Scott GlanzmanMcKesson

Medical-Surgical

Elizabeth HillaHealthIndustry

DistributorsAssociation

Mark ZacurThermoFisherScientific

Ed ReillyO&RMedicalSales

andService

Dan Eckert LaboratorySupplyCompany(LABSCO)

Gunter Wessels HealthcareStrategist

New Realities in the

Laboratory & Diagnostics MarketNovember12-13,2013GaylordNational•Washington,D.C.

Kenneth BlickUniversityofOklahomaHealthSciencesCenter

Julie HalicPeaceHealthLaboratories

Nancy LyonLabManagerandConsultant

Ken RosemannAmerinet

Tuesday, November 12NetworkingReception/Dinner•6:00p.m.

Wednesday, November 13NetworkingBreakfast•7:00–8:00a.m.

WelcomeandObjectives•8:00–8:15a.m.

6ThingsYouNeedtoKnowaboutHealthcareReform’sImpactonDiagnostics•8:15–8:35a.m.

Linda Rouse O’NeillVicePresident,GovernmentAffairs,HIDABroadexpertisebasedonexperiencewithHIDAandonCapitolHill

• Findoutreimbursementcuts,newpenaltiesforreadmissionsandinfections,andotherchangesintheAffordableCareActwillimpactlabmarkets.

ProviderFocusGroup•8:35–9:50a.m.Kenneth Blick, PhDDirector Laboratories

Academicmedicalcenterofferingacomprehensivearrayofbothroutineandsophisticateddiagnosticsservices

Julie Halic, MBAChief Operating Officer

11laboratoriesandover20patientservicecentersthroughoutthePacificNorthwest,supportingthePeaceHealthsystem

Nancy LyonLab Manager and ConsultantOverseeslabservicesforlargeinternalmedicinegroup;alsohelpspracticessetupPOLsandimprovecompliance

There’snoone-wayglassinthisfocusgroup,soyoucangetcandidanswerstocriticalquestionsaboutlaboratoryanddiagnostictrendsandcustomerneeds.

• Whatdolaboratoryprovidersneedfrommanufacturersanddistributors,andhowisthatchanging?

• Whatisthevalueofdiagnosticsinthehealthsystemandinthelocalphysicianoffice?• Howdoprovidersviewtheroleoflabtestinginreducingcostsandimprovingoutcomes?• Howishealthcarereformimpactinglaboratoryproviders?• Wherewilldiagnostictestinghappeninthefuture?• Whatistheimpactofnewhospitalreadmissionspenaltiesonlaboratorydecisions?• Howishealthcareconsolidationplayingoutinthelaboratorysegment?

Agenda

© 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.

THREE EAsy WAys TO REGIsTER

GroupPurchasingandCorporateImpactsonLab/DiagnosticsMarkets•10:15–10:50a.m.

ProviderPanelandKen Rosemann,VicePresident,LaboratoryandDiagnosticImaging,Amerinet

Collaborateswithacuteandnon-acutecareprovidersnationwideforgrouppurchasing,performanceimprovement,andongoingsupport.

• WhatistheGPO’sroleinlab/diagnosticsmarkets,andhowisitchanging?• Howareregional,local,andself-contractingimpactinglabpurchasing?• Howdoescontractingdifferinthelabmarketcomparedtoother

segments,andhowisthatevolving?

DistributorExecutivePerspectives•10:50a.m.–12:15p.m.Dan Eckert President & COO

Scott GlanzmanVice President, sales

Ed ReillyPresident

Mark ZacurVice President, strategic Marketing & Business Development

• Howisdistributionadaptingtochanginglabproviderneeds?• Howisconsolidationamongbothprovidersanddistributorsimpactingthelabmarket?• Howcandistributionhelpmanufacturersreachdiversediagnosticsmarkets,including

referencefacilities,physicianofficelabs,andhospitallaboratories?• Howdodistributorsexpecttestinglocationsandvolumetoshiftasaresultof

healthcarereform?• Whatdothemosteffectivemanufacturerpartnersdotogetsalessupportfrom

distributorstoreachlab/diagnosticsmarkets?

NetworkingLunch•12:15–1:15p.m.

GrowingDiagnosticsSalesthroughImprovedCollaborationGroupDiscussion–AllPanelists•1:15–2:15p.m.

