Ready, Set, GROW!
IMCO and its members are focused on growth. Hence the theme of its recent national convention in Orlando, Florida: Ready, Set, GROW!
With nearly 500 attendees, over 80% of IMCO members were represented. The trade show had 102 vendor booths.
“IMCO believes that the independent medical distributor is a vital link in the healthcare supply chain, and we are committed to their success,” said President Bill McLaughlin “With that idea in mind, we provided the setting for our members to GROW their businesses through education, roundtable discussions and idea-sharing while bettering themselves personally in the process.
“There is so much power in connecting and collaborating with fellow members and vendor partners who understand the opportunities and challenges as well as have a desire to learn new ways to compete in our ever-evolving industry.”
Daytona Beach, Florida-based IMCO added 10 new member distributors since the 2018 Convention, and surpassed $4.2 billion in sales in 2018, said McLaughlin. “Based on Q1 of 2019, we are on track to exceed this number again.”
Initiatives and programs
IMCO highlighted several new projects at the Convention, including: a new e-commerce platform, and the Fulfillment by IMCO (FBI) program.
The e-commerce platform provides members access to a database of products built into an e-commerce website that can connect with their ERP and financial software programs. Each member’s website can be tailored to fit the specific needs of the member.
Fulfillment by IMCO (FBI) provides the opportunity for members to order small quantities of product to be delivered either directly to the member or their customer, said McLaughlin. “The program is in its early stages but provides the opportunity for members to be as efficient and competitive as possible, as shipping charges continue to increase.”
Other initiatives addressed at the Convention included:
- The Equipment Performance Incentive Contest (EPIC), which generated over $6 million in sales and 3,000 pieces of equipment sold with eight supporting vendors.
- The Member Incentive Program, which saw over 95% of members earn incentives in 2018. “Many members saw record earnings from the programs and are on track to surpass that in 2019,” said McLaughlin.
- The IMCO Saving Center business resource program, which continues to build its portfolio and provide savings on everyday business, operational and personal expenses for members, their employees and customers.
- IMCO’s distance learning program, Pathway to Profit, which offers 30-minute webinars that provide information and discussion of key questions. The webinars are hosted every other Wednesday at noon EST.
- IMCO Home Care (IHC), which continues to grow and provide IMCO members opportunities to expand into this growth market. IHC added Lee Wheatley as membership coordinator and Lisa Cope as the key customer service representative.
IMCO also announced it will release a best practices guide for hiring and onboarding new sales reps. The organization also named Anthony Battaglia from Pocket Nurse as its newest board member.
Other highlights
The Convention began with 10-minute talks on key topics by five experts:
- “How to be Effective and Produce Results,” Eric Papp of Productivity at Work.
- “What’s So Big About Small,” Elizabeth Hilla of HIDA.
- “How to be a Great Boss Without Being a Jerk,” Chris White of Traction Florida.
- “Building Your Professional Brand,” Heather Llorca-Kropp of DUKAL Corporation.
- “It’s About Connection, Not Perfection,” JD Clockadale of Speechworks.
Each of these short sessions set the stage for the educational sessions that followed, said McLaughlin. “With many of these breakout sessions at capacity, every member in attendance gained valuable information to apply to their businesses and are ready to continue to Grow!”
This year’s keynote speaker was artist Phil Hansen, who discussed how to “Embrace the Shake” by not limiting oneself, and by teaching oneself to rise above any challenge through creativity and innovation.
The Tuesday evening event – the IMCO Barn Party – featured entertainment from Kaleb Lee and Prior Baird of NBC’s The Voice, who performed original songs as well as timeless favorites.
IMCO’s 2020 Annual Convention will take place April 26-29 in Orlando, Florida.
IMCO award-winners
IMCO Exclusive – SEL Scholarship. (All-expense-paid trips to the Convention, awarded to people who stand out for their support of IMCO programs and vendors, as nominated by vendors and members.)
- David Wilson, Atlantic Medical Solutions
- Gloriana Feddema, Canada Medical
- Jodi Silverman, Cornell Surgical
- Jason Taboh, Omni Medical Supply
- Austin Marcus, Supreme Medical Fulfillment
EPIC (Equipment Performance Incentive Contest), whose winners received $27,000 in travel vouchers.
- Brian Hodgson, Omni Medical Supply
- Angi Reed, Booth Medical
- David Gordon, Unimed (USA) Ltd.
- Sanjay Shah, Alpha Medthrift Scientific Co.
- Pam Gall, Foremost Medical Equipment, A Cignet Company
- Victor Amat, American Medical Supplies & Equipment
- Larry Wenthe, Shared Service Systems
- David Ellis, Atlantic Medical Solutions
- Shawna Briscoe, Canada Medical Ltd.
- Gerry Volponi, Canada Medical Ltd.
IMCO 2018 Vendor of the Year
- Dynarex
Other finalists for Vendor of the Year:
- DUKAL Corp.
- Innovative Healthcare (IHC)
- Optimal Healthcare
- Tuttnauer