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Making Greater Connections at the 2024 IMCO National Convention

Making Greater Connections at the 2024 IMCO National Convention

The IMCO Convention is always an annual highlight and 2024 was no exception. Every year, Vendors and Member distributors come together for three days full of engaging opportunities for networking, collaboration, education, and professional development.

IMCO is thrilled to have introduced eight new Members and ten new Vendor Partners since the 2023 Convention. This year-over-year growth is a direct reflection of the value IMCO provides and is vital because it enables us to enhance our support through program development and strengthening relationships with our Vendor partners.


In an effort to create an even higher level of engagement between our Vendors and Members, IMCO reimagined our Keynote and the SEL Playbook sessions, introduced a brand-new networking opportunity, and strengthened an already impressive lineup of professional development and education.

A definite highlight was the The keynote experience with DrumCafeUSA. Through the universal language of music and rhythm, and an African Djembe drum on every chair, this high-performing team of musicians entertained, engaged, and motivated. Using various drum-calls, they instructed the group in drum technique and effectively demonstrated how working in unity and connecting with each other allows us to achieve common goals and unlock the power of our full potential.

The Collaboration Cabana was a new, poolside networking opportunity for those attendees arriving Sunday afternoon. This inaugural event garnered enthusiastic participation and was a fantastic way for both Members and Vendors to kick off Convention and make new connections during the ice breaker challenge or to casually exchange ideas, discuss relevant issues, and cultivate new relationships in a relaxed and mostly sunny atmosphere.

Another notable highlight was the elevated SEL Playbook session. The Sales Emphasis Line (SEL) program focuses on partnering with our preferred Vendors who go above and beyond to support IMCO Members. The always popular Sales Playbook session, featuring SEL Vendors, was reimagined and revitalized this year, emceed by sales and relationship expert Dan Howington, who kicked off the sessions discussing the “Keys to Influence”.  Howington also skillfully moderated subsequent sessions with SEL Vendors, ensuring their maximum impact.

Other education highlights included:

Balancing Investment, Service Level, and Profitability

Jon Schreibfeder, Effective Inventory Management, Inc

Creating a Highly Connected, Highly Engaged, and Winning Team

Ben Murphy, Titus Talent Strategies

The Strenth of the Independent Distributor and Insights on the Future-

Mike Marks, Indian River Consulting

HIDA Government and Regulatory Update –

Linda Rouse O’Neill, Healthcare Industry Distribution Association (HIDA)

Accessing Business Resources to Improve Your Bottom Line Profits-

Bob McCart, IMCO

Succession Planning: A Crucial Pillar for the Independent Distributor –

Janis T. Dezso, j. DEZ Strategies, Inc and Allison Therwhanger, Innovia Medical/PWH Chair

Practical Digital Marketing for Maximum Return –

Kevin Manley, Vital Link Digital Marketing Services, IMCO


Celebrating Our Member and Vendor Partners

Nestle was chosen as the IMCO 2023 Vendor of the Year! Members valued their exceptional customer service and support, as well as their commitment to maintaining inventory levels. They were in good company, as we had many deserving nominations this year!

The 2024 Steve Dennison Scholarship winners, demonstrating strong sales and operations support of IMCO programs and EPIC/SEL Vendors, were:

  • Ricky Bustamante, American Medical Supplies & Equipment
  • Erica Osterlo, Bell Medical Services
  • Chris Theodore, Ocean Medical

IMCO’s Equipment Performance Incentive Contest (EPIC) is year-long equipment selling contest in which Members sell 10 key Vendor lines of products and earn points based on sales orders and Vendor interactions throughout the year. The 2023 EPIC winners were:

10th Denise Coulombe, Surgo Surgical Supply

9th David Gordon, Unimed (USA) Ltd.

8th Ricky Bustamante, American Medical Supplies and Equipment

7th Sergio Bustamante, American Medical Supplies and Equipment

6th Aaron Polonsky, MedStock, Inc.

5th David Ellis, Atlantic Medical Solutions

4th Brian Hodgson, Omni Medical Supply, LLC

3rd Kristina Pacheco, Canada Medical Ltd.

2nd Victor Amat III, American Medical Supplies and Equipment

1st Angi Muse, Booth Medical Equipment


Trade Show

 Tuesday’s Trade Show is always productive, providing an important platform for our Members and Vendor Partners to connect and engage face-to-face, have strategic conversations, share knowledge, and develop business and partnership opportunities. This year we had 84 booths with Vendor representatives available to share about products and services.

The show floor was a busy place for our MIP program participants, with more than $1.2 million being handed out. Congratulations to the more than 92% of IMCO Members who earned dollars on this program in 2023. There are 53 MIP Vendors participating for 2024. Reach out to these partners to discuss available growth opportunities. Full details of the program can also be found on AccessIMCO.

AccessIMCO remains our most valuable resource for the IMCO membership. The latest addition, Member Vaults, provides a new way for Vendors to connect and learn more about our IMCO Members. Good communication is the key to successful partnerships and Member Vaults offer a valuable tool for Members to showcase their companies and share essential information such as preferred marketing and sales tools.  If you haven’t explored  Member Vaults yet, now is the time!

Vendors can also benefit from the analytics side of the website, with nearly 5,000 hits per week and over 800 hits per day. Annually, there are almost 15,000 Vendor Vault hits, nearly 80,000 product searches done, and banners are viewed upwards of 7,000 times during their two-week postings.

A significant announcement from Convention was that Optimal has moved into a new 125,000 square foot facility and is now owned by Sanitas USA, a large healthcare conglomerate with over $3.5B in assets. This new structure gives Optimal, and our Members, more combined purchasing power to secure access to additional national Vendors who distribute their product through master distribution. They stock Vendors such as B Braun, Bionix, Energizer, GE, GOJO, PDI, P&G, Smith & Nephew, and Sekisui. Stay tuned as we continue to work to add several more national lines to help you compete.

Here is to collaborating and forging strong connections as we navigate the year ahead!