October/November 2012     HealthCare Distributor 25

2012 H. D. Smith National Sales & Management Conference: Turning Mission Into Action

T he St. Regis Monarch Beach in Dana Point, California, welcomed the 300-participant H. D. Smith

National Sales & Management Conference in August where senior management provided its sales force, management and manufacturing partners with an overview of the Company’s forward-looking strategic plans centered around the theme, “Turning Mission Into Action.”

The theme focused on H. D. Smith’s commitment to quality patient care in par-allel with providing high-level service in the distribution of healthcare products and solutions. Beyond the discipline of distribu-tion and the art of service for which it is known, H. D. Smith’s leadership believes there is a historic opportunity to lead the industry in setting the standard for quality healthcare through marrying service and patient-care solutions.

“At the core of our strategy is a com-mitment to helping improve both opera-tions and standards of care throughout the supply chain,” said H. D. Smith CEO, Dale Smith. “The meeting provided a platform to educate, engage and partner

with the manufacturing channel of the industry.”

During the executive presentations, Dale Smith, Chris Smith (President & COO), Bill Williams (CFO) and David Guzman (CIO) shared the Company’s strategic plans, recent successes and growth opportunities. The Company

leaders declared their commitment to technology, highlighting improvements to internal infrastructure and existing customer systems to forward-looking technology powered business solutions. “H. D. Smith’s offerings are designed to give our customers the resources to excel in both business and patient care,” said

The Retail Pharmacy Advisory Panel featured H. D. Smith customers from across the county who spoke on the viability and unique business models of independent pharmacy. From left to right: Dave Preller of Super-Rite Pharmacy; David Beck, Dennis Katz and Michael Macione of Hopkinton Drug; and Dale Colee of Southlake Pharmacy.

Over 130 exhibitors participated in the tradeshow.

26 HealthCare Distributor   October/November 2012

MEETINGS ROUNDUP

H. D. Smith CIO David Guzman.Focusing on industry climate, the

meeting also featured educational ses-sions from topical experts. H. D. Smith welcomed HDMA President John Gray to speak on “Pharmaceutical Distribution: Navigating the Challenges of Today and the Opportunities for Tomorrow.” Gray commented on the role of wholesalers as a vital link between manufacturers and providers. In addition, Larri Short of Arent Fox, LLC, spoke on the “Status of Health Reform after the Supreme Court Ruling.” Short explained the impact of recent and pending legislation on the pharmaceutical and pharmacy marketplace. Rounding out the educational sessions, a Retail Pharmacy Advisory Panel featured a selection of H. D. Smith customers from across the country who spoke to the viability, ingenu-ity and significance of independent com-munity pharmacy as the backbone of the U.S. healthcare system.

One-on-one appointments provided a forum for manufacturer attendees to col-laborate with H. D. Smith leadership on future initiatives and pipeline opportuni-ties. More than 130 companies exhibited during a tradeshow designed to educate the H. D. Smith sales force about avail-

able offerings across the brand, generic, home healthcare, consumer product and solution-provider categories.

Partner Recognition As part of its meeting, H. D. Smith

acknowledged its Trading Partners who provided support to help build and grow the collaborative business. The 2012 Trading Partners of the Year were an-nounced at the Awards Banquet and included:

Brand and Specialty Pharmaceuticals – Astellas Pharma US, Inc. and Takeda Pharmaceuticals North America, Inc.

Generic Pharmaceuticals – Amneal Pharmaceuticals, LLC and Watson Pharmaceuticals, Inc.

Home Healthcare and Diagnostics – Owen Mumford, Inc. and Nipro Diagnostics, Inc.

Health, Beauty and Wellness – Emerson Healthcare, LLC and Kimberly-Clark Corp.

Members of the H. D. Smith team were also recognized for exceptional performance and commitment to the Company over the past fiscal year.

Division of the Year was awarded

Jenny Meske and Tom Tucker of Roscoe begin their one-on-one meeting with Chris Smith, H. D. Smith President and COO.

to the Kentucky Division with Vice President Division Manager, Terry McKinley, accepting the award on behalf of the Kentucky team.

The H. D. Smith Executive of the Year award was presented to David DuRoss, President of Smith Medical Partners.

Other award winners included: Business Contribution-

James Hopkins (Corporate) Sales Manager of the Year-

Chris Mirwald (Florida) Institutional Sales of the

Year-Jerry Cain (Corporate) Retail Sales Representative

of the Year-Karen Lioulas (Florida)

Home Healthcare Sales Specialist of the Year-Michael Burney (Florida)

Consumer Products Sales Specialist of the Year-Bob Momenteller (Illinois)

Divisional Retail Sales Representatives of the Year: Orlando Zamora (California); Karen Lioulas (Florida); Jeff Blahnik (Illinois); Rob Campbell (Kentucky); David MacVane (New England); Jennifer Corbett (New York Metro); and Brandy Hamilton (Texas).

Gearing Up for 2013Before the 2012 meeting was ad-

journed, excitement for the 2013 event was clearly in the air. “We are keenly aware of the strategic role of the whole-saler in the healthcare and pharmaceuti-cal supply chain, and take ownership of that responsibility as a conduit to help-ing provide care to patients,” said H. D. Smith President and COO, Chris Smith. “The responsibility is best man-aged with collaboration among all seg-ments of the industry. This meeting is one of the most impactful ways we demonstrate this commitment to col-laboration.”

The 2013 conference will be held at the JW Marriot Marquis in Miami, Florida, from August 20-22.

Article & photos courtesy H. D. Smith

October/November 2012     HealthCare Distributor 27

Accepting a Brand Pharmaceuticals award is Sal Cuomo, center, from Astellas Pharmaceuticals. H. D. Smith presenters from left: Dale Smith, Chris Smith, Bob Appleby and Bob Dynek.

Accepting a Brand Pharmaceuticals award is Chris Giessinger, center left, and Brian Moore, center right, from Takeda Pharmaceuticals, North America, Inc. H. D. Smith presenters from left: Dale Smith, Chris Smith, Bob Appleby and Bob Dynek.

Accepting a Generic Pharmaceuticals award is Brown Massey, center left, and Stephen Rutledge, center right, from Amneal Pharmaceuticals, LLC. H. D. Smith presenters from left: Dale Smith, Chris Smith, Bob Appleby and Bob Dynek.

Accepting a Generic Pharmaceuticals award is Tony Giannone, center, from Watson Pharmaceuticals, Inc. H. D. Smith presenters from left: Dale Smith, Chris Smith, Bob Appleby and Bob Dynek.

Accepting a Home Healthcare award is Michael White, center left, and Lawrence Monroe, center right, from Owen Mumford Inc. H. D. Smith presenters from left: Dale Smith, Chris Smith, Carolyn Webb and Bob Dynek.

Accepting a Home Healthcare award is Shelly Kauffman, center left, and Tom Wolley, center right, from Nipro Diagnostics, Inc. H. D. Smith presenters from left: Dale Smith, Chris Smith, Carolyn Webb and Bob Dynek.

Accepting a Health, Beauty and Wellness award is Kevin Rasmussen, center, from Emerson Healthcare LLC. H. D. Smith presenters from left: Dale Smith, Chris Smith, Carolyn Webb and Bob Dynek.

Accepting a Health, Beauty and Wellness award is Tracy Peebles, center left, and Donna Eckroad, center right, from Kimberly-Clark Corporation. H. D. Smith presenters from left: Dale Smith, Chris Smith, Carolyn Webb and Bob Dynek.