KOTLER MARKETING GROUP, INC.MARKETING TRAININGFINANCIAL SERVICESDEFENDING PRICE SALES TRAININGCLIENTSSELECTED BOOK LIST Questions: Which megatrends do we have to consider for the future? In your books, you have pointed out that globalization, hyper-competition and the Internet reshape markets and businesses. KOTLER MARKETING GROUP, INC. Milton Kotler has over forty years of professional experience in marketing strategy and management. He is President of Kotler Marketing Group (KMG, Inc.), headquartered in Washington DC, with offices in Beijing, Shanghai and Shenzhen, China (www.kotler.com.cn).Mr. KOTLER MARKETING GROUP, INC. Dr. Philip Kotler is the S.C. Johnson & Son Distinguished Professor of International Marketing at the Northwestern University Kellogg Graduate School of Management in Chicago. KOTLER MARKETING GROUP, INC. The Kotler Team Principals & Practice Leads. Tony Kotler – Managing Director. Reuben Silvers – Director, Research & Product Development. Steve Rose – Practice Lead, Automotive & Heavy Duty KOTLER MARKETING GROUP, INC. Value-Based Marketing Research. As B2B companies adopt value-based approaches to sales and marketing, they struggle with a range of implementation issues: KOTLER MARKETING GROUP, INC. Clients. Kotler Marketing Group is pleased to have served a wide variety of distinguished client firms. While they come from different industries and regions, they share a THE CURRENT STATE OF HOSPITAL VALUE ANALYSIS 6 The study found several factors to be predictive of whether reducing price is a top value-analysis goal. These include VAC leadership (see figure), the size of the hospital or CONTACT US - KOTLER MARKETING Contact Us. Kotler Marketing Group 925 15th street, NW, 4th Floor Washington, DC 20005 Tel: 202-331-0555 Fax: 202-331-0544 Toll Free:

1-800-331-9110

KOTLER MARKETING GROUP, INC. Designed Specifically for Medical Device, Equipment & Consumables Suppliers. Healthcare reform, industry consolidation and the shift to new payment models are pressuring hospital margins. KOTLER MARKETING GROUP, INC.MARKETING TRAININGFINANCIAL SERVICESDEFENDING PRICE SALES TRAININGCLIENTSSELECTED BOOK LIST Questions: Which megatrends do we have to consider for the future? In your books, you have pointed out that globalization, hyper-competition and the Internet reshape markets and businesses. KOTLER MARKETING GROUP, INC. Milton Kotler has over forty years of professional experience in marketing strategy and management. He is President of Kotler Marketing Group (KMG, Inc.), headquartered in Washington DC, with offices in Beijing, Shanghai and Shenzhen, China (www.kotler.com.cn).Mr. KOTLER MARKETING GROUP, INC. Dr. Philip Kotler is the S.C. Johnson & Son Distinguished Professor of International Marketing at the Northwestern University Kellogg Graduate School of Management in Chicago. KOTLER MARKETING GROUP, INC. The Kotler Team Principals & Practice Leads. Tony Kotler – Managing Director. Reuben Silvers – Director, Research & Product Development. Steve Rose – Practice Lead, Automotive & Heavy Duty KOTLER MARKETING GROUP, INC. Value-Based Marketing Research. As B2B companies adopt value-based approaches to sales and marketing, they struggle with a range of implementation issues: KOTLER MARKETING GROUP, INC. Clients. Kotler Marketing Group is pleased to have served a wide variety of distinguished client firms. While they come from different industries and regions, they share a THE CURRENT STATE OF HOSPITAL VALUE ANALYSIS 6 The study found several factors to be predictive of whether reducing price is a top value-analysis goal. These include VAC leadership (see figure), the size of the hospital or CONTACT US - KOTLER MARKETING Contact Us. Kotler Marketing Group 925 15th street, NW, 4th Floor Washington, DC 20005 Tel: 202-331-0555 Fax: 202-331-0544 Toll Free:

