The Journey

 

Thursday 6/27/19

12:00 PM - Arrival and check-in to base camp

1:00 PM - Introductions & ROI overview

Begin your ascent:  Meet your guides and climbing team. From the moment the discussion begins, you’ll be preparing for your ultimate summit – your organization’s custom Simulated Value Analysis Committee (SimVAC)*.  

The entire VAApex journey will be PowerPoint-free. Wear your jeans, grab a comfortable seat in our casual learning base camp environment, and get ready for an in-depth experience based on industry experts, combined with group discussion and broad participation.

*Your Return on Investment will be derived from the Apex experience as well as the scheduling of a Simulated Value Analysis Committee (SimVAC) meeting following the Apex.  The SimVAC is a virtual committee meeting conducted by VA Guides, all of whom are AHVAP members, with facilitation by Dee Donatelli.  You may include as many of your colleagues as you would like on this call.  You will submit your material to the SimVAC prior to the call and then be able to observe real life discussions about your specific product or service that might take place by a Value Analysis Committee.   The call will be a total of one hour and allow for interactive coaching by AHVAP members specific to your material.     

1:30 PM - Leveling

Interactive discussion about Value Analysis and why is it becoming the “new customer” in your selling efforts.  VAApex will provide insight into the how and why Value Analysis Committees’ (VAC) function and examine the common pit falls that suppliers make in selling to VAC.  During this discussion, you’ll understand how your organization can add value and enhance “speed to close” of your selling efforts, by utilizing a value proposition versus simply a sales proposal.


2:30 PM - Mock VAC Exploration

Never before have sales and marketing professionals  been given the opportunity to experience the inner workings of a VAC.  Your Apex Guides will conduct a Value Analysis Committee Meeting that you’ll observe.  This will be highly interactive session, creating opportunities for you to ask the experts about the value analysis process. This exploration provides insight on how to market and sell more effectively to a VAC. 

3:15 PM - Oxygen refill

3:30 PM - Equipment Inspection

You will be provided the tools, tips and techniques to navigate value analysis more effectively.

The standardized value analysis process that was established by AHVAP and the Strategic Marketplace Initiative (SMI) will be reviewed and practical application for company sales and marketing will be discussed.

  • Delve deeply into the “why” and “how” of Value Analysis Committees. Understand the strategy and reasons VACs trial products to make evidence based, clinically driven decisions. 

  • Discover how to expedite a VAC decision-making process – learn the specific information and evidence you should provide your prospects and customers.

  • Identify ways your company can achieve an improved speed to close by leveraging value analysis process techniques.

  • Build an understanding of value analysis that you’ll put to work for your team and organization, as you dive deeply into an environment that brings you face to face with your new customer: The Value Analysis Committee.

5:00 PM - The Adolphus Hotel Exploration

Join your team and a knowledgeable guide for a quick tour of The Adolphus Hotel, a shining Dallas landmark since 1912, which and has been host to world leaders, presidents and royalty. Enjoy an overview of this an iconic symbol of culture and rich history. (We’ll end the tour at our Libations location.)

5:30 PM - Libations


Friday 6/28/19

7:00 AM - Breakfast with your guides

8:00 AM - The VAApex Approach

The path or route to selling products into hospitals and large integrated delivery networks is more complex than ever; the days of selling directly to clinicians are rapidly ending.  Today as we take aim at measuring cost, quality and outcomes, it is imperative that you define and communicate the value and advantages of your company’s products and services.

VAApex provides a morning of rapid fire rotation discussions with your guides from AHVAP, to let you explore the challenges you are facing and derive from their expertise on how to traverse the journey. 

Small groups will be assembled to move from Guide to Guide with an open forum that could facilitate conversation on these types of questions:

  • What are the keys to VA decision making?

  • What are the best steps to marketing & selling in a VA environment?

  • What information can we provide to support faster decision making?

  • What ways can we improve our value proposition; move from basic selling to value-based discussion?

  • What is the best approach to fit today’s “VA Think”?

10:30 AM - Wrap-up, summation, prep ideas for your SimVAC

11:00 AM - Descent and Travel Home 


The SimVAC

Booked within 60 days of the Apex

Achieving your ROI comes through your integration of Apex learning into your organization’s sales and marketing programs. Registrants of VAApex will be able to participate in a remote, virtual Simulated Value Analysis Committee meeting (SimVAC), conducted by VA Guides, all of whom are AHVAP members, with facilitation by Dee Donatelli.  You may include as many of your colleagues as you would like on this call.  You will submit your material to the SimVAC prior to the call and then be able to observe real life discussions about your specific product or service that might take place by a Value Analysis Committee.   The call will be a total of one hour and allow for interactive coaching by AHVAP members specific to your material.

This is your opportunity to test updated messaging that was derived from your attendance at VAApex with experts in value analysis. You’ll directly hear what’s working – or could be improved – in your product positioning, answers to key questions, and overall messaging.


Pricing

$1295 per explorer

Spots are extremely limited and will fill fast!

Registration pricing includes both the VAApex and SimVac sessions