Members. Vendors. IMCO. When they all work together, partnerships are strengthened, trust is built, and sales grow.
That was a key message to IMCO members at the association’s recent National Convention in Orlando, Fla. More than 600 people attended, representing 85 percent of IMCO members and 102 vendors displaying on the trade show floor.
“This year is IMCO’s 35th anniversary,” said President and CEO Bill McLaughlin Jr. in the keynote session. “This milestone truly speaks volumes to everyone that makes up our group – both member distributors and vendor partners. And it acknowledges the dedication and resilient strength of the independent businesses led by all of our attendees.”
The theme of the Convention – “United to Meet the Challenge” – was selected to set the stage for the entire year, he said. “IMCO strongly believes the best way for our organization to carry on its strong growth and continuous success is to UNITE as one formidable force – our members, our vendors and IMCO.”
Key initiatives
IMCO launched several new initiatives at the Convention, including the Quality Choice Network reward program, value-based sales training, healthcare reform educational seminars, leadership training and vendor-exclusive pricing and promotions.
Quality Choice Network is a “customer reward” program for nursing homes. As the providers purchase goods and services from IMCO distributors, they accumulate points, which they can trade in for access to CEUs. “With quality standards and value-based purchasing on the minds of all homes, this program will provide many of the tools they need to stay informed and train their staffs with access to education and a broad array of systems and solutions,” said McLaughlin. “Manufacturers are looking forward to showcasing their outcome and clinical data.”
IMCO also announced a program to help community health centers access medical/surgical and dental supplies from IMCO members. The latter will come from IMCO member Benco Dental.
“We are very excited to pursue this segment of the business with Benco because it allows us to present, as one team, an offering of products into the two biggest areas that community health centers service – medical and dental,” said McLaughlin. “With the continuing expansion of the Affordable Care Act and the repeal of SGR, and with the Medicare Access and CHIP Re-Authorization Act of 2015 (MARCA), community health centers have been allocated over $7 billion in the next two years to build, expand and renovate these facilities in order to handle the millions of new patients entering the healthcare system.”
IMCO’s expectation is that its med/surg members who have strong relationships with community health centers will introduce those customers to Benco.
Building on existing programs
IMCO’s Membership Incentive Program, or MIP is a driver for many IMCO distributors to deliver on the loyalty their vendors want, explained McLaughlin. Based on 2015 results, participating vendors handed out more than $1.4 million MIP dollars to members at the Convention. “Over 65 percent of our members earned more than they did the prior year,” he said. “This is an incredible program that continues to get stronger each year.”
McLaughlin also informed IMCO members that the IMCO Brand of products continues to grow and evolve. “Through the support of our members and vendor partners, we are able to provide a proprietary line of products with the quality and value customers expect,” he said. “IMCO has also been working hard on the packaging design updates, with a target completion date of early summer. The majority of our IMCO Brand products are now utilizing the new packaging design, which provides the professional look our members expect.” In addition, all of the IMCO Brand sales sheets have been updated, and IMCO Brand product ads are available to members within the IMCO Design Center.
“Our new journey is just beginning, and our goals are still laser-focused on serving the IMCO member and vendor partners,” McLaughlin told members. “I believe one of the greatest lessons I ever learned from my father [former IMCO CEO/Owner Bill McLaughlin Sr.] is that you can never stop thinking about the next move you have to make.
“We have to constantly look to the future and understand what is ahead and how we compete with any changes we may be facing. For instance, home care and what that means to customers; telehealth and how this will shape office visits and follow-up appointments; and the conversion to ICD-10 and how the nearly 70,000 codes are affecting the billing process.”
Education
IMCO Convention speakers provided an extension of the overall theme of “Uniting to Meet the Challenge,” explained McLaughlin.
For example, peak-performance coach Dan Thurmon incorporated the “Unite” theme with his own “Off Balance on Purpose” message, demonstrating the need for people to look internally and change how they do things. Said McLaughlin, “The level of dedication and commitment it takes to change is not easy, much like learning how to juggle for the first time. It takes practice, focusing on patterns, and the willingness to do something different to achieve this goal.”
Sam O’Rear, Total Innovation Group Inc. provided an overview of healthcare reform as well as changes the industry can expect to see over the next couple of years. “He delivered the exciting news that some of the trends favor independent distributors, and how these same distributors can help lead the charge with their customers to make the changes healthcare providers need to make now,” said McLaughlin. O’Rear conducted a workshop based on a series of questions each distributor should be asking their customers.
Executive coach Randy Chittum presented his topic, “Excelling During Complex Times.” “Simply having a vision of the future and laying out a plan to get there is no longer sufficient,” said McLaughlin, referring to Chittum’s presentation. “Our complex world requires something different. It means that we must embrace an ‘emergent’ mindset that increases opportunities for experimentation and subsequent adaptation.
“Independent distributors provide a vital role for their customers to help navigate the post-ACA world,” said McLaughlin. “The distributor who understands and speaks, not only to the pain points but also to the opportunities their customers are facing, will deliver a greater value than their competitors. And, in return, truly forge a stronger, long-lasting relationship with their customers.
“We put together a very strong lineup for everyone to learn about our ever-changing healthcare landscape,” said McLaughlin, referring to the Convention program. “We have created new tools and programs for everyone to utilize with their customers, compete in the marketplace, and attain a healthier bottom line. The goal and passion of everyone at IMCO is to help LEAD the fight on behalf of our members.”
Retirements
IMCO recognized the retirements of three of its stalwarts: Former CEO/Owner Bill McLaughlin Sr. and his wife (and former CFO/Owner), Susan McLaughlin; and Yates Farris, former vice president of primary care markets.
“A proud recognition and congratulation goes out to Bill and Susan McLaughlin on their retirements this year,” said Bill McLaughlin. “For me, it has been an amazing journey to see, from the outside, growing up around the business and then coming back after my time with Midmark to be a part of IMCO and everything they’ve done.”
Meanwhile, Yates Farris retired in February after 20 years with IMCO. McLaughlin described Farris as “the guy who has tremendous respect throughout the industry, knowledge of the physician office business, and would do anything to help anyone at the drop of a hat.” Replacing Farris as director of primary care is Richard Bigham.
In addition, IMCO announced that Al Borchardt of Midland Medical Supply, Lincoln, Neb., resigned from the IMCO board to enjoy the next adventure in his life.
Award-winners
IMCO had 10 SEL (Sales Emphasis Line) Scholarship Winners this year. “These reps and managers were outstanding performers, nominated by their management and the SEL vendor partners, who stood out from their peers by achieving tremendous sales and support of our SEL program and vendors,” said Bill McLaughlin. The SEL scholarship fund provides airfare and hotel accommodations for the length of the IMCO Convention.
The 10 winners were:
- Ashley White: Atlantic Medical
- Sham Giyanani: Bell Medical
- Adam Shiffman: Cornell Surgical
- Tyler Reichenbach: Medical Resources
- Jason Ritter: Midland Medical
- Brian Butterworth: MMS/Concordance
- David Godfrey: Mohawk Medical
- Kim Heffelbower: Omni Medical
- Leon Langston: Premier Medical Distribution
- Janelle Baginski: Seneca Medical/Concordance
The IMCO Products 450 – IMCO’s year-long private label sales contest – announced the champion member, William V. MacGill. The company grew its IMCO Brand business more than 40 percent over the prior year. Second place went to American Medical Supplies & Equipment, and the third place winner was Manheim Medical.
Show awards went to:
- Best Booth Winner – Tradex International
- Best Vendor Costume – Health o meter
- Best Member Costume – Lynn Mignacca, New England Surgical