1-800-331-9110

KOTLER MARKETING GROUP, INC. Designed Specifically for Medical Device, Equipment & Consumables Suppliers. Healthcare reform, industry consolidation and the shift to new payment models are pressuring hospital margins. KOTLER MARKETING GROUP, INC. Value-Based Marketing Research. As B2B companies adopt value-based approaches to sales and marketing, they struggle with a range of implementation issues: KOTLER MARKETING GROUP, INC. Clients. Kotler Marketing Group is pleased to have served a wide variety of distinguished client firms. While they come from different industries and regions, they share a THE CURRENT STATE OF HOSPITAL PURCHASING & VALUE ANALYSIS 2 Executive Summary Methodology Chapter One: It’s Not All About Price 1.1: Top Goals for Value Analysis Programs 1.2: Value Analysis Goals by Hospital Size 1.3: The Gap Between Goals and Impacts CONTACT US - KOTLER MARKETING Contact Us. Kotler Marketing Group 925 15th street, NW, 4th Floor Washington, DC 20005 Tel: 202-331-0555 Fax: 202-331-0544 Toll Free:

1-800-331-9110

DEFENDING PRICE SALES TOOLS Leverages the most recent hospital infection data available, to focus the sales discussion on current, rather than past, performance. Allows scenario analysis for each of the five infection types covered by the HAC Reduction program: CLABSI, CAUTI, SSI, MRSA, and C. difficile. KOTLER MARKETING GROUP, INC. Designed Specifically for Medical Device, Equipment & Consumables Suppliers. Healthcare reform, industry consolidation and the shift to new payment models are pressuring hospital margins. COMPTIA MANAGED-SERVICES BEST-PRACTICES STUDY WHAT ABOUT What About Pro fi tability? - Page 5 II. MANAGED SERVICE PROFITABILITY The managed-services business model has proven to be a profi table one. As noted in a previous CompTIA study, MSPs benefi t from a combination of factors: MARKETING THROUGH DIFFICULT TIMES Page 3 Marketing Through Difficult Times Kotler Marketing Group Executive Summary This report presents the results of a survey of CMO’s completed by Kotler Marketing Group in 2011.

DEFENDING PRICETM

DEFENDING PRICE S TRENGTHENING NEGOTIATIONS WITH HEALTHCARE PROVIDERS WHY IS IT IMPORTANT TO DOCUMENT & DEMONSTRATE VALUE? Suppliers to the healthcare industry face a challenging sales environment. Healthcare reform, industry consolidation and the shift to new payment models

will pressure

KOTLER MARKETING GROUP, INC.MARKETING TRAININGFINANCIAL SERVICESDEFENDING PRICE SALES TRAININGCLIENTSSELECTED BOOK LIST Marketing is the science and art of exploring, creating, and delivering value to satisfy the needs of a target market at a profit. Marketing identifies unfulfilled needs and desires. It defines, measures and quantifies the size of the identified market and the

profit potential.

KOTLER MARKETING GROUP, INC. Milton Kotler has over forty years of professional experience in marketing strategy and management. He is President of Kotler Marketing Group (KMG, Inc.), headquartered in Washington DC, with offices in Beijing, Shanghai and Shenzhen, China (www.kotler.com.cn).Mr. KOTLER MARKETING GROUP, INC. Dr. Kotler is known to many as the author of what is widely recognized as the most authoritative textbook on marketing: Marketing Management, now in its 13th edition. He has also authored or co-authored dozens of leading books on marketing. A list of books by Dr. Kotler is available here. In addition, Dr. Kotler has published more than one KOTLER MARKETING GROUP, INC. Steve heads up Kotler Marketing’s Automotive and Heavy Duty practice. Steve is a sales and marketing practitioner with over 27 years of professional experience. Prior to joining Kotler, Steve spent the majority of his professional career at Michelin Tire. While at Michelin, Steve excelled as a KOTLER MARKETING GROUP, INC. To help clients address such issues Kotler Marketing regularly conducts large-scale studies of best-practices among B2B vendors. Examples of our research in this area include: Supplier Sales Best Practices. Suppliers to the automotive and heavy duty industries negotiate in a competitive, often contentious environment. KOTLER MARKETING GROUP, INC. Kotler Marketing Group is pleased to have served a wide variety of distinguished client firms. While they come from different industries and regions, they share a common commitment to increased customer focus. Technology & Communications: Cisco. Dell. Microsoft. Avaya.

