Live In Person Seminars


Increase Your Sales to Post Acute Providers

3/15/2023 - 3/16/2023

Limited Space available, Sign Up today!
Quest Conference Center , Columbus/Westerville , Ohio


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Increase Your Sales to Post Acute Providers
(and retain your current ones!)


A 2-day Boot Camp for companies providing products and services to skilled nursing & post acute care providers

Your prospective and current provider clients are fighting for survival in the current post-acute care environment. For a great many, the pandemic has motivated them to reassess all of their vendor relationships.

Will you win or lose?

Demonstrating a compelling argument to choose or keep you requires a nuanced industry understanding. You have to be able to hold your own in discussions about the primary industry challenges keeping providers up at night.

During this bootcamp we teach companies how to do that - in proven ways that convince. For over 34 years LouAnn has been the 'go-to' for ancillary businesses wanting to invest in their senior care provider knowledge as a differentiating sales strategy. It's a tough 2 days but it leads to a substantially greater competitive advantage.

Previous attendees have included every single type of ancillary company - from pharmacy and medical supplies to data analytics, rehab therapy, group purchasing, and food services.

This training has limited seating and will sell out. You are encouraged to register early.

If you want to re-energize your sales team's efforts and change the conversations they're having with their prospective and current
customers this year, you won't want to miss this training.

Schedule:

Each day will begin with check in at 8:30 am. Training will be from 9:00 am to 4:30 pm. Lunch is provided. Day one you'll deep dive into the industry issues providers are facing now and in the next 2-3 years. Day two you'll learn how to apply that knowledge to increase your sales success.

Presenter:

Lou Ann Brubaker
Brubaker Consulting

For over 3 decades Lou Ann Brubaker, Founder of Brubaker Consulting, has helped post-acute care (PAC) organizations enhance their occupancy/mix, staff retention, customer service, and supervisory skill success. Her clients include providers along the entire continuum of PAC, from continuing care retirement communities to skilled & assisted living facilities to home health and hospice. Lou Ann also trains ancillary product and service companies to more effectively sell to the PAC marketplace. Her unique, two-day ?Industry Expert? sales boot camp is the ?go-to? program for companies as varied as pharmacy and medical supplies to big pharma and data analytics providers.

Lou Ann Brubaker?s diverse professional experience ranges from administration of a senior citizen utility assistance program, the transitioning of an in-house advertising agency to a revenue-generating division and the management of more than 35 satellite operations and 500 sales representatives within a services organization. Just prior to founding her own company, she directed the North American marketing for an organization that in three years grew to become the world?s largest provider of online medical, scientific and technical information.




Schedule:

Each day will begin with check in at 8:30 am. Training will be from 9:00 am to 4:30 pm. Lunch is provided.

Day One -

There's little competitive advantage in knowing your own business. That's assumed by providers.

The competitive advantage is your knowing your prospects' business. This is why we start with a deep dive into the post-acute
care marketplace - vital in changing both your sales approach and account retention strategies. It's about senior care
providers'

* rigorous regulatory scrutiny
* challenging reimbursement (PDPM)
* referrer/payor expectations (including managed care)
* increasing resident acuity.

Day Two -

We leverage Day One to enhance attendees' business development skills within EVERY stage of the senior care sales process:
* prospecting facilities (due diligence)
* getting in front of decision makers
* refining your sales pitch to REALLY align with the facility's challenges
* presenting the impactful solution
* closing the sale
* setting the stage for client retention
* leveraging the trade show investment.




Location:
Quest Conference Center
9200 Worthington Road, 4th Floor
Westerville, Ohio 43081


Nearby Hotels:

Cambria Suites, 9100 Lyra Drive, Columbus, Ohio 614-841-9100
Hampton Inn & Suites, 8411 Pulsar Place, Columbus, Ohio 614-885-8400
Presenter:

Lou Ann Brubaker
Brubaker Consulting

For over 3 decades Lou Ann Brubaker, Founder of Brubaker Consulting, has helped post-acute care (PAC) organizations enhance their occupancy/mix, staff retention, customer service, and supervisory skill success. Her clients include providers along the entire continuum of PAC, from continuing care retirement communities to skilled & assisted living facilities to home health and hospice. Lou Ann also trains ancillary product and service companies to more effectively sell to the PAC marketplace. Her unique, two-day ?Industry Expert? sales boot camp is the ?go-to? program for companies as varied as pharmacy and medical supplies to big pharma and data analytics providers.

Lou Ann Brubaker?s diverse professional experience ranges from administration of a senior citizen utility assistance program, the transitioning of an in-house advertising agency to a revenue-generating division and the management of more than 35 satellite operations and 500 sales representatives within a services organization. Just prior to founding her own company, she directed the North American marketing for an organization that in three years grew to become the world?s largest provider of online medical, scientific and technical information.


'Lou Ann Brubaker has a reputation for being able to translate the very complex post-acute spectrum into training that makes sense to both experienced sales veterans and individuals new to the industry. GrandView took the opportunity to put its entire sales and account management workforce through her 2-day program. The conversations we had after each class day, even from team members with 5+ years of LTC experience, were exciting.

The amount of detail about how Administrators and Directors of Nursing think, what motivates their decisions, and how to best approach them with our value proposition was incredible. The ROI for us was a two-fold increase in new business.'
Mark Prifogle, Grandview Pharmacy

'I attended the two-day sales training program and recommend it to anyone selling within this market! My deeper understanding of providers' current and future challenges is a definite competitive advantage and I have much greater credibility when approaching
current and potential clients.

Following Lou Ann's recommendations on prospecting, qualifying, and developing presentation strategy I have had substantially more success in my territory.'

Angie Wright, Calderon Textiles
There are no continuing education credits available for this program.

Registration Fees:

Members: $350 (before March 1) $450 (March 1 and after)
Non-members: $495 (before March 1) $595 (March 1 and after)


Register Now