POWER OF PARTNERSHIP: VGM & Associates and our Vendor Partners
BE A PART OF SOMETHING BIGGER 2021
With Us, You’re Family
VGM was founded on the premise that personal connections create growth and opportunity. Today, our relationships and entrepreneurial spirit continue to allow us to add services, vendor partnerships, resources, and programs to help DMEPOS businesses operate more efficiently now and in the future. VGM is built on community. In fact, we’ve structured our communities so our members can belong to one or more based on specific business needs within the markets they serve. Our vendor partners are part of this community. We strive to propel valued partners like you forward within the market, while connecting our members to only the best products and services available. For members, we liken our services to a gym membership. If VGM members don’t use it, they can’t capitalize on the results they’re investing in. This is true for vendor partners as well. We’re only as strong as our commitment to one another. Often, we see vendor partners who are ready to grow within our audience base but fail to take the strategic steps necessary to reach the market we serve. To be
successful in this partnership, we encourage you to remain engaged in the relationship you have with the employee owners on our contracting and marketing teams. We will do the same with you. Remember—we succeed if you succeed, and if you are prosperous, that means our members are too. Our ultimate “why” is our membership, and we hope you adopt this “why” too because we need your offerings to help them flourish. For this reason, when you work with VGM, you work with real people who understand healthcare and are excited to connect resources that inspire growth.
Meet the teams youâ€™ll work with: OUR CONTRACTING TEAM Scott Owen and Amy Juel are here to build a mutually beneficial relationship between us and our vendor partners. They understand the gravity of the goals our partners carry, and their jobs are to define those objectives and angle those for a win-win between your company and our members. Call on them for contracting questions, payment inquiries, or introductions to our internal teams.
Senior Vice President of Contracting
Director of Contracting and Vendor Relations
Senior Vice President of Marketing
Director of Marketing, Key Accounts and Services
OUR MARKETING TEAM Lindy Tentinger is responsible for the strategic vision of all marketing functions within VGM & Associates, while Krista McNurlen directs all creative and projects related to vendor partners. These employee owners, along with their strategic and creative representatives, are very excited to help you reach and evolve your presence within the membership. All of us give a warm welcome as you join the VGM family. We cannot wait to work with you and are eager to see what this partnership brings!
Who We Are: Post-acute Healthcare Powerhouse 120+
Over is the nationâ€™s largest and most comprehensive member service organization VGM & Associates (MSO) for post-acute healthcare including DME/HME, respiratory, sleep, wound care, complex Supplier rehab, womenâ€™s health, home modifications, and orthotics and prosthetics providers. Members Partners
A QUICK GLIMPSE OF OUR REACH AND INFLUENCE
200+ Vendor Partners
Part of Something Bigger VGM & Associates is a division of VGM Group, Inc., a national company that partners with more than 25,000 businesses and organizations across the United States and Canada. VGM is continually named a top employer in various categories and industries. Founded in 1986 as a group purchasing organization for home medical equipment providers, VGM combined its expertise and history to expand both its programs and focus. We are headquartered in Waterloo, Iowa, where nearly 85% of our more than 1,000 employee owners are based. Other offices include Atlanta, Ga.; Overland Park, Kan.; Tampa, Fla.; North Liberty, Iowa; Scottsdale, Ariz.; Morristown, N.J.; and Toronto, Ontario (Canada). At VGM, our employees work for our members, providing the best services and contracts to help them grow their business.
12% Complex Rehab
JOB FUNCTION DISTRIBUTION
20% Billing Manager
Orthotics & Prosthetics
Women's Health Mastectomy
Percentages show distribution of our 3500+ members and where they fall within the membership.
Owner/ Executive/ C-Suite
This is a breakdown of decision makers within our membership base.
ROOTED VALUES Deep Relationships • VGM is built on connection. Our network of HME providers, vendor partners, and industry experts allows us to create mutually beneficial relationships that initiate growth throughout the VGM family. We love being the link to lifelong partnerships. Impact on Industry • From adhering to and impacting strict Medicare guidelines to directing consumer behavior— we have dedicated experts who sit on the boards of many state associations and conference planning committees, travel to shape legislation, and have a role in defining fundamental industry standards. Trusted Source • The keen relationships we’ve developed with members positions us as a credible and devoted source in the minds of our audience and industry. The current strength of these relationships allows us to validate our vendor partners within these realms and influence purchasing decisions. Expansive Resource Base • Vast insight from our membership base allows us to bring industry-leading education materials, accredited courses, and elite conference education. We work to involve vendor partners in this drive and situate them as industry thought leaders as well.
Membership Communities HOME MEDICAL EQUIPMENT Established in 1986, VGM & Associates is the nationâ€™s largest and most comprehensive member service organization for post-acute care. Today, our membership includes nearly 60% of providers throughout the United States. www.vgm.com/communities/hme
ORTHOTICS AND PROSTHETICS The Orthotic and Prosthetic Group of America is the largest network of independent O&P facilities in the nation. Representing nearly 1,200 locations, OPGA offers services that help each facility operate more efficiently and increase profitability.
COMPLEX REHAB U.S. Rehab is a membership network of independent complex rehab providers. Our membership encompasses more than 1,300 independently-owned rehab locations that provide quality custom or complex rehab equipment. www.vgm.com/communities/us-rehab
A Division of VGM Group, Inc.
We’ve organized respiratory DME into several programs, each with its own full line of offerings, such as business resources, profitability calculators, billing tips, policies and procedures, etc. Programs include:
The VGM Live at Home community helps independently owned and operated, certified accessible home modification providers and contractors transform homes for independent, safe living.