Level 3. BellSouth.

THE CURRENT STATE OF HOSPITAL VALUE ANALYSIS 6 The study found several factors to be predictive of whether reducing price is a top value-analysis goal. These include VAC leadership (see figure), the size of the hospital or CONTACT US - KOTLER MARKETING Contact Us. Kotler Marketing Group. 925 15th street, NW, 4th Floor. Washington, DC 20005. Tel: 202-331-0555. Fax: 202-331-0544. Toll Free: 1-800-331-9110. To inquire about our services, seminars, or to provide feedback on this web site, please fill out the form below. Select the most relevant topic in the drop-down menu below and fill in all KOTLER MARKETING GROUP, INC. Boston, MA. $1,350. Register Designed Specifically for Medical Device, Equipment & Consumables Suppliers. Healthcare reform, industry consolidation and the shift to new payment models are pressuring hospital margins. In response, providers relentlessly attack supplier pricing and continue to demand big discounts. KOTLER MARKETING GROUP, INC.MARKETING TRAININGFINANCIAL SERVICESDEFENDING PRICE SALES TRAININGCLIENTSSELECTED BOOK LIST Marketing is the science and art of exploring, creating, and delivering value to satisfy the needs of a target market at a profit. Marketing identifies unfulfilled needs and desires. It defines, measures and quantifies the size of the identified market and the

profit potential.

KOTLER MARKETING GROUP, INC. Milton Kotler has over forty years of professional experience in marketing strategy and management. He is President of Kotler Marketing Group (KMG, Inc.), headquartered in Washington DC, with offices in Beijing, Shanghai and Shenzhen, China (www.kotler.com.cn).Mr. KOTLER MARKETING GROUP, INC. Dr. Kotler is known to many as the author of what is widely recognized as the most authoritative textbook on marketing: Marketing Management, now in its 13th edition. He has also authored or co-authored dozens of leading books on marketing. A list of books by Dr. Kotler is available here. In addition, Dr. Kotler has published more than one KOTLER MARKETING GROUP, INC. Steve heads up Kotler Marketing’s Automotive and Heavy Duty practice. Steve is a sales and marketing practitioner with over 27 years of professional experience. Prior to joining Kotler, Steve spent the majority of his professional career at Michelin Tire. While at Michelin, Steve excelled as a KOTLER MARKETING GROUP, INC. To help clients address such issues Kotler Marketing regularly conducts large-scale studies of best-practices among B2B vendors. Examples of our research in this area include: Supplier Sales Best Practices. Suppliers to the automotive and heavy duty industries negotiate in a competitive, often contentious environment. KOTLER MARKETING GROUP, INC. Kotler Marketing Group is pleased to have served a wide variety of distinguished client firms. While they come from different industries and regions, they share a common commitment to increased customer focus. Technology & Communications: Cisco. Dell. Microsoft. Avaya.

Level 3. BellSouth.

THE CURRENT STATE OF HOSPITAL VALUE ANALYSIS 6 The study found several factors to be predictive of whether reducing price is a top value-analysis goal. These include VAC leadership (see figure), the size of the hospital or CONTACT US - KOTLER MARKETING Contact Us. Kotler Marketing Group. 925 15th street, NW, 4th Floor. Washington, DC 20005. Tel: 202-331-0555. Fax: 202-331-0544. Toll Free: 1-800-331-9110. To inquire about our services, seminars, or to provide feedback on this web site, please fill out the form below. Select the most relevant topic in the drop-down menu below and fill in all KOTLER MARKETING GROUP, INC. Boston, MA. $1,350. Register Designed Specifically for Medical Device, Equipment & Consumables Suppliers. Healthcare reform, industry consolidation and the shift to new payment models are pressuring hospital margins. In response, providers relentlessly attack supplier pricing and continue to demand big discounts. KOTLER MARKETING GROUP, INC. To help clients address such issues Kotler Marketing regularly conducts large-scale studies of best-practices among B2B vendors. Examples of our research in this area include: Supplier Sales Best Practices. Suppliers to the automotive and heavy duty industries negotiate in a competitive, often contentious environment. KOTLER MARKETING GROUP, INC. Kotler Marketing Group is pleased to have served a wide variety of distinguished client firms. While they come from different industries and regions, they share a common commitment to increased customer focus. Technology & Communications: Cisco. Dell. Microsoft. Avaya.

