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Upcoming Defending Price™ Programs

Healthcare Industry 

In 2023 suppliers to the healthcare industry face an increasingly challenging sales environment.  Defending Price training equips you with proven skills and tools for defending the value of your products and services.

View full program brochure (PDF)
.

This popular programi is now being made available in a virtual delivery format.  Each workshop will be broken into two (2) convenient online sessions over two days. Click below to register for one of these upcoming events.

  PROGRAM DATES TIMES FEE
  June 8-9, 2023
1:00 - 4:15 EST
$1,350 Closed...
  October 19-20, 2023
1:00 - 4:15 EST
$1,350 Closed...
  December 6-7, 2023
1:00 - 4:15 EST
$1,350 Register...


Designed Specifically for Medical Device, Equipment & Consumables Suppliers

The ongoing impacts of COVID-19 -- staff shortages in particular -- plus long-term trends such as industry consolidation, are pressuring hospital margins. In response, providers relentlessly attack supplier pricing and continue to demand big discounts.

Suppliers must learn to translate everything they can do for providers into a business case that will resonate with clinicians, as well as personnel on value analysis committees and in the supply chain organization.

In order to do this well, you need to fully understand:

  • The increasing role of value analysis committees (VACs);

  • Ongoing shifts to pay-for-performance (P4P) and accountable care;

  • The evolving role of physicians in hospital sourcing decisions.

This healthcare industry training will help you:

  • Overcome objections from purchasing departments;
  • Provide clinical and economic justifications for your product or service;

  • Improve your knowledge of value analysis committees – how they operate and how they prefer to engage with suppliers.

You’ll hear success stories from the healthcare supplier community and be able to benchmark yourself against industry best practices.

Click below to download a full program brochure.

download pdf

 

 




who attended

Most leading healthcare suppliers in the North American market. For example, among medical device suppliers past attendees include:

  • 86 of the top 100 suppliers
  • 23 of the top 25 suppliers
  • 9 of the top 10 suppliers



“Excellent content! Provides a clear roadmap and summary of the changes taking place in this challenging environment.”
         - Brenda Valente, VP of Field Sales,
           Ecolab

"This is an awesome program. It’s rare to see so many ‘real’ healthcare industry-specific examples. The cases & exercises really challenge your thinking."
         - Jay Stracke, Sr. Dir. Clinical Marketing,
           Smiths Medical

"I’ve been to several sales and pricing-related programs but this course was by far the best."
         - Steve Robertson, Dir. Corp. Accounts,
            Exactech

"Great presentation of current market hurdles and challenges and how to overcome them. I would definitely recommend this workshop!"
         - Lynn Oyler, Sr. Dir. of Svc. Sales,
           Siemens Healthineers


 

Who should attend? This one-day seminar is designed for the following roles at medical device, equipment and consumables' suppliers:

  • Sales & Marketing Executives
  • Territory Sales Managers and National Account Directors
  • Marketing and Product Managers
  • Pricing Managers and
  • Health Economics Personnel

Defending Price™ training sessions can also be conducted on-site at your facility for you and your sales and marketing teams.  To learn more about what we offer and how we can help, contact us.



 
 

 
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