How to differentiate in a changing environment? 5 July 2011, Dolce La Hulpe Brussels Introduction The medical technology industry is operating in a rapidly changing environment with reduced government funding exacerbating the difficulties. On the customer side, the decision-making is shifting from physicians to procurement departments, hospital managers, sick funds and a variety of bodies established to make national policy recommendations and decisions. Add to this complex mix the increasing role of the patient in demanding and driving his own care and the strategies for dealing with this intricate ecosystem of decision making become ever more challenging. More innovative strategies are required to deliver solutions that not only improve patients’ health but also reduce overall healthcare costs. New approaches and ideas to dealing with this broader stakeholder community will be needed if the businesses of tomorrow are to be successful. Programme Event facilitator: Bernard Zen Ruffinen, President EMEA, Korn/Ferry International ■ 10.00 Introduction ■ 10.15 Outlook next 3-5 years of the healthcare industry The breadth and depth of evidence that companies need to bring to the table to support the introduction of new technologies has been on a steadily rising curve. What will be required tomorrow and who will need it and use it? Speaker: Lieven Annemans, Health Economist – Pharmacoeconomist, I-CHER Interuniversity Centre for Health Economics Research, UGent – VUB, Belgium ■ 10.45 Customers’ perspective: What are the needs of the hospitals? As competition increases on the healthcare delivery front, what are hospital managers and GPO’s looking for from the medical technology industry? Lower prices or cost and quality transforming enablers? Speakers:    Bradley Gould, CEO of Prospitalia, Germany Tim Smart, CEO of King’s College Hospital NHS FT, UK Fergus Clancy, CEO, Mater Private, Ireland ■ 12.15 Lunch ■ 13.15 Are you putting the customer at the centre of your organization? Medical device companies face more pressure than ever to differentiate products, provide solutions and build brands impervious to price erosion. As a consequence, marketing needs to be done differently than in the past. Hamish Taylor has an award winning record of driving innovation and change in a number of very different companies where he has been stealing ideas from one industry to use in another. His approach is if you want a breakthrough, you need to look outside your current environment. Speaker: Hamish Taylor, Founder Skills Exchange Network, UK ■ 14.45 Break ■ 15.00 Key Account Management Some sectors have transitioned from individual salespeople managed in simple product based teams to complex key account management. Health systems constitute even more complex buying units than most other sectors. How is key account management done in a large complex organization? Speaker: John Galbraith, Senior Director Customer Solutions & Enterprise Architechture, Oracle ■ 15.45 A view from outside Other industrial sectors have gone through substantial changes in the demands of customers and we will learn how they adapted and what lessons there may be for the medical technology sector. Speaker: Patrick Roubi, Vice President & General Manager, HVAC & Controls Products Systems & Service, Europe and Africa, Johnson Controls ■ 16.45 Closing ■ 17.00 Drinks Practical information ■ Fee: Eucomed members: 300€ (excl. 21% VAT) Eucomed non-members: 350€ (excl. 21% VAT) ■ Conditions: Cancellations prior to 5 June 2011 will be reimbursed by 50%. Cancellations after 5 June 2011 and no shows will not be reimbursed. ■ Venue: Dolce La Hulpe Brussels 135, Chaussée de Bruxelles 1310 La Hulpe ■ For more information and registration: Laurence Couturier Communications & Events Officer [email protected]