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P R O F E S S I O N A L W O M E N I N H E A LT H C A R E ® • W E C R E AT E L E A D E R S

Midmark Promotes Sue Hulsmeyer to VP, Human Resources and Corporate Communications



PWH® 2020 Leadership Summit


WELLNESS: Avoid Costly Errors: Get Enough Sleep


DEVOUR: Holiday Time Travel


COACH’S CORNER: Persuading in Groups Issue 4 • winter 2019


CONTENTS LETTER FROM THE CHAIR Find Your Joy – and Let It Run Your Life!

Pg. 3-4


Pg. 5

CORPORATE PARTNER SPOTLIGHT Pg. 6-8 Midmark Promotes Sue Hulsmeyer to VP, Human Resources and Corporate Communications MEMBER SPOTLIGHT Pg. 9 Do What You Love and Share It with Others, Especially if It’s IT! Selena Culpepper, Owens & Minor WELLNESS Avoid Costly Errors: Get Enough Sleep

Pg. 10-11

DEVOUR Cities of the Season - Holiday Time Travel

Pgs. 12-13

COACH’S CORNER Persuading in Groups: Project Manage Your Meetings for Best Outcomes

Pg. 14

PWH® EVENT SPOTLIGHT HIDA and PWH® Leadership Workshop: Real-Life Lessons from Leaders

Pg. 15


Pgs. 16-17

MEMBER SPOTLIGHT Pg. 18 Mentoring and Helping Others in Business and Healthcare Khaki Weber, Partner, Weber & Associates Consulting, Inc. PWH® NEW MEMBERS

Pg. 18

HIDA LEGISLATIVE UPDATE Pg. 19 HIDA Partners with Key Federal Office to Create New Supply Chain Resource for Communities

Connect Staff and Volunteers CHAIR OF PWH® MARKETING COMMITTEE Natalie Martin, Director, Creative Services, NDC

ART DIRECTOR Brent Cashman Graphics Manager, BOCdesign, Inc.

EDITOR Rachel Bailey Penwan Communication Inc.

EDITORIAL & CIRCULATION MANAGER Michelle Rydberg Executive Director, PWH®

FOOD & TRAVEL EDITOR Jackie Jones Director of Dental Sales & Marketing, NDC

PWH® MISSION & PURPOSE PWH® is an organization dedicated to ongoing professional leadership development for women and men in healthcare businesses. We are a member organization providing a national voice and progressive leadership for women in healthcare. Our goal is to reach all women in our industry and empower them in their personal and professional lives. We are also committed to integrated leadership development and gender equity for all individuals within the industries we serve. Our mission is to empower women to lead and succeed. Our vision is a healthcare industry equally led by women.


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Find Your Joy – and Let It Run Your Life! We have all come to that crossroad in our careers where we have made that decision. We have all struggled with work-life balance. How has a pursuit of balance affected your life and the choices you’ve made? Does it mean that you have stopped climbing the corporate ladder when you declined that one business trip because you decided to stay behind with your family? Does it mean you are taking a huge step back because you needed to attend your kid’s soccer game - not only to avoid that “parental feeling of guilt” - but you truly yearned to see her beaming face when you showed up in the soccer stands with the rest of the parents? How do we transform ourselves from “rock star performer” by day to “gourmet cook / super-parent” or “super-engaged listener who doesn’t fall asleep” by night? How do we balance it all?

Executives at all levels, and all genders, at one point in their careers, are challenged to make these types of decisions on a daily, weekly and monthly basis. It’s about managing our time and the battle between career and family. But does it have to be a battle? Can there be a compromise, and

can we find our joy if we plan correctly? How can we find our joy and let it run our life? Is it simply a matter of truly understanding our purpose and then communicating it to those around us? There are several successful people in this world, and in our industry, who • Issue 4 • winter 2019 3


seem to have it all figured out. Recently, as I reflected on my own career, I realized how hard I have been working all of these years. I began to look at my peers and those I partner with in the industry, and observe their faces. These “joyful” people I know aren’t always jumping up and down with glee, but they actually have a certain calmness about them. They have kind eyes. I would describe their “look” as one of content. Purpose. Confidence. Focus. Marissa Mayer, former president and CEO of Yahoo once said, “You can’t have everything you want, but you can have the things that really matter to you.” So, how do we get there? And if we find this joy, how do we spread it all around like a holiday jam and communicate it – especially to our employer without hurting

activities offer the joy we deserve. We can make a plan of action on how many soccer games or dance recitals or areas of joy we need and want to have in our lives. What do we need to change? What percentage of our non-working time can be spent differently to achieve our goals and allow us to have joy in our lives? Can we speak with our employer to make a small adjustment in the coming year? Employers understand. Talk to them. It is also important to stay connected to the industry networking efforts. PWH® can help. When our teams in the workplace see that we have truly found this inner joy and we are comfortable in our own skin, and we are feeling confident and okay being vulnerable – they will find us approachable

you can hold that picture in your mind, the more likely you’ll be able to achieve it. Develop a one-year plan to achieve your joy: 1. What is the most important priority you were dealing with a year ago? 2. What is the most important priority you are dealing with now? 3. How are you dealing with life differently today than a year ago? 4. How do you measure success from a year ago? 5. How do you measure success today?

Kolacki cookies with raspberry and apricot jam.

our careers? Is that even possible? Do our employers even know of this lovely jam? Work-life balance involves a blend of time management, commitment and prioritization. So, let’s challenge ourselves this season and go forward to do some soul-searching to determine what blend of professional and personal


as leaders. If we are not yet leading a team, that is okay. We can apply this to our work peers, families and friends. Here are some things that you can do to get started: Your vision (or joy) is a picture of your anticipated way of life. The more clearly

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Remember, people want to follow authentic, approachable leaders. We have a new generation of leaders entering the workplace that want to follow those who understand flexibility, and at the same time, leaders who can get the job done with balance. The leaders who can do this are those who will know their purpose, their joy and they will let it run their lives… and the world for that matter! Cheers! Rachelle Ferrara PWH® Chair 2019-2020


The 2020 PWH® Leadership Summit is the industry’s premier leadership education & networking event. The 2020 PWH® Leadership Summit line-up will include “Leadership Insights” (TED-style talks) to address the pressing issues in leadership today, motivating keynote speakers, an engaging panel discussion and several breakout sessions that will cover a host of topics. Whether you are an aspiring leader or a member of the C-Suite, the summit will help take your leadership to the next level. More details online at





$695 Early Bird Rate Ends 12/31/19


Register today to attend the industry’s only conference dedicated to diverse and inclusive leadership development!