Level 3. BellSouth.

THE CURRENT STATE OF HOSPITAL PURCHASING & VALUE ANALYSIS 2 Executive Summary Methodology Chapter One: It’s Not All About Price 1.1: Top Goals for Value Analysis Programs 1.2: Value Analysis Goals by Hospital Size 1.3: The Gap Between Goals and Impacts CONTACT US - KOTLER MARKETING Contact Us. Kotler Marketing Group. 925 15th street, NW, 4th Floor. Washington, DC 20005. Tel: 202-331-0555. Fax: 202-331-0544. Toll Free: 1-800-331-9110. To inquire about our services, seminars, or to provide feedback on this web site, please fill out the form below. Select the most relevant topic in the drop-down menu below and fill in all DEFENDING PRICE SALES TOOLS The HAC-FIC provides supplier reps with a straightforward, hospital-specific, data-driven tool that can be used to retain customers, win new business, and defend margins. Leverages the most recent hospital infection data available, to focus the sales discussion on current, rather than past, performance. Allows scenario analysis for each of the KOTLER MARKETING GROUP, INC. Boston, MA. $1,350. Register Designed Specifically for Medical Device, Equipment & Consumables Suppliers. Healthcare reform, industry consolidation and the shift to new payment models are pressuring hospital margins. In response, providers relentlessly attack supplier pricing and continue to demand big discounts. COMPTIA MANAGED-SERVICES BEST-PRACTICES STUDY WHAT ABOUT What About Pro fi tability? - Page 5 II. MANAGED SERVICE PROFITABILITY The managed-services business model has proven to be a profi table one. As noted in a previous CompTIA study, MSPs benefi t from a combination of factors: MARKETING THROUGH DIFFICULT TIMES Page 3 Marketing Through Difficult Times Kotler Marketing Group Executive Summary This report presents the results of a survey of CMO’s completed by Kotler Marketing Group in 2011.

DEFENDING PRICETM

DEFENDING PRICE S TRENGTHENING NEGOTIATIONS WITH HEALTHCARE PROVIDERS WHY IS IT IMPORTANT TO DOCUMENT & DEMONSTRATE VALUE? Suppliers to the healthcare industry face a challenging sales environment. Healthcare reform, industry consolidation and the shift to new payment models

will pressure

KOTLER MARKETING GROUP, INC.MARKETING TRAININGFINANCIAL SERVICESDEFENDING PRICE SALES TRAININGCLIENTSSELECTED BOOK LIST Marketing is the science and art of exploring, creating, and delivering value to satisfy the needs of a target market at a profit. Marketing identifies unfulfilled needs and desires. It defines, measures and quantifies the size of the identified market and the

profit potential.

