROI on manager and representative development investments. Compass Rose West

3:00 – 3:30pm BREAK Compass Rose West

3:30 – 3:45pm Networking Session #2 Compass Rose West

3:45 – 5:00pm Your Professional Brand + Social Selling = Your Success Story Chuki Obiyo, JD – Executive Advisor, LinkedIn

LinkedIn has over 500 million members worldwide, over 20% of these members are in the United States. The chances are high that prospective clients, employers, and others are being introduced to you for the first time on LinkedIn—even if you’re not an active user, you can still make a winning first impression. Chuki Obiyo (the Hardest Working Man at LinkedIn) will discuss the importance of building and maintaining your professional brand. Bring your laptop, smart phone or tablet and use the information provided to begin updating your profile in this informative, fun, and interactive session. Compass Rose West

(continued)

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6:00 – 10:30pm Special Event – Cruise on the Luxury Yacht Anticipation IV Boarding begins 6:00pm and will depart 6:30pm. Compass Rose West

THURSDAY, NOVEMBER 30, 2017

7:00 – 8:00am Breakfast JWB Prime Steak and Seafood

8:00 – 8:30am HMMC Business Meeting (Members Only) Don Nymberg – President Compass Rose West

8:30 – 9:30am Sales Navigator – Company Report Chuki Obiyo, JD – Executive Advisor, LinkedIn

LinkedIn’s Sales Navigator - Company Report focuses on the Social Selling Index. https://business.linkedin.com/sales-solutions/social-selling/the-social-selling-index-ssi

This is a first-of-its kind program that measures your company’s adoption of social selling practices that enable you to: gain visibility into your company’s activities, uncover new opportunities, and benchmark yourself against peers and competitors. Chuki Obiyo will share insights on how social selling can help you lead your teams to create more opportunities and increase the likelihood to achieve your business development goals this year and beyond.Compass Rose West

9:30 – 10:00am BREAK Compass Rose West

10:00 – 11:30am Social Media “A Primer for Healthcare Manufacturers”Lori Fraijo Raygoza – LFR Consulting

Keeping up with the latest social media trends is essential to helping your organization meet and even exceed revenue goals. Learn how to use a data-driven approach to get the most out of your social media marketing strategy.

Compass Rose West

11:30 – 11:45am HMMC Closing Comments and Vision Don Nymberg – President Compass Rose West