This event is open to women and men, members and non-members.


CONTACT: Michelle Rydberg at


Midmark Promotes Sue Hulsmeyer to VP, Human Resources and Corporate Communications 6

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Midmark Corporation and PWH® share more than a Diamond-Level Corporate Partnership. Both organizations benefit from the talent and expertise of Sue Hulsmeyer. Midmark Corporation, a leading provider of medical, dental and veterinary equipment, technology and services, recently announced that Hulsmeyer was promoted to vice president, human resources and corporate communications. In this leadership position, Hulsmeyer is responsible for the alignment and development of Midmark through communication, professional development, recruitment, total rewards, safety and change management. Before taking on her VP role, Hulsmeyer most recently held the position of senior director, human resources, where she was instrumental in directing succession planning, coaching and teammate development.

John Baumann, Midmark president and CEO stated, “Sue has a keen awareness of Midmark’s incredible talent, special organizational dynamics and the rich culture we have at Midmark. She is adept at leading us in the development of our team and preparing us for our future. Sue will also have the significant responsibility of aligning our organization through communication and development in pursuit of our shared mission.” Hulsmeyer brings with her nearly 30 years of experience in human resources, of which 18 were with Midmark. In addition to her leadership role with PWH®, Sue also serves on the Darke County Community Improvement Council. She holds a Bachelor of Arts degree in organizational management from Bluffton University. As for PWH®, in addition to having an amazing leadership team led by the PWH Chair®, the strategic oversight of PWH® now lies in the hands of Sue Hulsmeyer. In January of 2019, Hulsmeyer took over as the second person to chair the PWH® Strategic Oversight Committee (SOC). The position was previously held by Suzanne Lord, vice president of sales and marketing at MSISI, who helped to establish the committee in 2012. “The role of SOC Chair is a big role within PWH® as it holds overall responsibility of the sustainability of the organization,” explains Lord, who now serves as an advisor on the PWH® Board. “The SOC has to be aware of every project and be involved in every decision made,

as well as provide proper governance of the organization. So, it can seem a bit overwhelming. Within a few minutes of meeting Sue, I knew she would be a valuable asset to PWH®. She came with experience and expertise we had not previously been privy to. She brought a skill set and knowledge base that has proved to be indispensable for the continued growth and success of PWH®.”

to challenge me and provide honest feedback that I need to hear. I’ve had the honor of mentoring Sue and watching her grow as a leader from the various assignments she has taken on over the past decade or so at Midmark. Some of which she may not have liked, but she did them for her continued growth that ultimately prepared her for the job she is now in.”

“ Having PWH® as a space to develop extra skills is good for Midmark and PWH®. PWH® has given both of us mentors and sounding boards for when we faced new opportunities at work. It is so great to have this network to reach out to.”

– Sharyl Gardner

Sharyl Gardner, who serves as chief administrative officer for Midmark and who also serves as an advisor to the PWH® Board, was Hulsmeyer’s manager prior to the promotion. Gardner has this to say about their relationship over the years: “Sue is a trusted confidant to me and one of the most genuinely caring people I know. She makes me a better leader because of her willingness

“PWH® has been a great place for Sue to use her HR skills but also to develop new skills that she couldn’t get directly from her ‘day job’ at Midmark. Having PWH® as a space to develop extra skills is good for Midmark and PWH®. PWH® has given both of us mentors and sounding boards for when we faced new opportunities at work. It is so great to have this network to reach out to.” • Issue 4 • winter 2019 7


“ I would like to say thank you to John Baumann and Sharyl Gardner for the promotion. It means so very much to me that they have the faith in me to be successful in this role.” – Sue Hulsmeyer

On behalf of the members of PWH®, we congratulate Sue Hulsmeyer on her recent Midmark promotion. We appreciate the vision of the leaders at Midmark for recognizing and rewarding talent when they see it. Hulsmeyer shares her appreciation in their leadership and vision too. “I would like to say thank you to John Baumann and Sharyl Gardner for the promotion. It means so very much to me that they have the faith in me to be successful in this

role. It’s humbling. Ultimately, my faith and God’s continued guidance in my future has prepared me for this path. In addition, I would like to acknowledge and give special thanks to my husband and our sons. It can be tough being a working mother – I have been blessed with their love and support.” In the words of Suzanne Lord, “If Sue’s dedication and loyalty to PWH® is any indication of her work ethic, her promotion at Midmark is very well deserved.” Indeed, PWH® seconds that promotion!

Leadership Development Advice from Sue Hulsmeyer


1. S urround yourself with great coaches and advisors, then listen to them. I owe so very much to several women who have helped me throughout my career. Sharyl Gardner, who managed and mentored me for many years, helped me grow and made me a better leader. I am appreciative of everything she taught me and for guiding me toward the right path. Some of the other women who guided me along the way include Suzanne Lord, Julee Prefer, Linda Doyle and others whom I had the opportunity to build strong mentor relationships with because of PWH®. These amazing women saw potential in me before I did. I am grateful for their advice and support over the years. Also, I learned from Anne Eiting Klamar, she exemplifies courage and integrity while possessing humility and a commitment to give back to others. John Baumann has been instrumental in giving me the challenge and support I needed to get to this point. He is such an inspirational leader. I’ve watched and learned so much from all of these leaders and try to emulate them as I lead my teams.