KOTLER MARKETING GROUP, INC. Dr. Kotler is known to many as the author of what is widely recognized as the most authoritative textbook on marketing: Marketing Management, now in its 13th edition. He has also authored or co-authored dozens of leading books on marketing. A list of books by Dr. Kotler is available here. In addition, Dr. Kotler has published more than one KOTLER MARKETING GROUP, INC. Milton Kotler has over forty years of professional experience in marketing strategy and management. He is President of Kotler Marketing Group (KMG, Inc.), headquartered in Washington DC, with offices in Beijing, Shanghai and Shenzhen, China (www.kotler.com.cn).Mr. KOTLER MARKETING GROUP, INC. To help clients address such issues Kotler Marketing regularly conducts large-scale studies of best-practices among B2B vendors. Examples of our research in this area include: Supplier Sales Best Practices. Suppliers to the automotive and heavy duty industries negotiate in a competitive, often contentious environment. KOTLER MARKETING GROUP, INC. Steve heads up Kotler Marketing’s Automotive and Heavy Duty practice. Steve is a sales and marketing practitioner with over 27 years of professional experience. Prior to joining Kotler, Steve spent the majority of his professional career at Michelin Tire. While at Michelin, Steve excelled as a KOTLER MARKETING GROUP, INC. Registration fees are $1,350 per person. Discounts are available for groups of three or more. In-house delivery available for your team. Noel Ritter is an award-winning creative director, art director, and writer with 30 years of industry experience. His work has been highlighted in Ad Week, Ad Age, and Brand Week. CONTACT US - KOTLER MARKETING Contact Us. Kotler Marketing Group. 925 15th street, NW, 4th Floor. Washington, DC 20005. Tel: 202-331-0555. Fax: 202-331-0544. Toll Free: 1-800-331-9110. To inquire about our services, seminars, or to provide feedback on this web site, please fill out the form below. Select the most relevant topic in the drop-down menu below and fill in all DEFENDING PRICE SALES TOOLS The HAC-FIC provides supplier reps with a straightforward, hospital-specific, data-driven tool that can be used to retain customers, win new business, and defend margins. Leverages the most recent hospital infection data available, to focus the sales discussion on current, rather than past, performance. Allows scenario analysis for each of the KOTLER MARKETING GROUP, INC. Boston, MA. $1,350. Register Designed Specifically for Medical Device, Equipment & Consumables Suppliers. Healthcare reform, industry consolidation and the shift to new payment models are pressuring hospital margins. In response, providers relentlessly attack supplier pricing and continue to demand big discounts. KOTLER MARKETING GROUP, INC.MARKETING TRAININGFINANCIAL SERVICESDEFENDING PRICE SALES TRAININGCLIENTSSELECTED BOOK LIST Marketing is the science and art of exploring, creating, and delivering value to satisfy the needs of a target market at a profit. Marketing identifies unfulfilled needs and desires. It defines, measures and quantifies the size of the identified market and the

profit potential.

KOTLER MARKETING GROUP, INC. Dr. Kotler is known to many as the author of what is widely recognized as the most authoritative textbook on marketing: Marketing Management, now in its 13th edition. He has also authored or co-authored dozens of leading books on marketing. A list of books by Dr. Kotler is available here. In addition, Dr. Kotler has published more than one KOTLER MARKETING GROUP, INC. Milton Kotler has over forty years of professional experience in marketing strategy and management. He is President of Kotler Marketing Group (KMG, Inc.), headquartered in Washington DC, with offices in Beijing, Shanghai and Shenzhen, China (www.kotler.com.cn).Mr. KOTLER MARKETING GROUP, INC. To help clients address such issues Kotler Marketing regularly conducts large-scale studies of best-practices among B2B vendors. Examples of our research in this area include: Supplier Sales Best Practices. Suppliers to the automotive and heavy duty industries negotiate in a competitive, often contentious environment. KOTLER MARKETING GROUP, INC. Steve heads up Kotler Marketing’s Automotive and Heavy Duty practice. Steve is a sales and marketing practitioner with over 27 years of professional experience. Prior to joining Kotler, Steve spent the majority of his professional career at Michelin Tire. While at Michelin, Steve excelled as a KOTLER MARKETING GROUP, INC. Registration fees are $1,350 per person. Discounts are available for groups of three or more. In-house delivery available for your team. Noel Ritter is an award-winning creative director, art director, and writer with 30 years of industry experience. His work has been highlighted in Ad Week, Ad Age, and Brand Week. CONTACT US - KOTLER MARKETING Contact Us. Kotler Marketing Group. 925 15th street, NW, 4th Floor. Washington, DC 20005. Tel: 202-331-0555. Fax: 202-331-0544. Toll Free: 1-800-331-9110. To inquire about our services, seminars, or to provide feedback on this web site, please fill out the form below. Select the most relevant topic in the drop-down menu below and fill in all DEFENDING PRICE SALES TOOLS The HAC-FIC provides supplier reps with a straightforward, hospital-specific, data-driven tool that can be used to retain customers, win new business, and defend margins. Leverages the most recent hospital infection data available, to focus the sales discussion on current, rather than past, performance. Allows scenario analysis for each of the KOTLER MARKETING GROUP, INC. Boston, MA. $1,350. Register Designed Specifically for Medical Device, Equipment & Consumables Suppliers. Healthcare reform, industry consolidation and the shift to new payment models are pressuring hospital margins. In response, providers relentlessly attack supplier pricing and continue to demand big discounts. KOTLER MARKETING GROUP, INC. Kotler Marketing Group is pleased to have served a wide variety of distinguished client firms. While they come from different industries and regions, they share a common commitment to increased customer focus. Technology & Communications: Cisco. Dell. Microsoft. Avaya.

