1. Welcome to:
SELLING NOVUM MEDICAL

2. BREAKOUT AGENDA SELLING NOVUM MEDICAL
• Sales Philosophy and Department’s New Structure
• Marketing Tools
• Dealer vs. Direct Products
• New Sales and Marketing Programs
• How to sell The Power Pole
• New Programs
SELLING NOVUM MEDICAL

3. SALES PHILOSOPHY
Our 1st priority is, and always will be, to deliver the highest quality products and services to our customers…
We do this by:
• Paying attention to details
• Focusing on the needs and the requirements
for each project
• Accurately completing all documentation
• Asking questions and communicating
SELLING NOVUM MEDICAL

4. SALES PHILOSOPHY Novum extends this philosophy to:
• Our Distribution Partners
• Dealers
• GPO’s
• End Users
And our most strategic customer ….
Our Network of Sales Representatives
SELLING NOVUM MEDICAL

5. SALES DEPARTMENT SELLING NOVUM MEDICAL
To further assist and grow our relationships with our Network of Sales Reps, we have expanded our inside sales support team by adding the following positions:
Inside Sales/Dealer Development Specialist
Responsible for growing existing relationships and developing new relations with dealers. The goal is to generate recurring business through our dealer relationships.
Inside Sales/Business Development Specialist
Focused on organically growing business at the territory and end user levels. The goal is to generate repeat business with our existing customer base and develop new customers.
SELLING NOVUM MEDICAL

6. SALES DEPARTMENT ORGANIZATION CHART
SELLING NOVUM MEDICAL

7. WEBSITE PORTAL SELLING NOVUM MEDICAL
Designed to provide reps with updated proprietary information including price lists, product training, in-service materials and quote history
SELLING NOVUM MEDICAL

8. Web Based Custom Quoting Tool: PRODUCT CONFIGURATOR
Through the Novum Medical Website, anyone can configure a product and request a formal quote.
SELLING NOVUM MEDICAL

9. NEW CATALOG / ONLINE CATALOG
In 2009, we replaced our cut-sheet style binder/folder catalog with a bound product guide delivered as a hard copy or a customized electronic catalog.
SELLING NOVUM MEDICAL

10. CUSTOM BROCHURES SELLING NOVUM MEDICAL
Mailers and meeting materials can be developed for individual reps targeting specific products to a specific audience.
Mailer / Brochure Follow-Up:
What happens after we hand out or mail the brochures often has more to do with our getting the opportunity. Our inside sales team will work with you to follow-up with the recipients to try to uncover opportunities.
SELLING NOVUM MEDICAL

11. NEWSCASTER SELLING NOVUM MEDICAL General Mailers: Targeted E-Mails:
Mass system to communicate new products, promotions and company information without messages getting caught up in spam filters.
Over the past couple of years we have collected over 10,000 s addresses. s include facility purchasing contacts, dealers and distribution reps.
General Mailers:
Generic s outlining new products or universal promotions that can be sent to all contacts. We try to send a minimum of one campaign per month.
Targeted s:
We can target only facilities, dealers, GPO members, distribution reps or rep territories.
SELLING NOVUM MEDICAL

12. DEALER VS. DIRECT SELLING NOVUM MEDICAL Products Primary Markets
Secondary Markets
Primary Distribution Channels
Cribs
Acute Care
Homecare
Government
Ambulatory Care
(Rehab Clinics)
Dealers
Bassinets
Youth Beds
Acute Care Grade Overbed Tables
Long-term Care
Direct
Economy Grade Overbed Tables
Long-Term Care
SELLING NOVUM MEDICAL

13. DEALER VS. DIRECT SELLING NOVUM MEDICAL Products Primary Markets
Secondary Markets
Primary Distribution Channels
Recliners
Acute Care
Government
Long-term care
Ambulatory Care
Direct
Limited Dealers
Sleeper Chairs
High Back Chairs
Long-term Care
Dealers
Low Back Chairs (Patient, Waiting Room & Physician offices)
Gliders and Rockers
SELLING NOVUM MEDICAL

14. NEW PROGRAMS Rental Program (Rent to Own):
For facilities experiencing a temporary census increase, we can offer rental and/or rent to own equipment.
6 month term • 12 month term • 18 month term
Assessment/Replacement Program:
After an inventory of a facility’s O/R tables, stretchers or overbed tables, Novum will outline for the customer (or prime vendor) a replacement schedule with locked in pricing.
The replacement program can also be used as a tool for replacing any competitors products (Cribs, Bassinets, IV Poles, Instrument Tables, etc…)
SELLING NOVUM MEDICAL

15. THE POWER POLE SELLING NOVUM MEDICAL
Who to talk to • Why the Power Pole?
How to demonstrate the true benefits
SELLING NOVUM MEDICAL

16. NEW PROGRAMS TO SELL OFF OF
CHCA Throughout the life of Novum’s Contract with Premier, we will provide hospitals associated with the Child Health Corporation of America the following:
Cribs
E1982CG: 30x60 Child Series “Klimer” Crib with fowler and knee gatch sleeping surface. Bundle includes C100 Superfoam Mattress, U210 under-crib storage bin, Novum’s new IV102 IV Rod and a dozen sheets.
E1981CG: 30x60 Child Series Standard Height Crib with fowler and knee gatch sleeping surface. Bundle includes C100 Superfoam Mattress, U210 under-crib storage bin Novum’s new IV102 IV Rod and a dozen sheets.
E1965CLF: 24x36 Neonatal Series Crib with fowler sleeping surface. Bundle includes C503 Mattress, U105 under-crib storage bin Novum’s new IV102 IV Rod and a dozen sheets.
SELLING NOVUM MEDICAL

17. NEW PROGRAMS TO SELL OFF OF
Bassinets
7028x17: All Stainless steel bassinet with a 6” deep drawer, lower shelf with rails bundled with the acrylic basket, pad and a second replacement pad
7028x12: All Stainless steel bassinet with a 16”H closed cabinet with the acrylic basket, pad and a second replacement Pad.
7028x30: All Stainless steel bassinet with a 6” deep drawer and 12”H closed cabinet bundled with the acrylic basket, pad and a second replacement Pad.
Overbed Tables
Order 10 of any Novum overbed table and get one free
SELLING NOVUM MEDICAL

18. NEW PROGRAMS TO SELL OFF OF
NDC Early this year, Novum finalized a Vendor Direct Agreement to become an NDC authorized supplier/manufacturer
Program with NDC
Viper Dealer Growth Program: After the first year, a 2% rebate will be paid on all incremental sales growth
SELLING NOVUM MEDICAL

19. NEW PROGRAMS YOU CAN EXPECT IN THE COMING YEAR
Power Pole Spiff
Provide dealer and distribution reps with an instant spiff for getting face-to-face demos with Operating Room Managers
New Dealer Recruiting Spiff
Higher commission rate for new dealer set-up
Replacement Program Spiff
Higher commission rate during life of any replacement program initiated and managed by rep
SELLING NOVUM MEDICAL

20. SELLING NOVUM MEDICAL
Questions?