3. A dvice from Cindy Juhas. Do the job you have now well, or you won’t get the next one. She was speaking at a PWH® event and shared with the group a lesson she learned in her career and it was like she was giving me the advice. I was so focused on the next job that I stopped focusing on my current one. Refocusing my efforts allowed me to be successful in that role so that my manager knew I was ready for the next step in my career.

2. W ork outside your comfort zone. I needed to work on my assertiveness. I needed to speak up more in meetings and have the ability to present in front of groups. I get that nervous feeling in my stomach, and I shift in my seat before doing either of those things. I know that in those feelings

4. S urround yourself with a great team. My HR team and my corporate communications team are both top notch. These teammates put forth so much passion and effort to make Midmark a great place to work. I am so proud to work with them.

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and that shifting is where I am growing. I still get nervous, but I have more courage and more faith to move into that discomfort. It does get easier with time and practice. In the beginning, I started small. I would plan to speak up within a smaller setting of managers who I felt more comfortable with; then I practiced with a larger group. Eventually I got to a point where it didn’t take as much effort to speak up and let my voice be heard. All that work led to my ability to have a greater comfort with public speaking as well.


Do What You Love and Share It with Others, Especially if It’s IT! Member Spotlight: Selena Culpepper Manager, IT, Owens & Minor

How did you find out about PWH® and what was has been your experience so far? I learned about PWH® through Vicky Lyle (PWH® Chair Elect) and my teammate Shannon Sheffield. They both have had great experiences with the organization, so when they suggested that I get involved, I was happy to do so.

What made you take the leap to go from member to Vice Chair of a Committee? Vicky suggested that I get involved and lend my skills to the team because they are very much in line with what I do each day. I manage technology enhancements and customer experience for Owens & Minor applications. I’m always looking to take into account the needs and business objectives of others. I also have many creative passions that may be useful to the PWH ® organization, so it was really a great fit!

How long have you been a member of PWH®? I’ve been with PWH for almost two years. ®

Why did you choose to join PWH®? I’m excited and inspired by being engaged with women who blaze trails and who understand the power of teamwork. PWH® demonstrates these virtues consistently.

Selena Culpepper

What is your current PWH® role and what would you like to bring to the organization this year? I am the Vice Chair of Technology for the Mentoring Committee. I hope to bring a fresh perspective about ways to enhance our wisdom and mentorship sharing platform. In my day job, my role is to sit at the intersection of IT, healthcare and the business. My aspirations are to lend the benefits of my own career experiences to the technology team within the PWH® organization.

Tell us more about your role at Owens & Minor. I am the manager of IT Integrations for Owens & Minor. I have more than 17 years of project experience with 10 years supporting IT initiatives. Besides managing a team of three, I am responsible for an extensive pipeline of integration projects for healthcare customers across the nation, supporting the implementation of O&M’s proprietary

technology, QSight. QSight inventory solutions manages owned, consigned, and bill-only implants. These solutions aim to establish optimized clinical inventory levels at hospitals which result in significant cost savings, performance improvement and operational efficiency for Owens & Minor customers. In a nutshell, I direct the design, development, testing and deployment of customer interfaces. I also spearhead the strategic relationship with healthcare technology applications including Epic Optime, Radiant, Cupid, Lawson, GE MacLab, PeopleSoft, McKesson PMM/ HEMM and Philips Xper.

What is your favorite moment about your career so far? I am a “maker” at heart. I love having the opportunity to create innovative solutions to help simplify and streamline processes. When I moved into more of an active role creating solutions, I knew I was in a job about which I could be passionate.

What was your dream job as a child? My dream job as a child was to be a teacher.

What advice do you have for someone just starting in the Healthcare Industry and new to PWH®? Find opportunities to immerse yourself in roles where your natural skills and abilities are already part of the expectation of your role. No day feels like work when you’re doing what you love! • Issue 4 • winter 2019 9


Avoid Costly Errors: Get Enough Sleep By Naz Ottman

Sleep. It’s something we all do and need. But who has time to get enough sleep? We’ve all heard about the common “8 hour” rule. How many of us actually follow this on a consistent basis? With our lives getting busier and jobs more demanding, is it ok to sacrifice a little sleep? A lot?

A recent study conducted by researchers at the University of Michigan on sleep deprivation suggests that “sleep-deprived individuals should not perform procedural tasks associated with interruptions and costly errors— or, if they must, they should perform such tasks only for short periods.”1 In addition, sleep deprivation can lead to general wake-state instability. These findings impact all of us and our customers. We all perform tasks associated with high risk, either financially and/or physically, and


we all face interruptions. Such research on sleep suggests that we ought to take it more seriously. Even one night of insufficient sleep can negatively affect cognition. A whole host of negative health conditions can result from chronic sleep deprivation. What can we do to help ensure we get better sleep? Before we delve into problem-solving, let’s share a clearer understanding of the sleep process. The Cleveland Clinic defines five main stages of sleep that account for what is known

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as the Sleep Cycle. The Sleep Cycle takes about 1-2 hours to complete and continues to occur until we wake up. Ideally, we all should strive to get at least four to five full cycles of sleep each night (roughly eight hours).

Stage 1 This is the transition period from wakefulness to actually falling “asleep.” In this stage, the slightest noise can bring us back to a wakeful state. It lasts for about 5-10 minutes.

Stage 2 In this stage our body temperature drops, and our heart rate begins to slow. Our bodies here are starting to prepare for sleep. If we were to hook our brains up to a sleep analyzer during this stage, the monitor would demonstrate our brains producing “sleep activity.” This stage lasts for about 20 minutes.

Stage 3 and 4 These stages are considered deep sleep and are very important because this is when our body begins to repair itself. Muscle growth and tissue repair occur while our body regains energy. Our deepest sleep happens in this stage. Generally speaking, before 30, most of us enjoy up to two hours of this stage of sleep over a night. After our 30s, most of us inevitably get less of this stage of sleep.

Stage 5 Ironically, this stage of sleep is very exciting. Stage 5 is also known by another more popular name, “REM Sleep.” This stands for Rapid Eye Movement. While the rest of our body is completely immobilized, except for some possible twitching, our eyes move during this stage. Our brain also becomes active, and intense dreaming occurs.