11:45am Adjournment

Thank you for attending! OFFICE CONTACT INFORMATION

HMMC OFFICE: 609-297-2211

EMAIL: hmmc@hmmc.com

www.hmmc.comATTIRE

Business Casual

Attendee List

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Cheryl Abernathy Sempermed USA, Inc. Director of Marketing Jack Addicks Keystone Consulting Associates, LLC President Cliffe Allen PTS Diagnostics Vice President, US Sales Michael Atkinson MedPro Associates Vice President Med/Surg Brad Baker MTI, Inc. Executive Vice President Doug Barrow BR Surgical Managing Partner Jim Baum W.A. Baum, Inc. V.P. Marketing & Sales Jan Beery KBK Communications President/CEO Steven Berke Cincinnati Sub-Zero Products, LLC. President, CEO Christian Berling Heine USA Ltd. VP of Sales and Marketing Julie Berry Health Industry Distributors Association Director, Conferences & Sponsorship Sales Ken Bianchi SafeTec of America VP of Sales Matt Bourne Midmark Corporation VP of Sales Jonathan Bowman Zoll Medical Corporation Director of Sales, Alternate Care Market John Brasch JBrasch Co., LLC President Josh Brezack Dale Medical Products Inc. Product Manager John Brezack Dale Medical Products Inc. President Mike Carver GOJO Industries, Inc. Healthcare Sales Director Greg Clark Heine USA Ltd. Controller Rachel Coonen TIDI Products National Distribution Sales manager Janis Dezso Bovie Medical Corporation V.P. Sales & Marketing Ed Duffy Weiman Products, LLC Vice President Ian Fardy NDC Vice President, Marketing Lance Ferrin Allison Medical President Kurt Forsthoefel Midmark Corporation Marketing Director Bryan Fosmore Symmetry Surgical Sr.Vice President, Sales & Marketing Allison Frazer BeoCare VP Business Development Rebecca Gecan KBK Communications Associate Marketing Manager Erik Graaf B. Braun Medical, Inc. Director of Sales, OPM Harry Green Teleflex Medical Key Account Manager Commercial Operations Tressa Green Bovie Medical Corporation President Martin Guay JBrasch Co., LLC President Denny Guest Inteplast Healthcare National Accounts Sales Manager Ken Harris Pelstar LLC/Health o meter Professional Scales Executive VP of Sales & Marketing Mally Henne Bemis Health Care National Sales Manager Larry Hicks Detecto Scale Co. Vice President Mark Hoag CNF Medical Director of Sales & Marketing Jeremy How B. Braun Medical, Inc. Vice President, Marketplace Strategy Eric Howard Encompass Group, LLC VP/GM Techstyles Nonwovens Julia Jacobson NEXT Medical Products CEO & President Richard F. Jacobson NEXT Medical Products VP of Sales Maggie Karl DUKAL Corp Director of Contract Brand Management - Healthcare Steve Kelly American Diagnostic Corporation VP Sales Aimee Kenline DUKAL Corp Advertising Manager Tim Kery Sagamore Sales & Marketing, Inc. President Patrick Kiley Medivators Director, Strategic & National Accounts Gerard LoDuca DUKAL Corp President Michael Lovdal HMMC Membership and Program Liason Don Lovre B. Braun Medical, Inc. Director, National Accounts Distribution Ellenmary Martin DUKAL Corp Chief Strategy Officer Steve Martin NDC Vice President, Marketing Jeff McGill Atrium Medical Corporation Sr. VP Marketing & Corp Comm Jerry Messina Sanofi-Pasteur Sr. Director, Account Management/Corporate Accounts Dick Moorman Midmark Corporation VP of Distributor Relations

Attendee List

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Jack Moran Med tech Med Care Managing Partner Kevin Neuman Innovative Healthcare Corporation VP of Marketing & Operations Don Nymberg B. Braun Medical, Inc. Vice President, OPM Division Dennis O'Neill JMS North America Sr. Vice President-Sales and Marketing. Cristopher Pellegrino Metrex Director of Distributor Relations Joe Przepiorka Encompass Group, LLC VP Marketing Brooke Rosenberg J. Robert Saron Bovie Medical Corporation President Jacob Schell Symmetry Surgical Product Marketing Manager Peter Shiner Ansell Healthcare Director of Corporate Accounts Tawni Sigelmier Arrowhead Healthcare Director, National Accounts Dennis Snedden Med tech Med Care Managing Partner James Spitzer Dale Medical Products Inc. Director of Marketing Ben St. Jean Clipper Strategic Consulting, LLC President Jerry Stahl Midmark Corporation Dir. Corp. Accounts Harvey Sthoener Hausmann Industries Jon Wells Midmark Corporation VP Marketing-Medical Division Gary Werman Dale Medical Products Inc. Executive Director, National Accounts Chris Wood GOJO Industries, Inc. Healthcare Sales Dir. Douglas Young DuoProSS Meditech Corp. Director of Sales & Marketing Ted Zellmer TIDI Products Director of Sales, Distribution Jaymi Wilson Cincinnati Sub-Zero Products, Inc. VP of the Medical Division

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HEALTHCARE MANUFACTURERS MANAGEMENT COUNCIL(HMMC) ANTITRUST COMPLIANCE PROGRAM GUIDELINES

A. It is HMMC’s Board of Directors established formal policy for HMMC, a not-for-profit membership corporation, to comply fully with the antitrust laws applicable to trade association activities. The Sherman Act and other applicable antitrust laws are intended to promote vigorous and productive business competition and to combat various restraints of trade.

B. In furtherance of this policy, HMMC meetings are attended by HMMC Executive Officers who periodically consult with HMMC legal counsel.

