Podcasts about pcma

On this episode of IPA's What, Why & How podcast, Kate Gainer welcomes Scott Pace, PharmD, JD, a pharmacy owner and partner at Impact Management Group (IMG), a government relations, public affairs, and consulting firm based in Little Rock, Arkansas. Kate and Scott discuss PBM reform, the role of the courts, PSAOs and more! Scott Pace joined IMG after more than twelve years with the Arkansas Pharmacists Association (APA), where he served as CEO and COO. While at the APA, Pace successfully worked with the legislature to pass scope of practice legislation for pharmacists, legislation to amend the Arkansas Constitution to require a pharmacist consultant be a part of the Arkansas medical marijuana dispensaries, and he worked with Governor Asa Hutchinson and the legislature to pass legislation to license and regulate pharmacy benefits managers (PBMs) in Arkansas. Scott was also instrumental in crafting and passing Arkansas Act 900 of 2015, the pharmacy legislation that was the subject of the landmark Rutledge v. PCMA case that was decided by the U.S. Supreme Court in December of 2020. Connect with us on LinkedIn: Scott Pace Kate Gainer Iowa Pharmacy Association

Our host, Mike Stull, talks with Employers Health's Senior Vice President, Regulatory Compliance and External Affairs Madison Connor as she covers the latest state and federal employee benefits and PBM legislation under the new presidential administration. Together, they'll cover proposed bills affecting anti-steering legislation including mail vs. retail, preferred pharmacy networks and more. They'll discuss how Rutledge vs. PCMA affects state pharmacy reimbursement laws, ERISA preemption and more. Finally, hear how the rule-making process under a new president could affect your benefit plans.

Tyler Davidson checked in with David Peckinpaugh, president and CEO or global MICE giant Maritz, at PCMA's Convening Leaders event in Houston, Texas to discover findings from two major, recent Maritz surveys and what they reveal about the incentive market.

Tyler Davidson sat down with Casandra Matej, president and CEO of Visit Orlando, and Mark Tester, executive director of the Orange County Convention Center, to discover what's new and coming down the pike in what is perennially the most popular meetings and conventions destination in North America.

Join Lord Dr Jeremy and PUTT Executive Director Monique Whitney, as they host special guests Vinny Chiffy of FixRx & APCI political guru Greg Reybold to discuss how New York pharmacists paved the way for real talk about PBMs with their FixRx campaign, staying loud about PBM reform during a lame duck session, and how independent pharmacies have more political influence than they realize.Opening music by JuliusHProduction & Editing by Shannon Wightman-Girard

LaborPress Radio's Alex Garrett Talks With Tonia Sorrell-Neal of the Pharmaceutical Care Management Association during the Highspeed Rail Conference Held on September 5th, 2024. Tonia Sorrell-Neal is Senior Director, State Affairs for PCMA and a proud supporter of the Labor Movement! Find out more about PCMA here: https://www.pcmanet.org/about/pcma-staff/tonia-sorrell-neal/. For all things LaborPress, please visit LaborPress.org! 

LaborPress Radio's Alex Garrett Talks With Tonia Sorrell-Neal of the Pharmaceutical Care Management Association during the Highspeed Rail Conference Held on September 5th, 2024. Tonia Sorrell-Neal is Senior Director, State Affairs for PCMA and a proud supporter of the Labor Movement! Find out more about PCMA here: https://www.pcmanet.org/about/pcma-staff/tonia-sorrell-neal/. For all things LaborPress, please visit LaborPress.org! 

Trade Show Talk Podcast Host Danica Tormohlen interviews Carina Bauer, CEO of IMEX Group, at the IMEX America 2024 event in Las Vegas. They cover Bauer's career journey from her first IMEX Frankfurt show in 2003 to overcoming challenges like digital transformation and sustainability. They discuss empowering teams to stay ahead of trends by attending various events, experimenting with new technologies, and enhancing customer experiences with innovations like Blue Dot technology for Google Maps-style navigation on the show floor. Strategic conversations around attendee engagement were highlighted, noting the increase in pre-scheduled meetings and attendance despite impacts from Hurricane Milton. Plans for future events at Mandalay Bay through 2027 are confirmed, and Bauer's upcoming engagements include attending a Brand USA event in London and preparing for next year's goals.  Plus, we are introducing a new segment to Trade Show Talk where we discuss the latest public policy issues impacting our industry with Tommy Goodwin, VP of the Exhibitions and Conferences Alliance. Our goal to inform event professionals about ECA's work on Capitol Hill in Washington, DC, and in state houses and city halls nationwide, to advocate for public policies that will allow the exhibitions and conferences industry—which employs 2.6 million Americans and drives $399 billion in spending annually—to continue to serve as growth engines for entrepreneurs, small businesses, and communities nationwide. In this episode, we talk all about the November 5th election in the U.S. Goodwin shared insight on the recent launch of ECA Votes, a one-stop resource for everything the business events industry needs to know about the November 2024 election. Our guest: Carina Bauer, CEO, IMEX Group  Bauer is passionate about the business events sector and its impact on the world, taking a particular interest in issues around sustainability, diversity and inclusion, and mentoring the leaders of tomorrow. She also takes a keen interest in leadership development, and organizational best practice and culture.   Throughout her career, Bauer has been an active member of the meetings industry. She's past chair of the AEO Council (2021-2023) and the EIA (2021-2022), as well as past president of the SITE Foundation (2020). She previously served on the Board of the MPI UK Chapter and on global committees for MPI and PCMA.   Bauer is the proud recipient of a number of industry awards including the SITE Richard Ross Past Presidents' Award (2022), PCMA Wayfinder Award (2021) and ICCA Inspirational Women Awards (2018). In 2023, she was inducted into the Events Industry Council Hall of Leaders. Earlier this year, she received AEO's Outstanding Contribution to the Industry Award.  Appointed CEO of IMEX Group in 2009 following the expansion of IMEX into America, Bauer has been part of the IMEX team since the very beginning, joining in 2002 as marketing and operations director with the original launch team.   She enjoys spending time with her family (she's a mother to two boys) and traveling for work and pleasure. She is an adventure sports enthusiast with a particular love for climbing and skiing. In her spare time, Bauer works with a variety of local charities and is chair of the Brighton and Hove Albion Foundation—using the power of football to help people get active, learn and stay well throughout Sussex.   Connect with her on LinkedIn here or email at carina.bauer@imexevents.com Our guest: Tommy Goodwin, VP of Exhibitions & Conferences Alliance (ECA)  Thomas F. (Tommy) Goodwin is the Vice President of the Exhibitions & Conferences Alliance (ECA), an umbrella association of leading professional, industry, and labor organizations that represent the unified advocacy voice of the business events industry. In this role, he leads ECA's efforts on behalf of the interconnected ecosystem of exhibitors, show and event organizers, suppliers, venues, and destinations that comprise the business events sector.  Prior to joining ECA, he spent more than 20 years leading a wide range of government relations and public affairs efforts for several globally recognized organizations, including Oracle, AARP, and the Project Management Institute (PMI). He was also a research fellow at Harvard Business School focused on the international political and legal environment in which businesses operate.  Recognized by The Hill as one of Washington, DC's “Top Lobbyists” each year since 2020, he was also named a Leading Association Lobbyist by CEO Update in 2023, an Association Innovation Leader by DCA Live in 2022, and and one of the Top 21 in 2021 advocacy leaders by The Advocacy Association. Within the business events industry, he received the 2022 Industry Support award from TSNN and was named a 2022 Changemaker by MeetingsNet.  He has a B.B.A. from The George Washington University, an M.B.A. from Auburn University, and a Postgraduate Diploma in European Union Law from King's College London. He also holds a Certified Association Executive designation from the American Society of Association Executives (ASAE), where he is an ASAE Fellow, a Project Management Professional certification from PMI, and a Certified Meeting Professional certification from the Events Industry Council.  He is a past president of the National Institute of Lobbying & Ethics and a past chair of ASAE's Advocacy Council.  Connect with him on LinkedIn here. Podcast Host: Danica Tormohlen  An award-winning journalist who has covered the trade show industry since 1994, Danica Tormohlen is VP of Group Content, Meetings, Sports, Travel for Informa Connect. In her role, she oversees content for Trade Show News Network, Corporate Event News, MeetingsNet, BizBash and Connect's portfolio of in-person events. These leading media brands publish websites, newsletters, social media channels, video, podcasts and online and in-person programming for the trade show, corporate event, association meeting, experiential marketing and exhibition industries.  Tormohlen currently serves as president of the Women in Exhibitions Network North America chapter. She has been a speaker and moderator at major industry events, including the TSNN Awards, IMEX, IAEE, SISO, UFI, ESCA, DI and Large Show Roundtable — to name a few. 

Independent planner Chase Brunson is the foremost advocate for transgendered people in the meetings and events industry, frequently speaking for top industry associations such as MPI and PCMA. Meetings Today's Tyler Davidson engaged Brunson to discover his journey and learn key tips for his planner colleagues to implement in their programs to ensure their events are welcoming to all attendees.

After months of not seeing each other, I'm excited to have had just spent four days together at PCMA EduCon and to now sit down with my good friend and former neighbor, Tess Vismale, to reconnect and talk about event food and beverage. Join the Eating at a Meeting Community Connect with Tracy at tracy@thrivemeetings.com

Dr. Paul “Paulie” Gavoni is a renowned behavior scientist and leader and has significantly influenced human performance and organizational leadership for nearly 30 years. He's a director at PCMA, a keynote speaker, and a WSJ and USA Today best-selling author. Specializing in organizational behavior management, Dr. Paulie addresses critical issues in education with a direct, solution-focused approach grounded in behavioral science. He advocates for high performing, engaging environments, extending his influence beyond education.Here, Dr. Paulie shares all about his background and his journey to where he is today. He shares his insights into looking at organizational dynamics through a behavioral lens and the similarities between ABA and OBM. We also discuss the importance of creating buy in from teachers when adhering to behavior plans, the power of internal motivation and values-based systems, tips for BCBAs transitioning into leadership positions, and more.What's Inside:Why it's important to get buy-in from teachers and staff Tips for BCBAs transitioning into leadership positionsDr. Paulie's 5 step process for accurate and honest assessmentsMentioned In This Episode:HowToABA.com/joinHow to ABA on YouTubeFind us on FacebookFollow us on InstagramDr. Paul Gavoni on LinkedInBook – Quick Wins!: Using Behavior Science to Accelerate and Sustain School ImprovementBook - Positional Authority Ain't Leadership