Habits that Challenge Sleep Now that we have the basics down, we can address common problems associated with sleep, i.e. bad habits that keep us from getting enough sleep. One of the number one issues that challenges sleep is going to bed and doing something other than sleeping, like watching T.V. or looking at our phones. This can be attributed to two main problems, the first of which is

“blue light.” Blue light is created by our modern phone screens. The blue light stimulates our brain. The constant brain stimulation makes it difficult to fall sleep. The second problem is the habit of doing something other than sleeping while in bed “waiting” to fall asleep. This bad habit sends a confusing signal to our brains about sleep and our bed. Our bodies love patterns. When we go to bed and watch T.V. or read our phones, we are training our bodies to be awake in bed to watch T.V. and to be stimulated. If we can associate our beds with the task of sleeping only, and we go to bed at a consistent time, we can drift off to sleep easier. If we avoid

We spend about 25-30 years of our life sleeping! If we are going to put this much time into something so important to our bodies, why not strive for excellence? Benefit of Sleep • Improves brain function • Creates memory retention • Get sick less often • Maintain a healthy weight • Lowers risk for serious health problems • Reduces stress and improves your mood • Get along better with people

The constant brain stimulation makes it difficult to fall sleep. The second problem is the habit of doing something other than sleeping while in bed “waiting” to fall asleep. This bad habit sends a confusing signal to our brains about sleep and our bed. Our bodies love patterns. looking at screens right before bed, we can minimize over-stimulating our brains right before sleep and then sleep better. This may be extra challenging to those of us who read a book on a digital device. If you must read to fall asleep, choose something relaxing (not stimulating – i.e. not the strategic plan that we’ll be reviewing with our team the next day, and not news that makes us angry). Read less stressful stuff, and read it in hard copy or on a light-modified device.

Cost of Sleep Deprivation • Makes individuals more accident prone • Increases risk of heart attack and stroke • Increases risk of various negative health conditions • Can cause depression • Speeds up aging process • Induces memory loss • Impairs judgement • Increases likelihood of making errors


Stepan, Michelle E., Fenn, Kimberly M., and Altmann, Erik M. “Effects of Sleep Deprivation on Procedural Errors,” Journal of Experimental Psychology, 148, 2019: 1828-1833. • Issue 4 • winter 2019 11

Cities of the Season – Happy Holiday Travel It’s the most wonderful time of the year. If you’re traveling on business or pleasure, these places will help get you in the Holiday spirit!

Nashville, TN Gaylord Opryland Hotel ChristmasVideoGaylordOpryland

Of course, I need to start right here in my hometown. The Gaylord Opyland spectacular display runs November through January 1st. Over three million holiday lights and magnificent decorations adorn the hotel and illuminate grounds, including a beautiful outdoor Nativity. Families will love ICE – an outdoor wonderland of hand-carved scenes. Visitors are provided with a parka upon admission to walk through a self-guided tour featuring over two million pounds of colorful ice sculptures. The temps are held at 9 degrees F – cold enough to keep the two-story ice slides slippery fast!

Jackson, WY The “Town Square”

George Washington Memorial Park, commonly known as the Jackson "Town Square," is the cultural, civic and mercantile heart of Jackson, WY. On a cross-country road trip many years ago, we stopped at this cool town. It is at the base of the Teton mountains, which are beautiful! The town square has amazing shopping, and at each of the four corners are these amazing arches made of elk antler sheds collected from the nearby National Elk Refuge (which is also amazing). I was there in the summer, but I saw pictures of how the Town of Jackson decorates for the holidays, stringing millions of lights on the antler arches and illuminating the big night sky. Snow and twinkle lights make it magical. The Town of Jackson also hosts a New Year’s Eve parade of ski instructors with glow sticks snaking down the slopes!


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New York City Rockefeller Center

The one, the only! My business is Dental, and one of the largest tradeshows occurs just after Thanksgiving every year. It’s always a treat to be able to combine business with pleasure, and NYC is one of my favs. The shopping mecca of the U.S. will ensure you find the perfect gift for whomever you are shopping for! And the window displays along 5th Avenue will entertain and awe. Ice skating in Central Park, the Rockefeller Christmas Tree lighting, and seeing the Rockettes at Radio City Music Hall are bucket list items!

Cleveland, OH A Christmas Story House & Museum

The home featured in the beloved holiday movie, “A Christmas Story” has been restored as A Christmas Story House & Museum. I have not been, but my friends highly recommend it. The Leg Lamp, Ralphie’s pink bunny pajamas, and other memorabilia are on display. In addition to tours, you can even choose to stay overnight at the “A Christmas Story” house or stay overnight at the Bumpus House (their neighbors with the hound dogs who ate the Christmas turkey!) Tours run every hour, and the house and museum are open year-round with extended hours during the holidays. • Issue 4 • winter 2019 13


Persuading in Groups: Project Manage Your Meetings for Best Outcomes


Whether speaking with a small or large group, your team or your customer, persuading others to take on new ideas can be challenging. Here are three tips for keeping meetings on track and aimed toward meeting your goal. These tips are gleaned from Presenting at Work: A Guide to Public Speaking in Professional Contexts by Christine Clapp and Bjørn Stillion Southard and Talking Science by Celeste Condit.

After presenting your opener, preview the agenda. If you think the meeting may become contentious, go ahead and set rules of engagement at the onset, just after previewing the agenda. Let the group know how the meeting will be structured and who will get to speak, when, and for how long. As always, stick to the time frame allotted for the meeting. Start on time and end on time. Thank everyone for attending at the start and at the end.

