10TH ANNIVERSARY MEDICAL DEVICE AND DIAGNOSTIC TRAIN THE TRAINER SUMMIT

MARCH 30-31, 2017 | NEW ORLEANS Download AgendaRegister Now

DAY TWO | FRIDAY, MARCH 31

ALL ACCESS DAY: All registered attendees are free to participate in both tracks. Please choose which sessions are of most interest to you!

8:00 REGISTRATION, EXHIBITION & MORNING COFFEE

SALES TRAINING AND DEVELOPMENT

8:30 CHAIRPERSONS OPENING REMARKS
INTEGRITY SOLUTIONS

9:00 ROI WORKSHOP:
EFFECTIVELY EVALUATE, ALIGN AND OPTIMIZE YOUR SALES TRAINING EXPENDITURE
The industry is in a state of transformation, which has increased the complexity of the revenue growth model. This has led to a proliferation of selling roles and associated sales training needs. In order to align sales training with the new selling realities, a thorough review of your training program is required. The thorough review should start with a sound understanding of your revenue growth strategy and structure. This forms the basis of your sales training needs. There is no silver bullet for sales training and you need to pick the right sales training program for each component of your revenue engine. During this interactive workshop, we explore how to effectively evaluate, align and optimize your sales training expenditure.

Craig Ackerman, Principal, ALEXANDER GROUP

Robert Conti, Senior Vice President, ALEXANDER GROUP

CLINICAL TRAINING & EDUCATION

8:30 CHAIRPERSONS OPENING REMARKS

8:45 WORKSHOP: BUILDING EARLY RELATIONSHIPS WITH FELLOWS TO TRAIN THE NEXT GENERATION OF PHYSICIANS

  • Partnership opportunities with academic medical centers on training
  • Using a fellow’s thirst for knowledge to drive clinical training
  • Developing training & learning tools for a new generation of HCPs
  • Investing in a long-term training strategy with fellows
  • Metric used to evaluate ROI of fellow training

Mona Patel, Vice President for Clinical Training and Fellowship Education
BOSTON SCIENTIFIC

Tim Lew, Clinical Education, AXOGEN, INC.

Serena Chase, MBA, Vice President of Clinical Affairs and Professional Development
XTANT MEDICAL

10:15 COFFEE, EXHIBITION & NETWORKING BREAK

10:45 MASTER CLASS: BUILDING A LONG-TERM SALES TRAINING STRATEGY

  • Ensure human capital is ready to meet future challenges
  • Remaining competitive in a changing global economy
  • Create strategies to hit sales target with significant impact
  • Drive systematic alignment and improvement of training

Stephanie Thames-Harris, Director of National Accounts, US Corporate Accounts
ABBOTT MEDICAL OPTICS

 

11:30 CASE STUDY: ENGAGING REPS AND BUILDING CONFIDENCE WITH 3D IMAGING
This presentation will discuss training on emerging technologies in the cardiology space. Key points for discussion include:

  • 3D Holographic imaging applications for medical imaging training
  • 3D Beating heart simulation for echocardiography and anatomy training
  • 3D Virtual Reality simulation for procedural training
  • Results and impact of 3D training technologies

10:45 EFFECTIVE MANAGEMENT OF KEY OPINION LEADERS (KOL) IN CLINICAL EDUCATION
The success of a medical device company can be linked to the ability to build, maintain and manage relationships with Key Opinion Leaders (KOLs) as they play a critical role in educating the medical and scientific communities. As with the healthcare industry as a whole, KOL relationship management is evolving and clinical trainers must adapt and maximize relationships to ensure clinical and medical education is properly conveyed.

