CIVCOmmunicator 2016-Internal Newsletter Copy

On June 8th through 10th, CIVCO hosted its 6th Annual International Sales and Marketing Meeting at the Four Seasons Hotel in Miami, Florida. With 78 attendees representing 40 countries, this year’s attendance was record-breaking.

The sales and marketing team worked hard over the months leading up to the meeting to prepare material for the training sessions, ensuring the meeting was a valuable experience for all. Three guest speakers led plenary sessions to kick off each day. Dr. Knut Braband, MD from Oslo University Hospital Rikshospitalet provided an expert’s look at guidance in Radiology using Verza; Timothy Maecken, MD, BG of University Hospital Bergmannsheil Bochum shared his experiences using Infiniti Plus in Vascular Access procedures; and Catherine Soumerai, CIC, RN-BSN, MT-ASCP of Boca Raton Regional Hospital spoke passionately on the importance of implementing infection control practices.

Afternoon hands-on workshops covered AccuCARE, Cardiology products, Infiniti Plus, Verza, EMT, endocavity guidance, marketing tools, and market surveillance. The Verza sales toolkit given to each attendee was a highlight of the workshops. Since the meeting, CIVCO has been working to make improvements discussed with distribution partners, including: supporting international teams with Verza sales toolkits, working hard to release the new product catalog, supporting CIVCOnnect by adding videos of the doctor’s presentations from Miami and new user sign-up, and researching the possibility of adding an extended and pre-gelled Intuit cover.

Again, a huge thank you for a truly successful meeting! If you have further feedback on how we can best support you at future meetings, please contact your territory’s sales representative, who will convey the advice to our team.

IN THE FIELD
We are happy to report several achievements directly from CIVCO’s distribution partners in this new and improved edition of In the Field. CMI, Japan, successfully hosted two hands-on workshops to spotlight Infiniti PlusTM and educate anesthetists on the importance of needle guidance in vascular access procedures. Further in education news, HS Hospital Service SPA, Italy, recently held their internal sales meeting, distributing Verza sales toolkits to their sales representatives. These toolkits are now available to purchase for your team. In Australia, Meditron/Paragon Care has been working closely with top OEM’s to package more CIVCO products with ultrasound machines. A SonoSite catalog is a highlight of its success, with hope for more OEM partnerships in the near future. We encourage you and your customers to visit booth #19 at the 35th Annual ESRA Congress in Maastricht, Netherlands, where CIVCO will share a booth with Mermaid Medical, September 7th through 10th, 2016. We are celebrating new beginnings in Greece, with the additon of NB Medical. As you can see, CIVCOmmunicator is now by readers, for readers, and we want stories from you to publish in future editions. Click here to read what has been happening with CIVCO products worldwide from in the field.

CLINICAL CORNER
In Clinical Marketing news, new programs and messaging continue to deliver training and education. CIVCO’s Radiology Ultrasound Guidance Education Program is providing new medical residents and fellows with basic needle guidance training, including an advanced workshop in drain placement using Ultra-Pro products. Read the full article for this years’ training dates and locations. The Infiniti Plus Reference guide, which includes comprehensive product messaging, results from four key clinical studies, related case studies, published whitepapers, and a Point-of-Care ultrasound chapter, is now available for use on CIVCOnnect. Finally, CIVCO’s Deep River team has released its upcoming webinar topics-the team has been producing high-quality, well-attended webinars for years and is excited to continue to provide training on a range of relevant topics. Read the full article for the complete list of topics.

PRODUCT NEWS
Product News includes a call for your contributions, a new pricing model, a welcome to a new team member, and a new opportunity for EMT users. Help us assess our AccuCARE accessories line by filling out our short, 5-question survey. You can find the link in the full article below. We’ve updated the EMT pricing model to drive adoption-the full article contains details on the model and on targeting audiences. Product Manager Brady Eilers has joined the MMI marketing team, leading the product line strategy for our disinfection systems offering including the ASTRA and GUS systems. Finally, eTRAX customers will be able to benefit from a needle-gauge trade-in program. Click here to learn more.

MARKETING TOOLS
We are happy to bring you more useful tools in this edition of CIVCOmmunicator. We are looking for contributions from you-send us articles about your experience in the sales field, successes with sales techniques, interesting stories, and helpful tips to share with other distributors. Send your submissions tokelsey.zylstra@civco.com or to your territory sales manager! CIVCO will also be releasing its brand book soon, available for download on CIVCOnnect. It contains guidance and standards on all things CIVCO and CIVCO product brands and is designed to unify our marketing and branding efforts. New eMarketing campaigns for AccuCARE, ASTRA TEE, and Intuit were launched, targeting key segments-review the campaign content on CIVCOnnect to use the material in your market. Finally, more excitement around CIVCOnnect has us excited to encourage new users to explore the site. Read on to discover new features!

Brad Dunlap
Vice President
Marketing & Product Management

LETTER FROM BRAD DUNLAP

Dear Team CIVCO,

Thanks to all who participated in the Miami sales and marketing meeting in June, which is featured in this edition of CIVCOmmunicator. Feedback from the event was positive, and the team is looking forward to the next one. It’s great to know that many distributors have implemented training programs and product line strategies that were presented in Miami. Stay tuned for more news on location, timing and format.

This edition also features updates from the field, including great OEM collaboration strategies from Meditron/Paragon in Australia, Infiniti Plus workshops in Japan developed by Century Medical, and recent participation at ESRA in Netherlands with Mermaid. HS Hospital also rolled out a sales training meeting, focused on Verza, using the materials from Miami.

Our product update features new programs for EMT, including a pricing initiative and needle buy-back program. The clinical team continues to deliver training for academic institutions for Radiology, and has also launched a webinar training program. Don’t miss the new tools section, and be sure to pick up a copy of the new CIVCO brand book.

Wishing you successful selling and a strong Q3,

Brad

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