Prepare for the Meeting

Deal with Dissenters

Just as you would prepare for a sales call with a new client or new potential employer, you need to research your audience. Particularly if the group is new to you, check LinkedIn to see where they’ve worked before, what organizations and groups they are linked with, and some of their posts. Look for a few recent posts but also posts regarding topics relevant to the that of your meeting. This will help you identify if any of the people in the meeting will likely agree or disagree with you. This kind of research can also help ensure that you address as many aspects of your topic as needed to achieve your goal of persuading your audience to agree with your great idea. In addition to learning about your audience, you need to prepare and practice what you plan to say. At the very least you’ll want to have an opener, a clear thesis (your main point), an outline of your main points, and sources to support you. Just as you would practice delivering a speech, practice talking to the group. Imagine questions they may have and be prepared for how best to transition if there is a chance the group may get stuck on details concerning certain points.

Not everyone is going to agree with your ideas or the direction you want the group to take. When you ask for input or if someone just goes ahead and gives it, be sure to maintain control over the meeting. You do this by first acknowledging their question or point and thanking them for it. Then, to avoid a one-on-one conflict, rephrase a dissenting opinion for the group and do it in such a way that demonstrates you and the group are on the same side while the dissenter stands alone. Don’t let the dissenter create an opportunity for mutiny. For example, say you are trying to persuade your team to customize a package offering for a new client when, typically, that is something your organization only does for existing and perhaps more loyal clients. Doug, the dissenter, might say, “We never do it that way because when we do, we get into trouble.” You would respond by saying directly to Doug, “You raise a very good point, Doug. Thank you.” Then, either step back if you are standing, or sit or lean further back in your seat to take in the broader group and say, “Doug thinks we should stick with how we typically

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do things. He’s probably been burned before. But sometimes, we need to cater to specific situations, and I think we can all agree that this new client represents a special situation.” (Notice the “we”. Use “we” rather than “you” to create a coalescing affect.) Then proceed to detail those specifics that require the customization despite convention. The important thing is to maintain your connection with the group. Don’t let dissenters come between you and the group. In fact, don’t let anyone hijack your meeting by talking too long. Even if someone is agreeing with the direction you want to head, keep the meeting on track by politely interrupting and transitioning.

Sweat the Small Stuff Numbers are by no means small stuff, but sometimes they get short shrift. The most important questions are always: Is this profitable for our organization, for our customer? How many potential patients can this product or service help? In order to convey such critical information in a convincing way means we don’t want to leave any room for miscommunication or confusion about the numbers. Research shows that 40 percent of people do not have a basic understanding of probability and statistics. A new customer, new hire, or new boss could be one of them. That means we need to ensure that the numbers we present are not only accurate and significant, but also consistent in their format. If we are working from a report that references percentages and another report that references fractions with some of those fractions referring to one in ten while others mention one in a thousand, we need to take (Continued on page 15 )


PWH®/HIDA Leadership Workshop: Real-Life Lessons from Leaders PWH®/HIDA On September 24, 2019, PWH® partnered with HIDA to host a networking lunch and leadership workshop held during HIDA’s Streamlining Healthcare Expo and Business Exchange event. After lunch, attendees enjoyed listening to and talking with a panel of healthcare industry executives. Panelists included: Kathryn Carpenter, System Vice President Contracting, Sourcing and Clinical Strategy, Catholic Health Initiatives (CommonSpirit Health); Mark Hineser, Owner, ECO Sound Medical Services; Ashleigh McLaughlin,

Kathryn Carpenter, System Vice President Contracting, Sourcing and Clinical Strategy, Catholic Health Initiatives (CommonSpirit Health) provides a provider-side perspective.

(Continued from page 14 ) the time to convert those numbers to all fractions or all percentages. If sticking with fractions, our denominators need to match. When possible, we need to use natural numbers, (i.e. how many out of how many). We wouldn’t make our customers do the math to determine on their own

PWH® Chair Rachelle Ferrara introduces a panel of industry leaders (panel shown l to r): Kathryn Carpenter, System Vice President Contracting, Sourcing and Clinical Strategy, Catholic Health Initiatives (CommonSpirit Health); Mark Hineser, Owner, ECO Sound Medical Services; Ashleigh McLaughlin, Chief Financial Officer, IMCO; Mark Zacur, Chief Procurement Officer, Owens & Minor.

Mark Zacur, Chief Procurement Officer, Owens & Minor provides supplier side insights.

how much money we plan to save them. We’d do that calculation for them to ensure its accuracy and to show them how we got there. We shouldn’t make audiences convert any data in their head if a lack of conversion may muddy their understanding of the value we’re

Chief Financial Officer, IMCO; Mark Zacur, Chief Procurement Officer, Owens & Minor; Jennifer Marsh, Vice President, National Accounts, PDI. Elizabeth Hilla, Senior Vice President, HIDA facilitated the discussion. Panelists shared their insights and perspectives on leadership addressing topics such as technology impacts, generational groups and strategies for dealing with constant change.

presenting. Even if we are speaking with a brilliant team, best to keep numbers as simple and consistent as possible. Keeping numbers simple isn’t easy. Neither is running an effective meeting. But practice and preparation can help keep things on track toward meeting your goal. • Issue 4 • winter 2019 15






Instrumentation, Healthcare SolutionsInc. Group President Senior Director, Global Enterprise

B. Braun Medical, Inc. (Aesculap) NDC, Inc. Product Manager | Surgical Director, Creative Specialty Products


PWH ChairUSA Surgical Brasseler ®

and International Sales




DUKAL B. BraunCorporation Medical, Inc. (Aesculap) Healthcare Solutions B.Healthcare Braun Medical, Inc.Group (Aesculap) Solutions Vice President, Marketing Product Manager | SurgicalGroup President Product Manager | Surgical President & ChannelProducts Management Specialty Specialty Products

B. Owens Braun Medical, & Minor Inc. (Aesculap) IMCO, Inc. Product Manager | Surgical Operating VP, Service Line Strategy Chief Financial Specialty Products

HEATHER LLORCA-KROPP VICKY LYLE RACHELLE FERRARA VICKY LYLE ® VICKY LYLE PWH ®Past Chair Mentoring Committee Chair PWH ®Chair Elect Mentoring Committee PWH Chair Elect Chair

