colleen standridge, senior medical equipment and supplies distribution program, ge healthcare clp...

COLLEEN STA NDRI DGE , SENI ORM EDI CA L EQUI P M ENT A ND SUPP LI ES DI STRI BUTI ON PROGRA M ,

GE H EA LTH CA RE CLP I NTERN

A ND

TH OM A S DECA RLO, P H . D. A ND BEN S. WEI L ENDOWED CH A I R OF I NDUSTRI A L DI STRI B UTI ON

UNI V ERSI TY OF A LA B A M A AT B I RM I NGH A M

H M M C NATI ONA L CONFERENCENOV EM BER 1– 3 , 2011

CH I CA GO, I LL I NOI S

Where and How to Successfully Recruit the Millennial

Generation

Overview

Sales talent acquisition and the Millennial generation

Who are they? What motivates them?

University of Alabama at Birmingham’s (UAB) Medical Equipment and Supplies Distribution Program

Key to Future Success

Recruit, train, motivate and retain talented young medical representatives.

Significant drain of experienced sales reps by 2020.

50% of companies anticipate losing 15 – 30% of their sales force talent by 2020.

Costs associated with poor hiring decisions can be significant.

Total Quality Management Comparisons

Six Sigma Standard

Error Rate Business Application

6 Sigma + 3.4 per million Airline flight safety

Source: “Total Quality Sales Management, The HR Chally Group, 2008

Total Quality Management Comparisons

Six Sigma Standard

Error Rate Business Application

6 Sigma + 3.4 per million Airline flight safety

5 Sigma 300 per million Typical world-class manufacturers

Source: “Total Quality Sales Management, The HR Chally Group, 2008

Total Quality Management Comparisons

Six Sigma Standard

Error Rate Business Application

6 Sigma + 3.4 per million Airline flight safety

5 Sigma 300 per million Typical world-class manufacturers

4 Sigma 6 per 10,000 Manufacturing average

Source: “Total Quality Sales Management, The HR Chally Group, 2008

Total Quality Management Comparisons

Six Sigma Standard

Error Rate Business Application

6 Sigma + 3.4 per million Airline flight safety

5 Sigma 300 per million Typical world-class manufacturers

4 Sigma 6 per 10,000 Manufacturing average

3 Sigma 30 per 100 IRS phone tax advice

Source: “Total Quality Sales Management, The HR Chally Group, 2008

Total Quality Management Comparisons

Six Sigma Standard

Error Rate Business Application

6 Sigma + 3.4 per million Airline flight safety

5 Sigma 300 per million Typical world-class manufacturers

4 Sigma 6 per 10,000 Manufacturing average

3 Sigma 30 per 100 IRS phone tax advice

1.6 Sigma 45 per 100 Typical employment selection and deployment

Source: “Total Quality Sales Management, The HR Chally Group, 2008

Millennial Generation Quiz

The Millennial Generation was born in what years?

a. 1946 - 1964.b. 1965 - 1980.c. 1981 – 1996. d. After 1996. e. Are you kidding? I can’t remember my own

birthday.

Millennial Generation Quiz

The Millennial Generation was born in what years?

a. 1946 - 1964.b. 1965 - 1980.c. 1981 – 1996. d. After 1996. e. Are you kidding? I can’t remember my own

birthday.

Millennial Generation Quiz

The Millennial Generation makes up what percent of the world’s population?

a. 5% b. 10%.c. 18%d. 25%e. I don’t understand the question.

Millennial Generation Quiz

The Millennial Generation makes up what percent of the world’s population?

a. 5% b. 10%.c. 18%d. 25%e. I don’t understand the question.

