Thursday May 26, 2016 from 8:30 AM to 12:30 PM EDT
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WCPN ideastream: Westfield Insurance Studio 
1375 Euclid Ave.
Cleveland, OH 44115

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Laurie Toth 
BioEnterprise Corporation 
(216) 658-3974 
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Session I:  
Opening the Door to Hospital Sales:  "An Insider's View of Segments, Stakeholders, and Protocols" takes place May 26th from 8:30AM to 12:30 PM
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. 
“An Insider’s View of Segments, Stakeholders, and Protocols” is one of two concurrent yet independent sessions that make up the Opening the Door to Hospital Sales program.

Session II:  
“Strategic Keys to Success: Planning Commercialization Strategies,” takes place June 23rd in Columbus. To learn more about that session or to register, click here.