DUKAL Corporation Owens & Minor Brasseler Medical Owens & Minor Vice President, Marketing Owens & Minor Operating VP, Service Line Strategy Senior Director, Marketing Operating VP, Service Line Strategy & Channel Management Operating VP,Sales Service Line Strategy and Enterprise


PWH® Chair Treasurer Brasseler Medical Committee Chair PWH Chair Committee Chair Shippert Medical Senior Director, Marketing Healthcare Solutions Group Shippert Medical Technologies Midmark Corporation Healthcare Solutions Group and Enterprise Sales President Midmark Corporation (An Innovia Medical Company) President Media and Communications Manager President Media and Communications Manager President



Regional Connections Treasurer PWH® Past Chair Regional Connections Committee Chair PWH Past Chair Committee Chair Secretary Shippert Medical Technologies DUKAL Corporation Committee Chair DUKAL Corporation

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President Vice President, Marketing HealthFirst HealthFirst Vice President, Marketing HealthFirst Director Account of Sales, Manager & Channel Management National National Account Manager & Channel Management National Manager National Account Distribution/Medical



Committee Chair PWH® Chair Elect Strategic Oversight PWH Chair Elect Committee CorporateChair Partners Committee Chair Brasseler Medical Committee Chair Brasseler Medical

Director offor Sales, Coalition Independent SeniorCare Director, Marketing NDC, Distribution/Medical Inc. Senior Care Director, Marketing Coalition for Independent National COO and Enterprise Sales and Enterprise Sales COO Vice President, Supplier Management

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ALLISON THERWHANGER winter 2019 • Issue 4 • Treasurer Treasurer




PWH Past Membership Committee Chair ® ® PWH PastChair Chair PWH Chair Membership Committee Chair

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Membership Committee ChairCommittee Chair Marketing

Membership Chair Mentoring Committee Chair Membership Committee Chair




Mentoring Committee Chair Professional Development Mentoring Committee Chair Owens & Minor Committee Chair

KBK Communications Operating VP, Service Line Strategy Midmark Corporation AccountManager Manager Media and Communications


Professional Development Membership Committee Chair Regional Connections Committee Chair Committee Chair Committee Chair Membership Committee Chair B. Braun Medical, Inc. (Aesculap)

Braun Medical, Inc. (Aesculap) Midmark Corporation B.Aesculap Inc. (A B.Braun Company) Product Manager | Surgical HealthFirst Product Manager | Surgical Media and Communications Manager Product Manager | Surgical Specialty Products National Account Manager Specialty Products

Specialties (Neurosurgery Division)


Mentoring Committee Chair Strategic Chair Oversight Strategic Oversight Committee Chair Committee Mentoring Committee Chair Committee Chair Owens & Minor HealthFirst Midmark Corporation Owens & Minor Operating VP, Service Line Strategy Coalition for Independent Care National Account Manager Operating VP,Resources Service Lineand Strategy VP Human COO

Corporate Communications


SUSAN KAISER KAISER Strategic Oversight SUSAN Professional Development Committee Chair Professional Development Summit Committee Chair Committee Chair Committee Chair Coalition for Independent Care



Midmark Corporation Midmark Corporation Midmark Corporation Media and Communications Manager Mediaand andCommunications Communications Manager Media Manager


Regional Connections Regional Connections Committee Chair Committee Chair














Brasseler Medical Senior Director, Marketing and Enterprise Sales

Midmark Corporation Media and Communications Manager

PWH® Chair Elect

Professional Development Committee Chair





Regional Connections Committee Chair ODRA ANDERSON


Treasurer JULEE ShippertPREFER Medical Technologies ®


® PWH PWH ChairBoard Advisor, Summit President

Preferred Solutions, Inc. PWH ® ADVISORY BOARD, 2018 President Healthcare Solutions Group

Membership Committee HealthFirst Laura Reline, ChairChair

National Account Manager B. Braun Medical, Inc. (Aesculap)

Jennifer Ramthun, Chair C-Suite Relations Product Manager |ROSTER, Surgical Vice2018 PWH ® LEADERSHIP Specialty Products




ELIZABETH DAY-CURI PWH® Board Advisor Corporate Partnership

PWH Board Advisor, CPC

Vizient LLORCA-KROPP Committee Chair HEATHER ® Vice President, Senior PWH Past Chair Georgia Pacific Sourcing Director of Operations Sales, DUKAL Corporation PWH ® ADVISORY BOARD, 2018 Market Sales Director

Jennifer O’Reilly, Vice Chair Partner Optimization Carmel Veron, Vice Chair GPO Engagement STRATEGIC OVERSIGHT COMMITTEE Courteau, Vice Chair Distribution Engagement SUZANNE LORD Chair Suzanne Lord,Kimberly Strategic Oversight Strategic Oversight OPEN, Vice Chair Manufacturer Engagement Sue Hulsmeyer, ViceLYLE Chair Chair Organizational VICKY Committee Mentoring Committee Chair Leadership Development OPEN, Vice Chair Provider Coalition for Independent Care Engagement ®

PWH ROSTER, 2018 Owens Minor Marketing COO NatalieLEADERSHIP Martin, Vice& Chair Strategy

National Distribution/Medical Vice President, Marketing & Channel Management

Operating VP, Service Line Strategy


& Brand Guidelines


Amy Swift, ViceOVERSIGHT Chair Committee Liaison STRATEGIC COMMITTEE Natalie Martin, Chair

® PWH Board Advisor ® Board PWH Advisor PWH Board Advisor

Suzanne Lord,Beth Strategic Oversight Clifford, ViceChair Chair

PWH Marketing Kristy Spairana, Vice Chair Odra Anderson, Membership Committee ChairContent MEMBERSHIP COMMITTEE Sue Hulsmeyer, Vice Chair Organizational

Vizient Vizient Bovie Medical Senior Vice President, Vice President ofVice SalesPresident, Group Senior RACHELLE FERRARA Sourcing Operations ® PWH Chair Elect

Leadership Development SUSAN KAISER

Professional Development Ashleigh McLaughlin, Vice Chair Member Engagement Sourcing Operations, Analytics and COE Natalie Martin, Vice Chair Marketing Strategy


