How To Sell To IDNs Training
IDNs – A Critical Market That Demands New Thinking - Winning Solutions for Attaining IDN Success Through Networking with Peers IDNs have real drawing power. They command attention in your strategies and action plans because they can tilt the scales between growth and failure. IDNs can offer volume and commitment. The problem is, very few know how to work with them to be successful. This is a combo presentation & networking class. Join your peers and colleagues to share strategies and successes to form the winning formula for you and your company. IDN Training through Networking for All Levels
May 2, 2012 - St. Louis
Hotel TBA
Learn from the Best  
Gary Gustafson John Morkavich
President, ANAE Director
Author of "Briefcase Guide Materials Management
to Networking" Christus St. Michaels
From Novice to Champion Health System
Registration at http://www.anae.us/idn_training.html
DATE: December 13, 2011
Las Vegas, NV
Hotel - Mirage 8:00 - 8:30 Introduction - Gary Gustafson, President, ANAE
8:30 - 12:00 John Morkavich, Director, Materials Management, Christus St. Michaels Health System
"How to Sell to and Contract with IDNs and How to Develop Effective Business Strategies with IDNs and Corporate Accounts"
Topic Number 1: Best Practices in Dealing With IDNs, GPOs, and Other Corporate Structures
How can you position your company to be the most effective in introducing your products and services to an IDN? How is the best way
to structure your proposal to an IDN or corporate account to cover all of the bases and ensure a successful outcome? What is it that IDNs are looking for
in a long-term relationship with a supplier partner? What are the "critical factors" to writing an agreement that will be win-win?
Topic Number 2: Negotiations and Barriers to Overcome When Selling and Contracting with IDNs
What are the critical negotiation points of an IDN contract and what are the key components of a successful agreement? In this session we will explore
various scenarios, discuss real world examples, look at the case method, and begin to flesh out what works and what will not.
Topic Number 3: An Open Discussion on Value Anaylsis
An integral and very important topic that always comes up in any serious negotiation with an IDN or corporate account is "value analysis." There are
numerous ways to look at and examine this subject and in this session we will take a stab at what value analysis really means to an IDN and how
you as a medical supplier can prepare yourself for this important discussion. It can make the difference in whether you get awarded a contract or not.
12:00 Noon - Lunch Hosted by ANAE
1:00 - 3:30 Discussion on Value Analysis Continued 3:30 pm - Departure Cost: $ 995
No discounts, Seating Limited. No refunds after December 1, 2011 Who should attend: All Sales Managers (National, Regional and District), Sales Reps interested in improving IDN effectiveness, National Account Managers, Corporate Account Manager, Marketing Managers. 
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