Not long ago, a club's membership director was the receptionist at the front desk. As it related to new member acquisition, that person's primary job was to provide and receive, membership applications. In some cases, they may also be asked to provide a club tour. However, the idea of the membership director also acting as a salesperson was not only foreign, it was considered tacky and frowned upon. After all, any club worth its salt should never “sell” memberships. Then the recession happened in 2008 and the private club industry had to adapt. It took time and, later, a pandemic to turn the tables on the downward trend, but as clubs rebounded through the 2010s, some clubs struggled and started to revise their perspective on recruiting new members. Emotionally tethered to their past ideas of exclusivity, prestige, and privilege, some clubs were forced to reinvent themselves.  It was during this time that Melissa Hansen entered the private club industry as the Director of Marketing and Membership at Hammock Bay Golf & Country Club. A lifelong learner and networker, Melissa became a member of the Membership Directors of Southwest Florida (MDASF) and launched her career as a membership professional. Today, Melissa is the Director of Marketing and Membership at a private club in Naples, where she has been since 2011. She's also a consultant and educator to membership professionals providing content and Masterclasses to those eager to transform their careers. Melissa routinely fills her classes and online training sessions with helpful content geared towards people entering the industry as well as those who are more seasoned.  Episode Highlights 2:38 - What inspired Melissa to start her consulting practice 5:50 - How the membership director role has changed over the years 8:13 - Prioritizing marketing tactics in the digital age 9:36 - Using chat messages on club websites 12:38 - Make it easy for people to learn about your club 15:46 - Managing the current workload of a membership director while building for the future 16:05 - The value of a CRM (customer relationship management) platform 18:55 - How Melissa uses HubSpot to improve efficiency 19:59 - The membership director needs to be the sales person 21:28 - Social media as part of a club's marketing strategy 24:43 - Creating FOMO (fear of missing out) in prospective members 28:00 - Important skills to be a membership director today 30:27 - The value of investing in your people Ed Heil [00:00:00] You are listening to Crushing Club Marketing, a podcast for progressive club leaders ready to increase their club's revenue. Time for change begins right now. [00:00:13] Marketing and communications isn't what it used to be in the private club industry. And if you do what you've always done, you get what you always got. Which isn't too bad for clubs that never worry about driving membership. But for most clubs, driving new members is an ongoing concern. Melissa Hansen is a consultant for membership directors and an evangelist for digital marketing. In this episode, Melissa tells us why change is needed and what club leaders need to know to set a course for long term membership growth. Ed Heil [00:00:44] Well, in our world, it's StoryTeller. Every club should have a Melissa Hansen. She's a membership director. First of all, she's someone who embraces technology to help her do her job better. She cares passionately about her members and her club. She juggles a million things at one time and magically, somehow, she finds time to spend with her family. Now it gets better. Melissa also takes time to help other membership directors grow and learn with her mastermind classes. Her passion is to help them become better membership professionals as well. If you're interested, you can learn more about Melissa's Mastermind classes at Melissahansen.com, and we'll plug that again later at the end of the this episode. But Melissa and I connected recently. We had a terrific conversation about the changing responsibilities of membership directors and the many aspects this job has here in the 21st century. Put it this way, as you know, it isn't the same job it was 20 years ago, and it's actually a job that today transcends all business, not just the club industry, but you got to want to learn. And Melissa has the knowledge, the desire and the platform to teach. Melissa, thanks so much for joining me today. Melissa Hansen [00:02:03] I am so excited. I have been such a fan of your podcast for the longest time, so I'm very excited to be here. Ed Heil [00:02:10] Oh, you're very nice. The old joke is you're the one, it's been it's been a lot of fun to get to know you and spend some time with you. And in Naples at the MDASF. Right. And, seminar and, really, really cool. For people who are not as familiar with you in your work, can you give me a little background about, like, how how did you start your consulting practice? Like what inspired you to do that? Melissa Hansen [00:02:38] Yeah. So, I would definitely say that. So a couple of years back, I was the president of the organization, the membership directors of Southwest Florida, and I was on the board for about seven years. And I think we're we're lucky in that organization because we really have such a big group. There's now about 100, people in our direct area that are part of that association. [00:03:03]And through the seven years, really what I saw and I felt was not only the opportunity to get to know so many membership and marketing professionals in the area, but I was also meeting so many of the general managers, and what we would see was they would have a new hire on board, and there was really kind of a need for, to educate that membership professional. And so I just kind of decided to jump in, I've always been like an education junkie, and I've always, you know, always continued to educate myself, you know, after graduating from college, I always want to know the latest and the greatest. And, I really what I was trying to do was to take what I know and share it, you know, with the people that that I worked with that were in my role and really it just kind of spurred from there. [51.5s] We it first started local and now it's gone national. I work with over about 350 clubs, throughout the country. Ed Heil [00:04:04] Wow. And yet you're also a membership director. How do you have time to do all this stuff? And you're a mom? Melissa Hansen [00:04:13] I mean, there definitely aren't enough hours in the day. I'm not going to lie with you. You know, it's not easy. But I think at the end of the day, what it comes down to is it's my passion. Membership and marketing and the private club industry is my everything, and I just can't turn my brain off. Ed Heil [00:04:31] You've got so many educational opportunities for for your students. What do you, how do you hope they benefit the most? Melissa Hansen [00:04:39] I really just serve to inspire them. And just I love doing these. We do kind of discovery calls before we get started on a one on one and really kind of go through maybe a challenge or two that they're having at their club. And I think that after so many years of being in the industry that you've just you've tested it all right, you realize that there's things that work and things that don't work. And so I really just say, okay, this is your challenge. These are three things that worked for me. These are three things that have worked for other students at other clubs. Let's go ahead and try implementing these at yours and and helping you get through this challenge. Ed Heil [00:05:19] Yeah. Got it. The, there has been so much change. And, you know, in the time that you've been in the industry and, and really, you know, dare say that after 2010 there's been, you know, quite a bit of change with so much digital, presence in private clubs. What do you think, are some of the biggest changes? You've seen in the last 15 years and how those affected the membership director role. Melissa Hansen [00:05:50] Yeah, there there definitely been a lot of changes. I think as you mentioned, you know, the customer, the digital customer journey has been the thing that has changed so much and the way that our members and prospective members, really kind of, you know, expect to be communicated with, you know, 15 years ago as a membership professional, we might be pumping out a quarterly newsletter, or we might be creating a flyer, to promote an event. But now, as a membership professional, we are in charge of not only developing the website, but continuously keeping it updated. We are in charge of social media. We are charge of lead management and managing a CRM system. You know, our clubs have mobile apps and we're using push notifications and all that. Technology has just evolved so rapidly, and it is up to us as membership and marketing professionals to really continue to be educated and learn how to grow with those products. Ed Heil [00:06:57] You know, you say that and, you know, and I, I love the the willingness to say it's our responsibility. But that's a lot of stuff. I mean, is it how realistic is it if if, you know, if I'm a general manager listening to this, this is like our opportunity to say like, is it realistic to say you got to know all this stuff and you know, your newsletters and all the other things? Is it is it realistic, do you think? Melissa Hansen [00:07:24] I mean, I think it is essential. I think it is essential to be a thriving club, you know, a waitlisted club, you know, a club where you are, where you need to be. Do I think that everything has to be implemented at once or by one person? No. I mean, I'm at my club, a department of one. You know, I work with so many companies and vendors behind the scenes that get me to where I am. Ed Heil [00:07:55] How do you do it? I mean, you're you're a team of one. And yet, I mean, there are so many things. How do you determine, you know, what to implement? When is there and is there, an approach to that that you've seen that works across the board, or how do you advise people in that way? Melissa Hansen [00:08:13] I would definitely say, you know, [00:08:14]focus on on one thing at a time and, you know, get that under your belt for, you know, six months or so. For example, I like to I love to connect with other, you know, experts in the industry and see, you know, especially technology gurus and see what's working for them. [16.3s] And, one of the things that had come about for me about a year ago, was implementing this online chat on the website, and I was like, no way, no way am I going to implement this live chat where basically I have to respond when a right away when anyone asks me a question like, I'm doing a million things, I'm walking around the building, I'm part of tournaments, how will I be able to do that? But I decided, you know what? I'm going to give it a go. And worst case scenario, we can turn it off. And that has been one of the biggest tools in my toolbox over the past year. Literally converting members at $100,000, memberships that have never stepped foot in the club through chat, through live chat. Ed Heil [00:09:18] Interesting. So just to break that down a little bit, I mean, "A" that's awesome. That's amazing. Just maybe how do you manage it like, you know, do you have like notifications going to your phone and while you're walking around you like how does that work? Melissa Hansen [00:09:36] Exactly. So the notifications go to your phone. We always have our phones next to us. I mean, that's just how it is. So it comes in just like a text message. We can toggle it off. So when I'm heading home and getting ready for my son's baseball game, you know, I'm not listening to or replying to online chat, so I toggle it off, you know, in the evening or when I'm not available. And that's, I think, the biggest misconception that I wasn't aware of before I dove into it. But when I am available, when I am making my phone or I am next to my computer, it's just been such a phenomenal resource for us. Ed Heil [00:10:11] So, this is a little bit of a tangent, and if you'll just bear with me a little bit, I'm I'm really interested to hear your perspective on that because, you know, go back five years ago and the idea of using chat in a private club just felt really cold and informal. And why would you do that? And there I'm sure you talked to membership directors who might say, I would rather try to go for that tour and bring them in, and that's going to be a barrier like it seems. Count. Well, I get it. And yet it probably feels very counter intuitive to a lot of membership directors who prefer to, you know. Have people come on site for a tour? Melissa Hansen [00:10:52] Definitely. I mean, [00:10:53]I think at the end of the day, Ed, like as membership professionals, we need to be the face of our club, okay. We, you know, biggest pet peeve of mine that I posted on LinkedIn recently is when I go to the membership pages of these club websites and it's just like, contact our membership department. Who am I contacting? You know, I want to see what the membership professional looks like. I want to know their name. You know, I want to buy one them. I want to, you know, this is about to be my second family. I'm joining a club. This is my lifestyle. I want to connect with someone. And so I truly feel that that the online chat has just allowed me another opportunity to put my face in front of my club and just allow me to, to connect with these prospects. [44.4s] Ed Heil [00:11:39] What is the in your opinion? What is that mind shift of, the membership, maybe not the membership professional. It might be the general manager, it might be the board members. But what is a shift that needs to occur to say, hey, this website, I will see if I try to turn this away when people come to learn more about us, this is not about what information we want to share. It's really about how can you provide that visitor the information they're looking for? You know what I mean? It's, I think historically, for a lot of clubs, there's been this idea of like, no, no, no, we're very exclusive. If you want to come, you'll play by our rules. Rather than saying, how do we make it easier for people to learn more about what club life is like at our club? Melissa Hansen [00:12:38] That is so good. [00:12:40]I feel like that that that has been such a shift. And if you're not shifting with the change, of that kind of vibe at your club, I think that you are missing out. [11.0s] I think that if you just take, for example, the last time you went to purchase a card, you know, which is a high end purchase. You were doing your research online before you ever stepped foot into XYZ dealership. And I just remember the last time that I was doing it, I had narrowed down my search to to three different cars, and it was the online chat and the sales person that was following up with me that was answering my specific questions about if this would be the right vehicle for my family. That ultimately swayed me to purchase that vehicle over the other that were in my top three, and I feel like it is so similar in the private club journey. At the end of the day, our buyers are all in a different point of their buying journey, right? Some of them are just starting this journey. They might be, you know, becoming a member of a club for the very first time. And they just might want to collect some information. Some of them might be ready to schedule a tour, but, you know, they've been a member of a private club. Maybe they've played here as a guest. They're ready to schedule a tour in their, you know, a little bit more of a hot lead, and some of them might be able to, to purchase right away. And I just think that you as a club and you as a, you know, membership professional, you truly need to be able to meet them wherever they are in their journey. Ed Heil [00:14:16] Yeah. And this idea that, because you are accessible and because you make it easy for someone to learn about your club doesn't mean that you can't be exclusive like this whole idea, right? It is as a as a club, you can still be just as selective or selective as you choose to be about the members that become members of the club. Melissa Hansen [00:14:40] Absolutely. Absolutely. Ed Heil [00:14:42] I want to go back, though, to, something that we were talking about a couple of minutes ago. We went off on a tangent, which is the implementation, and we're talking about the fact that you don't necessarily have to do everything at once. If you're a membership director looking to implement change. You picked certain things. And that's when we started talking about chat and using chat bots. And so with that, how do you in your experience and conversations you have, how do you recommend membership directors approach those conversations with their GM or, you know, who's also reporting to a board that in some cases want things to happen really fast. And as we all know, board members and committee members, you know, different clubs will, you know, fly off the handle with an idea and say, hey, we should do this. We should do this. How does a membership director in this day and age manage that kind of stuff while trying to set priorities? Melissa Hansen [00:15:46] Yeah, I mean, I think it's definitely tough because like you're saying, everyone comes kind of like from a their personal side of it, right? That they think that this would this is the next best thing that they should implement. But at the end of the day, all of our clubs, we have budgets, right. We most of us have marketing budgets. And oftentimes some of the things that we're looking to implement may not have been budgeted for that year. And it might be something that we have to plan for, for the future. You know, I think, Ed, I know that you are such a huge advocate for, for CRM systems. And I know that you and I, we use we're both lovers of HubSpot. But I would say that that is like, the number one mistake that I see in clubs is the lack of utilization of a, of a good CRM system, because if you're starting with a good CRM system and you are able to start to report these different tactics that you are implementing these different marketing tactics, then you can go to your board and say, you know, we implemented this gated content piece and we received this many qualified leads and this many qualified leads ended up turning to this many sales. But without having the backbone of a something like a CRM system, I really think you're missing the boat on on all things marketing. Ed Heil [00:17:07] Yeah. So that idea of being able to say to whether it's your GM or whether it's, committee chair or something like that, to be able to say, hey, we're actually tracking this, we're implementing this part, we're tracking the results, and then we'll be able to make better decisions about other things. But right now, this is what we're focusing on. And we have real data as opposed to just like chasing down 10 million things, not tracking a darn thing and going, I don't know what I'm doing. You know, it's because even if you do kind of know what you're doing without good data, it's hard to it's hard to go to anyone with any real explanation. Melissa Hansen [00:17:45] Exactly. I mean, I think at the end of the day, those are what the boards and committees are looking for. They want the data. You know, if you're going to be spending 5 to $10,000 on some sort of campaign or implementing something new or a new website or or whatever it is, we need the numbers to be able to justify that and to back that up. Ed Heil [00:18:05] Let's go down the, the road where you started with HubSpot. And yes, you know, in full disclosure, we are HubSpot partners, and I know you're a, user as well, but I think you from a bigger, more broad perspective of technology and we, you know, talking about chatbot, it's the same thing. And, and as we discuss membership directors, more and more are is being asked of them in their roles. And I know that a membership director I spoke with recently, I just said, if you leverage more technology, it will help you be more efficient in your job. And yet that seems to be you know what always blows me away, Melissa, is that there are so many board members who are successful business people probably use these tools, but they don't look at their club and say, how do we become more efficient that way? But I mean, that's a huge part of this, isn't it? Melissa Hansen [00:18:55] Definitely. I mean, I definitely have to say that I think the clubs are a little bit behind the times when it comes to implementing. I mean, don't you agree when it comes to. Totally. Yeah. So, yeah, I mean, I just think it's, essential. I, I'm a HubSpot user. I spend my day in HubSpot. I think, you know, one of the things I love most is that, you know, all of the clubs were on board now with getting these, online inquiries. And. Right, so our online inquiries are what we live for. Those are prospective members. That's how everything gets started. But so oftentimes we go through a process of, you know, providing them with the information, potentially getting them in for a tour. And then there's not really, too much follow up after that. And again, as a department of one or even two and just having your hand in so many different things, you need to be able to rely on tools like that to assist you. And, you know, these different touch points that that our prospective members need. Ed Heil [00:19:59] How important do you think it is that membership directors today are, you know, have a big part of them that's kind of like a salesperson. I mean, they've always been kind of like salesperson, right? But like to be able to use some of these tools is also. You know. Melissa Hansen [00:20:15] Yeah. I mean it's huge. I at the end of the day. I always say we are the storytellers. We are the cheerleaders. And and that that's what turns into our sales. And if we, we can bring our prospective members to the club when it is, you know, the most vibrant and the most happening, and we can show them, you know, what they're missing out on. If they don't join that, at the end of the day, it is what's really going to create that sale. Ed Heil [00:20:41] How have you seen? Just in your, there are a lot of a lot of people out there that, you know, different people who have campaigns for membership drives and things like that. How have you been able to see this convergence of, like, member referrals and technology and social media and digital like, have you been able to see them come together? And I'll just give you a little bit more texture around it, which is the, use of social media, you know, and, do you I mean, do they all do they interact differently, today than they used to? Me. Member referrals have always been a great source for new member prospects. But how do you see all those things aiding that? You know how that works today. You know what I mean? Melissa Hansen [00:21:28] Yeah, definitely. You know, social media is one of my, my favorite things to talk about. And there's just so many clubs that have jumped on board with it and they get it. And I think that now that user generated content. So you've got your members, they are at the club, they are enjoying the club with their family, their friends, and they start to post their pictures and tag the club. And now the club can share that. Now it's not so much becoming, you know, the club selling to somebody. We're just simply sharing the amazing time that our members are having at the club. And we have just seen that that sharing of that, you know, that user generated content really, really, really thrive, as far as, member referrals go, I actually got a DM from a prospective member on Instagram the other day, and, I had posted something about the reciprocals that, that we enjoy, that we enjoy in Southwest Florida in the summertime, and that the reciprocal access was really what got that prospective member, you know, off being on the edge. And she said, oh, what do you mean? The, you know, reciprocals that, that you guys have. And and she's like, I'm a friend of Mr. and Mrs. Jones and I have been following the club for so long now. We've really been thinking that we want to join. But I didn't know about this program. And she's like, can you tell me about this? And I did. We signed her up. Ed Heil [00:22:58] How do you feel about the clubs that want to lock down the social media and have for members only? Melissa Hansen [00:23:05] I'm not. I'm not a fan of that. Yeah, I get that. [00:23:10]That's honestly the number one question that I, that I get and I get the exclusivity, I get being private again. Our club, we are a waitlisted club. You know, I understand all of that, but I think that everyone wants a bit of a peek inside. Everyone you know, needs to create that. That fear of missing out. And it you don't have to be posting every day. As long as you come up with some sort of schedule and you are consistent with that schedule, people want a little bit of a peek inside. I think. [32.2s] Ed Heil [00:23:43] You know, it's funny because, I did, you know, look at your website. There's a little bit of, you know, you talk a little bit about FOMO, fear of missing out for a lot of people. You just kind of like a joke. Oh, you have bad FOMO. So, yeah, I do, but it is such an important part of, you know, of referrals and things like that. Is it? How is it different today? It seems like FOMO in general for people you know, is so much more intense today, you know, than when it was before social media. You know, it's like you might hear someone on a trip, but now it's like you see them on the trip where they went, where they go to eat, how much fun they're having. Melissa Hansen [00:24:25] I'm booking my kids there. Ed Heil [00:24:27] Yeah, exactly. How real is that, do you think in, you know, as a membership director and really trying to create that, especially if you're not on a waitlist, if you are trying to create, you know, maybe a different narrative about your club? I'm guessing you probably all about that. Melissa Hansen [00:24:43] Yeah, [00:24:44]I'm definitely all about FOMO is real. I mean, it is a real thing. It's a bit scary. I think the way that it's taken off so much, you know, with social media over the past couple of years. But, you know, if, if when you see your friends and your family having fun, it's something with inside our souls that we want to be part of that too. And we see it a lot, you know, especially with the clubs that that are family clubs. [29.7s] And, you know, you've got the families that are posting the, fathered out their dances or the Taylor Swift event, which has been so popular around the country. And, you know, if you're not part of that, then you feel like your, your children aren't getting the experience that you want them to have. Ed Heil [00:25:33] Yeah, for sure. And that and that's important to parents, right. What are you, in the conversations that you have with your students and people you're networking with, what are the biggest challenges membership directors are facing today? Do you think. Melissa Hansen [00:25:49] It's a great question? [00:25:51]So I would say the biggest challenge is definitely, the challenge of onboarding their new members. That's become a really hot topic, over the past couple of years, because what we saw in the membership directors role is that everybody was doing such a great job, you know, replying to prospective members, getting them in for the tour and then making that sale. But then we were really missing the mark on integrating that member into the club 100%. And we just really realized that, you know, proper programming needs to be in place, proper communication and, you know, continuing to have, you know, funnels of communication that are set up, you know, at least for the first 90 days to six months. [43.5s] But getting that member integrated in the club, it's a challenge, especially if you are a department of one. You know, I think a lot of times the membership director might be the cheerleader, but the whole entire team in the club might not all be on board as much as they are. So I think, you know, integrating that new member for, for retention, you know, purposes is a challenge. Ed Heil [00:26:58] I mean, that's a big cost, right? Without it, it's, you know, it could make retention. You could maybe not necessarily more difficult, but there's there's a gap now in their, in their experience. Is that right? Melissa Hansen [00:27:11] Definitely. I mean, you know, we have to be able to justify those dues that we're spending every year. Ed Heil [00:27:18] Yeah, absolutely. Just, I'd love to get your thoughts on, what you see as being some of the most important skills that a membership director has today, knowing that, like, hey, you might be listening to this podcast, and if you're a GM, maybe your membership director is like, I shouldn't say this like, but hasn't had the experience that we're talking about, but you believe in them and you want to develop them. Or maybe you're a membership director listening to this and gosh, I've never I don't, you know, they're Google and CRM to see what that stands for. What do you what are the most important skills do you think that a membership director should have in this job to be successful? Melissa Hansen [00:28:00] Yeah, definitely. I think, you know, the ability to adapt and grow is the number one most important thing when it comes to this role. And if you don't know what a CRM system you are googling it, that is 100% okay. It's okay, you know, to start somewhere. And I think, being being an innovator, you know, being willing to learn and there's different ways that we can learn. I feel like, you know, there's so many online tools now. There's conferences, but we can simply learn from, you know, reaching out to our colleagues and just going to lunch with them and seeing what they're doing at their club. And I think that, you know, you and I were together recently, at the conference at Bonita Bay and I think, you know, just going there and seeing how they do things. I brought so many ideas back to my club. But I have to continue to be in that innovative mindset and be the cheerleader that wants to do that when everybody's ready to, you know, leave for vacation and in the off season. So I would say, you know, definitely those are skills that, that you need to portray in the role. Ed Heil [00:29:09] Yeah. So much about that adaptability, right. I mean, if you don't have a willingness to learn and to grow and like, I think what you're seeing as well with the CRM stuff, it's like and being okay, saying, I don't know that today, but I'm going to learn it. That's, you know, that's such a huge part of it because a lot of those people are still learning, you know, and, and and that's totally fine. Melissa Hansen [00:29:31] I'm still learning. Ed Heil [00:29:33] We all are. Right? I mean, hey, one of our core values is driven to mastery. And it's that idea that you're always learning and just, you know, always feel like it's okay if you don't know it. As long as you have that drive to learn and drive to master it, then that's a good thing. How if for a word, if you just think about, you know, club leaders in general, what would you ask of them to to keep in mind as it relates to, you know, development of their people and, you know, because, hey, education costs money. Networking, where so many people in your world learn it just from talking to other membership directors. What would your message be to club leaders who are a little bit reticent to maybe invest in some of the whether it's technology or training for people, why is it so important, do you think? Melissa Hansen [00:30:27] I think investing in your people, first and foremost, is the most important thing. Before you're doing the technology or any of that, invest in your people and and give them the opportunity to learn and grow from the people that are doing it right. You know, again, just such an advocate of continuing education and going to these conferences, like you mentioned, PCMA, CMAA, you know, I'm attending the inbound conference by HubSpot, which I, I learned so much from, but giving them that opportunity to get out side of the club, you know, expand their mindset. And then, most importantly, take these ideas, ask the membership professional to come back to your staff meeting. And, you know, we expect you to present to us five things that you think that we should implement at the club. And let's all talk to that, you know, talk about them as a whole and as a team. That I just think is is key. That's, that's the most important thing. And then just being in that spot where you have management and you have your board supporting your growth as an employee, that is just everything. Ed Heil [00:31:40] Yeah. And if the club doesn't get behind it, invest in yourself, right. Invest in your own career and development as a professional. Melissa Hansen [00:31:47] Definitely. Ed Heil [00:31:48] Yeah. Melissa, this is great. How can people learn more about you and your work as a consultant? Melissa Hansen [00:31:54] Yeah, they can certainly go to my website, which is just Melissahansen.com. I'm really loud on LinkedIn. Melissa Hanson and, also, anybody can feel free to email me, Melissa@melissahansen.com. Ed Heil [00:32:11] Awesome. Melissa, thanks so much for spending time with me today and sharing your perspective. And I know it's so valuable for. For the people that you already work with, and hopefully there's some people out there that will, that will reach out as well. And, and, and look to you for more advice. Melissa Hansen [00:32:26] I appreciate you and thank you for the time. Ed Heil [00:32:29] All right, Melissa, we'll see you soon. Melissa Hansen [00:32:31] All right. Sounds good. Ed Heil [00:32:36] And thank you for listening. If you find this podcast helpful. Be sure to subscribe on iTunes, Google Play, Spotify, or wherever you get your podcasts. Until next time, keep crushing your club marketing.

No matter where you are in your ownership journey, it's always a good idea to go to back to basics.This is exactly what the CORE Program from The National Community Pharmacists Association help you as a pharmacy owner do!In this episode of The Bottom Line Pharmacy Podcast, we sit down with Pharmacy Owner and Lawyer Scott Pace as he dives deep into getting back to the basics in your pharmacy with leadership, marketing, operations and finances as well as some of the innovative things happening in Arkansas pharmacy and more!Register for the CORE Program todaySchedule an Rx AssessmentStay up to date on new episodes. Click here to learn more about our podcast team and previous episodes.  Click here for the transcriptMore about our guest:  Scott Pace is a partner at Impact Management Group, a government relations, public affairs, and consulting firm based in Little Rock, Ark. He represents a diverse group of clients with a heavy emphasis on the health care and pharmacy industries.Scott joined IMG after more than 12 years with the Arkansas Pharmacists Association, where he served as both CEO and COO. While at the APA, Scott successfully worked with the legislature to pass scope of practice legislation for pharmacists and on legislation to amend the Arkansas Constitution to require a pharmacist consultant be a part of the Arkansas medical marijuana dispensaries. He also worked with Gov. Asa Hutchinson and the legislature to pass legislation to license and regulate PBMs in Arkansas.Scott was also instrumental in crafting and passing Arkansas Act 900 of 2015, the pharmacy legislation that was subject of the landmark Rutledge v. PCMA case that was decided by the U.S. Supreme Court in December of 2020.Scott is a licensed pharmacist and attorney. He holds a bachelor's degree in biology from Arkansas State University, a Doctor of Pharmacy from the University of Arkansas for Medical Sciences, and a Juris Doctorate with High Honors from the University of Arkansas at Little Rock William H. Bowen School of Law.Scott and his wife Anne, who is also a pharmacist, own Kavanaugh Pharmacy in the Heights neighborhood of Little Rock, where they live with their two children, Cameron and Carter.Stay connected with Scott Pace:Scott's LinkedInKavanaugh Pharmacy WebsiteKavanaugh Pharmacy FacebookWant to stay connected? Check out all of our social media:Facebook Twitter (X) LinkedIn Instagram  CPA's:Scotty Sykes – CPA, CFP LinkedInScotty Sykes – CPA, CFP TwitterBonnie Bond – CPA LinkedInBonnie Bond – CPA TwitterMore resources about this topic:  Press Release – Sykes & Company, P.A. Joins NCPA's CORE Program The NCPA CORE Program 