Committee Chair & Brand Guidelines Shannon Trahan, Vice Chair Market Intelligence

Brasseler Medical ODRA ANDERSON Senior Director, Marketing JOAN ELIASEK and Enterprise Sales Membership Committee Chair ®DEZSO JANIS


Ashleigh McLaughlin, Chair Amy Swift, Chair Committee Liaison Eryn Marx, Vice PR & Marketing Media and Communications Manager Midmark Corporation

® PWH Board Advisor PWH Board Advisor ® Medical, Inc. (Aesculap) B. Braun PWH Board Advisor

McKesson Product ManagerMedical-Surgical | Surgical McKesson Bovie Medical President, Specialty Products President, Vice President of Sales Extended Care Sales

Extended Care Sales



SHARYL GARDNER Shippert Medical Technologies ® ® ® Board PWH Advisor VICKY LYLE PWH Board Advisor President PWH Board Advisor

Katarina Ivkovic, Vice Chair New Member Experience

MEMBERSHIP REGIONAL CONNECTIONS AmyCOMMITTEE Denny, ViceCOMMITTEE Chair New Member Outreach Odra Anderson, Membership Committee Chair Heather Davis,Jessica Regional Connections Committee ChairExperience Wells, Vice Chair Member Ashleigh McLaughlin, Vice Chair Member Geri Lamano, Vice Chair Regional Events Engagement HEATHER DAVIS

Amber Alexander, Vice Chair Market Intelligence Geri Lamano, Committee Chair Vice Chair Regional Events

Regional Shannon Trahan, Vice Chair OPEN, Vice Chair PDCConnections LiasonMarket Intelligence

Eryn Marx, Vice Chair PR & Marketing HealthFirst


Mentoring Committee Chair McKesson Midmark Corporation Midmark Corporation President, Owens & Minor Chief Administrative Officer Operating VP, Service Extended Care SalesLine Strategy

Eryn Marx, Chair

Heather Regional Connections Committee Jennifer Davis, Ramthun, Vice Chair Strategic Partners Chair Khaki Weber, Vice Chair Mentor Support Geri Lamano, Vice Chair Regional Events Jennifer O’Reilly, Vice Chair Sales Distribution


Justine Albright, Vice Chair OPEN,Reline, Vice Chair PDC Liason SUZANNE LORD Laura Vice Chair Sales Manufacturing


Corporate Partnership CINDY JUHAS SHARYL GARDNER Committee ® ® Chair

Strategic Oversight Selena Culpepper, Carmel Veron, Vice Chair Sales GPO Vice Committee Chair

® Board PWH Advisor PWH Board Advisor PWH ® EXECUTIVE BOARD, 2018 PWH Board Advisor

Mentee Support Chair Technology

CORPORATE PARTNERSHIP COMMITTEE Suzy Carlino,Coalition Vice Chair PR & Marketing for Independent Care Elizabeth Day-Curi, Corporate Partners Committee Chair COO

CME Director Midmark Corporation CMEof Sales, SUSAN KAISER National Distribution/Medical


Professional Development Chief Strategy Officer Committee Chair

Jennifer Ramthun, Chair Strategic PROFESSIONAL DEVELOPMENT COMMITTEE OdraVice Anderson, Chair Partners


Midmark Corporation PWH®and Chair Media Communications Manager ANNE EITING KLAMAR CINDY JUHAS Healthcare Solutions Group ® ® ® Board PWH Advisor PWH Board Advisor PWH Board Advisor President


Midmark Corporation CME Midmark Corporation Chair, Board of Directors

ODRA ANDERSON Jennifer O’Reilly, Vice Chair Sales Distribution Susan Kaiser, Professional Development Committee Chair Tania Steinbruegge, Vice Chair Webinars Membership Committee Chair Laura Reline, Vice Chair Sales Manufacturing Enid Oquendo, Vice Chair Summit Programming Jessica Lucio, Vice Chair Education & Innovation B. Braun Medical, Inc. (Aesculap)

Carmel Veron, ViceProduct Chair GPO Tania Steinbruegge, Vice Sales Chair Webinars Manager | Surgical


Specialty Suzy ViceEducation Chair PRProducts &&Marketing OPEN,Carlino, Vice Chair Innovation

Susan Kaiser, Chair April Shomper, Vice Chair Content Susan Kaiser, Professional Development Regional Connections Vicky Lyle, Mentoring Committee Chair Committee Chair HEATHER LLORCA-KROPP Erin Vice Chair Hospitality Committee Chair Enid Oquendo, Vice Hyatt, Chair Summit Programming Susan Hunter-Vinson, Vice Chair Individual Mentoring PWH®EITING Board Advisor HEATHER LLORCA-KROPP ANNE KLAMAR VICKY LYLE HealthFirst ® Natalie Martin, Marketing Liaison ® PWH Past Chair Tania Steinbruegge, Vice Chair Webinars PAMELA WEDOW Jen Nicholson, Vice Chair Group Mentoring Mentoring Committee Chair PWH Board Advisor DUKAL Corporation National Account Manager ® PWH Board Advisor DUKAL Corporation Kim Thies, Vice Chair Summit Sponsors OPEN, Vice Chair Education &&Innovation Shelley Bache, Vice Chair &PR Marketing Owens Minor Midmark Corporation Vice President, Marketing Chair, Board of Directors



Vice President, Marketing Chair, Board of Directors

Operating VP, Service Line Strategy

Channel Management && Channel Management



PWH Board Advisor Strategic Oversight PAMELA WEDOW Committee CoalitionChair for Independent ®

® RACHELLE FERRARA PWH Board Advisor Care Coalition for Independent

Chief ® Operating Officer PWH Chair Elect

COO Brasseler Medical Senior Director, Marketing and Enterprise Sales


Vicky Lyle, Mentoring Committee Chair Chair Sue Hulsmeyer,

Susan Hunter-Vinson, Vice Vice Chair Chair Individual Mentoring Amy Swift, Committee Liaison


Jen Nicholson, Vice Chair Group Mentoring

Danni Green, Vice Chair Inclusion & Diversity Leadership Development

KAISER Shelley Bache, ViceSUSAN Chair PR & Marketing OPEN, Vice ChairDevelopment Organizational Professional Committee Chair

Midmark Corporation Media and Communications Manager • Issue 4 • winter 2019 17


Mentoring and Helping Others in Business and Healthcare Member Spotlight: Khaki Weber Partner, Weber & Associates Consulting, Inc.

