Conferences

  12/10/08-12/12/08

Register Now • Download a Preview of the Conference Brochure • Keynote Speaker • Sessions • Workshops • Venue • Prices

Register Before November 5th to Save $100!!

Send your entire sales team! Reward your top performers! Position your national sales meeting around Laboratory Sales & Marketing! Fine Tune Your 2009 Sales & Marketing Plan!

Washington G-2’s inaugural Laboratory Sales & Marketing Conference is the laboratory executive’s means to level the playing field dominated by two national labs with their nationwide marketing budgets and national sales teams, to compete with the diagnostic testing giants’ latest aggressive moves into the clinical lab market, and to respond to the new CLIA lab-driven business models that are taking the in vitro diagnostics market by storm.

The hyper-competitive 2009 laboratory marketplace will be won or lost with a sales and marketing strategy and teams that know how to:

• Build and leverage strategic alliances in its sales and marketing plan
• Capitalize upon target marketing, physician relationships, sales incentives, and managed care contracting to gain market share in regional markets against the national labs
• Successfully market diagnostic services to the physician market, sell in the rapidly developing IVD and CLIA lab-centered markets, sell niche tests, and sell esoteric and molecular tests
• Plan, build, and evaluate winning outreach marketing and sales strategies
• Use integrated marketing communications
• Utilize sales techniques that will lead your team to the top of the lab market
• Understand the impacts of the legal and regulatory environment on lab sales and marketing
• Incorporate the C-level perspective on lab sales and marketing
• Use the latest market research on the lab industry from G-2 Reports
• Apply marketing strategies and sales tactics that today’s hottest independent and hospital labs are using to tear market share away from the lumbering giants

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Learn from an Inspiring Keynote: How to Put Proven Sales Strategies in Place in Your Lab

Dave Jakielo
Author, Consultant and President
David A. Jakielo Seminars, Training and Consulting

Here are Sessions Scheduled for December 11 & 12

Who Will Win the Battle for Sales & Market Share – National Labs, Health System Labs, Independent Labs
Brian Buxton, Principal & Co-Founder, Easton Associates, LLC

Selling Your Sales Program & Expansion Plans to Management
Priscilla Cherry, President Laboratory Services, Fairview Health Services

Getting Serious About Sales & Marketing: The CEO’s Perspective
Michael Venrick, MD, President & Medical Director, UniPath, LLC
Rick Nicholson, Owner and Board Member, Westcliff Medical Laboratories

Selling Pathology Services in a Competitive Market: It's All About the Bottom Line
Patricia Hughey, CEO, UniPath, LLC
Michael Venrick, MD, President & Medical Director, UniPath, LLC

Independent Lab Focus: How to Compete with the Large National Labs
Karen Paoella, Vice President Sales & Marketing, Clinical Lab Partners

Hospital Lab Focus: How to Compete with the Large National Labs
Jim Root, Advisor and Senior Consultant, Chi Solutions

Branding Your Hospital/Health System’s Lab Program
Paul Knoll, President, Ascent Guided Sales & Marketing Expeditions
Ernie Farabaugh, ST&P Marketing Communications
Nanci George, Vice President, Marketing & Client Education, S.E.D. Medical Laboratories

Making the IT/Sales/Connectivity Connection
Gene Heidt, Director of Laboratory Services, Central DuPage Hospital

Getting Real About Managed Care: What Every Sales Pro Must Know
Louis Tzoumbas, General Manager, LabCorp Bay Area

What’s Legal & What’s Not: Key Compliance Issues for Sales & Marketing Staff
Craig Holden, Esq., President & COO, Ober Kaler Grimes & Shriver

Selling Strategies for the Physician Market: Striking Gold with High-Value Tests
W. Edward Highsmith, Jr., PhD, Co-Director, Molecular Genetics Laboratory, and Associate Professor, Department of Laboratory Medicine and Pathology, Mayo Clinic

Key Characteristics of Top Performing Lab Sales Representatives: They're Not Always What You Think—Plus—Highlights of G-2/Slone Lab Sales 2009 Compensation Survey
Adam Slone, President, Slone Partners
Tara Kochis, Executive Vice President, Slone Partners

Putting It All Together: Answering the Tough Questions
Q&A Session with W. Edward Highsmith, Jr., PhD, Craig Holden, Louis Tzoumbas, Adam Slone and Tara Kochis

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Venue: Hyatt Regency Scottsdale Resort & Spa at Gainey Ranch, 7500 E. Doubletree Ranch Road, Scottsdale, AZ 85258. Ph: 480-444-1234.

Mention you're attending the Lab Sales and Marketing Conference to take advantage of the special reduced room rate of $205 for a standard, single/double occupancy (plus taxes).

Deadline to guarantee reduced rate: Sunday, November 9, 2008 (providing group room block has not been filled); thereafter (or if the block is filled), rooms are subject to availability.

Set amidst flowering cactus and framed against the majestic McDowell Mountains lies the Hyatt Regency Scottsdale Resort and Spa at Gainey Ranch. Here, breathtaking desert vistas blend with intriguing Native American culture and pampering amenities to create a Scottsdale Arizona hotel designed to please every guest. Explore our 560 acres and discover your own perfect Hyatt Scottsdale hotel stay, including championship golf, luxurious Spa Avania, water playground , tennis or Camp Hyatt Kachina. Just minutes from all the attractions of this vibrant area, we invite you to experience the ultimate luxury hotel and resort in Scottsdale, Arizona.

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Substitutions & Cancellations: Should you be unable to attend for any reason, please inform us IN WRITING prior to November 26, 2008 and IOMA will give you a full refund less a $100 administrative fee. If you cancel after November 26, 2008, you may request a courtesy transfer to use at any IOMA event of equal or lesser value. The courtesy transfer must be used within one year of the date of your originally scheduled event. Substitutions of enrolled delegates may be made at any time, please call IOMA at 800-401-5937 ext. 2 to let us know before December 5, 2008.

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	Early Bird Subscriber Price	Early Bird Price for Non Subscribers	You Save
Conference Only	$695	$795	-
Workshop Only	$495	-	-
Conference & One Workshop	$1190	$1290	-
Conference & Two Workshops	$1485	$1585	$200

The prices listed below are individual prices only. Your discount will be calculated automatically when you check out. See the grid above for combination pricing!

Please Note, Workshops A and B run concurrently.

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To Register, make a selection below or call John Watkins at 800-401-5937 ext. 4710 or email John at johnwatkins@ioma.com. The Early Bird Rates Listed Below Expire on November 5th!!

Download a Preview of the Conference Brochure

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