From the March 2016 issue of HealthCare Business News magazine


Since they are tasked with reductions in so many areas of their business, they must find suppliers that can also deliver more for less. And they also need a way to find suppliers that can solve problems. The best way to do that is to meet the suppliers face-to-face and determine if there is a basis for doing business. By building a relationship with these suppliers, the hospitals are in a better position to find the best partners to help them solve the very complex issues they face each day.

HCB News: What do you think the challenges are facing exhibitors?
DM: The exhibiting companies (we call them Suppliers) are under tremendous pressure to deliver more for less as the hospitals have less to work with. Their marketing dollars are being squeezed each year, so they have to analyze the best use of their investment. We bring them real value by only bringing decision makers to our events and then providing them with the opportunity to meet the hospital executives and build relationships with them, all in a very intimate setting, for three days. One thing we have learned is that where you build your best relationships is where you will find your best business.
HCB News: Does everyone understand the idea of a reverse tradeshow at this point?
DM: I think a lot of people understand it, however, we still find people that have never attended an event with a reverse expo before. So we spend a little time educating them on the concept and providing them with tips for success. For your readers, the concept of the reverse expo is simple. We reverse the roles from a traditional trade show and the hospital executive sits in a tabletop booth while the suppliers get the booth map and walk the show floor, meeting the decision makers/buyers. Once the attendees know the concept, we then teach them how to make the most of their time by putting together five-minute presentations and also teaching the hospital executives to try and keep the conversations to five minutes, so that everyone has a chance to speak with everyone else. After a few minutes in the reverse expo hall, everyone understands it and it works very well.

At Health Connect Partners, it is our goal to serve the providers through offering high quality educational experiences so that the providers are better educated, and better prepared to manage their departments after attending our conferences or educational events. We hear success story after success story about providers that meet suppliers at our conference who help them solve problems or save money (or both). The best patient care at the best possible price is the goal for all hospitals, and it is our mission to help both the hospitals and suppliers reach that goal through our hard work and the hosting of our events.

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