C. Each person who is an HMMC member and who participates in HMMC activities has a responsibility to his/her employer, to himself/herself and his/her family, and to HMMC to avoid any improper conduct from an antitrust standpoint. The following guidelines will assist in meeting this responsibility:

1.HMMC meetings and discussion are, in general, to be industry-promotion, industry-issue, industry-developmentor educationally oriented. Subject to the above, discussions by HMMC members may generally cover industry product developments on a generic basis, advancing marketing skills, developing historical market data on a general (i.e., non-specific company, basis) and federal and Medicare-Medicaid reimbursement regulations and policies, Medi-care-Medicaid Anti-Fraud Act provisions, hospital market-physician market-home health care and DME market regulatory and legal matters, product liability legal standards, changing policies of federal and state law enforcement and regulatory bodies and federal or state laws or pending legislation and related HMMC testimony and lobbying important to the industry and its future. Notwithstanding the foregoing, HMMC members shall not participate in or conduct price or wage surveys or similar surveys of competitively sensitive information, unless the data requested is at least three months old, the information is gathered by a non-competitor (such as HMMC or a third party consultant), and only aggregated statistics reflecting data from at least five competitors will be distributed to the public or to survey participants, with no one competitor accounting for more than 20% of any aggregated statistic on a weighted basis.

2.In view of antitrust considerations (both civil and criminal) and to avoid any possible restraints on competition, thefollowing legally-sensitive subjects as to a given company or its competitors must be avoided during any discussion between competitors:

(a) Current and future marketing plans of individual competitors should not be discussed between competitors;

(b) Any complaints or business plan relating to specific customers, specific suppliers, specific geographic markets or specific products should not be discussed between competitors;

(c) Purchasing plans or bidding plans should not be discussed (except privately between two parties with a vertical commercial relationship such as supplier and customer);

(d) Current and future specific price information and pricing plans, bidding plans, refund or rebate plans, discount plans, credit plans, specific product costs, profit market information and terms of sale should not be discussed between competitors.

(e) Any matter that is inconsistent with the proposition the each member of HMMC must exercise its independent business judgment in pricing its services or products, dealing with its customers and suppliers, and choosing the markets in which it will compete.

(f) All of the above are elements of competition which must not be the subject of any agreement between competitors.

3.Any question regarding the legality of a discussion topic or business practice should be brought to the attention ofHMMC legal counsel or a company’s individual legal counsel for legal advice.

4.HMMC shall either read or reference these Guidelines before each meeting of its members.

REVISED 3/08

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JON LANDIS

COO,

Marathon Medical Corporation

Jon Landis is the COO for Marathon Medical Corporation. Jon brings over 20 years of commercialization

and executive business management experience with him from Fortune 100 companies ranging from

Georgia-Pacific and Johnson & Johnson to private equity and publicly traded start-ups. Since 1997, Jon

has worked in pharmaceuticals, medical devices, HME and biologics with over 10 yrs. of government

account sector experience during that time.

MICHAEL LOVDAL

Partner,Oliver Wyman

Michael Lovdal is an Adjunct Professor at Columbia Business School where he teaches a course on

Innovative Healthcare Models. He is also a Partner Emeritus in the management consulting firm Oliver

Wyman where he had over thirty years of experience providing strategic planning and alignment

assistance to clients in media, consumer products and healthcare. His healthcare clients included payers,

providers, pharma companies, private equity firms and public health organizations.

Mike started his career as a Certified Public Accountant. Before joining Oliver Wyman, he served on the

faculties of the Harvard Business School and M.I.T.’s Sloan School of Management. Mike received a B.S.

(with high distinction) from the University of Minnesota and an M.B.A. (with distinction) and a Doctorate

from the Harvard Business School.

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GARY MARINKO

President,

Proficient Learning Interactive

Gary Marinko applies his talents in strategic business planning and customer value creation to his role as

President of Proficient Learning’s interactive business unit. His experience includes more than 25 years in

complex B2B selling and 12 years in the life science and training industries. In his current role, Gary leads

the Proficient Learning interactive team that develops and implements mobile technology-based solutions

that drive sales and team performance. He also leads business development and collaborates with

customers to define and execute on their strategic business objectives.

Prior to assuming his role with Proficient Learning, Gary held various positions including Global Account

Manager, Channel Sales Director, and Sr. Account Executive with a global software and communications

company. In these roles, he had the opportunity to work with Fortune 100 companies to develop and

implement software application and supply chain strategies.

Gary earned his Bachelor of Science degree from Indiana State University, has completed advanced

management and leadership coursework, and is an active member of several professional industry

organizations.

