selling novum medical welcome to:. breakout agenda selling novum medical sales philosophy and...

SELLING NOVUM MEDICAL

Welcome to:

BREAKOUT AGENDA


• Sales Philosophy and Department’s New Structure

• Marketing Tools• Dealer vs. Direct Products• New Sales and Marketing Programs• How to sell The Power Pole• New Programs

SALES PHILOSOPHY


Our 1st priority is, and always will be, to deliver the highest quality products and services to our customers…

We do this by:• Paying attention to details• Focusing on the needs and the requirements for each project• Accurately completing all documentation• Asking questions and communicating

SALES PHILOSOPHY


And our most strategic customer …. Our Network of Sales Representatives

Novum extends this philosophy to:• Our Distribution Partners• Dealers• GPO’s• End Users

SALES DEPARTMENT


To further assist and grow our relationships with our Network of Sales Reps, we have expanded our inside sales support team by adding the following positions:

Inside Sales/Dealer Development SpecialistResponsible for growing existing relationships and developing new relations with dealers. The goal is to generate recurring business through our dealer relationships.

Inside Sales/Business Development SpecialistFocused on organically growing business at the territory and end user levels. The goal is to generate repeat business with our existing customer base and develop new customers.

SALES DEPARTMENT ORGANIZATION CHART


WEBSITE PORTAL


Designed to provide reps with updated proprietary information including price lists, product training, in-service materials and quote history

http://www.nkmedicalproducts.com/index.cfm

Web Based Custom Quoting Tool:

PRODUCT CONFIGURATOR


Through the Novum Medical Website, anyone can configure a product and request a formal quote.

http://www.nkmedicalproducts.com/index.cfm?category=38

NEW CATALOG / ONLINE CATALOG


In 2009, we replaced our cut-sheet style binder/folder catalog with a bound product guide delivered as a hard copy or a customized electronic catalog.

http://my.youturnpub.com/YouTurn/NKMedical/

CUSTOM BROCHURES


Mailers and meeting materials can be developed for individual reps targeting specific products to a specific audience.

Mailer / Brochure Follow-Up:What happens after we hand out or mail the brochures often has more to do with our getting the opportunity. Our inside sales team will work with you to follow-up with the recipients to try to uncover opportunities.

NEWSCASTER


Mass e-mail system to communicate new products, promotions and company information without messages getting caught up in spam filters.

Over the past couple of years we have collected over 10,000 emails addresses. Emails include facility purchasing contacts, dealers and distribution reps.

General Mailers:Generic e-mails outlining new products or universal promotions that can be sent to all contacts. We try to send a minimum of one campaign per month.

Targeted E-Mails:We can target only facilities, dealers, GPO members, distribution reps or rep territories.

DEALER VS. DIRECT


ProductsPrimary Markets

Secondary Markets

Primary Distribution Channels

Cribs Acute Care Homecare Government

Ambulatory Care(Rehab Clinics)

Dealers

Bassinets Acute Care Government

Homecare Dealers

Youth Beds Acute Care Homecare Government

Ambulatory Care(Rehab Clinics)

Dealers

Acute Care Grade Overbed Tables

Acute Care Government

Long-term Care Ambulatory Care

Dealers Direct

Economy Grade Overbed Tables

Acute Care Long-Term Care Government

Ambulatory Care Homecare

Dealers Direct

DEALER VS. DIRECT


ProductsPrimary Markets

Secondary Markets

Primary Distribution Channels

Recliners Acute Care Government

Long-term care Ambulatory Care

Direct Limited Dealers

Sleeper Chairs Acute Care Government

Long-term care Ambulatory Care

Direct Limited Dealers

High Back Chairs

Acute Care Government Long-term Care

Ambulatory Care Dealers

Low Back Chairs (Patient, Waiting Room & Physician offices)

Acute Care Government Long-term Care Ambulatory Care

Dealers

Gliders and Rockers

Acute Care Government Long-term Care Ambulatory Care

Dealers

NEW PROGRAMS


Rental Program (Rent to Own):

6 month term • 12 month term • 18 month term

For facilities experiencing a temporary census increase, we can offer rental and/or rent to own equipment.

Assessment/Replacement Program:After an inventory of a facility’s O/R tables, stretchers or overbed tables, Novum will outline for the customer (or prime vendor) a replacement schedule with locked in pricing.

The replacement program can also be used as a tool for replacing any competitors products (Cribs, Bassinets, IV Poles, Instrument Tables, etc…)

THE POWER POLE


Who to talk to • Why the Power Pole? How to demonstrate the true benefits

NEW PROGRAMS TO SELL OFF OF


CribsE1982CG: 30x60 Child Series “Klimer” Crib with fowler and knee gatch sleeping surface. Bundle includes C100 Superfoam Mattress, U210 under-crib storage bin, Novum’s new IV102 IV Rod and a dozen sheets.

E1981CG: 30x60 Child Series Standard Height Crib with fowler and knee gatch sleeping surface. Bundle includes C100 Superfoam Mattress, U210 under-crib storage bin Novum’s new IV102 IV Rod and a dozen sheets.

E1965CLF: 24x36 Neonatal Series Crib with fowler sleeping surface. Bundle includes C503 Mattress, U105 under-crib storage bin Novum’s new IV102 IV Rod and a dozen sheets.

CHCA Throughout the life of Novum’s Contract with Premier, we will provide hospitals associated with the Child Health Corporation of America the following:



Bassinets7028x17: All Stainless steel bassinet with a 6” deep drawer, lower shelf with rails bundled with the acrylic basket, pad and a second replacement pad

7028x12: All Stainless steel bassinet with a 16”H closed cabinet with the acrylic basket, pad and a second replacement Pad.

7028x30: All Stainless steel bassinet with a 6” deep drawer and 12”H closed cabinet bundled with the acrylic basket, pad and a second replacement Pad.

Overbed TablesOrder 10 of any Novum overbed table and get one free



Program with NDCViper Dealer Growth Program: After the first year, a 2% rebate will be paid on all incremental sales growth

NDC Early this year, Novum finalized a Vendor Direct Agreement to become an NDC authorized supplier/manufacturer

NEW PROGRAMS YOU CAN EXPECT IN THE COMING YEAR


Power Pole SpiffProvide dealer and distribution reps with an instant spiff for getting face-to-face demos with Operating Room Managers

New Dealer Recruiting SpiffHigher commission rate for new dealer set-up

Replacement Program SpiffHigher commission rate during life of any replacement program initiated and managed by rep

SELLING NOVUM MEDICAL Questions?

selling novum medical welcome to:. breakout agenda selling novum medical sales philosophy and...

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