The words Selling and Private Club Membership typically do not go hand-in-hand. In fact, most Membership Directors,  wouldn't be caught dead saying they “sell private club memberships”. People sell timeshare properties and vacation packages, but not private club memberships. Or do they? Sales trainer and consultant and founder of Master Connection Associates, Cindy Novotny, is with me in this episode to talk about SALES processes that every club should implement to create long term success. Episode Highlights 4:08 - How sales and marketing applies to the private clube and hospitality industries. 5:42 - The impact of the pandemic on private clubs 7:20 - Now is the time to train your team 9:51 - You're selling experiences 15:08 - Where clubs are struggling today with their sales and marketing 17:44 - Where to start with training your team 19:46 - Sales is no longer a bad word in the hospitality industry 22:21 - Selling is not cold calling 25:45 - The pandemic made some club leaders "cocky" 28:43 - The best follow up methods for prospects 33:07 - Phone calls or email follow ups? Ed Heil [00:00:00] You are listening to Crushing Club Marketing, a podcast for progressive club leaders ready to increase their club's revenue. Time for change begins right now. Ed Heil [00:00:13] The word selling, and private club membership typically don't go hand in hand. In fact, most membership directors wouldn't be caught dead saying they sell private club memberships. People sell timeshare properties and vacation packages, but not private club memberships. Or do they? Sales trainer and consultant and founder of Master Connection Associates, Cindy Novotny is with me in this episode to talk about sales processes that every club should implement to create long term success. Ed Heil [00:00:47] Thanks for joining me today. As I mentioned in the intro, you usually will not hear membership professionals in the private club industry talk about quote unquote selling memberships. It sounds tacky. It lowers perceived value, and the stature of the club is overall cheapened when you use words like that. Typically when you're talking about new member acquisition. But there's a difference between saying you sell club memberships and having proven sales processes in place to drive new member inquiries. So with 50% of the clubs in the country enjoying a new member waitlist. Why does this matter? You might ask yourself, well, we know it won't last forever, right? And with most clubs financially stable today, now is the time to invest. And we know that most would agree with this, especially the healthy clubs, because they're making considerable capital improvements to increase the value of the club and make it, and to invest more in their club. So clubs have all been through the ups and downs of the economy with rising and falling membership initiation fees. And you know that that's not good for your brand. But by building strong processes, investing in technology to improve efficiency and reporting, and even redefining the role of the membership team and membership director, your club can be better equipped to weather the storm that you know is coming. Ed Heil [00:02:17] So Cindy Novotny joins me in this episode as we dive into some of the issues clubs have and some recommendations she has for club leaders. Now, she is bold, she's direct, and she looks at the industry extremely realistically from a business and sales perspective, which in this day and age, it's changed so much through the years with technology and how people shop and how people buy. So we caught up earlier this year, and I was able to pin her down for a half hour while she is traveling the globe, and we had this conversation. Cindy, thanks so much for joining us today. Cindy Novotny [00:02:51] Absolutely. I am thrilled to be with you. This is fantastic. Ed Heil [00:02:55] Well my gosh. All right. So if you're listening to this you don't know how long. I mean it's been years. I think it was actually pre-pandemic when we were you know, I was, you know, talking to you and then to lefty and then we ran into each other at PCMA in Savannah. Yes, I think a year and a half ago or something like that. So, man, I'm just glad to catch up with you finally. Cindy Novotny [00:03:16] Absolutely. I mean, I just I think everything you're doing is so great. And, the fact that I am such a road warrior living on the road, jumping from place to place, I'm so glad we have this opportunity. Ed Heil [00:03:28] The road warriors and understatement. I think you would probably agree for the way. The way it's been going for you. So. Well, let's jump into it. You know, for for the listener who maybe hasn't had the opportunity to be part of your training or heard you speak, let's help help people understand the connection between, you know, the hospitality industry. And if you think about that from the perspective of like hotels, resorts and things like that, private clubs are also very much part of the hospitality industry. But how do you see those, the two worlds, maybe if you think about hotels, resorts and that sort of part of hospitality connecting from a sales and marketing perspective or otherwise with private clubs? Cindy Novotny [00:04:08] Well, it's huge. And I, I grew up in an industry that was I worked for private dining clubs, in Chicago, in New York and at a very young age learning, oh, wow, this is kind of cool. And people pay a membership to just come and have dinner. And then I recognize that it's really all about the experience, and it's all about what somebody wants to feel like. Then, as I continued in the hospitality industry, crossing over into hotels and resorts and now private engagement and jets, we do a lot of work, as you know, in private clubs on sales, training and sometimes sales is like, oh, well, we don't have to sell because we're a private club and you know everybody. We've got a list of people waiting to get in. And I always back up and say, yeah, you have a list of people waiting to get in right now. But there was a time when you were fighting to get members because we compete with so many other experiences. It's not just like we're competing private club to private club, we're competing private club membership to a second home or a yacht or something like that. Ed Heil [00:05:13] Let's talk about that. And, because I'm, I'm interested first in your take on that change, that shift in, in what you're seeing out there from the recognition of your clients as it relates to, hey, we you know, we can't just wait for people to walk in the door. We actually have to have more of a process. Are you seeing just how much greater awareness are you seeing around that? Or is it is it been slow, is have been fast, especially with the pandemic being so good for so many clubs? Cindy Novotny [00:05:42] Yeah. I mean, as I say, I can't even say the word C-O-V-I-D. Right? I cannot. But the one thing there was two things that happened. One is zooms and calls and teams. That's now status normal. When you talk to clients, getting them on a call face to face. Okay. That's because of the pandemic. The second is golf. Even golf clubs because we work with lots of golf clubs. Prior to the pandemic, the younger generation, it was dipping down. They weren't. It's like it's I don't want to go to my dad's club and I don't want to get married at my grandpa's club. And there was a lot of that kind of slowdown. And what I saw happen is that even I belong to a private club in Codo de Caza in California, and then also in Cedar Rapids, a private club. But I saw all of a sudden, like, outdoors. Oh my gosh, I don't want to be like, I don't want to be held back. I can't do things where private clubs were giving people the ability to get out on the golf courses, the fresh air, play tennis, pickleball, all these things. And because the private dining there was sometimes less. It was it like jams of people. So now that has taken the trajectory right up. I mean, that that's why so many people are seeing waiting list to get into those clubs, right? Ed Heil [00:07:02] You know, in many ways, because of this lack of maybe pressure, it seems like this is the time for private clubs. If they're thinking they they need to get their membership directors trained and sales that this is the time to do that. Cindy Novotny [00:07:20] Oh right. And and by the way, if you can sell, you'll always have a job. Let me just say that. All right. Transactional order taking will be replaced is being replaced by AI. So if you're just sitting back and managing your membership, what are you doing? I mean, there's a there's a new member behind every member. There's a new event, a new party, a corporate event. There's so much for that incremental revenue into a club where they can have their company sponsor dinners. And so you have to work your existing membership to be able to get that. But more importantly is there's a lot of competition now. There are private hotels, membership only. There are so many more private city clubs, so many more private bars and fun, cool places that unless you're a member, you can't even get in. You've got to know somebody who knows somebody. And because of that, that is starting to dilute some of the traditional clubs where people go, you know what? I'm not going to join. I'm not going to be a member of this club anymore because I actually don't live in the city anymore. I moved out to the suburbs. So I'm, I'm, I'm going to get rid of being a part of this athletic club or this dining club, and I'm going to move out to the suburbs. Secondly, I'm going to rid of my golf membership because do we really need that is a lot of money. I mean, you know, we have to force ourselves to make sure we every quarter get our dining, you know, minimum. Right. And so what happens is a lot of people have that same thought. So if you're not working it to keep that pipeline full, the people just like me now, we haven't canceled our club. But I could say, you know what, I don't even. Why do I even bother? So that's why you have to keep your grit, your nose to the grindstone, a new one, a new one, a new one all the time. Even those that have waiting lists. Ed Heil [00:09:12] Yeah. Interesting. You know. Yeah. There's so many things in there. Let's let's talk about the, part one. Part of it is just the competition. And you talked about this before, and I've heard other people in other podcasts, interviews that people I've talked to that have said, if you're thinking of your competition as the club down the street, you're missing it. And then, you know, three different people have said, look at what the hospitality industry is doing. If you want to see how to really enhance your presence online, if you really want to see how to, sell experiences, look at what resorts are doing and how they positioned themselves. How do you feel about that? Cindy Novotny [00:09:51] Oh, it's all about that. And most of the clubs that I even work in their social media presence is sad. Sad, I mean, and I think to myself, well, they and they say things like, well we can't really show a members event. I go, you're not showing the member and you're not giving the member's name, but you can show the setup because it's like what we've done. But a backing up to that. You know, I look at hospitality as an experience, hence why 40% of our business is outside of the hotel, club, private dining industry, automotive, you know, medical. And you think, well, how does hospitality relate? Because everyone in business today wants an experience. Okay. Even if you're going to a hospital, you know, it's not the clinical side that we're not messing with. But you don't want to go and feel you're already nervous. You want your your. Registration to get into the hospital. Be nice. You want the billing. So if you think about clubs, private clubs. All right. It's like if you really want to go to a tennis match or a football game because you're so in to the game, to the techniques and to what, you'll watch it from your massive screen at home. Okay, that's it. But if you love the experience of going to a football or a hockey game or a tennis match, you don't want to watch it from your sofa. You want to be in those stands and eating that Dodger Dog and having fun and doing what you do. And that's like a club. If I want to go to a fine dining restaurant, there is 1,000,000 and 1 Michelin star over the top. Cool chefs. I can go anywhere and edit everybody open to the public. We all can go. Ed Heil [00:11:39] Yeah. Cindy Novotny [00:11:39] But if you want an experience where they actually know you and they call you by name, and they you bring guests and they, they make your guests feel very special. And there's always that certain thing that's not in the menu, but they make for you. And there's that certain cocktail that they know you like and they make it for you. That is an experience. Okay. Same thing with golf. So, you know, my husband's a big golfer, but he golfs at a public course that is small, but they make you feel like a member because there's very few people and it's gorgeous overlooking Lake Michigan. And he actually at time says, you know, I actually like it here better than even some of the private clubs I'm at. Right. Because so if it's just the game, I can get it anywhere. But the club makes it an experience and you have to be trained to know how to do that. And your social media presence, your online presence has to portray that. Ed Heil [00:12:37] Awesome. So I mean, what I'm hearing you say, well, let me ask. Yes, that's a shift, right? Because there's still a lot of private clubs that believe they're selling the exclusivity. Like you get you get to be a member of this exclusive group. But I mean, what I'm hearing you say is really in many ways, that's not enough anymore. It's not enough to just say we're exclusive. You can't get in now. Cindy Novotny [00:13:03] And by the way. That's okay. But not everyone enjoys that tag line. I love exclusivity all the time too. I like, you know, I'm in. You know, I travel all the time. So you know, obviously United Club is for anybody that wants to pay their money. But because I'm global service and I'm global service for life, I've flown 10 million miles. Even when those clubs, as you know, when you travel, if they're too busy, they start stopping people, people that have paid for a membership but not me. I show my ticket, it says Global Service. I'm let right in. Yeah, I board the plane first. I love the exclusivity of that feel, but. I can also fly another airline and get to the same destination, right? The word exclusivity has got to be in combination with experience, and some of the big, big country club groups have lost their edge. They've got they've taken a private, kind of more intimate experience with all the big social memberships, which I'm all about builds your business. But what they do is they fail to forget, oh, you're actually a golf member. You actually pay five times more than what this social member pays, right? Used to be that there's private like at our club. And I have no problem saying this out loud because it's my club. You know, we're golf members, all right? We pay way more money, and we paid way more investment to get into that separate golf bathrooms for us. When we're dining, we go only club members only now. They could care less. Everybody's in there. Doesn't matter. That takes exclusivity and destroys the experience. Ed Heil [00:14:50] Yeah. Interesting. That's a really interesting take on that that that differentiation there. What are the most common things that you see, maybe the most common issues that you're seeing in your work and your consulting membership teams struggle with today? You know, especially as it relates to some of this stuff, you know? Cindy Novotny [00:15:08] Right. First of all, lack of training. They they promote somebody who is young working there. And I love youth, believe me. But, you know, we have to be trained and be developed. So they they just say, oh, well, you were really good. You worked your summers while you were at school and now, you know, you were like a restaurant manager. Would you like to be a membership director? Would you like to. And then bingo. Put them in it. Then they have no idea. They don't know how to reach out, how to talk to an existing member. They're Monday through Friday, 9 to 5 hours. So I'm not even kidding. Some of them. I mean, it's hilarious. Okay. And I'll say to him, you know, if there's a big event going on, a membership event for members, you need to be there and talk to the members and who else they know and and ask about what kind of events they like, because it's not just about the new, getting new members. It's about enhancing what the current members really like. Sometimes we're putting on things for our members that no one cares about. They're like, I don't even like, why? Why are you doing that? And yet some of the things have to be continued to be changed because the age difference, the youth, the people that don't want that, they don't want that, you know, Thursday night card game, they might want a game night for all families of all ages and things. So I think the biggest thing I see is lack of knowledge of the industry, lack of training, lack of how to actually use online presence, social media to find business. Right. How to follow up. We do a lot of mystery shops, of private clubs where we call inquiring about membership and it's like hilarious. Okay, we'll send you out a packet. And by the way, there's 50 people. There's 50 people on the waiting list. All right. So we'll just email and no asking questions. What would we be interested in. That's what I see is one of the the biggest problems. Ed Heil [00:16:59] Yeah. So the training thing is seems like a big thing because, you know, I mean, I think of this from the terms of it's hard to find good people in a lot of industries in the club industry and hospitality I know has struggled with that as well. So let's just say you do have these people who are eager enough, but they really have no training at all, is there? And this is probably a softball for you, but I am kind of interested because it can be a deterrent for a decision maker general manager. But, to invest in, you know, cash. What's it going to cost me to train this person? Right. So where do you start? Where do you start? With someone who just doesn't, you know, an employee who's like, yeah, I'll try that. I think I could do that. Like, how do you start training? Cindy Novotny [00:17:44] So my answer to that is simple. I say to every GM, even the equity, clubs. And you know, when I deal with boards, I'll say, you know, if you say, why should I invest? What if they leave, I go, what happens when you don't invest in training and they stay? And that is the number one biggest issue. And sometimes the turnover could be like they come in, they want to make a name for themselves. Well, remember a majority of those clubs are not looking for profit. So some of them are trying to deliver excellence. Now I happen to work with some clubs like that are phenomenal like El Niguel in Southern California. Unbelievable. They're, you know, head of membership in their general manager and what they do monthly learnings with every single employee training reading books like Unreasonable Hospitality book clubs. I speak probably like once a quarter with them. They are so invested in training and the the actual members members talk about it all the time. I cannot believe how well versed the staff is, and some of them have been there for ten, 15, 20 years. And you and I both know I love to have people stick around if they get continue training. I don't want you sticking around because it's just an easy gig, right? And that's the difference. Ed Heil [00:19:09] Yeah. It's like the the old line is the only thing worse than an employee, who quits as an employee, who quits and stays home. Right? Yeah, it is a it's a hard thing though, you know, I mean, in you're you're seeing more of a shift probably every day than, you know, some of the people that I speak with. But, you know, in our work, we're trying to help people understand the value of marketing, the value of doing things in a different way from an online presence and things like that. Sales and marketing are just words that, you know, historically haven't been really embraced. By private club. So, I mean, are you seeing that change? Cindy Novotny [00:19:46] You know, I'm seeing that change. Oh, hugely. I mean, first of all, I am a sales trainer, sales service and leadership. So even law firms that I work with, even hospitals. But before it, like up until like ten, 15 years ago, I'd be like, well, the law firms we don't sell. Why would we don't sell? Well, yeah you do, because new business development. How do you build your book of business? How do you go from being a young associate to being a managing partner? You have to know how to sell. You don't think sales is a bad word? Private clubs that have that arrogance, that think, oh, well, we're just so good. Everyone wants to join until they start losing members and when they lose members or they lose the spending. Okay. Because it's not just their quarterly spending that they have to do. Depending on the kind of membership you have when you start losing every event, every banquet, every wedding. All of this to all the other unbelievable venues. You are hurting the club. We have to invest the money back to keep the club going. How do you do that if you don't have any new business coming in? We have to make sure we're upgrading the golf courses. We're bringing in better staff. We're hiring a better golf pro. How do you do that? If you don't have that new money coming in to reinvest in the club? So whether you're looking for profit or no profit doesn't really matter. You need new business coming in. So marketing and sales to me have always been two separate things. I believe that marketing has to create the story, has to put that out and make sure the story resonates. Sales has to tell the story. So salespeople have to take what marketing puts out. Marketing, you know, does all of their online presence, all of their work, all of their messaging. Then the salespeople, the membership director has to sell that story. So instead of storytelling, I call it story selling. Ed Heil [00:21:45] There you go. I like that. Although, the name of our company would contradict that a little bit, but I guess I would say the. Well, let's talk about that because, you know, selling, if you are a general manager of a certain age or a certain vintage, or anyone in the club industry of a certain vintage, you think of selling in a certain way. How has selling changed? You talk about story selling. What does that mean, though? I mean, people aren't cold calling, you know, people are, you know, direct mail is, you know, is more difficult. What do you like? What do you see? Cindy Novotny [00:22:21] Well, first of all, I believe and our statistics that we use, I'll find all this stuff as you do. I believe that about 60, over 65% of most decisions in any business are made based on a referral. I would never suggest a cold call as long as I live. I do believe that if you're working your existing members, there's a customer behind every guest, customer behind every member, a customer at every wedding. There's new members, but at every event it's there is so much business, but we aren't working our own members and there's a finesse to that. You're not like my club. I got just I got disgusted with how they did it. Like table in that lobby. When you walk in with all this wedding paraphernalia, I said, guys, and I don't even train for them. I said, as a member, I'm a golf paying member. I said, this looks so tacky. It looks like I'm walking into, you know, four star, three star hotel. You shouldn't even. Where's your membership? Where's your person that handles special events? Why aren't you working? Why are they walking around? You know, turnover in turnover and restaurant managers. At the end of the day, the vintage GM can't wear that. It worked for that. I think the vintage GM has had a wakeup call. And the wake up call has come from the board of directors, from the corporate groups that own those, the Club Corps of the world, right? Even some of the Sterlings, the smaller ones that have less of we need more profit. We need more of this because we're building, we're investing. So when you look at the profitability of some of these clubs, they are being looked at. So a vintage just walk around and have a cocktail with the members, which I'm all about a general manager being all about that, hanging out, chatting, but not investing with that membership director to make sure they know how to go out and work the local community. Volunteer, be involved. That is exactly where they're starting to wake up, because they recognize there's no other way to do it. It's all based on referrals. Ed Heil [00:24:26] In the in the clubs that you have worked with and that you continue to work with. How many of the successful like really vibrant, healthy clubs have a general manager who has more of a business background or is business minded as opposed to just straight F&B? And I ask you that because so many general managers come up from that food and beverage side and they their, their business savvy might not really be there. What do you? Cindy Novotny [00:24:58] All of the successful clubs we're working with, they're all business savvy and they've come up through golf. They've come up to hotels. Lots of them come from hotels. They've come up through food and beverage, but not as much as they used to. Now it is all about, you know, the tournament business. It's all about, you know, that that the hospitality, hotel business, regional kind of executive directors, things like that. And every club we're working with that's successful has a GM that gets it. Hence why they're working with us. Ed Heil [00:25:30] Right. Yeah. Do you feel like the pandemic in the success I mean was it was very good for clubs. Oh yeah. Good clubs is very good. Did it give people a false sense of security or. Right or, you know, club leaders, a false sense of security, do you think? Cindy Novotny [00:25:45] Oh, for sure. And and not just a false sense of security. They got a little bit cocky like, oh, everybody now wants to golf. The year before that, we're running around teaching people how to get to the young people to get them excited about golfing. And I am not exaggerating. It was like the Tiger Woods movement back then, right? Got got the younger generation golfing. Okay. All right. That's done and done. So now you swing up and all of a sudden the younger generations like, I don't want to do that. It's not fast enough. I'm an adrenaline. I'm an adrenaline rush, you know, junkie. I like to go parasailing. And this. And I don't want to waste money on golfing. It takes too long. Boring. The pandemic only allowed people to really like it. Because you could be outside and with your friends, right. And that was, you know, after like, March, April, even our club, because it wasn't our club, but it was the neighbors that live. Some of the neighbors that lived around the golf courses were like calling. They should be out here. I mean, obviously, oh my God, I'm not going to catch Covid on the golf course. But the idea was the club didn't want to stop that. But that was only like two months and then you couldn't get a tee time and the membership and everybody saw that because the younger people and when I say younger, I'm talking 20's, 30's. Right. Sure. They couldn't get on a plane and fly to, you know, Australia and go to where they wanted to go to do the stuff they wanted to do. So they said, all right, we're going to let's enjoy the club. And then that's why, I mean, the rise of pickleball courts, okay. It used to be just for the vintage seniors. Then all of a sudden, you see, you use that. Yeah. Tennis tennis courts are coming down and like, oh, now we only have three tennis courts and four pickleball courts. And that was some of the younger. And so it did. But it to me it's really important that what goes up goes down. It is a mentality that all of a sudden now the revenge spending is back. Luxury travel is back, luxury goods are back. People are, you know, it's really all about spending money. We call it the revenge spending. And so you have to look and say you're membership. You don't you're not tied into a lifetime membership. So I can quit anytime I want. And that money goes away that day. So that's the sort of thing you can never rest on. Well, we're just very popular. Ed Heil [00:28:09] Right? Yeah. It won't last. Just a couple of tactical questions. What I see so often are membership directors that will have people inquiring, especially, you know, up north where we are. This is the time of year people start inquiring about memberships of clubs and there is no follow up. There is someone who fills out a form and it sits there and a lot of membership directors. It almost seems like they have this mentality like, well, if they're interested, they'll call again. Cindy Novotny [00:28:40] Oh, yes. Ed Heil [00:28:42] What's the deal with that? Cindy Novotny [00:28:43] Because they've not been trained. Okay. So we know that they go online, they fill things out. And again I mystery shop all these. I shop them online on their websites. It takes three, 4 or 5 days. No response. I call, they're out of the office. I'm too busy. Busy with what? Busy with what? You're not the golf pro. You're not the food and beverage director. What do you busy with? Okay, so the idea is they've got to be able to have a process in place to be able to catch those leads and follow up with them. And this is part of a daily job of a sales person that understands that. And then second, that they if I hear what they hear it a hundred times, what our GM doesn't want us to look like, we're hungry. Our GM doesn't want to follow up. Get over that too. Because when your GM leaves and you get some hotdog GM in there, there's going to ask you how many new members you brought in. You're going to be dead out of the water. Done. Over. So the follow up is that they just, I think, are lazy. They don't. It's like they sit around doing who knows what. And that is one of the biggest issues today with which lots of hospitality industry companies. But in private clubs, it's it takes days for people to get back to you. And then if you check on a weekend, oh my god. And private clubs weekends are the hot ticket. And you ask someone like you the front desk. No one's ever sitting at any front desk any more to club, no matter how big it is. You go down to the restaurant and say to those I really like, I'm with my friends who belong to this club. I would really like to talk about joining and, okay, we'll give the name. Never Hear back. Now I'm going to give Elm credit again in Cedar Rapids, Iowa. All right. Unbelievable. Their membership director. All over it. I called and said, you know, I wanted a club where my husband could golf when we're there and that sort of thing. Janice. Okay, I'm going to give her name. I mean, Janice, so unbelievable. All right. She responded within an hour of the message. I left her because we're out of state. She gave me all the options and our farm is just over. You know, the membership of. You're a little bit farther. She worked it all out, got us all set up, invited us to dinner for our first dinner. And on them, my daughter. We. We've gone so many times. My daughter now is living at our farm and running that and works for us in the business. So we're have her and she doesn't want to go there all the time, but she can go now and dine or take her friend. Janice follows up with me. And by the way, I don't live there, by the way I'm there. Maybe, I don't know, 4 or 5 times a year. I see you on social media. She'll send me a text. She it. She makes me want to go there when I every time I come into town. That is somebody who understands what we call a luxury retail clientele. Ed Heil [00:31:41] Yeah. Cindy Novotny [00:31:42] That's that's it. And she gets. Ed Heil [00:31:44] I get I give you vintage. But now you've given me to client telling and revenge spending. Yes, I appreciate that. Thank you. The, this is something you're pretty passionate about. So, you know, from your perspective, what is the right process like when you think about that follow up that, you know, someone has inquired about membership, they filled out a form membership director, goes, oh, I got an email from someone, or, you know, the form someone submitted a form. What should that follow up look like? And how many times should a membership director follow up? I mean, what have you learned as far as the most you just best practices? Okay. Cindy Novotny [00:32:24] So I used to say it takes 6 to 7 times to touch a prospect before they ever become a customer. Jessica from our team, she last year tracked it. Okay. So from we get a ton of inquiries too. And I'll I'll just walk through my inquiry process. Sure. Which which I teach to all the clubs in the members. All right. The idea is she now tracked it and it's literally now 12 to 14 times. That could be over a year. Ed Heil [00:32:49] Wow. Cindy Novotny [00:32:50] For her to close a deal. Okay. So we know it takes time. You keep going until someone says, don't ever call me again. I'm not interested. I only was checking it out. Never want to hear for you, but that never happens. Okay. Ed Heil [00:33:04] Is that phone call and email or emails and phone? Cindy Novotny [00:33:07] We're all about phone calls. First follow up with email, so I'll kind of walk through it. Got it. So as an example, when you get an inquiry, whoever catches that, which should be the membership director, because very few of them have coordinators and all of that. But you get the inquiry. So and our company info@masterconnection.com comes to me. I'm a little busy. Just so you know, I get them off and I literally look at my phone to I'm constantly looking at my phone because when I'm speaking or training, I might be talking for an hour that another trainer gets up or I walk off stage, I check, so it's no longer than two hours max that I don't respond. And the inquiries come in. And this is what we teach everyone to do, I respond. Thank you so much for reaching out to Master Connection Associates, or thank you for reaching out to the Coto de Caza Country Club at Golf and Racqet Club. I am thrilled you thought of us. I and for me, I have copied Shelly Marlow, Jessica Baker, Carla. I assign it right then. I have copy to follow up with you. Now, if I'm the membership director. I am thrilled you thought of us. The secret sauce right now is what is a good time today or tomorrow for you and I to connect. Ed Heil [00:34:21] Interesting. Yeah. Cindy Novotny [00:34:22] And that's what we do. 100% of the time. Ed. Not 99. Not 89. 100% of the time we get an email back. Thanks so much for your prompt response. I every day I can count them. So appreciate it. I'm not going to be in the office or I don't have time to talk this week. Could we set up a call for Monday? Now for me, my account manager takes over and runs with that. For that membership director, it's like, absolutely. I will send an outlook invite. No phone tag here. I will send an outlook invite for the two of us to connect on Zoom or teams. That's the other thing you just said yourself. When we get on this, even though this isn't a video podcast, you and I are looking at each other right now. It creates more emotion, more rapport. Today's world allows us to send that. We send a Zoom invite to every client. We never have anyone say, I don't want to be on Zoom call. They all get on and then you can share your screen. You can show them the dining room. You can show them this. You can show them that every single time. Ed Heil [00:35:30] Wow. I love that. You know, one of the things I read early on in the pandemic was just how, you know, when more and more of this was happening. They said it builds trust. And notice when people don't turn on their camera. It makes you wonder. I know what's going on. Cindy Novotny [00:35:47] Exactly, exactly. Ed Heil [00:35:49] Yeah. Hey, I am so appreciative of your time today and for you taking, for you to take a few minutes and share some of your findings and your perspective, with the people who listen to this podcast. Anything you'd want to leave people with? As far as just some thoughts, people who are especially the general managers who are struggling with the shift, and sometimes it's dealing with boards who are of the vintage, you know, you know, board members who are more traditional. Is there anything that you would you would say to those people who are really trying to make a change, they just don't know the best way to go about becoming more of a sales operation. Cindy Novotny [00:36:29] So I do work with a lot of the boards of some of the private clubs we work with. So I speak at them, I come in, I talk, and I start out, and this is what every general manager should do is what are our objectives, what are our objectives of the board? Just private club. What do we want to do. You hear the same thing. We want to have unbelievable service. We want great food and beverage. We want restaurant quality food and beverage like we get at unbelievable restaurants all over the city, right? We want to have a the staff feel very well taken care of and feel very good because tips many times are brought are all they're all added on anyway, right. We also want to have profits so we can reinvest into the club. Like this. I hear it every time. And then I go, okay, and this is what every GM say. So how are we going to do that. All right. You got to spend money to make money. So the idea is if we want to have better food and beverage, we need a better chef. We might not have a decent chat. If we want better service, we need training. If we want to make money, we need membership directors that know how to sell for events, because some have a membership director and some have a special events manager, depending on the size. But a lot of times the membership director is doing all the special events too. So just depends. You have to be proactive to book the weddings, to book the graduations, to book the corporate events. You have to be proactive. You know who your members are if you're not reaching out to them. And that is called training. And if you don't invest, you're going to get exactly what you've been getting. Ed Heil [00:37:59] I love it. What a perfect way to end. Cindy Novotny [00:38:01] Excellent. Ed Heil [00:38:02] Cindy, thanks so much for your time today. Cindy Novotny [00:38:04] Thank you. Ed Heil [00:38:09] Thank you for listening. If you find this podcast helpful. Be sure to subscribe on iTunes, Google Play, Spotify, or wherever you get your podcasts. Until next time, keep crushing your club marketing.