• Oxygen equipment
• Sleep therapy
• Noninvasive and invasive ventilation equipment
Essentially Women is a community for providers catering to mastectomy, Nikki Jensen compression, and women’s health. We foster lasting relationships that connect 1,000 members and vendor partners.
• Trach supplies • Nebulizers/airway clearance • Pediatric services www.vgm.com/communities/hme/ respiratory
WOUND CARE VGM Wound Care—it’s more than skin deep. With VGM Wound Care, Heather Trumm members have the resources to offer patients the best care possible regardless of the area— negative pressure wound therapy, support surfaces, nutritional products, compression therapy, wound care dressings, or ostomy. www.vgm.com/communities/hme/ wound-care
Member Success Team
Vice President of Sales and Member Success 216-233-5281
Director of Sales and Member Success 319-269-8223
WA MT Paul Ondrusek
Shelby Graveman MAM 800-664-0527
OK NM TX
RAM 319-290-5390 firstname.lastname@example.org
Dan Richtsmeier MAM 855-520-6527
Outside of our reach via VGM’s strong marketing and industry education, we employ a sales team that covers the entire United States. Our sales team of 13 has a wealth of experience in HME operations and sales. They grow membership and through their close Member relationships they make connections and generate leads for products and services affiliated with VGM. Our two sales teams include: • Membership Account Managers (MAMs) Our inside Membership Accounts Managers are responsible for member engagement and co-manage territories with the RAMs. • Regional Account Managers (RAMs) Our field based Regional Account Managers are our grassroots team for building member relationships and showcasing the depth of VGM’s offerings.
ME VT NH
IA IL MO
Shelby Graveman MAM 800-664-0527
Other Services to Help Your Business Grow VGM & Associates has access to marketing expertise that helps grow your business beyond DMEPOS. Our vendor partners receive special discounts for these services. Contact us for a marketing quote today.
VGM MARKET DATA Maximize referrals and identify new growth opportunities with VGM Market Data 2.0. Harness the power of the nation’s largest and most comprehensive DME claims database and put data to work. Our data visualization tool combines data analysis and sales enablement into a single map that is accessible and easy to use anywhere. Features allow you to: • Find and value potential new markets by product volume • Gain laser-like market intelligence on high-volume physicians by product • Quantify your market potential with state- or county-based market share analysis www.vgm.com/services/market-data
STRATEGIC IMAGING (SI) Strategic Imaging is dedicated to relevant marketing through personalized direct mail. Let Strategic Imaging help you get a better response rate with their top-quality variable data and variable image printing. They combine years of printing expertise and state-of-the-art digital imaging with data management and programming specialists for target marketing and direct mail campaigns. In 2019, Strategic Imaging: • Printed roughly 15 million pieces • Mailed 18,488 CPAP Resupply campaign mailers for members • Mailed 23,396 Mastectomy Resupply campaign mailers for members • Helped OPGA reach on average 275 members per month by sending buck slips with VGM invoices www.strategic-imaging.com
HELLMAN Hellman is a full-service advertising agency with healthcare experience. Hellman brings “what if” together with “what works,” with a not-so-subtle preference for “what’s new. ”Hellman clients choose them for marketing solutions, product launches, brand building, and more. To sum it up, they are your partner and collaborator in marketing. If you are looking for original ideas designed to break the mold paired with proven methods that work, Hellman is right for you. • Strategy and Branding • Content and Design • Video and Animation • Digital and Web www.hellman.com
VGM FORBIN VGM Forbin is proud to be a part of the VGM Group, Inc. They have been doing web stuff since 1994, and there are no limits to how they can grow your online brand and optimize it
for the digital world. VGM Forbin would like to collaborate on opportunities to strengthen VGM member relationships and crush business goals through advanced digital marketing strategy. • Dealer portal – that integrates current systems and connects dealers to a full business suite • Manufacturer-verified status – over 700 healthcare dealers utilize VGM Forbin’s master catalog of products for easy addition to their website • Custom website solutions – to fit the unique needs of your business and better connect with your customers • Online campaigns, social media, and paid online advertising • Forbin also manages VGM Technologies and is here to help you with anything technology-related, specializing in technology risk and compliance for the healthcare industry. www.forbin.com
VGM FINANCIAL SERVICES
VGM Financial Services was established in 1991 and, in March of 2004, was acquired by TCF. It operates as a division of TCF National Bank—a subsidiary of TCF Financial Corporation (NYSE:TCB). We’ve supported and designed flexible financing programs for the home care, long-term care, medical, orthotics & prosthetics, and physical therapy/ rehabilitation markets for more than a decade and finance equipment such as oxygen therapy, concentrators, ventilators, beds, wheelchairs, and much more. VGM Financial Services offers customized finance programs to help vendor partners enhance profit margin, gain control of the customer base, and provide purchasing solutions to patients. We remain VGM Group, Inc.’s exclusive finance partner.
VGM Fulfillment processes and ships CPAP orders directly to the provider’s patient. Orders are received electronically and shipped the same day. We stock CPAP masks, headgear, and accessories from all the major manufacturers. Members who use this service save money on labor, warehouse space, and inventory, and are billed their customary pricing by the manufacturer for each product shipped.
Your dedicated account manager: Chad Hamann email@example.com 800-532-4656 www.vgmfs.com
An introduction and guide to vendor partners working with VGM & Associates.