Selling a new medical device or diagnostic to hospitals has unique challenges that have become increasingly complicated by restrictive regulations.  Hear from industry experts and hospital professionals as they provide insights into the structure and operations of a hospital, as well as the process and the people within the hospital that a sales organization must understand to successfully sell their products.

This session includes:

• Introduction to Hospitals: Prepare to enter the hospital environment by understanding the different types of hospitals in OH, their internal organizations, including purchasing functions and the trends that are driving their buying behavior.  

• Selling to Hospitals: Develop an appreciation of how hospitals evaluate new products, how they define value, the role of Value Analysis Committees and the importance of clinical champions.  

• Legal Limitations: Understand the Sunshine Act and regulations pertaining to interactions with healthcare providers and a company’s responsibilities with respect to gifts or other compensation.

• Panel Discussion: Representatives from hospitals and industry provide examples and insights on selling to hospitals.

Funding for this event was provided by the State of Ohio, Ohio Development Services Agency, and the Ohio Thomas Edison Program.  As such, this event is FREE; registration is required.