• Whatarethegreatestopportunitiesfordiagnosticsinthechanginghealthcareenvironment?• Howcanprovidersandsuppliersworkbettertogethertoimprovepatientoutcomesand

reducecosts?• Whatarethemosteffectivewaysforvendorstopresenttheirsolutionstocustomers?

RoundtableDiscussions–ChooseOne•2:15–3:15p.m.• GPOTrendsintheLab/DiagnosticsMarket(KenRosemann,JulieHalic,ScottGlanzman)• ExpandingthePOLMarket(NancyLyon,DanEckert,EdReilly)• ServingHospitalandReferenceLabs(KennethBlick,MarkZacur)

RoundtableInsights•3:30–3:45p.m.

Gaylord National Resort & Convention Center201WaterfrontStreet,NationalHarbor,MD20745

Phone:301-965-4000 (Refer to Health Industry Distributors Association meeting in November)

Web:http://goo.gl/UtQMyk

Rate:Single/Double$215pernight,plus16%tax;Triple$235plustaxand$15resortfee

Room Block Cutoff:October13,2013

Afterthecut-offdate,roomswillbebookedonaspace-availablebasisonlyandroomratesaresubjecttochange.

Hotel Cancellation Policy:Guestsmustcancelhotelreservations72hoursinadvancetoreceiveafullrefund.

SeminarFacilitatorElizabeth Hilla • Sr.VicePresident,HealthIndustryDistributorsAssociation• ExecutiveDirector,HIDAEducationalFoundation• 26yearveteranofthehealthcaredistributionindustry

FEEs (Paymentmustbereceivedtoprocessregistration.)

Registration Information

$1,199HIDAEducationalFoundationAssociateorHIDAmember

$1,899Non-AssociateContact 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 October 12, 2013, and a 50% refund will be available between October 13, 2013 and October 27, 2013. While no refunds will be available after October 28, 2013, a company may substitute a registrant at any time without penalty.

SuccessintheNewNormal:CreatingDemandbyFacilitatingIntegratedCare•3:45–4:30p.m.

Gunter Wessels,Ph.D.,M.B.A.,Partner&HealthcarePracticePrincipalTotalInnovationGroup,Inc.(TIGI)

Expertiseonimplicationsofhealthcarepolicychangeswithstrongbackgroundindiagnosticssales

InsightsandConclusion•4:30–5:00p.m.

Group Discounts Available. Contact Stephanie Reed @ 703-838-6105

The Laboratory Diagnostics Market Is Changing FastThe diagnostic market is in flux. Market consolidation could push more testing to centralized locations, but the drive to improve quality creates incentives for near-patient testing in locations like the physician office lab. HIDA’s lab-focused Market Conference will help manufacturers and distributors navigate the trends and chart a course for success.

Hear Directly from Leading Laboratory Providers• Focusgroupformat:noslidesorlectures,justcandiddialogue• Responsestoissuesincludingreducingcostofcare,healthcareconsolidation,quality

measures,andmore• Impactofhealthcarereform• Implicationsforbusinesspartnerships

Understand How Changes Impact Your Channel Partners• Leadingdistributors’approachestoservingthelabandPOLmarket• Openconversationonimprovingchannelrelationships• Insightsontheevolvingroleofthesalesforce

Grow Your Success in Laboratory and Diagnostics Markets• Understandhowmanufacturersanddistributorscanmoreeffectivelycollaborate• Learnwho’smakingthedecisionsinkeyproviderorganizations,andhowtoreachthem• Knowhowtosucceedinthenew“valuenotvolume”healthcareenvironment

Who Should Attend• ManufacturerCEOs,VPssales/marketing,nationalaccountsmanagers• Distributorowners,CEOs,salesexecutives• Anyoneelsewhowantstobuildmorepowerfulchannelpartnershipsinthelaboratory

anddiagnosticmarket

...And WhyHIDAseminarsbringkeyplayerstogethertobetterunderstandourindustry

anditschallenges.

–MarkBeran,ChiefCommercialOfficer,TIDIProductsLLC

Justtherightmixofpresentations,interactionandroundtablediscussion,

allwrappedaroundagreatnetworkingopportunity.

–BrendaHighley,Director,DistributionPartners,BeckmanCoulter,Inc.

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