Level 3. BellSouth.

KOTLER MARKETING GROUP, INC. About the instructor: Noel Ritter is an award-winning creative director, art director, and writer with 30 years of industry experience. His work has been highlighted in Ad Week, Ad Age, and Brand Week.In addition, his creative effort and process has been featured on NPR’s This American Life.And his work has been recognized by, among others: The One Show, the Effie Awards, The

Kelley Awards

KOTLER MARKETING GROUP, INC. Suppliers to the pharmaceutical and biotech industries are faced with a number of challenges: Kotler Marketing Group specializes in helping life-science industry suppliers -- from materials suppliers to full-service CROs – get credit for the value they deliver. Our

approach is

CONTACT US - KOTLER MARKETING Contact Us. Kotler Marketing Group. 925 15th street, NW, 4th Floor. Washington, DC 20005. Tel: 202-331-0555. Fax: 202-331-0544. Toll Free: 1-800-331-9110. To inquire about our services, seminars, or to provide feedback on this web site, please fill out the form below. Select the most relevant topic in the drop-down menu below and fill in all THE CURRENT STATE OF HOSPITAL VALUE ANALYSIS 6 The study found several factors to be predictive of whether reducing price is a top value-analysis goal. These include VAC leadership (see figure), the size of the hospital or DEFENDING PRICE SALES TOOLS The HAC-FIC provides supplier reps with a straightforward, hospital-specific, data-driven tool that can be used to retain customers, win new business, and defend margins. Leverages the most recent hospital infection data available, to focus the sales discussion on current, rather than past, performance. Allows scenario analysis for each of the KOTLER MARKETING GROUP, INC.MARKETING TRAININGFINANCIAL SERVICESDEFENDING PRICE SALES TRAININGCLIENTSSELECTED BOOK LIST Marketing is the science and art of exploring, creating, and delivering value to satisfy the needs of a target market at a profit. Marketing identifies unfulfilled needs and desires. It defines, measures and quantifies the size of the identified market and the

profit potential.

KOTLER MARKETING GROUP, INC. Milton Kotler has over forty years of professional experience in marketing strategy and management. He is President of Kotler Marketing Group (KMG, Inc.), headquartered in Washington DC, with offices in Beijing, Shanghai and Shenzhen, China (www.kotler.com.cn).Mr. KOTLER MARKETING GROUP, INC. Dr. Kotler is known to many as the author of what is widely recognized as the most authoritative textbook on marketing: Marketing Management, now in its 13th edition. He has also authored or co-authored dozens of leading books on marketing. A list of books by Dr. Kotler is available here. In addition, Dr. Kotler has published more than one KOTLER MARKETING GROUP, INC. Steve heads up Kotler Marketing’s Automotive and Heavy Duty practice. Steve is a sales and marketing practitioner with over 27 years of professional experience. Prior to joining Kotler, Steve spent the majority of his professional career at Michelin Tire. While at Michelin, Steve excelled as a KOTLER MARKETING GROUP, INC. To help clients address such issues Kotler Marketing regularly conducts large-scale studies of best-practices among B2B vendors. Examples of our research in this area include: Supplier Sales Best Practices. Suppliers to the automotive and heavy duty industries negotiate in a competitive, often contentious environment. KOTLER MARKETING GROUP, INC. Kotler Marketing Group is pleased to have served a wide variety of distinguished client firms. While they come from different industries and regions, they share a common commitment to increased customer focus. Technology & Communications: Cisco. Dell. Microsoft. Avaya.