This episode of Association Tech Insider focuses on "AI Empowered: Revolutionizing Event Data with Artificial Intelligence." We dive into the transformative impact that artificial intelligence is having on the event industry. Tune in as we explore the current state of AI in events, focusing on its role in data cleaning, enrichment, and monitoring. We'll discuss the challenges and opportunities in data collection, the importance of handling missing data, and how enhanced data management sets the stage for advanced personalization and segmentation. Discover how AI is not just an analytical tool but a partner that fills gaps, identifies trends, and offers tailored recommendations to event organizers. We'll also tackle how AI technology reshapes engagement tracking, providing deep insights into attendee behaviors and content interactions. By understanding these dynamics, AI empowers event planners to act as informed strategists, backed by a virtual 24/7 data analyst that minimizes their cognitive load and maximizes the impact of their decisions. Don't miss out on this insightful episode that opens the door to the future of event planning with AI!   Hosted by: Vinnu Deshetty, CEO/Founder of EVA Event Tech Hub and Instructor for PCMA's Event Leadership Institute https://www.linkedin.com/in/vinnudeshetty/   A special thank you to our guest panelists: Heather Harris, Principal Data Scientist, Herkimer Consulting, https://www.linkedin.com/in/heatherdawnharris/   Joe Colangelo, CEO, Bear Analytics  https://www.linkedin.com/in/josephcolangelo/ This year, the ASAE Technology Professional Advisory Council (TPAC) will host a series of podcasts on data. This podcast features a conversation between three TPAC members about how an association becomes data-driven, what will be important for its success, and some examples of the benefits of diving into data! Make sure to follow TPAC on LinkedIn: https://www.linkedin.com/company/asae-tpac/ Artificial Intelligence (AI) was used in the editing of the podcast to remove "Umm"s and "Ahh"s, but all content was created by people!

In this episode, Tracy sits down with the PCMA Canada East Chapter Canadian Innovation Conference organizers, Natalie Marino, CMP, DES, Heather Reid, and Erica Orecchio, DES, to discuss how they managed the dietary needs of more than 250 attendees at the conference.  They talk about the challenges of accommodating dietary restrictions and the importance of providing inclusive and transparent food options at events and conferences. Here are three key takeaways from our conversation: 1️⃣ Accessibility is crucial: Accessibility should be a top priority and not an afterthought when planning events. From site visits to discussing dietary requirements with event venues and chefs, transparency and forethought can ensure that everyone's needs are met. 2️⃣ Embrace technology: Using QR codes and event apps can revolutionize how we provide information about food choices to attendees. QR codes can eliminate the need for printing physical menus, allowing for real-time updates and easy access to allergy-friendly options. 3️⃣ Sustainable choices matter: Consider incorporating locally sourced ingredients, reducing food waste, and giving back to the community by donating excess food to homeless shelters. We can create safe, sustainable, and inclusive experiences by thinking critically about food and beverage choices. A huge thank you to Nathalie, Heather, and Erica for sharing their insights and expertise. You can listen to this thought-provoking episode on my podcast, "Eating at a Meeting," which is available NOW on Youtube and later on Apple Podcasts, Spotify, and all major podcast platforms. Don't forget to stay tuned for our next episode, where we'll be diving into contract law and the management of dietary data. As always, thank you for your support, and I hope everyone had happy Thanksgiving!

Visit Indy's president and CEO made his debut as the new Chair of PCMA's 2024 Board of Directors and Trustees known by vanquishing the association's president and CEO, Sherrif Karamat, on the pickleball court at Convening Leaders (CL). Thus sanctified, Hoops later sat down with Meetings Today's Tyler Davidson to discuss the record-setting attendance and other happenings at CL—including the epic pickleball showdown—as well as the many exciting new developments happening in Indy.

As the leader of perhaps the most unique meetings and events draw in the U.S. if not the world, Destination DC President & CEO Elliott Ferguson oversees an operation that represents everything from world-class museums and global government event venues to iconic hotels and a cuisine scene that has taken a seat at the table of top dining destinations. Meetings Today caught up with Ferguson on the bustling floor of The District exhibitor area at PCMA Convening Leaders 2024 to discuss Destination DC's Only One D.C. marketing campaign, new hotels and meetings venues on the scene, its status as the first city in the world to achieve Platinum level LEED for Cities and Sustainability District, and his and the bureau's ongoing efforts leading DEI and supplier diversity initiatives.

In an exclusive interview, we had the opportunity to talk with UFI President Michael Duck, who serves as executive vice president, commercial development of Informa Markets, and UFI CEO Kai Hattendorf, to get the inside scoop on the breaking news that UFI kicked off its first Global Congress in U.S. with the launch of a North America Regional Chapter.  We talked about: Why the regional chapter was formed in North America and why now What UFI regional chapters do and how they support members Who will lead the North America Chapter (volunteer and staffing) What benefits members will receive from the chapter Why is UFI different from the U.S. based associations When and where the chapter will meet next On Nov. 1, UFI, The Global Association of the Exhibition Industry, kicked off its 90th UFI Global Congress in Las Vegas — the first time for the global gathering to meet in the U.S. — with a member vote during its annual General Assembly to approve the launch of a North America chapter.  Exhibition Place Toronto General Manager Laura Purdy will chair the new chapter together with vice chairs Kim Carcone, executive vice president, global market events for the Toy Association, and Pepe Navarro, director general for Tarsus/Informa. UFI will work with MAD Event Management, a trade show management company led by President Martha Donato and CEO Marty Glynn, to manage the activities for the new North America chapter.  Back story As an integrated part of the industry association ecosystem, UFI has long been active across North America. More than 65 national and international exhibition end events industry associations — including the Society of Independent Show Organizers and the Exhibition Services and Contractors Association in the U.S., AMPROFEC and AMEREF in Mexico and Canadian Association of Exposition Management in Canada — are UFI members.  “UFI is a trailblazer for collaboration among industry associations – and has been for more than 20 years, with great success around the world,” Hattendorf said.  “Having seen multi-year stable growth in membership from across North America, UFI opens a North America chapter to ensure these members are well represented in the organization,” said Duck, who helped UFI open its first regional chapter more than 20 years ago. At the time, that regional chapter covered Asia/Pacific, Middle East and Africa.  As of today, UFI will have five regional chapters, including North America, Europe, Asia/Pacific, Middle East and Latin America. At least 5% of its global membership is based in each of these regions, Hattendorf said. “We have seen our membership numbers rise constantly across North America,” Duck said. “North America represents a vital and growing share of UFI membership, with 7% of UFI's 830 member companies based in the region and more than 25% of UFI members with active business in the region.” Major trade show companies, like Informa, RX and Clarion, are part of the European chapter, as their headquarters are located in Europe. “Through the chapter, we make sure that the voices and needs of UFI members from Canada, U.S. and Mexico are well represented in UFI's governing bodies, including the Executive Committee and the Board, as well as through the Chapter leadership,” Duck said. Hattendorf added, “We can also serve our members and the industry in the region better through the chapter structure and its corresponding regional office.” Podcast host Danica Tormohlen also shared the top five new stories from Trade Show News Network, Exhibit News Now and Corporate Event News as November begins. Our guests   UFI President Michael Duck is Executive Vice President – Commercial Development of Informa Markets and Informa Plc.  He joined the business in 1994 in Hong Kong and has worked in various leadership roles, focused on building up the company's presence in the Asia region, especially in China and India, and expanding events into the Middle East and Africa.  He founded and chaired the regional chapter Asia, Middle East and Africa, as well as the Sustainability chapter for UFI. At Informa, he is working across the global markets business, which spans 30+ international markets, acting as a main point of contact for building relationships and a pipeline of growth activity particularly in Asia, Europe, the Middle East and beyond, through M&A and the internationalization of products and brands. He also supports the wider Informa Group divisions, with commercial activity in Asia. Michael has volunteered with UFI for 20 years, and he has also been an Executive Committee member of the Hong Kong Exhibition and Convention Industry Association (HKECIA) for over twenty-five years and was Chairman from 1998-2000.  Connect with him on LinkedIn here.   Kai Hattendorf is Managing Director / CEO of UFI, the Global Association of the Exhibition Industry. He is responsible for UFI activities and events globally, as well as the operation of its Paris headquarters and the offices and presences in Bogota, Brussels, Dubai, Hong Kong, and Shanghai. From 2019 to 2021, Kai served as Honorary President of the Joint Meetings Industry Council (JMIC), a global Council of international and global associations serving the Business Events Industry, where he remains on the Board. Prior to his current role, Kai worked in the exhibition industry for numerous years in senior management positions at Messe Frankfurt's global headquarters, focusing on transformational issues ranging from digitisation to marketing and communications. Kai's work in the events industry has been recognized through various awards and recognitions around the world. Most recently he was named “Business Events Strategist of the Year” by PCMA. His previous career also includes leadership positions in marketing/strategic communications as well as in strategy and product development in the ITC and Media Industry for the Deutsche Telekom Group, the dpa Group (the German Press Agency), and a fintech start-up. A journalist by education, Kai has internationally reported and worked for the WDR and Radio Bremen broadcasters in Germany, at Euronews in France, the BBC in the UK, and the Voice of America. He holds a Master's degree from the American University, Washington, DC. He also studied in Dortmund and Edinburgh.  Connect with him on LinkedIn here. Podcast Host: Danica Tormohlen An award-winning journalist who has covered the trade show industry since 1994, Danica Tormohlen is VP of Content forTarsus Group, which was recently acquired by Informa for $940 million. In her role, she oversees content for Trade Show News Network, Corporate Event News and Exhibit News Now. These leading media brands publish websites, newsletters, social media channels, video, podcasts and online and in-person programming for the trade show, corporate event and exhibition industries. Tormohlen currently serves as a board member for Women in Exhibitions Network North America chapter. She has been a speaker and moderator at major industry events, including the TSNN Awards, IMEX, IAEE, SISO, UFI, ESCA and Large Show Roundtable — to name a few. Thank you to our sponsor! Zenus What if you could prove your event is working with hard facts and learn how to make it even better? With Zenus's Ethical Vision AI, you can protect your budget and have detailed reporting. Learn how that's all possible at Zenus.AI 

Behind the Curtain: An Open Convo with a Buyer and a Bureau (ft. Tim Mathy & Lynne McNees)How do you find out what buyers and bureaus want in a speaker? You ask them.OPENING QUOTE:“That standing ovation, it's not about the speaker, it's not even about the audience to me. It's about the people planning the event. That's who that standing ovation is for.”-Tim MathyGUEST BIO:Lynne McNees is president of the International Spa Association, or ISPA — the worldwide professional organization for the entire spa industry active in over 70 countries.When magazines like the New York Times, USA Today, Travel and Leisure, or the Associated Press need a spa expert, Lynne is the only name they trust. Before joining ISPA, Lynne was a Washington DC power player with high-profile roles in multiple presidential administrations. It's no wonder she jumped into the industry designed to help people relax.Links:BioLinkedInTim Mathy is the current president of the International Association of Speaker Bureaus. He has been in the bureau space since he joined SpeakInc over 20 years ago, and since then he's been active with industry leaders like PCMA, MPI, IMX, and the list of acronyms goes on and on. If you want to know how bureaus work from the inside out, Tim is your guy.Links:BioCORE TOPICS + DETAILS:[8:49] - From Bureau to BuyerHow speakers go from Tim's list to Lynne's eventAfter working together for over 20 years, Tim and Lynne have a well-established bureau-buyer relationship. Tim says it all starts with knowing the buyer's community. He's not just picking the best speakers to present to Lynne, he's presenting the best speakers for her needs. For speakers, that means you don't have to generalize your message in order to meet every possible organization or subject. You can feel empowered to specialize, knowing that if your message is strong, you'll be able to find an audience that's right for it.[19:32] - What Gets You on the List?An inside look at what bureaus and buyers are looking forWhen it comes to what attracts Lynne or Tim to a speaker, they offer a clear list. First off, they're looking for the basics — customization and preparation, plus an easy-to-work-with attitude. They're also looking for a balance of inspiration and nuts-and-bolts takeaways, a business focus while also offering a humanitarian perspective. Consider these elements when preparing to pitch yourself to bureaus or buyers. Do you know how to strike that balance of uplifting and down-to-earth, business-centered and human? If you can find that sweet spot while remaining true to your character and message, you'll find opportunity.[20:28] - Changing Priorities in a Changing IndustryWhat's new when it comes to booking speakersLynne and Tim both explore the way that a speaker's primary purpose at a conference or event has evolved. It used to be that big-name speakers were a primary draw for industry conferences — you would go to the conference because so-and-so was going to be there. But today, these conferences have grown to attract attendees on their own. Now the speaker is less about a name and more about delivering actual value. Can you knock your keynote out of the park and leave the audience with relevant, actionable takeaways? If you can do that, it doesn't necessarily matter if you've got a megawatt name or massively impressive credentials.[27:08] - The Long GameAdvice from Tim and Lynne on looking forwardFor two people who have been working together in the speaking for decades, it's no surprise that Tim and Lynne advise playing the long game. Don't get bogged down in temporary setbacks or issues. Instead, focus on long-term strategy. What are the efforts that will be worthwhile no matter how the world changes? Focus on themAnd finally, all along the way there's one simple way to supercharge your career — be kind and trustworthy. “Once you have that trust,” Tim says, “you can't beat that.”RESOURCES:[1:54] About ISPA[2:46] About IASBFollow Lynne McNees:BioLinkedInFollow Tim Mathy:BioFollow Josh Linkner:FacebookLinkedInInstagramTwitterYouTubeABOUT MIC DROP:Hear from the world's top thought leaders and experts, sharing tipping point moments, strategies, and approaches that led to their speaking career success. Throughout each episode, host Josh Linkner, #1 Innovation keynote speaker in the world, deconstructs guests' Mic Drop moments and provides tactical tools and takeaways that can be applied to any speaking business, no matter it's starting point. You'll enjoy hearing from some of the top keynote speakers in the industry including: Ryan Estis, Alison Levine, Peter Sheahan, Seth Mattison, Cassandra Worthy, and many more. Mic Drop is sponsored by ImpactEleven.Learn more at: MicDropPodcast.comABOUT THE HOST:Josh Linkner is a Creative Troublemaker. He believes passionately that all human beings have incredible creative capacity, and he's on a mission to unlock inventive thinking and creative problem solving to help leaders, individuals, and communities soar. Josh has been the founder and CEO of five tech companies, which sold for a combined value of over $200 million and is the author of four books including the New York Times Bestsellers, Disciplined Dreaming and The Road to Reinvention. He has invested in and/or mentored over 100 startups and is the Founding Partner of Detroit Venture Partners.Today, Josh serves as Chairman and Co-founder of Platypus Labs, an innovation research, training, and consulting firm. He has twice been named the Ernst & Young Entrepreneur of the Year and is the recipient of the United States Presidential Champion of Change Award. Josh is also a passionate Detroiter, the father of four, is a professional-level jazz guitarist, and has a slightly odd obsession with greasy pizza. Learn more about Josh: JoshLinkner.comSPONSORED BY IMPACTELEVEN:From refining your keynote speaking skills to writing marketing copy, from connecting you with bureaus to boosting your fees, to developing high-quality websites, producing head-turning demo reels, Impact Eleven (formerly 3 Ring Circus) offers a comprehensive and powerful set of services to help speakers land more gigs at higher fees. Learn more at: impacteleven.comPRODUCED BY DETROIT PODCAST STUDIOS:In Detroit, history was made when Barry Gordy opened Motown Records back in 1960. More than just discovering great talent, Gordy built a systematic approach to launching superstars. His rigorous processes, technology, and development methods were the secret sauce behind legendary acts such as The Supremes, Stevie Wonder, Marvin Gaye, Diana Ross and Michael Jackson.As a nod to the past, Detroit Podcast Studios leverages modern versions of Motown's processes to launch today's most compelling podcasts. What Motown was to musical artists, Detroit Podcast Studios is to podcast artists today. With over 75 combined years of experience in content development, audio production, music scoring, storytelling, and digital marketing, Detroit Podcast Studios provides full-service development, training, and production capabilities to take podcasts from messy ideas to finely tuned hits. Here's to making (podcast) history together.Learn more at: DetroitPodcastStudios.comSHOW CREDITS:Josh Linkner: Host | josh@joshlinkner.comConnor Trombley: Executive Producer | connor@DetroitPodcastStudios.com

Jaimé Bennett, Managing Director EMEA at PCMA and also Managing Director for EMA-UK, discusses the value of starting with 'Why' when it comes to event planning and design; the importance creating a safe and welcoming environment at events; the challenges of doing business across regions with multiple countries and cultures; the need for consolidation in business events, that will lead to a more sustainable sector; why transparent and authentic Leadership is so important; talent and what it takes to create a multi-generational ecosystem. Subscribe to ensure you don't miss an episode of the Skift Meetings Podcast. Skift Meetings is defining the future of business events. Visit our website for the latest news, reports, reviews, and events.

