AGENDA |
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8:00 - 8:30 am |
Registration and Continental Breakfast |
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8:30 - 8:40 am |
Welcome and Introductions |
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Mark Leahey, Executive Director, MDMA |
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8:40 - 9:15 am |
Leveraging Non-Dilutive Sources of Funds: "How to do Business with the Military Medical Community" |
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Dave D. Hood,
Senior Advisor for the Principle Advisor for Acquisitions,
Telemedicine & Advanced Technology Research (TATRC),
U.S. Army Medical Research & Materiel Command (MRMC) |
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9:15 - 10:00 am |
Defining Product Commercialization & Profiling your Company / Products |
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More than marketing, sales, and distribution -
product commercialization cuts across all business areas
A successful commercialization strategy fits the company -how to profile your product / company
Examine a range of common product / company profiles - how unique profiles affect strategy
The Three Commercialization Imperatives |
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Rick Davies, Managing Partner, Vector Resources, L.C. |
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10:00 - 10:30 am |
New Medical Devices & Addressing the Commercialization Imperatives |
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Review of two new medical device technologies
One Success
One Failure |
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Warren Grundfest, M.D., F.A.C.S.,
Professor Bioengineering, Electrical Engineering and Surgery, UCLA |
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10:30 -10:45 am |
Break |
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10:45 - 12:45 pm |
Understanding Your Product Commercialization Options |
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Each commercialization strategy has its own characteristics
Each strategy bring its own specific requirements for success
Strengths, weaknesses, and resource requirements examined
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Speakers and Topics: |
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Licensing Arrangements:
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Robert E. McCarthy, Ph.D., JD, Office of Research & Technology Applications, Representative to TATRC, MRMC
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Partnering with an Established Market Player: |
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Christopher Davies, Esq., Partner, Vector Resources, LC |
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Working with Independent Sales Representatives: |
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Hubert (Hu) Hauser, National Sales Manager, Medical Division, The Harloff Company, Inc.,
Allied Advisor, Health Industry Representatives Association (HIRA) |
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Working with Independent Specialty Distributors: |
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Richard Pfahl, Vice President of Business Development, Bovie Medical Corporation, Manufacturer Representative to the Board, Independent Medical Distributors Association (IMDA) |
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Direct Sale & Blended Options: |
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Rick Davies, Managing Partner, Vector Resources, LC |
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12:45 - 1:30 pm |
Lunch |
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1:30 - 2:45 pm |
Selecting a Product Commercialization Strategy that Fits Your Company’s Profile
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Not all strategies work well with all companies and products
Matching a commercialization strategy to your company’s profile, and business objectives
Interactive exercise – best strategies for different companies
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Panelists: |
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Christopher Davies, Esq., Partner, Vector Resources, LC |
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Robert E. McCarthy, Ph.D., JD, Office of Research & Technology Applications, Representative, TATRC, MRMC |
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Hubert (Hu) Hauser, National Sales Manager, Medical Division, The Harloff Company, Inc., Allied Advisor, Health Industry Representatives Association (HIRA) |
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Richard Pfahl, Vice President of Business Development, Bovie Medical Corporation, Manufacturer Representative to the Board, Independent Medical Distributors Association (IMDA) |
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Moderator: |
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Rick Davies, Managing Partner, Vector Resources, LC |
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2:45 - 3:00 pm |
Break |
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3:00 - 4:00 pm |
Implementing Your Commercialization Strategy |
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Common mistakes to avoid when implementing a product commercialization strategy |
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Gauging resource requirements
Matching management skills
Balanced distribution contracts
Effective product launch
Maintaining downstream options
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Panelists: |
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Charles Cresine, Founder, Surgical Resources, Inc.® & Principal, Tomalex, LLC |
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Mike Peters, CPMR, Treasurer & Member of the Board, Health Industries Representatives Association (HIRA) |
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Thomas Birmingham,
President, Bay State Anesthesia,
Member of the Board, Independent Medical Distributors Association (IMDA) |
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Moderator: |
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Rick Davies, Managing Partner, Vector Resources, LC |
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4:00 pm |
Closing Remarks |
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Rick Davies, Managing Partner, Vector Resources, LC |