Level 3. BellSouth.

THE CURRENT STATE OF HOSPITAL VALUE ANALYSIS 6 The study found several factors to be predictive of whether reducing price is a top value-analysis goal. These include VAC leadership (see figure), the size of the hospital or CONTACT US - KOTLER MARKETING Contact Us. Kotler Marketing Group. 925 15th street, NW, 4th Floor. Washington, DC 20005. Tel: 202-331-0555. Fax: 202-331-0544. Toll Free: 1-800-331-9110. To inquire about our services, seminars, or to provide feedback on this web site, please fill out the form below. Select the most relevant topic in the drop-down menu below and fill in all KOTLER MARKETING GROUP, INC. Boston, MA. $1,350. Register Designed Specifically for Medical Device, Equipment & Consumables Suppliers. Healthcare reform, industry consolidation and the shift to new payment models are pressuring hospital margins. In response, providers relentlessly attack supplier pricing and continue to demand big discounts. KOTLER MARKETING GROUP, INC.MARKETING TRAININGFINANCIAL SERVICESDEFENDING PRICE SALES TRAININGCLIENTSSELECTED BOOK LIST Marketing is the science and art of exploring, creating, and delivering value to satisfy the needs of a target market at a profit. Marketing identifies unfulfilled needs and desires. It defines, measures and quantifies the size of the identified market and the

profit potential.

KOTLER MARKETING GROUP, INC. Milton Kotler has over forty years of professional experience in marketing strategy and management. He is President of Kotler Marketing Group (KMG, Inc.), headquartered in Washington DC, with offices in Beijing, Shanghai and Shenzhen, China (www.kotler.com.cn).Mr. KOTLER MARKETING GROUP, INC. Dr. Kotler is known to many as the author of what is widely recognized as the most authoritative textbook on marketing: Marketing Management, now in its 13th edition. He has also authored or co-authored dozens of leading books on marketing. A list of books by Dr. Kotler is available here. In addition, Dr. Kotler has published more than one KOTLER MARKETING GROUP, INC. Steve heads up Kotler Marketing’s Automotive and Heavy Duty practice. Steve is a sales and marketing practitioner with over 27 years of professional experience. Prior to joining Kotler, Steve spent the majority of his professional career at Michelin Tire. While at Michelin, Steve excelled as a KOTLER MARKETING GROUP, INC. To help clients address such issues Kotler Marketing regularly conducts large-scale studies of best-practices among B2B vendors. Examples of our research in this area include: Supplier Sales Best Practices. Suppliers to the automotive and heavy duty industries negotiate in a competitive, often contentious environment. KOTLER MARKETING GROUP, INC. Kotler Marketing Group is pleased to have served a wide variety of distinguished client firms. While they come from different industries and regions, they share a common commitment to increased customer focus. Technology & Communications: Cisco. Dell. Microsoft. Avaya.

Level 3. BellSouth.