Meetings Today's Tyler Davidson sat down with PCMA President and CEO Sherrif Karamat at IMEX America 2023, where the association revealed the enhanced versions of artificial intelligence software Spark, to discover the major impact this tool made by and for meeting professionals will have on the business events industry.

I am SO excited to have Rich as our guest today! Rich Vallaster, CEM, DES, is the Director of Marketing, Live Events & the Trade Show Wonk at A2Z Events–Personify. In this episode, we talk about the following: Event trends for 2024 Focusing on the right customer for your exhibitor/sponsor strategy. Leveraging LinkedIn to get new exhibitors and sponsors. How to use market research to grow your event. Attracting attendees to your event with fresh ideas. Event marketing tips. Advice on determining if a show is a good fit for your business. How to be a better exhibitor. Importance of sales staff training Industry trends and strategies. Cool booth activations, how to stand out and also be meaningful. Connect with Rich! https://personifycorp.com/products/a2z-eventshttps://richvallaster.com https://www.linkedin.com/in/richvallaster/ https://www.linkedin.com/company/a2zevents/ Rich has spent the bulk of his career in the events business, from large-scale outdoor experiences to some of the largest tradeshows and conferences. He is an appointed member of the Center for Exhibition Industry Research (CEIR) Council and is an active member of the International Association of Exhibitions & Events (IAEE) and the Professional Convention Management Association (PCMA). He has been quoted and published in the New York Times, Trade Show Executive Magazine, Skift Meetings,Meetings Today, Associations Now, Convene Magazine and the Trade Show News Network regarding various events industry topics. Rich serves on several advisory committees and regularly speaks to association organizers, exhibitors, and attendees at events such as Expo! Expo!, PCMA, ASAE and the Media, Audience & Content Marketing Association. In addition, he teaches in the IAEE Certified Events Manager program and has taught both in the undergraduate and accelerated MBA programs at Hood College. Thanks for listening! Sarah Brush https://www.instagram.com/eventivebrush/

Good morning from Pharma and Biotech Daily: the podcast that gives you only what's important to hear in the Pharma and Biotech world. Today, we'll be discussing some key news in the industry.## Addressing the Opioid CrisisThe biopharma industry is currently facing the challenge of addressing the opioid crisis, which is a complex and devastating issue. Researchers at the University of Chicago have made progress in finding a new pathway for pain relief without the risk of addiction and overdose. They have targeted the acetylcholine receptor in the brain instead of the dopamine receptor triggered by opioids, leading to extended periods of analgesic effects in mice, even in those with opioid tolerance. However, it may take time before these discoveries lead to the development of a new painkiller. In the meantime, there is an urgent need for opioid addiction disorder drugs like Brixadi from Braeburn, which offers long-lasting addiction treatment. It's crucial to work with the community to find the right recovery plan for each patient.## Drug Costs and the Opioid CrisisThe blame game between pharmacy benefit manager lobby PCMA and drugmaker lobby PhRMA continues over drug costs in the prescription supply chain. As the opioid crisis continues to rage, the launch of Brixadi provides patients with a new tool to overcome addiction.## The Life Sciences Generative AI SummitThe Life Sciences Generative AI Summit is a virtual event that aims to explore the use of generative AI in the field of life sciences. The summit will feature interactive discussions on how generative AI can accelerate product development and improve health outcomes. Dr. Bertalan Mesko, the Medical Futurist and Director of the Medical Futurist Institute, will be the keynote speaker at the event. The summit agenda includes sessions on various topics related to generative AI, including real-world examples of adoption and operational workflows for implementing generative AI solutions. Attendees will have the opportunity to take advantage of a 50% discount on Dr. Mesko's course on artificial intelligence in medicine and healthcare. The event will take place on September 28th in a virtual format, with on-demand viewing available for those unable to attend the live broadcast.## Mercalis: Support for Life Sciences CompaniesMercalis, formerly known as TrialCard, is a company that provides support to life sciences companies in the commercialization process. With 23 years of experience and a range of capabilities, Mercalis aims to help both life science companies and patients achieve their goals in the complex healthcare marketplace. The company offers end-to-end support, including strategic consulting, business initiatives, and patient support services. They also provide late-stage clinical trial supply management, post-marketing healthcare provider engagement services, and commercial data and insights. Mercalis is positioned as a comprehensive solution for life sciences companies, providing support throughout the commercialization process and leveraging its expertise in the healthcare marketplace.## Reliable Preservation with PHCBIThe importance of reliable preservation of samples and biologics in laboratories and scientific research is discussed. Failures and variances in temperature control can lead to the destruction of years of hard work. PHCBI brand high-performance refrigerators and ultra-low temperature and cryogenic freezers are highlighted as solutions that provide uniform protection. The advances in ultra-low temperature freezer technology are mentioned, emphasizing energy efficiency without compromising performance. Vaccine storage options, including undercounter refrigerators and freezers, as well as combination units with sliding and hinged doors, are also mentioned. These options are designed to safely store vaccines and biologics. Biomedical storage options are discussed next, with purpose-built models suitable for storing enzymes, reagents, and ot

Good morning from Pharma and Biotech Daily: the podcast that gives you only what's important to hear in Pharma and Biotech world. Today's episode covers a range of updates in the industry.First, we turn our attention to the commercial hurdles facing RSV vaccines. Public health officials and drugmakers are working to raise awareness of RSV among older adults at risk. They are also encouraging them to get an additional respiratory shot alongside those for COVID-19 and flu. This rollout poses a test for the industry.In a recent House hearing, the pharmacy benefit manager lobby PCMA and drugmaker lobby PhRMA traded blame over problems in the prescription supply chain. They discussed the high costs of drugs and the role that PBMs play in driving up prices. This ongoing debate highlights the challenges within the industry.Moving on, Alvotech has received a new FDA review for its biosimilar of Humira. The regulator had previously rejected Alvotech's copycat drug due to manufacturing issues with a plant in Europe. This new review brings hope for Alvotech's biosimilar.Novartis has canceled its partnership with Beigene as its cancer drug gains EU approval. This decision leaves Novartis without a PD-1 inhibitor, marking a significant development for the company.Orchard is nearing an FDA decision on its rare disease gene therapy, Libmeldy. Three years after gaining European approval, Libmeldy is now under review in the US. This therapy has the potential to make a difference in the lives of patients.Shifting gears, an FDA panel has backed Alnylam's drug Onpattro for cardiomyopathy of ATTR amyloidosis, despite doubts over its benefit. This endorsement provides support for this drug's use in treating this condition.We also have various resources for further reading and upcoming events available. Check out Biopharma Dive and its publications for more information.In another news story, Roche's Genentech has partnered with PeptiDream to develop targeted radioisotopes for certain cancers. This collaboration expands their efforts in radiopharmaceuticals and shows promise for future treatments.Taysha has made the decision to drop its lead gene therapy, TSHA-120, following feedback from the FDA. The agency proposed additional studies that Taysha determined would be too challenging to pursue. Additionally, Taysha's partner, Astellas, has declined to pick up an option for the therapy. These developments mark a setback for Taysha.The FDA has also rejected ARS Pharmaceuticals' Neffy as a nasal spray for allergic reactions. Despite receiving backing from the Pulmonary-Allergy Drugs Advisory Committee, this rejection is a setback for ARS. The nasal spray was seen as an alternative to the EpiPen for severe allergic reactions.In other news, Genentech and PeptiDream have signed a potential $1 billion deal for the development of macrocyclic peptide-radioisotope drug conjugates. This partnership has the potential to advance cancer treatments and improve patient outcomes.Recode Therapeutics has raised $260 million in a series B financing round to advance its mRNA therapies. This funding will support further development in this promising field.The clearance of the Amgen-Horizon merger has been seen as a setback to the FTC's antitrust enforcement plans. The consent agreement between Amgen, Horizon Therapeutics, and the FTC could have significant implications for future merger and acquisition challenges.Lastly, Verisim Life has released an ebook on how artificial intelligence can transform R&D with early-stage translational insights in model-informed drug development. This resource provides valuable information on the potential of AI in drug development.That's all for today's episode. Thank you for tuning in to Pharma and Biotech Daily. Stay informed and stay ahead in the industry.

In this episode, we had a conversation with Julie Kagy, director of operations for the Exhibition Services & Contractors Association (ESCA) and Bill McGlade, president of epIQ Creative Group, about their experience in working together as partners on marketing. They shared advice and lessons learned after partnering now for more than one year.  Kagy shared insight on what it was like to put together an RFP, evaluate vendors, hone in on the scope of the association's needs, get buy-in on budgeting and execute the strategy with an outside partner. McGlade talked about developing the strategy, prioritizing the client's needs, rebranding an ESCA product, establishing benchmarks, sharing thought leadership, driving engagement and marketing business-to-person. The results: Attendance at ESCA's Summer Education Conference 2023 was up 13%, and social interactions increased 344% year over year. Here are a few marketing samples: Podcast host Danica Tormohlen also shared the top five new stories from Trade Show News Network, Exhibit News Now and Corporate Event News that were published in the first half of August 2023. Our guests ESCA's Julie Kagy After graduating from Purdue University Northwest, Kagy started her career at the Ritz-Carlton Four Seasons Chicago. The hotel was awarded Top North American Hotel by Conde Nast Traveler four times during her tenure. Taking these customer service skills, she began her career in the tradeshow industry with GES. During her 12-year tenure with GES, she held various roles, such as Exhibitor Services Manager, Director of Account Management and Vice President of National Account Management.  She has been Director of Operations with the Exhibition Services and Contractors Association (ESCA) since 2015. It's a role she truly loves as she gets to work on a vast scale with key industry leaders, working to shape the future of the trade show industry.  epIQ Creative Group's Bill McGlade McGlade is the co-owner and President of both epiQ Creative Group and Community Leaders Institute. He has spent 17 years embracing the ever-changing world of nonprofits, associations, events, community, marketing and sales. With a proven track record of successfully selling three companies and acquiring two more, he has a knack for transforming a lean team with a limited budget into a powerhouse that scales 5 to 10 times. McGlade received the  2017 IAEE Young Professional of the Year award. He's been a speaker and presenter at a number of events and conferences, including IMEX Frankfurt, IMEX America, IAEE, ASAE, PCMA, AMPS and more. Thank you to our sponsor! Zenus What if you could prove your event is working with hard facts and learn how to make it even better? With Zenus's Ethical Vision AI, you can protect your budget and have detailed reporting. Learn how that's all possible at Zenus.AI   

Sheriff Karamat, CEO at PCMA, discusses the impact of business events and the future of the associations industry. The conversation covers the strategic importance of using the right terminology and why the term “business events” is the right word for what we do; why great events are the ones that generate transformative impacts; what is needed to evolve the industry and fight the lack of speed that is typical of associations and governments; what the future of associations in the business events sector could look like and why AI can be such a transformative for business event professionals. Skift Meetings is defining the future of business events. Visit our website for the latest news, reports, reviews, and events.

Matt Haller, CEO of the International Franchise Association brings it to the table to update us on the latest in business... What are the leading trends in 2023 in franchising?  How is regulation impacting small business and consumers?  How is tech and AI impacting business?  And, what should we do as business leaders to work in today's environment? Matt Haller is President and CEO of the International Franchise Association (IFA), the world's oldest and largest trade association representing franchising worldwide. IFA represents thousands of franchisors, franchisees, and suppliers and works in Washington DC, across the country, and around the world to protect, enhance, and promote franchising.  Matt has been with the IFA for over 12 years. In 2021, Haller moved into the role of President & CEO from his previous position as head of government relations and public affairs. Under his leadership, the IFA continues to grow, expanding educational, event and promotional offerings across all of franchising while leading the charge to protect the business model in new and innovative ways. Bio Matthew Haller is President & CEO for the International Franchise Association. Matt has been a key member of the IFA team for 10 years, building extensive relationships with all three segments of the IFA membership: franchisors, franchisees & suppliers. During that time, he has held a number of roles including Communications Director, Vice President of Public Affairs, Chief of Staff to the CEO and Senior Vice President, Public Affairs. In 2017, he was promoted to Senior Vice President, Government Relations and Public Affairs: the leadership role he has held until today. During his tenure leading IFA's advocacy strategy, Matt expanded the association's lobbying, coalition building, grassroots, research and communications capabilities and took on some of our more difficult challenges, including defending the business model against the joint employer threat and significant legislative and regulatory issues at the federal, state & local levels. During the pandemic, he led the team's focus on helping the franchise business model survive, ensuring the Paycheck Protection Program and other relief efforts included eligibility for franchise businesses, while working with the internal team to innovate how to provide IFA members real value for their membership in the association. Prior to joining IFA in October 2010, Matthew was director of industry relations at the Pharmaceutical Care Management Association, where he developed PCMA's member and affiliate initiatives surrounding key industry issues. Previously, he served as manager of political affairs at the U.S. Chamber of Commerce, where he managed the Chamber's $20 million budget for political and issue advocacy campaigns during the 2004 and 2006 election cycles. Matthew has also held positions as legislative assistant for UPS Corporate Public Affairs and as a director of public affairs at Levick Strategic Communications, LLC.    Matthew received a bachelors degree in Political Science from North Carolina State University in Raleigh, NC. He resides in Washington, D.C. https://www.franchise.org/our-team/staff/matt-hallerMain Topics01:57 Insights into the current state (2023) of the franchise industry04:47 Disconnect of franchise development (regulations)07:52 Trends in franchising09:20 Tech/AI innovation in the industry12:10 What is Franchise Development?13:00 How will AI interact with business and personnel?16:16 The future of franchising!18:28 The Talent – Franchisor & Franchiseewww.franchise.orgConnect with Adam:http://www.startwithawin.comhttps://www.facebook.com/AdamContosCEO https://www.linkedin.com/in/adamcontos/ https://www.instagram.com/adamcontosceo/ https://www.youtube.com/@LeadershipFactoryhttp://twitter.com/AdamContosCEO Listen, rate, and subscribe!Apple PodcastsSpotifyGoogle Podcasts

If you're feeling frustrated and unfulfilled because your attempts to improve networking skills and build meaningful relationships are falling short, then you are not alone! Despite attending events, exchanging business cards, and sending follow-up emails, you may still find yourself lacking the connections and opportunities you desire.In this episode, you will be able to:Understand the importance of intentionality in the networking process for enhanced results.Apply practical in-person and virtual networking methods to step up your engagement game.Build strong relationships emphasizing collaboration rather than merely swapping business cards.Leverage modern virtual tools to strengthen connections and broaden your networking horizons.Recognize networking as a method to offer support to others, enhancing your personal and professional growth.My special guest is Robbie Samuels, a networking virtuoso with a passion for creating meaningful connections. His expertise has been recognized by NPR, PCMA, and Forbes, proving his skills are in high demand by industry leaders. As a virtual event design consultant and executive Zoom producer, Robbie has honed his craft in relationship-building, eventually becoming a TEDx speaker and Harvard Business Review contributor. He's also the author of three books, the latest being "Break Out of Boredom: Low Tech Solutions for Highly Engaging Zoom Events." www.robbiesamuels.comPurchase a copy of "Croissants vs. Bagels: Strategic, Effective, and Inclusive Networking at Conferences" here! Support the showBecome an Insider and get a special shout-out and thank-you on a future episode! https://www.buzzsprout.com/1809038/supporters/newPlease leave a review on Apple Podcasts. https://podcasts.apple.com/us/podcast/communication-twentyfourseven/id1576764160Order your copy of "Cracking the Rich Code" today at https://www.communicationtwentyfourseven.com/product-page/cracking-the-rich-code. Use code 'PODCAST' and get 20% off at checkout.Join The Rich Code Club and take your business and life to the next level! Click here. Are you a podcast host looking for a great guest or a guest looking for a great podcast? Join PodMatch! Click here.Host a live stream, record an episode, deliver a webinar, and stream it all to multiple social media platforms! Try StreamYard today for free! Click here.Record and edit your podcast episodes with the easiest-to-use drag-and-drop tools available! Try Alitu today! Click here. Join Inno...

Robbie Samuels has been recognized as a networking expert by NPR, PCMA, Harvard Business Review, Forbes, and Inc, and as an expert in virtual event design by JDC Events.  As a virtual event design consultant and executive Zoom producer, he designs and produces transformative, inclusive, and engaging online experiences. He is the author of three books, including his latest, ​​"Break Out of Boredom: Low-Tech Solutions for Highly Engaging Zoom Events.” Since 2016, he has hosted the On the Schmooze podcast and, since March 2020, #NoMoreBadZoom Virtual Happy Hour. Please join me in welcoming... all the way from his home in the Philadelphia suburbs - a TEDx speaker and HBR contributor - Robbie Samuels. Key Moments - [05:11] Robbie transitioned from being a networking expert to a professional speaker. - [08:07] Robbie learned how to build a community to achieve success. - [10:30] Robbie reflected on starting a business during tough times. - [14:00] Robbie embraced a proactive approach in times of uncertainty. - [15:22] Giving rides to the airport is Robbie's philosophy of abundance. - [17:04] Robbie reflected on the start of the pandemic and charitable giving. - [18:48] Staying abundant in your mindset and investing in your community is an insurance policy. - [19:29] Investing in your network can lead to opportunities and growth. - [22:39] Robbie shares content on LinkedIn, Instagram, Facebook, and his website. - [22:59] Robbie's books, podcast, TED talk, and NPR interview are on his website. These key ideas cover a range of topics, including Robbie's journey as an entrepreneur, his personal philosophy of abundance, reflections on the pandemic, and the importance of investing in your network and community. Find Robbie Online https://www.robbiesamuels.com  http://www.BreakOutofBoredom.com  http://www.NoMoreBadZoom.com - free monthly virtual happy hour for entrepreneurs http://www.OntheSchmooze.com - On the Schmooze podcast - 325+ episodes! http://www.CroissantsvsBagels.com - my first book http://www.SmallListBigResults.com - my second book http://www.linkedin.com/in/robbiesamuels http://www.facebook.com/robbiesamuels  http://www.twitter.com/robbiesamuels  http://www.instagram.com/robbiesamuels  Bonus resource library includes checklists, step-by-step guides, 30+ videos, and more! http://www.BreakOutofBoredom.com. If you're enjoying Entrepreneur's Enigma, please give us a review on the podcast directory of your choice. We're on all of them and these reviews really help others find the show. GoodPods: https://gmwd.us/goodpods iTunes: https://gmwd.us/itunes Podchaser: https://gmwd.us/podchaser Also, if you're getting value from the show and want to buy me a coffee, go to the show notes to get the link to get me a coffee to keep me awake, while I work on bringing you more great episodes to your ears. →  https://gmwd.us/buy-me-a-coffee Follow Seth Online: Seth | Digital Marketer (@s3th.me) • Instagram: Instagram.com/s3th.me Seth Goldstein | LinkedIn: LinkaedIn.com/in/sethmgoldstein Seth on Mastodon: https://s3th.me/@seth MarketingJunto.com Learn more about your ad choices. Visit megaphone.fm/adchoices

One thread that's been pulled through the majority of episodes since we began this podcast is the need to acquire and keep (or bring back!) talented people in the industry. Our guest on this episode is a great marketer, she hires people who are -- or develop into -- great marketers, and she keeps them! Or they boomerang back. "There is something inherently sexy about an agency and working in the events business, so we have developed a lot of our interns, and we transform them into full time employees." Without question, providing great services to clients is essential to maintain a successful business for so many years, and MDG and Kimberly's team have clearly done that. Through this conversation we get to learn how they manage to keep a robust and happy staff through times when that has been difficult for many organizations. Happy employees make clients happy, and Kimberly shares the many ways she and her staff manage to do just that. She shared some insightful research on "attendee sentiment" during the interview -- it turns out that is not published, but they shared a 2023 Q1 trends report, HERE. We also have TSNN's Danica Tormohlen who shares some industry news. Our guest Kimberly Hardcastle-Geddes As president and chief marketing strategist of mdg, the nation's leading marketing and public relations agency specializing in audience acquisition, Hardcastle-Geddes and her team provide solutions that increase attendance and exhibitor participation for category-leading events such as CES, NAB Show, World of Concrete, the International Baking Industry Exposition, and many, many more. Kimberly is an IAEE Krakoff Leaders Institute alumna, has a monthly column in PCMA's Convene magazine, and frequently presents to industry groups on strategic marketing planning. She's also a Navy wife, the mom of a TCU Horned Frog, an avid reader, and is equally as addicted to her Peloton bike as she is to junk food. ~*~*~ The "Trade Show Talk" podcast is publishing two episodes per month, tackling the most important issues the meetings and events industry is facing. If you'd like to be a sponsor or a guest, or you have a topic to suggest, please let us know by emailing podcast@tsnn.com. And we'd love it if you'd SHARE, rate, and review episode 31, & the show!