How long have you been a member of PWH® and why did you choose to join?

network, learn from and coach one another as we show up and lead “bodaciously” in this wonderful business of ours!

What is your current title and role at your organization?

I recently rejoined PWH after being an original member. PWH® offers fabulous learning opportunities as well as mentorship opportunities to further build our network and contributions to healthcare.

I am a nurse who migrated into the business and supply chain in healthcare. I am owner of Weber & Associates Consulting, working with suppliers and manufacturers of Khaki Weber health care products and devices. I am also adjunct faculty for two universities, facilitating student What is your current PWH® role learning in business and healthcare.

and what would you like to bring to the organization this year?

I currently serve as Vice Chair, Mentor Support on the Mentorship Committee. Let’s

What is your favorite moment about your career so far? Making a difference.

What was your dream job as a child? Being a teacher. I was so fortunate to have the opportunity to teach patients and their families as a registered nurse and fulfilled that desire. Returning to school as an adult years ago enabled me to be help facilitate those pursuing their continued education and life’s purpose for the last 15 years.

What advice do you have for someone just starting in the Healthcare Industry and new to PWH®? I would LOVE to flip this question around to our membership… I find that helping students and chatting with others in our industry that employability is a considerable issue. Experience “preferred” or “required” is a big issue. Many years ago, someone gave me a chance with NO experience, which I am forever grateful for and honor when and where I can to make that difference, too. How do we, as strong female leaders, help right this ship going forward?

Welcome New Members*


Angela Banner Midmark

Rhonda Griscti Owens & Minor

Nicole Mazzei-Williams Triose

Jessica Rinderle Vizient, Inc.

Colleen White Midmark

Erika Brown Vizient

Angie Haggard Ron Denton & Associates, LLC

Jacqueline McFarlane Essity

Taylor Schmitmeyer Midmark

Leigh Williams Owens & Minor

Deanna Callahan Virginia Eye Institute

Melissa Henninger Sekisui Diagnostics

Julie Munzinger Owen & Minor

Heidi Seagrist Olympus

Maureen Winter Sekisui Diagnostics

Sheila Chalfie EZ Medical

Patrice Hicks Brasseler

Jenny Nelsen Purnet, Inc.

Karla Shiels Midmark RTLS

Heather Woodling Palomar Health

Christine Dorshorst Medline

Felicity Jones Network Medical Products

Jessica Norigian CME, Corp

Sharon Smith Midmark

Carly Evans Medline Industries

Audrey Kessler Sekisui Diagnostics

Jeannine Phillips Sg2, a Vizient Company

Miriam Stella Sekisui Diagnostics

Brooke Golwas 3M

Kelsey Koesters Midmark

Jami Price Premier, Inc.

Tracy Timmerman Midmark

Katie Gordon Midmark

Liz Lutheran Midmark

Rebecca Resnick Henry Schein

Tracy Tlapa-Kud Vizient

winter 2019 • Issue 4 •

* From July 13, 2019 through October 29, 2019


HIDA Partners with Key Federal Office to Create New Supply Chain Resource for Communities By Linda Rouse O’Neill, Vice President, HIDA Government Affairs

The Health Industry Distributors Association recently teamed up with an office of the U.S. Department of Health and Human Services to publish a new resource providing an overview of the commercial healthcare supply chain for Healthcare Coalitions, or HCCs.

The resource acknowledges the countless challenges facing the supply chain every day. During disasters or other catastrophic events, the healthcare supply chain can experience distinct strains depending on the nature of the event and the impact on surrounding infrastructure. It aims to capture key changes during serious events, compared to normal supply chain operations, as well as planning and response contingencies. This new tool “Partnering with the Healthcare Supply Chain During Disasters” is designed to assist HCCs, which generally include as members hospitals, EMS providers, emergency management organizations and public health agencies. These coalitions are responsible for disseminating information between event response stakeholders such as local government, healthcare providers and the healthcare supply chain. They play a key role in connecting and coordinating public sector response agencies and private sector facilities to prepare for and respond to public health emergencies. By serving as a coordination and information-sharing hub, HCCs can: • E ncourage best practices in communicating and engaging with supply chain components • S tandardize and provide guidance on activities impacting supply chain operations during emergency events

• Provide opportunities for supply chain components and coalition members to train and exercise with one another • Help healthcare facilities share information and coordinate strategies in their area to cope with specific supply (medication, equipment, dialysis solutions) shortages affecting their stakeholders To develop this new resource, HIDA worked with the Office of the Assistant Secretary for Preparedness and Response (ASPR), which sponsors the Technical Resources, Assistance Center, and Information Exchange (TRACIE). ASPR requires HCCs to conduct a supply chain integrity assessment for their communities. This new resource provides information on healthcare supply chain considerations before, during, and after public health events to assist HCCs in their assessment.

This new requirement is an opportunity for healthcare distributors to engage with local partners to help them better understand the healthcare supply chain and improve preparedness, response, and recovery efforts. Additionally, ASPR recommends that medical device manufacturers and distributors become coalition members. It’s a great opportunity for the supply chain community to become more engaged with their state and local emergency preparedness stakeholders, with the ultimate goal of helping caregivers and the patients they serve. The 58-page document outlines mitigation and response strategies, available at no charge on the ASPR/TRACIE website at aspr-tracie-partnering-with-the-healthcaresupply-chain-during-disasters.pdf. For more information on HIDA’s Government Affairs initiatives, please contact me at • Issue 4 • winter 2019 19


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