Critical Sales and Distribution Considerations for the Buyer, Investor and Seller

For many emerging healthcare and life science companies, one of their largest financial investments and most important strategic decisions is their approach to sales and distribution.  Determining the most optimal exit strategy is central to how emerging companies approach its sales and distribution model.

In order to maximize valuation and minimize dilution at exit as well as minimize risk for the buyer, it is extremely important to choose the most optimal sales strategy to attract an acquiring company.   If for example the acquiring company has its own national sales force, then building a full-scale sales and distribution model could be detrimental and may in fact negatively affect the sale.  Instead finding ways to gain market traction on a small scale, with a proven scalable model may be more efficient and less costly.

A special panel at OneMedForum NY 2011 will discuss the critical considerations involved in building a sales model to facilitate a successful exit, and will offer a variety of perspectives for the healthcare or life science buyer, seller and investor.

Panelists include Kevin Schimelfenig, Managing Partner, McGeever, LLC and SalesForce4Hire, LLC; Michael Cain, Founder and Managing Partner, Guardant Partners LLC; and Kevin Nickels, CEO of Rubigo Therapeutics.

SalesForce4Hire Managing Partner and OneMedForum panelist, Kevin Schimelfenig routinely advises medical device, life science and healthcare CEOs and other C-level executives on solutions to accelerate revenue and adapt to market challenges, from investor-driven startups to established, multi-billion dollar global segment leaders.  Prior to founding his firm in 2001, Kevin enjoyed a distinguished career in the medical products industry, with companies such as Johnson & Johnson and Steris Corporation.

“My exposure to buyers and sellers has shown me that the better you position a company, the better off you are, the better you investigate as an investor the better off you are,” said Schimelfenig. He aims to discuss potential problems that may arise when a transaction takes place, because it wasn’t evaluated properly or because the same channel of distribution is being used for old models.

Kevin Nickels of Rubigo Therapeutics sheds light on the expense of a direct sales force, but contends that reimbursement is becoming such a challenging issue that one can’t expect independent reps to always get it right.

The panel, moderated by Matt Ervin, CEO of MedicaSafe, will beheld Thursday June 23 at 2pm at the historical Roosevelt Hotel.

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