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MARCY LANTZY

VP Sales and Marketing,

Proficient Learning, LLC

In her current role with Proficient Learning, Marcy Lantzy leads a dynamic B2B sales team tasked with

driving the adoption of innovative and strategic learning solutions to help life science customers achieve

their goals. Marcy leverages her 20+ years of experience in training and life sciences to ensure that

Proficient Learning’s solutions include the latest learning philosophies and cutting-edge technology,

and she works closely with clients to deliver solutions that successfully meet the needs of sales and

management teams.

Marcy joined Proficient Learning in 2005, and she has deep industry experience, on a global scale,

leading and designing training, creating sales models and curriculums, and working with clients to create

a strategy for effective training in a variety of different therapeutic areas. In her previous role, she

was responsible for leading client development efforts over a wide range of training practices including

specialty sales, managed markets, hospital sales, and leadership training. Marcy is an experienced

facilitator, trainer, and executive who has successfully helped sales professionals and managers, at every

level of tenure, develop their skills and improve their effectiveness.

Before joining Proficient Learning, Marcy held a variety of positions including pharmacy technician, PBM

claims and benefits representative, PBM pharmacy auditor, specialty pharmaceutical sales representative,

corporate sales trainer, and district sales manager. Marcy applies her extensive experience and hands-on

knowledge to provide insightful and applicable solutions to her current clients in the life sciences industry.

Marcy received a Bachelor of Science degree in Biology with a minor in Chemistry from the University of

Wisconsin-Eau Claire. During her spare time, Marcy enjoys boating and spending time with her family in

Tequesta, Florida.

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CHUKI OBIYO

Executive Advisor, Sales Solutions

LinkedIn

I grew up in a village in Africa where people lived on less than $1 a day. My parents worked very hard to

send me to America to get a good education. In turn, I worked very hard and became a business lawyer

at Northwestern University School of Law. During law school, I discovered that the biggest threat to

business is business development. After law school, I consulted with C-Level Executives at Fortune 500

CEB member companies to learn more about business development. Today, I work with LinkedIn to help

business development professionals use their networks to sell better, and in turn create economic

opportunities for themselves and their teams.

Your Professional Brand + Social Selling = Your Success Story

LinkedIn has over 500 million members worldwide, over 20% of these members are in the United States.

The chances are high that prospective clients, employers, and others are being introduced to you for

the first time on LinkedIn-- even if you’re not an active user, you can still make a winning first impression.

Chuki Obiyo (the Hardest Working Man at LinkedIn) will discuss the importance of building and

maintaining your professional brand. Bring your laptop, smart phone or tablet and use the information

provided to begin updating your profile in this informative, fun, and interactive session.

Sales Navigator - Company Report

LinkedIn’s Sales Navigator - Company Report focuses on the Social Selling Index. This is a first-of-its kind

program that measures your company’s adoption of social selling practices that enable you to: gain

visibility into your company’s activities, uncover new opportunities, and benchmark yourself against peers

and competitors. Chuki Obiyo will share insights on how social selling can help you lead your teams to

create more opportunities and increase the likelihood to achieve your business development goals this

year and beyond.

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LORI RAYGOZA

Advisor,

LFR Consulting

Lori’s career has been spent in the digital commerce and marketing space for worldwide brands and

loves improve and enhance the customer experience through digital transformation. Over the past ten

years, Lori has established herself as a thought leader in the field of Digital Strategy, Digital Marketing,

and Customer Experience. She is a frequent guest speaker and lecturer currently leading digital

transformation for a leading healthcare organization in Southern California.

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FALL BUSINESS MEETING

(Members Only)Agenda

Thursday, November 30, 2017Margaritaville Beach Resort

Hollywood, FL

• President’s Opening Remarks

• Anti-Trust Guidelines

• Overview of the Year

• New Business

• Adjourn

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Thank you for attending!

OFFICE CONTACT INFORMATION

HMMC OFFICE: 609-297-2211

EMAIL: hmmc@hmmc.com

www.hmmc.comATTIRE

Business Casual

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SAVE THE DATE!2018 Spring HMMC Executive Conference

May 16-18Marriott Louisville Downtown

Louisville, KY

Join us for a night of fun and racing on Millionaires Row at the legendary Churchill Downs race track