THE CURRENT STATE OF HOSPITAL VALUE ANALYSIS 6 The study found several factors to be predictive of whether reducing price is a top value-analysis goal. These include VAC leadership (see figure), the size of the hospital or CONTACT US - KOTLER MARKETING Contact Us. Kotler Marketing Group. 925 15th street, NW, 4th Floor. Washington, DC 20005. Tel: 202-331-0555. Fax: 202-331-0544. Toll Free: 1-800-331-9110. To inquire about our services, seminars, or to provide feedback on this web site, please fill out the form below. Select the most relevant topic in the drop-down menu below and fill in all KOTLER MARKETING GROUP, INC. Boston, MA. $1,350. Register Designed Specifically for Medical Device, Equipment & Consumables Suppliers. Healthcare reform, industry consolidation and the shift to new payment models are pressuring hospital margins. In response, providers relentlessly attack supplier pricing and continue to demand big discounts. KOTLER MARKETING GROUP, INC. To help clients address such issues Kotler Marketing regularly conducts large-scale studies of best-practices among B2B vendors. Examples of our research in this area include: Supplier Sales Best Practices. Suppliers to the automotive and heavy duty industries negotiate in a competitive, often contentious environment. KOTLER MARKETING GROUP, INC. Kotler Marketing Group is pleased to have served a wide variety of distinguished client firms. While they come from different industries and regions, they share a common commitment to increased customer focus. Technology & Communications: Cisco. Dell. Microsoft. Avaya.

Level 3. BellSouth.

KOTLER MARKETING GROUP, INC. Registration fees are $1,350 per person. Discounts are available for groups of three or more. In-house delivery available for your team. Noel Ritter is an award-winning creative director, art director, and writer with 30 years of industry experience. His work has been highlighted in Ad Week, Ad Age, and Brand Week.

DEFENDING PRICE

KOTLER MARKETING GROUP WORKSHOP – STRENGETHENING NEGOTIATIONS WITH PURCHASING 9:00-10:30 am Building the Value Case 10:30-10:45 am Break 10:45-12:00 pm Case Study 12:00-1:00 pm Lunch 1:00-2:00 pm Constructing a Benefits Framework or Yf our DEFENDING PRICE SALES TOOLS The HAC-FIC provides supplier reps with a straightforward, hospital-specific, data-driven tool that can be used to retain customers, win new business, and defend margins. Leverages the most recent hospital infection data available, to focus the sales discussion on current, rather than past, performance. Allows scenario analysis for each of the COVID-19’S IMPACT ON HOSPITAL PURCHASING: IMPLICATIONS FOR Table of Figures Chapter One Figure 1.1 – Value Analysis Goals, 2020 Vs. 2018 Figure 1.2. Percent For Whom Reducing Contracted Prices is a Top Strategic Goal, 2020 Vs. 2018 KOTLER MARKETING GROUP, INC. Boston, MA. $1,350. Register Designed Specifically for Medical Device, Equipment & Consumables Suppliers. Healthcare reform, industry consolidation and the shift to new payment models are pressuring hospital margins. In response, providers relentlessly attack supplier pricing and continue to demand big discounts.

DEFENDING PRICETM

DEFENDING PRICE S TRENGTHENING NEGOTIATIONS WITH HEALTHCARE PROVIDERS WHY IS IT IMPORTANT TO DOCUMENT & DEMONSTRATE VALUE? Suppliers to the healthcare industry face a challenging sales environment. Healthcare reform, industry consolidation and the shift to new payment models

will pressure

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Defending Price™ Sales Training B2B Sales Tools Value-Based Marketing Auto & Commercial Aerospace Financial Services Healthcare Life Sciences IT & Telecom Dr. Philip Kotler Value-Based Marketing Kotler Marketing Group is a global consulting and training firm, specializing in sales and marketing. Our philosophy is based on the work of Philip Kotler, the world's leading strategic marketer. OUR MISSION IS TO HELP CLIENTS ACHIEVE PROFITABLE GROWTH. "Marketing is not the art of finding clever ways to dispose of what you make. It is the art of creating genuine customer value." _                                        _  -Philip

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New sales & marketing training dates for medical device, equipment & consumables' suppliers Report: Hospital Purchasing & Value Analysis Evolve – Implications

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Medical Device Sales Tool - quantifies value of reducing infections Philip Kotler's latest books New creative service offering for healthcare marketers New sales & marketing training dates:  “Defending Price™” for automotive suppliers

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