ROBBIE SAMUELS - BREAK OUT OF BOREDOM - new book. Robbie@robbiesamuels.com.          Robbie Samuels, Event Design Consultant and Executive Zoom Producer. Robbie is the author of three books. His latest, ​​"Break Out of Boredom: Low-Tech Solutions for Highly Engaging Zoom Events.” Break Out of Boredom is chock full of strategies, checklists, and step-by-step guides. The book's bonus content provides access to these resources as a download for easy reference.Today's guest has been recognized as a networking expert by NPR, PCMA, Harvard Business Review, Forbes, and Inc, and as an expert in virtual event design by JDC Events                                                #RobbieSamuels, #HarvardBusinessReview, #NPR, #Zoom, #HarvardBusinessReview, #ontheschmooze, #Ted-x, #Amazon, #trans-authors

Today's conversation fits under the P of People If you're a regular here, you know that I'm organizing the conversations around the 7Ps of the Humane Marketing Mandala. (If you're new here and don't know what I'm talking about you can download your 1page marketing plan with the Humane Marketing version of the 7 Ps of Marketing at humane.marketing/1page. It comes with 7 email prompts to really help you reflect on these different Ps). So, we're talking about the P of people or H of Humans. Only 5 years ago, if I said ‘People' you probably pictured a room full of people, or you and your clients or you and your friends going for a walk. Today, in the business context, a lot of the People stuff happens online, on Zoom. I've been working online for many years before the pandemic, so it wasn't a big change for me. I remember putting up a bonus free webinar to help teachers get acquinted with Zoom in the early months of the pandemic. Well, now everyone is Zooming. But not everyone does it well. Just the other week I watched a really quite uncomfortable Zoom call (or a teams call in that case) in a corporate setting where only the manager who was talking was on video, everyone else was hiding behind the screen. When he asked questions, there were long uncomfortable silences. I've myself had to really learn and still learning how facilitate groups on Zoom like our Humane Marketing Circle while giving everyone a chance to speak, and still keep the intimacy in breakout rooms. That's why I'm really excited to be able to learn from today's guest, Robbie Samuels. Robbie has been recognized as a networking expert by NPR, PCMA, Harvard Business Review, Forbes, and Inc, and as an expert in virtual event design by JDC Events. As a virtual event design consultant and executive Zoom producer, he helps organizations bring their events online with less stress and greater participant engagement. He is the author of three books, including his latest, ​​"Break Out of Boredom: Low-Tech Solutions for Highly Engaging Zoom Events.” Since 2016, he has hosted the On the Schmooze podcast and, since March 2020, #NoMoreBadZoom Virtual Happy Hour. In today's episode, Robbie and I talk about: How to host virtual events that feel like we're human How to facilitate bigger groups Create valuable breakout rooms How to make sure everyone gets a turn to speak How to create a feeling of community between participants Best practices to make calls engaging and fun And so much more Thanks for listening!   After you listen, check out Humane Business Manifesto, an invitation to belong to a movement of people who do business the humane and gentle way and disrupt the current marketing paradigm. You can download it for free at this page. There's no opt-in. Just an instant download. Are you enjoying the podcast?  The Humane Marketing show is listener-supported—I'd love for you to become an active supporter of the show and join the Humane Marketing Circle. You will be invited to a private monthly Q&A call with me and fellow Humane Marketers -  a safe zone to hang out with like-minded conscious entrepreneurs and help each other build our business and grow our impact.  — I'd love for you to join us! Learn more at humane.marketing/circle Don't forget to subscribe to the show on iTunes or on Android to get notified for all my future shows and why not sign up for my weekly(ish) "Sarah Suggests Saturdays", a round-up of best practices, tools I use, books I read, podcasts, and other resources. Raise your hand and join the Humane Business Revolution. Warmly, Sarah Imperfect Transcript of the show We use and love Descript to edit our podcast and provide this free transcript of the episode. And yes, that's an affiliate link. Ep 160 Ep 160 [00:00:00] Sarah: Hello, humane marketers. Welcome back to the Humane Marketing Podcast, the place to be for the generation of marketers that cares. This is a show where we talk about running your business in a way that feels good to you, is aligned with your values, and also resonates with today's conscious customers because it's humane, ethical, and non-pushy. [00:00:23] I'm Sarah z Croce, your hippie turn business coach for quietly rebellious entrepreneurs and marketing impact by. Mama Bear of the Humane Marketing Circle and renegade author of marketing like we're human and selling like we're human. If after listening to the show for a while, you are ready to move on to the next level and start implementing and would welcome a community of like-minded, quietly rebellious entrepreneurs who discuss with transparency. [00:00:52] Works and what doesn't work in business, then we'd love to welcome you in our humane marketing circle. If you're picturing your [00:01:00] typical Facebook group, let me paint a new picture for you. This is a closed community of like-minded entrepreneurs from all over the world who come together once per month in a Zoom circle workshop to hold each other accountable and build their business. [00:01:15] Sustainable way we share with transparency and vulnerability, what works for us and what doesn't work, so that you can figure out what works for you instead of keep throwing spaghetti on the wall and seeing what sticks. Find out more at humane.marketing/circle, and if you prefer one-on-one support from me. [00:01:37] My humane business Coaching could be just what you need, whether it's for your marketing, sales, general, business building, or help. Idea like writing a book. I'd love to share my brain and my heart with you together with my almost 15 years business experience and help you grow a sustainable business that is joyful and sustainable. [00:01:58] If you love this [00:02:00] podcast, wait until I show you my mama bear qualities as my one-on-one client can find out more@humane.marketing slash. And finally, if you are a Marketing Impact pioneer and would like to bring Humane Marketing to your organization, have a look at my offers and workshops on my website@humane.marketing. [00:02:33] Hi, friends. Welcome back. Today's conversation fits under the P of people. If you're a regular here, you know that I'm appreciating you and that I'm organizing the conversations around the seven Ps. Of the Humane Marketing Mandala, and if you're new here, I appreciate you just as much, and maybe you don't know what I'm talking about, but you can download your one page marketing plan with the [00:03:00] humane marketing version of the seven Ps of marketing@humane.marketing slash. [00:03:06] One page, the number one, then the word page, and this comes with seven email prompts to really help you reflect on these different Ps and kind of question all your assumptions around them. So we're talking about the P of people or the. Age of humans today, and you know, only five years ago if I said people, you probably pictured their room full of people or you and your clients, or you and your friends going for a walk. [00:03:38] But today, in the business context, a lot of the people stuff happens online on Zoom right now, I've been working online for many. Before the pandemic, so it wasn't a big change for me, but I remember putting up a bonus free webinar to help teachers get acquainted with Zoom in the early months of the pandemic because [00:04:00] none of the teachers knew how to use Zoom. [00:04:02] Of course. So everyone is zooming today, but not everyone does it well. Um, just the other week I watched a really quite uncomfortable zoom call or a teams call in that case, in a corporate setting where. Only the manager who was talking was on video, and everyone else was kind of hiding behind the screen. [00:04:25] And when he asked questions, there were like these long, uncomfortable silences and nobody answered. Not saying that silence is bad, silence is good, but in this case, if everybody's hidden behind their camera, then the poor manager obviously doesn't know what they're doing if they're even still there. So anyway. [00:04:46] Had to really learn, and I'm still learning myself how to facilitate groups on Zoom, like the ones in our humane marketing circle, while giving everyone a chance to speak [00:05:00] and still keep the intimacy in breakout rooms. So, yeah, I learned a lot over the last two years and that's why I'm super excited to be able to learn even more from today's guest, Robbie Samuels. [00:05:14] Robbie is a recognized networking expert and an expert in virtual event design. As a virtual event design consultant and executive Zoom producer, he helps organizations bring their events online with less stress and greater per participant engagement. He's the author of three books, including his latest. [00:05:36] Break out of boredom, low tech solutions for highly engaging Zoom events. Since 2016, he has hosted the Amish Schmooze Podcast and since March, 2020, the no more bad Zoom virtual happy hour. . So in this episode with Robbie, we talked about how to host virtual events that feel like we're [00:06:00] human, how to facilitate bigger groups, how to create valuable breakout rooms, how to make sure everyone gets a turn to speak, how to create a feeling of community between participants. [00:06:14] Best practices to make calls engaging and fun and so much more. As you will probably be able to tell, I really took this kind of like a, a mini coaching session for myself, and again, we're really applying this in our humane marketing circle. It's intimate, it's engaging everybody. Uh, turn or a chance to speak. [00:06:39] So if that's something you are curious about, do have a look at humane.marketing/circle. It's our community of humane marketers or entrepreneurs who want to market their business their way. We meet twice per month in an online setting. Right now it's Zoom, but [00:07:00] we'll actually change over to our own private live room on k. [00:07:05] Have a look at the details at humane.marketing/circle. And with that, let's welcome Robbie. Hey Robbie. So good to see you speak to you today. Yeah, thanks for having me here. Yeah, I'm excited. Uh, it's one of those topics, right, that five years ago we probably wouldn't be sitting on a call together, or at least not for that. [00:07:29] Probably more for networking, uh, because that's, that was your thing in the past or probably still is, but, but yeah, you kind of pivoted with the, with the pandemic and all. But yeah, I, I kind of. Dove right into it. So welcome to the Humane Marketing Podcast. I love you. You, I love to have you here. Why don't you take us a little bit into the past, but not too much, because we really wanna talk about, you know, zoom calls, group calls, [00:08:00] facilitation online, and all of that, which is the topic of your latest book as well. [00:08:05] So take us a little bit to the past and then to, to the. [00:08:09] Robbie: Well, Sarah, um, I spent over 10 years before the pandemic working to be recognized as a networking expert with a focus on networking at conferences, and that included writing a, my first book, launching a podcast. , um, creating a group coaching program, writing for Howard Business Review, doing a TEDx talk. [00:08:28] I was poised to be an overnight success 10 years in the making. Uh, my TEDx talk came out January, 2020, and by March, 2020 nobody cared. , it was sort of a, uh, not a very relevant topic to be an expert in around in-person networking because all in-person conferences and events really, Vanished. So I was trying to figure out how to show up and add value, and I wrote nine Ways to Network in a Pandemic as a, as a blog post on March 12th, 2020. [00:08:57] And one of those ways was to host [00:09:00] a virtual happy hour, which I did on March 13th. Unbeknownst to me that really launched a whole new thriving six figure business, uh, with all kinds of new revenue streams and really impacted a lot of other people's. I mean, it impacted my life, but the ripple effect is, has been extraordinary. [00:09:17] And by the end of the year, I was supporting organizations of bringing their events online with less stress and greater participant engagement. And as you mentioned, I am about to release on the three anniversary of that first virtual Happy hour, my third book, which is Break Out of Boredom, low Tech Solutions for Highly Engaging Zoom Event. [00:09:37] Sarah: Wonderful. Wow, what a comeback. Kudos to you. It must have been quite a dark night of the soul. I, I imagine that just kind of like realizing, oh my God, now what? [00:09:49] Robbie: Well, I mean, I, I accepted what was happening on March 9th because I had been paying attention to the news and mm-hmm. sort of was watching this come starting. [00:09:57] You saw this probably in January, just kinda like, [00:10:00] yeah. I was watching it kind of, kind of encroach our, our shores mm-hmm. and get closer and closer, so, I think I came to terms with it, uh, but I didn't know what to do next, and I don't like feeling that, I mean, I, I'm a person of action, so that feeling of being stuck. [00:10:14] But I was very fortunate because on uh, that Wednesday of that week, which is the 11th, I met with my peer mastermind and they gave me a kick in the pants and said, you don't think of networking as something that only happens in person. You have been building a global network for five years, virtually. [00:10:31] Why don't you go help people? And that got me outta my own way, and that's what led me to. Um, basically that night I started working on the nine ways list and, uh, published it the next day it got, you know, a good response cause it was very timely and I said, okay, I need to do one of these things. And I just looked at the list and it was 8:00 PM on a Thursday night , which is why the event is held five o'clock on a Friday cuz it was the next open spot that I could imagine calling a happy [00:11:00] hour. [00:11:00] And I didn't intend it to be a global network. A global event, but 36 countries have been represented amongst the members. Nice. Who attended I, and I'm still hosting it. Right? I'm still hosting that event. No more bad. zoom.com. Three years later. [00:11:13] Sarah: Wow. Yeah. Yeah. It's really it. It kind of demonstrates this idea of that you are not. [00:11:21] You know, you're, you're not kind of pushed into a niche, and that's where you are stuck for the rest of your life. There's a common thread to your message, right? And whether it is networking in person or now networking online and doing online meetings, Your concept or your approach to it is still the same? [00:11:41] Uh, it reminds me of my dark night of the soul where I got, you know, into a trademark mess where someone, um, was basically blocking me of using gentle marketing, which was the term I used before. And for like about two weeks, I was stuck a bit longer, Robbie, for about two weeks. I was like, well, now what? [00:11:59] [00:12:00] You know, how, how do I get out of this? And everything, everything I built, the books I published and, and two years of work and all of that. But then I realized, people told me as well, it's, well, it's not about a word. You know, you still have the community, you still have the concept, and, and so it's just mm-hmm. [00:12:17] It's great to hear those stories, I think. Right. For listeners as well to realize, well, you know, you can rebound. and, and start something new and it's still gonna be you and it's still giving you your approach, but, you know, just slightly different topic. So, so yeah, let's talk about this slightly different topic because, uh, as you, I think, uh, in one of the videos I watched from you, you said, you know, at the beginning you didn't even know you had breakout rooms, came with your free Zoom account. [00:12:48] And so yeah, that's how we all felt at the beginning of the pandemic. Been working online for years and years. So I knew Zoom, but it's true that a lot of people had like no idea [00:13:00] how to, you know, for me as well, breakout rooms was not a thing that I was using. So nowadays obviously everybody is zooming or, or teams or whatever they're using. [00:13:10] So how do you s how have you seen this evolve? Like what would you say in general? is the kind of the state of the online meetings now. Mm-hmm. . Do most people use them to their advantage and you know that it's really great. All these Zoom meetings we have, or do you hear kind of the opposite? [00:13:33] Robbie: Well, just to go back to your earlier point, the through line for me is that events are about content and connection. [00:13:39] Right. People were leaving their house and getting on planes to travel to conferences, not just for the information they would learn, but for the people they would meet. Right. And so when events became synonymous with the virtual events, I knew we needed to figure out a way to make that possible virtually. [00:13:57] Now, prior to the pandemic, An [00:14:00] online program, which was typically a webinar platform where you couldn't see participants and participants couldn't see each other. Right. It was 45 minutes of death by PowerPoint, followed by ineffectual Q and A on moderating chat . Oh God. Yeah. So I think we've come a long way in what our expectations are, but I also think it depends on the industry. [00:14:19] Because I still know, you know, I've, I've been invited to do some programming virtually for the employee resource group of like a bank or a law firm or financial sector. And like, they tend to be blown away by what I'm doing because they're using it in a very, Minimalist approach to how they use whatever platform they're using. [00:14:42] They're just like turning on their camera and that's it. And [00:14:46] Sarah: if that, because I've assisted to some of the meetings my husband has to kind of survive through and yeah, nobody is on camera like. . [00:14:55] Robbie: That's just it. So, so I think that it really is a range. I can't answer like one way, but I [00:15:00] also don't focus personally on corporate space or the workforce. [00:15:03] Mm-hmm. , I'm my book and my approach is really focusing on the presenters who have between 60 and 90 minutes to offer value to a one-time audience. now, and a lot of this can be therefore applied if you are teaching, uh, a course or a class, this is, you know, or even like a, a weekly team meeting, you can apply a lot of this to that. [00:15:25] But I think there's, there's a few more restrictions. So, for instance, I don't recommend using third party. Tools like Mentee Meter and Jamboard, which I love. But if you only have 60, 75, 90 minutes, you might lose people because if they don't, if they're not familiar and you don't know if they're familiar cuz you don't know the audience super well, you might lose them. [00:15:45] And, and if, if it's about engagement, you're gonna get 70 to 90% of people to responding to a Zoom poll. And you might get 30 to 50% actually answering. , one of these third party polls. Mm-hmm. . And so [00:16:00] yes, it's fancy, yes, it's cool , but if the end result is fewer people actually taking action and people feeling a little bit confused about something, that's not where we want people to be. [00:16:11] So I also, I really focus a lot in the book and in the work that I do on some principles around purpose first design and also quality facilitation. So I'm, I'm specifically focusing on the Zoom. As far as the technology, but those other pieces around facilitation and purpose first design are applicable to any medium, including in person. [00:16:36] Mm-hmm. . So I think there's a strong Venn diagram because I also do in-person event design consulting, and I've been doing that a long time. And then back to doing that again now that people are backed in person. So to me there's a big overlap. How you design an in-person workshop or presentation for 90 minutes and online, but then there's the outliers that you have to consider for both. [00:16:58] So I think that there's a lot of [00:17:00] potential. I've done incredible programming. I've got some great stories in the book about some really cool outcomes we've achieved by bringing people together across geographies to have really in depth conversations about important topics. . I also think that people's tolerance for the sort of boring approach, , is they really don't have any, like, I think people are zoomed out and zoom fatigue. [00:17:24] That's why I call it breakout of boredom. And, and by, by the way, breakout rooms, I went from not knowing I had access to, you know, , I dunno, my book's like 60 some odd thousand words and like 10,000 words. Almost 20% is about breakout rooms. So, [00:17:40] Sarah: yeah. So let's go there. Um, I, I wanna really have you walk us through kind of some of these, you know, yes, they're technicalities, but I think the way you explain them is always comes back to purpose. [00:17:54] You know, like what is. , what's the common [00:18:00] purpose for, uh, us to be on this call? That's how I understood it, um, when I went through this checklist that you'll share with us at the end. So let's start with the waiting room, right? Um, that's usually our first experience when we go on to a Zoom meeting. So how, if we are, if my listeners are hosting a group, uh, zoom. [00:18:24] what are some of the things that can be done? Let's just take Zoom as an example, can be done to already kind of give people this feeling of I belong, or this is, I'm a, I'm on in the right group here. Sure. Like what [00:18:39] Robbie: can we do? Well, for starters, if you're having a group meeting, stop using your personal meeting room because, uh, you, if you write, if you create a meeting, a specific meeting for. [00:18:53] Group, then the name of that meeting will be what appears in the waiting room. Um, so that'll assure people. But you can [00:19:00] also have different settings. So if you use a different link, you could set it so that participants are muted upon entry. Mm-hmm. . Now for why one-on-one calls, I do use my personal meeting ID and I don't mute people because if it's just two of us, I, I don't need you to be muted. [00:19:18] It's actually kind of an inconvenience for you to be. Right, because people start talking and I have to point out to them like, don't forget to unmute . Yeah, the usual, you're muted . Yeah. So then the other thing I would say for waiting rooms, you can customize it beyond that. And there's a bunch of different options. [00:19:33] A lot of what I'm gonna be sharing is under zoom.us, and then you go to settings, which is on the left side menu, and you can just start from the top. And actually really close to the top is waiting rooms. So there's some really cool customi customization, uh, including you can embed a video, you can put an image, you can put text. [00:19:50] Um, I sometimes have texts just says, , take a breath. You know, like, yeah. Take a, take a moment to yourself. Mm-hmm. before you come in. Yeah. But you need [00:20:00] to know that whatever you put for your customization will be what people see for all of your meetings. For that one account. So Okay. If you make a special video for like a big event you're doing, you have to then remember, put a note on your calendar to switch it back to whatever. [00:20:14] You're more general, so you can [00:20:16] Sarah: customized each waiting room separately for each meeting. It's just one you [00:20:21] Robbie: can, but you'd have to like keep going back in and remembering to switch it on and off. Right. [00:20:25] Sarah: Okay. Yeah. Okay. That makes sense. Yeah. Okay, great. So, uh, one question. Can people chat already in the waiting room? [00:20:33] I don't think so. Right. [00:20:35] Robbie: Uh, they can't, uh, right now the host can communicate with people in the waiting room. Uh, and I think that they're gonna come out with a feature where the waiting room can then respond back to the host individually. Okay. Um, they, you cannot change your name, for instance, in the waiting. [00:20:53] but the host can change your name. So there's some new features that are coming out. Okay. Um, but I also wanna go back to, [00:21:00] you mentioned purpose first design, and I, I address it as well. So I want you to think about, as people are coming into your session, they're going to be thinking, feeling, and you're doing. [00:21:11] one thing. At the end of their time together, they're gonna be thinking, feeling, and or doing something else. And then in between is the transformation, right? So if you really spend some time thinking about where they're starting and where you want them to end up, that will help you decide. The structure flow, what exercises, what kind of content, how much time to spend on things, what to put in the waiting room, whether or not to have a breakout room. [00:21:38] If so, what kind of question? What kind of, what is the goal of, even for a breakout room, like what's the purpose of a breakout room? Is it around networking? Is it for them to discuss something? Is it for them to share? Is for them to feel like they belong. Like once you understand the sort of really primary focus of each piece of it and how it fits in with that overall goal, it's gonna help you design a much better [00:22:00] quality experience for your participants. [00:22:02] So that's the purpose first design piece. And then the facilitation is just to stop confusing people by saying the incorrect thing. Like go ahead and raise your hand in chat. Never been a raised hand button in chat. I've heard that phrase a lot. Or pointing down and like pointing, uh, pointing here and saying, go to reactions when that's not where it is. [00:22:28] Reactions on your side is on he over here. So if I, if I go to tell you like, um, oh, go ahead and go ahead and, uh, go to the top right of your screen and click. I'm not pointing at the right side of your screen. . This is the right side of your screen. So that's cold mirroring . Mm-hmm. And if you were on a stage physically, you