Millennial Generation Quiz

What percentage of the Millennial Generation has a tattoo?

a. 38% b. 32%.c. 15%d. 6%

Millennial Generation Quiz

What percentage of the Millennial Generation has a tattoo?

a. 38% b. 32%.c. 15%d. 6%

Millennial Generation Quiz

Biggest complaint of Millennial’s?

a. Hearing you say, “When I was your age.”b. Age discriminationc. Office politics d. No one asks their opinion

Millennial Generation Quiz

Biggest complaint of Millennial’s?

a. Hearing you say, “When I was your age.”b. Age discriminationc. Office politics d. No one asks their opinion

Millennial Generation Quiz

Which of the following would best motivate a Millennial?

a. Tell me what you want. Give me the tools. Leave me alone.

b. No news is bad news. Feedback is essential.c. Micromanage them and you’ll lose their loyalty.d. What? You can’t motivate a Millennial to do

anything.

Millennial Generation Quiz

Which of the following would best motivate a Millennial?

a. Tell me what you want. Give me the tools. Leave me alone.

b. No news is bad news. Feedback is essential.c. Micromanage them and you’ll lose their loyalty.d. What? You can’t motivate a Millennial to do

anything.

Defining Characteristics of Millennials

Defining Characteristic

Characteristic Development

Application

“Special” •Rewards for participation

•Provide rewards for individual & group work•Provide feedback•Teach to self-reward and self-monitor progress

“Sheltered” •Structured•Enforcement of rules and regulations

•Clear instructions and expectations of assignments

“Team Oriented” •Works well in groups•Socially active

•Collaborative learning•Interactive learning

“Confident” •High level of optimism•Technologically savvy•Want to assist in creating own knowledge

•Provide clear definitions and paths to success•Include variety of technology in assignments•Provide feedback

It Takes More than Money

Manager feedback needed for continued motivation and performance. Windshield time is considered a waste and detrimental

to morale, job satisfaction, and motivation. Self-training modules in an easy to digest format

derived from relevant academic research and extensive field experience from successful veteran medical reps.

Provide leadership opportunities. E.g., technology adoption, research opportunities

Recruiting Challenges

Where would you find young, technically competent, medical salespeople that you can rely on to expand your business?

Answer: UAB’s Medical Distribution Program.

School of Health Professions

OUR ASSETSSTRENGTHS

University of Alabama at Birmingham’s Medical Distribution Program

Collaboration between UAB’s Business School and Medical School.

Required classes from the School of Medicine or School of Natural Sciences and Mathematics including anatomy, biology and chemistry;

Required classes from the School of Health Professions such as health care administration and health care financial management;

Required “days in surgery” with a Professor of Neurosurgery and sessions with multiple industry representatives

Students observe the use of surgical devices and the application of medical implants in the OR;

  Required hands-on participation in procedures involving cadavers.

Health Care Customers

Medical Equipment & Supplies Manufacturers

Medical Equipment, Supplies andDrugs Distributors

OURDOMAIN

Hospitals Clinics

Medical Specialists(Dentists, Optometrists,Specialty Doctors, etc.

Assisted Living Centers

DEGREE PROGRAM. 30 hours of directed professional course studies.

MKID Classes (17 hours) MK 320 3 Industrial Distribution Management MK 330 3 Professional Selling MK 408 3 Marketing Research MK 430 3 Industrial Distribution Operations MK 435 3 Industrial Distribution Problems MK 495 2 Industrial Distribution Practicum

Medical Distribution Classes (13 hours) BY 115 4 Human Anatomy AHS 330 3 Health Care Systems AHS 350 3 Medical Terminology for Health Professionals AHS 416 3 Financial Management in Health Care Organizations

• Med ID Majors must complete CH 105/106 Introductory Chemistry I and Laboratory. • Students are encouraged to complete one core course in Biology.

Medical Equipment & Supplies Distribution

MKIDCore

MedCourses

Who Hires Our Medical Distribution Graduates?

Cardinal HealthGE HealthcareBeckman CoulterStrykerMedtronicSynthesMcKessonHenry ScheinAnd many others

To Learn More About This Program and Our Students

Dr. Thomas DeCarlo tdecarlo@uab.eduMs. Kristen Craig kcraig@uab.edu

Marketing, Industrial Distribution & EconomicsBusiness and Engineering Complex Suite 219School of BusinessUniversity of Alabama at Birmingham1150 10th Avenue SouthBirmingham, Alabama 35294

Telephone 205.975.5810