IMCO Performs at National Convention
Edition: June 2001 - Vol 9 Number 06
Miami, FL -
IMCO Performs, the theme of its annual convention that was held May 5-9 in Miami at the historic Fontainebleau Hilton Resort, was right on the money. The meeting attracted IMCO's largest turnout ever with over 91% of its members represented, as well as 114 exhibitors, total of over 500 attendees.
'Our organization, like the industry, is changing,' stated Bill McLaughlin, president of IMCO in his opening remarks. 'We're growing and it is a result of performance our performance, your performance and how we function as a single unit on a national basis. Today IMCO is a marketing directed, undivided organization and it exists for your benefit,' added McLaughlin. 'And you've accepted the challenge by converting to IMCO vendors and supporting IMCO programs.'
McLaughlin also noted that the timing is right for even more explosive growth. 'The future looks great for independent distributors who can focus on delivering value to the customer. Members that sell, and are committed to independence, will continue to grow and the IMCO organization will grow with them.'
The Second Act Keynote Speaker
Dr. Marcelino Gonzalez, a consultant to the Bush Administration, was the featured speaker. As a distinguished career physician, he was well positioned to share his insights with the audience on key healthcare related issues in Washington. And sounding very 'inside the beltway' in his opening statements, using buzzwords such as affordable access, fiscal responsibility, and aggressive agenda, the audience was captivated and actively taking notes.
Dr. Gonzales commented that the only thing that could stop healthcare reform was bureaucratic gridlock. 'The Declaration of Independence was less than 1000 words, the Bill of Rights 461 words, and US Government puts out 268,675 words on cabbage cultivation,' said Gonzales. 'I think we have a problem!'
Well the real problem was that Dr. Gonzales was actually comedian Rey Baumel, who was definitely not an advisor to President Bush. Set up by the IMCO staff with loads of disarming information on a number of individuals in attendance, he put on a non-stop performance that won't soon be forgotten.
The Third Act Educational Tracks
Separate afternoon seminars were held for distributor managers as well as sales reps. The managers' session was entitled 'IMCO Mind-Meld Q&A with Mike Marks' which focused on supply chain issues and the positioning of IMCO in the industry. Peter Soderberg, president & CEO of Welch Allyn, was a special guest speaker, discussing a detailed Welch Allyn survey on the future of the Primary Care Market as it relates to products and specialties. It offered valuable insights to those in attendance.
Jim Niekamp of 95% Share Marketing was the facilitator for the sales rep session. Working with IMCO's Yates Farris, they put together an information-packed exercise that accurately addressed the key issues in selling today. It was a lively, interactive session where teams of sales reps competed to find solutions to sales situations, problems, and related issues.
The Fourth Act - Trade Show
Tuesday's exhibit floor reflected the theme of IMCO Performs. It was also a showcase for IMCO initiatives like 'The Winner's Circle' an exclusive ongoing promotion among IMCO members on the products of many of their top vendors, The EDGE, their electronic database and their redistribution program. Volume sold off the floor was almost double that of the previous year with between $3.5 million and $4 million sold. PaperPak, a manufacturer of incontinence products, sold $1.1 million worth of product from their booth, a new show record. According to Mike Carver of PaperPak, 'the IMCO is always special...this year it was extra special!'
A total of ninety-five vendors ran show only specials with savings of 5-15% off regular prices producing savings of between $300,000 and $400,000. In addition, over $650,000 in member incentives were paid out to member attendees for their support of marketing and sales programs over the past year. Exhibits were well attended all day, drawing high marks from the vendor community.
For the second straight year, members voted Dukal Corporation the first place booth. Others receiving honorable mention included the Dream Team, Medi-Tech and Rusch.
The Final Act - The Celebration
IMCO's Tuesday night gala was a celebration of performance. It was held at the Tropigala nightclub in the Fontainebleau, the site of performances by many famous performers. However on this evening, it was IMCO members and vendors who performed.
The performers included the following: John Moran and Tony Melaro of Welch Allyn doing a famed rendition of Dr. Ben; Dick Moorman of Midmark belting out Mustang Sally; Rob Saron, Aaron Medical on the classical piano; Margurite Reid, G.A. Ingram, playing the bagpipes; Nick Vernola, Ocean Medical Supply, on piano; Gene and Patty Alley, Stat Pharmaceuticals each sang solo and then teamed up for a duet; David Katz, Richmark Medical, played the trumpet (so well the band tried to hire him!); Mandi Milks-Johnson, IMCO, vocal - I'm The Only One.
The grand prize winners - a trip for 2 to either New York or L.A. went to vendor Ginny Carver of PaperPak and to member Christina Sunday of GeriCare Medical Supply.
'IMCO is made up of great people - great independents, banding together. And if IMCO's convention atmosphere is a barometer, the independents of IMCO have their eye on the future - where IMCO Performs!' concluded McLaughlin. Raymond Lorah of Delcrest Medical summed it up by adding, 'It's not the good deals or the party or the incentives that brings everyone here - it's the people.'
(IMCO can be contacted at 386-258-1530)