would, you would know that, right? [00:22:51] Like you would know that if you pointed to your left, they're gonna see it on the right. But when we're doing this virtually, people kind of forgot all about that. So that just [00:23:00] hurts our brains. It makes our brains work a little extra hard. And that's part of that zoom fatigue is confusing instructions. [00:23:07] Um, The person who spends a lot of time saying, um, all right, let's see. I'm gonna try to share my slides. Let's see. Oh, the file's not open. And then they like, share their desktop. And you watch them like go through everything on their desktop. You're like, uhhuh, as they like narrate every step. That's, we can all get 5% better every time we zoom. [00:23:30] Yeah. Whether we're participating, whether we're hosting, whether we're speaking. Just aim to get that little bit better. . [00:23:37] Sarah: Yeah. Yeah. There's so many small details that we need to learn, right? That, that now it's this extra layer. And actually in some of the videos you, you mentioned it's really helpful to a first, have an extra, um, screen that you can, you know, have one just dedicated screen for your PowerPoint presentation, for example. [00:23:58] Mm-hmm. , uh, [00:24:00] and even, uh, an extra person, like someone who helps you, you know, read through their questions in a q and a setting, or, yeah, just like there's so many things that we have to manage that, or we haven't even started talking about breakout rooms. But yeah, there's a lot of things going on that it, it really is sometimes helpful to have a, an extra person. [00:24:22] Robbie: Mm-hmm. , I think if, um, if you have more than 20 people, , I think it's, it starts to be a, for most people, that's where it makes sense to start thinking about having a second person. Right. But that second person, um, could be like a fellow. Uh, I, I know for instance, I know speakers who sh who support each other. [00:24:42] Right. Will they take turns? Like one will moderate chat for one person's program and then the other one will go back and moderate chat for the other person's program? Yeah. Awesome. You can train an assistant or, uh, an. or you know, a VA or even a member of your community to manage chat and manage the q and a [00:25:00] and manage, you know, all of that. [00:25:01] So yeah, it, it, it, and then, but it scales up because, you know, I, I train people on to be Zoom producers, and so Zoom producer would do all the tech, not just the chat. They would handle any technical issues that. You know, community has getting in, getting their sound to work. And then they would also, uh, manage breakout rooms and sharing slides if you need them to, any, anything needed. [00:25:27] Uh, as well as managing chat. And then there's the executive sort of, uh, event design, virtual event design that I do where I'm really providing the strategy ahead of time, training the speakers and how to look good, all that stuff. So it, there's layer. . But I would say starting with having a. Understanding of what does a good Q and A even look like? [00:25:50] Mm-hmm. , and then what kind of support you might need to pull that off. If you've only got six or seven people in a room, I think you're, you're fine on your own. Fine. Yeah. But you still have to know that [00:26:00] while I'm doing my best to look at the camera, there's something happening in chat. So I have sort of techniques where I ask people to write their question and chat, but to write the word question in all caps before their question. [00:26:13] So I'm more likely to. To see it. I also increase the font size by to 150% of the original font size in chat, which makes it a lot easier to catch when things are happening, um, off to side. So these are all little things that over time one thing becomes easier. Then you add on something else. So I'm not saying everyone has to do everything all at once. [00:26:36] That's the 5% part. Um, so I actually have a, a program called The 5% Advantage, and it's the, I launched it in May of 2020 and um, my wife was like, why would anyone wanna get 5% better ? And I said, no, no, every time it's about like continual improvement. , it's, it, it's amazing, like how much faster you will improve if you aim to just [00:27:00] keep getting a little bit better each time. [00:27:03] Sarah: I like that. Um, I do wanna ask you about breakout rooms cuz that's I think one of the things that Yeah, a lot of, uh, these. Programs, um, now include right now that we've gotten used to being on camera on Zoom, where it's not just like a webinar style anymore. And so one of the things you mentioned, um, is this idea of having clear instructions and, and I think I. [00:27:28] Really, I probably get better 5% every time I do it, but it's true that it's so essential to give clear instructions before sending people off into breakout rooms. Cuz you, you explained, you know the situation where people find themselves in the breakout room and they're like, Uh, anyone know what we have to do? [00:27:48] And, you know, they just start chatting about who they are and, and all of that. So, what's kind of like best practices about giving clear instructions, uh, for these breakout [00:27:58] Robbie: rooms? So start back [00:28:00] with the purpose first design. What is the goal of the session? The, the breakout part of this session? Um, if it's a quick icebreaker, then you can do either two people for five minutes or three for six. [00:28:11] If you can open more. I don't know, 10, 15 rooms. I would say three for. minutes is better cuz it's less likely that someone's gonna get stuck in a room by themself because of the internet. Um, failing one person. Um, but that would be like a quick icebreaker question. So they're just, they're literally just going around for a moment to say hello to each other. [00:28:30] Uh, you might do three or four people for 10 minutes. To similarities, how people go around and answer a question. Um, each person gets a couple of minutes and then that goes all the way up to, you know, a discussion where people might get, you know, it might be five or six people for 15 minutes where people really all answer a quick question, but then they dive into. [00:28:49] thoughts about that question a little bit more. So what happens is that if you just sort of throw people in a room without any clear question, uh, someone will [00:29:00] eventually unmute. Like at first they're all gonna like, look at each other. Like, what do we do here? The person who's most comfortable, um, most privileged , uh, probably has been around this community the longest is, is gonna be the one who unmutes and they may not relinquish the microphone and it might become just a. [00:29:19] A whole session of one person talking and now you're in the main room and you're like, awesome People are engaged. They're having so much fun. But that's, that's like checkbox engagement. Like in reality, one person had the mic for the whole time. So what I wanted to say is intentional engagement is that we provide not only a question that is specific, one question, not lots, don't ask the choose from three and all that, but you also provide an answer. [00:29:46] So you say, , you know, what's your biggest win of the week? Here's mine to get you thinking. Here's mine that you then put the question that you just said as the prompt in chat, and you say, if you need [00:30:00] to, you can open up chat and see the question. And let's go alphabetically. Let's go alphabetically by last name. [00:30:07] So if your last name's closest to a, you'll go first. We'll go in that order. And if you don't have a last name showing, go ahead and add it. Or you're going first. Hmm. And that way they get in their brains have already been thinking about the question. , when you tell your answer, you're sharing a story and stories ignite stories in other people's brains. [00:30:27] Mm-hmm. . So when I tell you my big win of the week, you start thinking about, well, what's my big win of the week? Mm-hmm. . So you're already a little bit primed to participate, and then you find out the order and you realize. . Ooh, there's a good chance I'm gonna be going first. , like my last name's close to a, and you're like, oh. [00:30:43] So you really are mentally repaired to unmute and jump in. Now some people get kind of cutesy about the order and they do like longest and short hair or colors of shirts or birthdays. All of those are kind of distracting. Take some time to discuss. [00:31:00] Leading. I mean I've been in so many sessions like that, that we end up talking about horoscopes cuz we were asked to like go in the order of our birthdays, right? [00:31:09] So I generally, I say like alphabetical or, or reverse alphabetical by, um, first name or last name. And if you really think a particular order would be helpful, for instance, maybe people for most experience at least experience with something you can say when you get into the breakout rooms, go to chat and put in the. [00:31:27] Of years you have with this, and we'll use that to organize, you know, most experienced, at least experience. But, um, but all that structure is actually, um, it helps people feel like they belong. And I actually think that thoughtful structure is about inclusion. It's about people feeling not just invited, but welcomed into a conversation. [00:31:49] It tells shy people and introverted people and newcomer. and people who maybe you speak a language that's different than the dominant language being used, it tells [00:32:00] them exactly what the rules are. There's no like in crowd knows how to ask questions or how to unmute. Everybody knows everything. So I think we, we, um, we as hosts and facilitators sometime like relinquish our role by saying, you all figure it out, but just like an in-person event, like people thrown together at a bar. [00:32:24] Often find the people they wanna meet. But when you structure an event at a bar and you've got name tags and people who are welcoming, you've got activities, you have people in, you know, interacting and engaging with each other. , that little bit of structure is what leads people to find each other, not just the randomness. [00:32:41] And I think online we need the similar structure to help people really find value in those breakout room discussions and wanna stay in touch. Everybody wants to find their people. Nobody wants to feel like they're the only one in the room having this challenged problem, identity, whatever it is. So I, I love [00:33:00] breakout rooms for that reason. [00:33:00] I think it provides so much community building. and then you bring them back. And I think an important part of, of breakout rooms is thinking about what kind of debrief. And by default, a lot of times the debrief is just how people use the raised hand feature. Um, or worse, worse than that would be go ahead and unmute if you have anything to say. [00:33:20] I'm like in person. You would never be like, all right folks, just start talking . It's just so weird that we do that online all the time. Um, so I would say alternate between sometimes having people raise their hand, which is self nominat. Sometimes have people write things in chat sometimes, uh, have them write things in chat, but wait to hit enter until you tell them. [00:33:39] I call that a, uh, waterfall debrief. Um, sometimes I have people nominate someone in chat mm-hmm. . So like, who shared a really great win, nominate them and let's, uh, get them to share with all of us. Um, there's just so many ways. To bring lots of voices in, not always the same. Like I'm an outgoing extrovert. [00:33:56] I, Sarah, I will raise my hand, answer a question, not knowing what the question [00:34:00] even was. , like, I'm like, sure. Mm-hmm. . But then you have people like me dominated in conversations the whole time. So the structure allows someone else to grab the mic or to be invited to grab the mic if they choose. [00:34:12] Sarah: Yeah. Thank you. [00:34:13] I'm grabbing the, I'm grabbing the mic. I'm the introvert in the room. . Um, yeah. So many good things. Two, no, I'm just gonna kind of reiterate the main takeaways for me. So first of all, yeah, the clear instructions when you send people into the breakout room and, and also what I really loved is, and what we haven't been doing in my Humane Marketing Circle community is defining ahead of time who goes first. [00:34:43] I think that is a big aha for me to really say. . Yeah. Take away that awkwardness like, you know, do you wanna go first? No, you go first. So it's like, okay. It's already clear who goes first. What my community recently asked me is actually to have two [00:35:00] minutes of reflection before they go into a breakout room so that they can. [00:35:05] Kind of think about because we kind of go deep into the, in, in the breakout rooms. But the other thing I learned right now from you is to, for them to already have my answer, um, so that it, like you said, it's a story, right? So they come in with a story, um, And I love that. One thing you didn't mention, uh, that I'm doing, and you'll tell me what you think about that is. [00:35:30] So I usually, for now, I don't go into the breakout rooms just because I, I don't have another person to help me manage it. So I'm the one sending the messages into the breakout rooms saying, okay, it's time to switch next person, you know. The three or four minutes to talk. Do you use that? Is that a good practice or do you [00:35:50] Robbie: Yeah, so, um, there's a couple things that I didn't, I didn't mention that. [00:35:54] Made me think about. One is there's a, there's a setting when you, there's an option when you set up the breakout [00:36:00] rooms that will put a countdown clock on the top. Right? Right. So it's really helpful to turn that on Uhhuh because then when everyone gets in, they know they have 10 minutes and they know how much time is remaining. [00:36:10] Um, helps 'em divide the time up equally. It helps them. Wrap their conversation up and at the end of that 10 minutes, my recommendation is to change. To be a 15 second countdown clock is default. 60 minutes. 60 seconds. Mm-hmm. But if you're watching the time countdown, and then suddenly you have a minute, there's this moment of almost walk awkward walk. [00:36:29] Awkward is when you say a big goodbye to someone at a restaurant and then discover we're both going in the same direction to your cars . That's. in person, but similarly, like you get to this point where everyone's like, all right, great, see you. Oh, 60 seconds. And then some people leave. Some people are like, oh, I have a whole nother thing. [00:36:47] I think I can squeeze in 60. Like it just, you know. So you're the [00:36:51] Sarah: countdown. It's better to have less time [00:36:53] Robbie: actually. Like Yeah, just get like, okay, we're wrapping up, we're coming back like we had, you got your 10 minutes, [00:37:00] then come back. Or to tell people, I mean, I guess if you wanted 'em to keep the 60 seconds, you can say, It's gonna be, you know, I guess just give people clear instructions. [00:37:08] Yeah. Um, and then, yes, there's a couple of ways to broadcast into the rooms. One is text only, and I, that's like walking by with a sign. Like if you were at an in-person event, you'd be walking by with a sign that said two minutes. You know, and you wouldn't say anything. You would just walk by and try to catch. [00:37:24] Not everyone would see it. You might be holding the sign behind some people's heads. Right. It's a very small font at the top. Then they have broadcast. and that is a lot more jarring if you wanted to use it. I think you need to tell people in advance, um, that you're going to say switch because it's a voice [00:37:42] Sarah: outta nowhere. [00:37:42] I never used it cuz I thought like, that is so odd if all of a sudden [00:37:46] Robbie: they hear my voice. Now, if you only had two people and it was very clearly like, you know, pairing and then switch, I could see cuz again would you in person like ring a bell and call out. Okay folks switch like [00:38:00] if you would. Think about like, yes, it's disruptive. [00:38:04] Now the problem is if you, if you have three people you don't know when they switched, like it's not as exact as science. And then there's also a way to broadcast an image, a video, or um, like a slides, like anything you can put on your screen, you can broadcast that. , um, that would be interesting to do if you had facilitators in the rooms and you wanted everyone to go through this content at the same pace. [00:38:26] You would be advancing the slides based on a certain increment of time. Facilitators would then be sort of taking questions, um, and. You would know that all the rooms were kind of moving through the content at the same pace, at the same amount of time for q and a at the end, and you'd be managing that. [00:38:44] They wouldn't be able to forward it, they wouldn't be able to annotate on it. But it is a way to like share the question. Again, it's disruptive in the sense that suddenly there's this thing on their screen mm-hmm. , um, that's, that's blocking some of them. Although they're, it's funny because the people are gonna be, uh, actually [00:39:00] over here in the image over here if they have a side by side set up. [00:39:03] So, but, um, but generally, yeah, the broadcast messaging, I would say like a two minute warning is usually really useful, like a halfway through two minutes left. But, um, the countdown clock up here is, is really, really helpful for most. . [00:39:17] Sarah: Yeah, I'll start using that. I haven't used that. I didn't know it existed. [00:39:20] And, and so thanks to your checklist, I now know where it is. So, so, um, yeah, we're coming to the end and, and so let's not forget to mention your checklist, but we started with the beginning. We went through the, you know, breakout rooms and all of that. And you said in the design, it's so important to also think. [00:39:40] you know, how are we gonna end this? So what is a good ending? What is, do you use any rituals or, um, yeah. You mentioned pictures, I think in one of the tips as well where you kind of take a screenshot of everybody. What are some good ideas for ending [00:39:56] Robbie: calls? Well, I think a lot of times calls end [00:40:00] with, well, we don't really have any time for anymore questions. [00:40:04] Like, and that's it. So if it's a presentation, I think it's really smart to. like two minutes. The end where you say, you know, oh, okay. Let me just, um, you know, those were great questions. Lemme just share some closing thoughts and then you have like the reiteration of your main point. Not, not new information, but like, it could be a reiteration of your main point. [00:40:26] It could be call to action or here are some next steps, or Here's what's coming up. , but you make sure that the, you know, if you're hosting, you give the mic back to the speaker, you thank them, you let them have two minutes, and then you take it back and say like, thank you. Here's what's happening next. So we just, you wanna think about having kind of a close, um, that isn't just, you know, wa wa we're out of time and, um, and, and gets people thinking about what do they do with this next, I, I like to do something I call calendaring, connecting, collaborating, and I do this both [00:41:00] in person. [00:41:01] as well as online when I design calendaring. Connecting, collaborating. So calendaring is you ask everyone to take a minute to think about one thing they can do in the next two weeks that they will help them move forward on this topic. And you say, great, now that you have that idea, open your calendar on your phone and find a time in the next two weeks that you're gonna be able to do that. [00:41:22] And like, look at your notes from today and. Connecting is if you're not quite sure what to do or you need some help, uh, look around to the people that you've been meeting with today and in breakout rooms and me and other. Here are some other people and resources. These are the people that you can sup, get support from. [00:41:39] Write down their names. Make sure that in those two weeks you also reach out to some of them and say hello and build a connection or deepen a connection. And then collaboration is that we're not doing any of this alone. I'd love to know. What happens next? Um, you know, lean into each other together. We're gonna build great things. [00:41:56] So, you know, this is your community. And I think that [00:42:00] particularly if, if your goal is to move people from inspiration to action, having that kind of ritualistic closure is helpful because, You know, some people will take tons of notes, but it's, it's useless without a plan. And others are just listening and not taking notes and so they, they also don't have a plan. [00:42:17] And so building some time in, and that could be 10 minutes, that could be a, a, you can really draw that out if you wanted to, or it could be something you do kind of quickly. [00:42:26] Sarah: Mm-hmm. . Yeah. I love that. And I love that. , you know, we allow ourselves to have time for that. Uh, and that really needs to be planned into the whole Yes. [00:42:37] Uh, meeting. Right. Oftentimes, like you said, you kind of find yourself just rushed at the end and it's just like, [00:42:43] Robbie: okay, bye. Best content is more. Yeah. I think too often we try to cram a lot in, I wrote my first book in order to stop doing two hour programs. Mm-hmm. , like I had been doing this two hour talk for years and years and years, and I thought if I had a book, , I could say, oh, and you [00:43:00] can read more about that in my book and not have to say every single word. [00:43:04] And so similarly today, like we're not, I haven't, I mean, literally, I almost, you know, 20% of the book is on breakout Ri, so we, we scratch the surface of it, but it gets people the information to realize that there is a new way and then they can go investigate and DIY on their own or seek out support if they need it. [00:43:22] But yeah, I, I, there's a lot of. [00:43:25] Sarah: Yeah. And since you said less content is more. Right. I think also, uh, a point you made is like, don't, don't hide behind the slides. Mm-hmm. , especially if, if we're talking about community calls and, and not, you know, some kind of corporate settings. So definitely, yeah. That's one big one for me. [00:43:46] It's like yeah, the, whenever you can show up on the camera and not behind the slide. Yeah. Yeah. Amazing. Wonderful. Well, please do share, uh, again, the name of your [00:44:00] book and that, uh, p d f that people can download and look at your videos to go and dive deeper. [00:44:07] Robbie: Yeah. So, um, the book is called Break Out of Boredom, low Tech Solutions for Highly Engaging Zoom Events. [00:44:14] Uh, it is gonna be published, uh, later this week. So I'm gonna just tell you if you go to breakout of boredom.com. , um, after March 5th or sixth, the, the link will be live and ready to go. Um, building a huge launch team right now, so reach out. If you're interested in being part of that, I'd love a review and the videos that you're mentioning, it sounds like you've done a good job diving into them. [00:44:38] they're available@robbiesamuels.com slash videos, and they're also some of the bonus content. So the book has a lot of free bonus content and the videos, which are 30. Strategy videos and my no more bad zoom settings checklist. Those are, um, one of, I think 10 or 11 resources that are, um, sort of bonus content [00:45:00] that goes with the book, though, all that's available at the breakout of boredom.com. [00:45:05] Sarah: Wonderful. Thank you so much, Robbie. I always have one last question that I ask all my gifts and that is, what are you grateful for today or [00:45:13] Robbie: this. , my wife , she's amazing. Uh, she actually recently got laid off and wasn't feeling well. And yet, despite both those challenges, has been an incredible support. [00:45:24] I've had a very busy, uh, couple of months getting ready for this book, writing and launching at the same time. Um, and she holds our family together and our house together. And she, when we got married, said, you know, , you have higher earning potential than I do cuz you're entrepreneurial. And I said you may regret them saying that [00:45:44] And here we are. Um, it's true. I I am, I've got a business cuz I had someone who really believed in me and makes space for what I'm trying to create. So it's, you all need to thank her because I've been able to do a lot of good for a lot of people, [00:46:00] uh, because there's someone in my life who believes in, what's her name, Robbie. [00:46:03] Sarah: Her name is. Hi Jess. I hope you're listening to this . Wonderful. Thank you so much for taking the time to to meet here. Thank you. Appreciate it. Thank you. So much you could I info this conversation right? I hope you took some notes. Uh, please find out more about Robbie and his work@robbiesamuels.com. And if you didn't take notes, go over to uh, find his checklist@robbiesamuels.com slash videos for his 30 plus Zoom strategy videos and checklists. [00:46:37] Uh, his podcast where I'll be a guest on soon as well, I is called on the schmooze, and you can find it on the schmooze.com. And his book, uh, again, is called Break Out of Boredom, low Tech Solutions for Highly Engaging Zoom Events. And if you're looking for others who think like you, then why not join us in the Humane Marketing Circle? [00:46:58] Find out more [00:47:00] at humane.marketing/circle. As I mentioned before, we meet twice monthly on Zoom right now, and our calls are definitely non boring and highly engaging because everyone is heard and seen. So again, humane.marketing. Circle. You find the show notes of this episode@humane.marketing slash 60 and 60 episodes. [00:47:27] Wow, I can't believe it. On this beautiful page, you'll also find a series of free offers, such as my Saturday newsletter, the Humane Business Manifesto, and the free gentle confidence mini course, as well as my two books, marketing like we're human and selling like we're human, and. Audiobook fan. Uh, this is just a reminder that marketing like we're human is now also available in audio format on Audible or anywhere else where you get your audiobooks. [00:47:58] Of course, read by [00:48:00] yours. Truly. Thank you so much for listening and being part of a generation of marketers who cares for yourself, your clients, and the planet. We are change makers before we are marketers, so go be the change you want to see in the. Speak soon.