  • Developing individual engagement plans with KOLs
  • Anticipate the need of KOLs to enhance relationship
  • Collaborate with KOLs on course content & materials

Nagesh Uppuluri, PhD, MBA, Senior Director, Global Professional Affairs & Clinical Education
MEDTRONIC

 

11:30 MASTER CLASS: OVERCOMING CLINICAL CHALLENGES WITH NEW TECHNOLOGIES
This program will discuss and review strategies to facilitate the adoption and proliferation of a new surgical technology versus the current standard of care including:

  • Expertise Development
  • Sales Team Training
  • Physician Training
  • KOL Development
  • Clinical Issue Firefighting
  • Predicting, Preparing for, and Addressing Competitor Response
  • Clinical Study Design

Gary Tegan, Senior Director, Strategic & Clinical Development, CONMED

12:15 LUNCHEON FOR ALL ATTENDEES

1:15 GAMIFICATION BUZZ: USING GAME MECHANICS TO MOTIVATE YOUR LEARNERS
You’ve heard the BUZZ about gamification, and you’re wondering… “Where do I start?” That is why you will enjoy learning how to use the mechanics of games to engage your learners, help them remember the information, and ultimately take action following your program. In this session, you’ll enjoy discovering how to create a fun, collaborative gamification experiences in which ‘players’ are interested in greater interaction and understanding of the ‘rules of the game.’

  • Why Gamification is about more than playing games
  • The Five Stages of Gamification design
  • How to match game mechanics to their motivation profiles
  • What you can do now to make programs FUN!

Jonathan Peters, Ph.D., Chief Motivation Officer
SENTENTIA GAMIFICATION CONSORTIUM

1:15 CLINICAL TRAINING SUCCESS MEASURES: TRACKING RESULTS FOR OPTIMAL PATIENT OUTCOMES & PHYSICIAN ADOPTION

  • Goal alignment to achieve favorable clinical outcomes
  • Defining the physician adoption life cycle in conjunction with the product life cycle
  • Managing expectations through the physician adoption life cycle
  • Metrics and analytics used to evaluate and establish program strategy & ROI
  • Analytic tools to capture data needed to support training

Liz Cumby, President & Founder, CUMBY CONSULTING
Former Director of Professional Education at BAXANO

 

2:00 CASE STUDY: ENGAGING MEDICAL PROFESSIONAL SOCIETIES IN CONTINUING EDUCATION
Professional Societies often look at vendors with suspicion. Learn how these boundaries and trust issues can be overcome to produce unique, high-demand and profitable clinical education.

  • Building Trust & Transparency
  • Making the case based on the society’s mission
  • Joint Development & Certification
  • A winning result for all stakeholders

Tim Prosser, Director, Learning & Innovation Center, ELEKTA

Paul Naine, Sr. Mgr. Clinical Operations North America, ELEKTA

2:45 COFFEE, EXHIBITION & NETWORKING BREAK

3:00 SUPERCHARGE SALES THROUGH USING BODY LANGUAGE TO ENGAGE & INFLUENCE
In a world so focused on the words we say, most people are missing out on how we say those words, the nonverbal behind the verbal. You have the ability to harness the power of nonverbal communication, to revolutionize the way you present yourself, to change the way you approach interactions and to utilize a unique skill set to become the best version of yourself.

  • Become the most memorable person in the room without even saying a word
  • Gain powerful insight into using body language to show and feel increase levels of confidence
  • Optimize your first impression and build rapport with colleagues and clients

Shelly O’Donovan, Corporate Speaker, Executive Coach, Certified Body Language Trainer
ILLUMINATE THE MESSAGE, LLC formerly with GSK

3:00 CASE STUDY: ENGAGING PHYSICIANS AND BUILDING CONFIDENCE WITH 3D IMAGING
This presentation will discuss training on emerging technologies in the cardiology space. Key points for discussion include:

  • 3D Holographic imaging applications for medical imaging training
  • 3D Beating heart simulation for echocardiography & anatomy training
  • 3D Virtual Reality physical simulation for procedural training
  • Results and impact of 3D training technologies

 

3:45 IRHYTHM TECHNOLOGIES, INC. CASE STUDY: SUCCESSFULLY BUILDING A CLINICAL TRAINING PROGRAM FROM THE GROUND-UP

  • Discuss a philosophical approach to defining the objectives of a comprehensive training program.
  • Share real world examples of how a program can come together quickly and effectively.
  • Strategies for gaining buy in from internal stakeholders
  • How to define success of a newly started training program

Carrie Berg, Director, Education and Training
IRHYTHM TECHNOLOGIES, INC.

4:30 CLOSING REMARKS & CONFERENCE CONCLUSION

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