Host: David Adler Guest: Richard Waddington In this episode of GatherGeeks, BizBash chairman and founder David Adler sits down with Richard Waddington, one of the most creative players on the international event scene. He is the co-founder and former CEO of event agency First Protocol, which is now known as FIRST. And he's been in the news recently as part of PCMA's acquisition of the U.K.-based Event Marketing Association (following its acquisition of another event marketing body, CEMA, in 2020). Here, Waddington recalls working his way up the hospitality ladder, candidly discusses his struggle with dyslexia, and speaks about trust and the importance of apprenticeship relationships. As a leader and a participant in the huge growth of the events industry over the past 20 years, Waddington is a must-listen guest. The episode concludes with the return of our “Ask the Experts.” Dawn Penfold of Meetingjobs talks dealing with being miserable at work—and how to know when it's time to leave. And wine and spirits specialist Vanessa Cominsky returns to discuss how wine is no longer a luxury but a must-have at events, plus how cannabis and nonalcoholic beverages are faring now.

Today's guest Robbie Samuels has been recognized as a networking expert by NPR, PCMA, Harvard Business Review, Forbes, and Inc, and as an expert in virtual event design by JDC Events. As a virtual event design consultant and executive Zoom producer, Robbie helps organizations bring their events online with less stress and greater participant engagement. He is the author of three books, including his latest, ​​"Break Out of Boredom: Low-Tech Solutions for Highly Engaging Zoom Events.” Connect with Robbie: Buy Robbie's book and get the bonus material at www.BreakOutofBoredom.com Connect with Watson: https://www.linkedin.com/in/ten10resilience/ Learn more about the Resilience Initiative www.hashtagresilience.com WHY.os || Coaching || Speaking || Podcast Host || Work with Bereaved Parents --- Support this podcast: https://anchor.fm/watson-jordan/support

We always try to put on the best meeting and event for our clients, attendees, or partners. But, how often do we stop and look around? As planners, when we go to an industry event, are there real/concrete takeaways that we can apply to our planning when we get back? In this episode, Amanda and Darryl talk to two amazing planners about their experiences at IMEX Americas and talk through Darryl's time at PCMA's Convening Leaders meeting earlier this year. Thanks to Nathalie Johnson, Sr. Meeting Manager at the American Association of Neurological Surgeons (AANS) and Claire Abrams, an independent planner for sitting down and sharing their thoughts. Have you been to an industry event and had that “ah-ha” lightbulb moment? What did you take away to apply at your events? Share it with us by email us: at miracleworkerspodcast@gmail.com or leave us a voicemail at: https://anchor.fm/miracleworkerspodcast/message --- Send in a voice message: https://podcasters.spotify.com/pod/show/miracleworkerspodcast/message

What worries you this 2023? Are there trends you need to watch out for? In this episode, we focus on customers and also discuss the flows, ins, and outs of the industry.Kai Hattendorf graces the podcast today. Kai is the CEO of UFI - the global association for the exhibition industry. With UFI being active all around the world, he spends a lot of time connecting with the industry and our stakeholders around the globe. He's a sought-after speaker across the events industry and regularly here in the US - and was recently named "Business Events Strategist of the Year" by PCMA.We Discuss:UFI's 5 Trends to Watch for 2023Deep-dive on the customer focusKai's Top Tips:Don't get too distracted by all the discussion about inflation and/or recession - this will passFocus on providing the best experience and outcome for exhibitors and buyers right nowKai's Key Takeaways:If times are tough, focus on your customer. They will reward you big time!Go check out UFI - a great source of information, and the go-to association for expo people in the US who want to connect internationally.Get in touch with Kai Hattendorf and UFI in LinkedIn https://www.linkedin.com/company/ufi-association/Get the Trade Show University email newsletter for weekly tips, tools, and expert advice to maximize the ROI for your next trade show or event - all for FREE!Visit tradeshowu.biz and drop your email on the home page!Subscribe at Apple Google Spotify

What's new and coming online in the perennial popular Central Florida destination of Orlando? From major new hotel and attractions openings and renovations to group activity options, and the hugely anticipated Brightline high-speed rail line connecting Orlando and Miami, there's a wealth of updates to share. Meetings Today's Tyler Davidson sat down with Casandra Matej, president and CEO of Visit Orlando, to discover what's in store for meetings and conventions groups in 2023.

PCMA Convening Leaders held its 2023 edition in Columbus, Ohio, a destination that unveiled many surprises to attendees who enjoyed its booming restaurant scene, thriving arts and entertainment districts and the many facets of the Greater Columbus Convention Center. Did you know that Columbus is the largest city in Ohio and the 14th largest in the U.S., and is home to a diverse population that includes one of the largest LGBTQ+ populations per capita in the nation? It's also considered the fourth largest center of design in the U.S. and the headquarters city of a number of major Fortune 500 companies. Meetings Today's Tyler Davidson sat down with Experience Columbus President & CEO Brian Ross to get his impressions on major new developments in the destinations, Experience Columbus initiatives and what the impact of PCMA Convening Leaders will be on Ohio's capital city.

How is the meetings and events faring as the worst of the pandemic seems to be in the past, and where are we headed as new headwinds confront the industry? Maritz Holdings and Maritz Group President & CEO David Peckinpaugh shares his insight as the leader of the global MICE powerhouse. Also: What's new inside Maritz, from DEI and sustainability to its leadership role in fighting human trafficking in the hospitality industry. Meetings Today caught up with Peckinpaugh at PCMA Convening Leaders in Columbus, Ohio, to get the skinny from one of the top leaders in the global MICE industry.

Perhaps the biggest news at PCMA Convening Leaders 2023 was the association's acquisition of Event Leadership Institute, a major player in the meetings and conventions education space. ELI founder Howard Givner, now senior vice president of knowledge and innovation for PCMA, sits down with Meetings Today's Tyler Davidson to discuss the details of the acquisition, the mutual benefits PCMA and ELI members will receive, and what he sees as the future of education in the meetings and conventions industry.

As Designer Brands CEO, Roger Rawlins leads one of the U.S.'s largest organizations of designers, producers and retailers of footwear and accessories. Raised in Columbus, hear why this top exec was happy to stick around the city throughout his career.

The RAPID5 project in Columbus will connect residents and visitors to nature like nowhere else. Hear about this trailblazing effort from RAPID5 President and CEO, Dr. Amy Acton.

Lubna Najjar returns for another episode to take us deeper into Columbus' thriving fashion scene and talk about her current fashion projects, and sustainability initiatives with her denim line, HER Denim.

Emmy Award-winning host of YouTube's Brave Wilderness, Coyote Peterson, takes us behind-the-scenes of his show and life in Columbus.

Rosemarie Rossetti, Ph.D., has built a legacy inspiring people around the world as a disability inclusion expert. Hear her remarkable story of resiliency and how Columbus has shaped her business.

Learn how Jeni's Splendid Ice Creams founder, Jeni Britton, pioneered the artisan ice cream movement through her fearless mentality and visionary drive.

Solid PR practices call for changing the conversation to one's advantage, but PCMA's recent OpEds based on a paid-for white paper are more than suspect.  Listen in as lobbyist & managing partner of Public Policy Partners Meghaen Della'Artino, and General Counsel for American Pharmacies Miguel Rodriguez, speak with PUTTcast host Monique Whitney about strategy, the current political arena, and how the power of grassroots and a constituent's voice can overcome the most well-funded PBM politics. Learn more about your ad choices. Visit megaphone.fm/adchoices

The recently signed gun law, S. 2938: Bipartisan Safer Communities Act, contained a surprise dingleberry postponing a regulation designed to save seniors money on their pharmaceutical drugs by prohibiting kickbacks to an industry few have heard of: Pharmacy Benefit Managers (PBMs). This little-known but extremely powerful industry deserves much of the blame for ever rising prescription drugs costs in the United States. In this episode, Jen gives you the scoop on PBMs and how they make their money at the expense of Americans who are most dependent on medications. Please Support Congressional Dish – Quick Links Contribute monthly or a lump sum via PayPal Support Congressional Dish via Patreon (donations per episode) Send Zelle payments to: Donation@congressionaldish.com Send Venmo payments to: @Jennifer-Briney Send Cash App payments to: $CongressionalDish or Donation@congressionaldish.com Use your bank's online bill pay function to mail contributions to: 5753 Hwy 85 North, Number 4576, Crestview, FL 32536. Please make checks payable to Congressional Dish Thank you for supporting truly independent media! View the shownotes on our website at https://congressionaldish.com/cd255-pharmacy-benefit-managers-pbms We're Not Wrong Berlin Meetup Contact Justin at WereNotWrongPod@gmail.com Background Sources Recommended Congressional Dish Episodes CD134: The EpiPen Hearing US Healthcare Landscape Jessi Jezewska Stevens. Apr 23, 2020. “A Brief History of the Great American Healthcare Scam.” Bookforum. Tanza Loudenback. Mar 7, 2019. “The average cost of healthcare in 21 different countries.” Insider. Chuck Grassley and Ron Wyden. 2019. “Insulin: Examining the Factors Driving the Rising Cost of a Century Old Drug [Staff Report].” U.S. Senate Finance Committee. “Health Insurance Coverage of the Total Population.” Kaiser Family Foundation. Sara R. Collins and David C. Radley. Dec 7, 2018. “The Cost of Employer Insurance Is a Growing Burden for Middle-Income Families.” The Commonwealth Fund. PBMs What are PBMs? JC Scott. Jun 30, 2022. “Drug manufacturers are root cause of high drug costs; PBMs drive costs down.” The Hill. Zach Freed. Jun 22, 2022. “The Pharmacy Benefit Mafia: The Secret Health Care Monopolies Jacking Up Drug Prices and Abusing Patients and Pharmacists.” American Economic Liberties Project. Adam J. Fein. Jun 22, 2021. “The Top Pharmacy Benefit Managers of 2020: Vertical Integration Drives Consolidation (rerun).” Drug Channels. “Flash finding: How drug money from sick people really works.” Nov 11, 2021. 46brooklyn. Adam J. Fein. Feb 3, 2019. “Don't Blame Drug Prices on ‘Big Pharma.'” The Wall Street Journal. How PBMs Make Money “DIR Fees.” National Association of Chain Drug Stores. “How PBMs Make Money: PBM Practices & Profits.” RxSafe. True North Political Solutions. Oct 25, 2017. “White Paper: DIR Fees Simply Explained.” Pharmacy Times. ACA “Vertical Integration” Loophole Peter High. Jul 8, 2019. “A View From Inside Cigna's $67 Billion Acquisition Of Express Scripts.” Forbes. Angelica LaVito. Nov 28, 2018. “CVS creates new health-care giant as $69 billion merger with Aetna officially closes.” CNBC. David Dayen. Oct 12, 2018. “Why the Aetna and CVS Merger Is So Dangerous.” The American Prospect. Jeff Byers. April 12, 2018. “Optum a step ahead in vertical integration frenzy.” Healthcare Dive. Graph: Optum opens up wider market for UnitedHealth Group Graph: Optum's pharmacy business contributes the majority of its revenue Susan Morse. May 10, 2017. “Secret weapon: UnitedHealth's Optum business is laying waste to old notions about how payers make money.” Healthcare Finance. Lobbying “Client Profile: Pharmaceutical Care Management Assn.” Open Secrets. The Demise of Independent Pharmacies Christine Blank. Oct 17, 2019. “Independents Prepare to Close Up Shop.” Drug Topics. Paulina Firozi. Aug 23, 2018. “The Health 202: Here's why rural independent pharmacies are closing their doors.” The Washington Post. What Is a Formulary? Ana Gascon Ivey. May 19, 2020. “A Guide to Medication Formularies.” GoodRx. Previous Delays in Rebate Regulation Paige Minemyer. Jan 29, 2021. “In a win for PBMs, Biden administration delays rebate rule.” Fierce Healthcare. Paige Minemyer. Jan 12, 2021. “PCMA sues Trump administration over rebate rule.” Fierce Healthcare. “Incorporating the Effects of the Proposed Rule on Safe Harbors for Pharmaceutical Rebates in CBO's Budget Projections—Supplemental Material for Updated Budget Projections: 2019 to 2029.” May 2019. Congressional Budget Office. The Gun Law Passage Process Office of the Clerk. May 18, 2022. “Roll Call 212 | Bill Number: S. 2938.” U.S. House of Representatives. Tampa Bay Times Editorial Board. May 12, 2022. “Republican lawmakers should be ashamed for failing to honor Justice Joseph Hatchett.” Miami Herald. Annie Karni. Apr 12, 2022. “House G.O.P., Banding Together, Kills Bid to Honor Pioneering Black Judge.” The New York Times. Background on Most Important Provisions Mary Katherine Wildeman. May 26, 2022. “Data show most school shootings carried out by young adults, teens.” CT Insider. Jeffrey Pierre. May 26, 2022. “Experts say we can prevent school shootings. Here's what the research says.” NPR. The Dingleberry Erik Sherman. Jun 30, 2022. “Gun Safety Bill Extends Drug Middlemen Protection From Anti-Kickback Measure.” Forbes. Molly Rutherford. Jun 28, 2022. “Gun legislation provision puts drug supply chain profits over patients.” The Hill. Marty Schladen. Jun 22, 2022. “Deep inside the gun bill: a break for prescription drug middlemen.” Iowa Capital Dispatch. Poland Train Station Taylor Popielarz, Maureen McManus and Justin Tasolides. Mar 25, 2022. “‘The help given is remarkable': Inside the Poland train station that's become a hub for Ukrainian refugees.” Spectrum News NY1. The Law and the Regulation S. 2938: Bipartisan Safer Communities Act Senate Vote: 65-33 (All Nos GOP) House Vote: 234-193 (All Nos GOP) Jen's Highlighted PDF of S. 2938: Bipartisan Safer Communities Act Fraud and Abuse; Removal of Safe Harbor Protection for Rebates Involving Prescription Pharmaceuticals and Creation of New Safe Harbor Protection for Certain Point-of-Sale Reductions in Price on Prescription Pharmaceuticals and Certain Pharmacy Benefit Manager Service Fees U.S. Health and Human Services Department November 30, 2020 Audio Sources The State of Competition in the Pharmacy Benefits Manager and Pharmacy Marketplaces November 17, 2015 House Committee on the Judiciary Witnesses: Bradley J. Arthur, R.Ph., Owner, Black Rock Pharmacy David Balto, Law Offices of David A. Balto PLLC Amy Bricker, R.Ph. Vice President of Retail Contracting & Strategy, Express Scripts Natalie A. Pons, Senior Vice President and Assistant General Counsel, CVS Health Clips 53:48 Bradley Arthur: The Big Three PBMs control almost 80% of the entire market and these PBMs have the upper hand both in negotiating the contract with the payer, as well as strongly influencing the actual plan design itself. The PBM industry typically states that they can use their economic power to harness enhanced market efficiencies, but for whom? However, the staggering annual revenues that continue to grow each year of the big three suggests that these efficiencies are going directly to their corporations' bottom lines. Small community pharmacies like mine are faced on a daily basis with the impact of the PBMs' disproportionate market power. Community pharmacies routinely must agree to take-it-or-leave-it contracts from the PBMs just to continue to serve our long-standing patients. As if that weren't enough, the PBMs also directly set the reimbursement rates for pharmacies, the very same pharmacies that stand in direct competition of some of these PBM-owned mail-order and specialty pharmacies. Therefore, it comes as no surprise that the PBMs present employer and government payers with carefully tailored suggested plans designs that steer beneficiaries to these PBM-owned entities. Drug Pricing in America: A Prescription for Change, Part I January 29, 2019 Senate Committee on Finance Witnesses: Kathy Sego, Mother of a Child with Insulin-Dependent Diabetes Douglas Holtz-Eakin, Ph.D., President, American Action Forum Mark E. Miller, Ph.D., Vice President of Health Care, Laura and John Arnold Foundation Peter B. Bach, MD, MAPP, Director, Memorial Sloan Kettering Center for Health Policy and Outcomes Clips 1:57:30 Sen. John Cornyn (R - TX): Can anybody on the panel explain to me why we have a general prohibition against kickbacks — they call them rebates — under the Social Security Act, but we nevertheless allow it for prescription drug pricing? What's the sound public policy reason for excluding prescription drug pricing from the anti-kickback rule under federal law? Douglas Holtz-Eakin: I can't explain that and won't pretend to. [laughter] Sen. Cornyn: I thought I was the only one who didn't understand the wisdom of that. Well, it's not a transparent arrangement and it does produce upward pressure on drug prices. And obviously, the negotiations between the PBM and the pharma in terms of what the net cost is, is not transparent, nor is it delivered to the consumer. Is it Dr. Miller? Dr. Bach? Peter Bach: It's delivered to the consumer indirectly through the reduction of the total cost of the benefit, but it is not delivered to the actual consumer using the drug, and that is a disassociation, that is a problem. Because it essentially reverses the structure of insurance. Lowering the total costs are people who use it the least, and raising the costs are people who use it the most, relative to if you allowed the rebate to be used at the point of sale, including all discounts. 1:59:49 Douglas Holtz-Eakin: If we had the negotiation be about the upfront price, so instead of a high list price and a rebate, you just negotiate a lower price, that would be the price that Ms. Sego would pay and insurance companies would look at that and say, okay, she's not paying as much as she used to, we're going to have to make up that money somewhere else and they might raise premiums. That means that people who don't have extreme insulin drug costs would pay a little bit more in a premium every month, and people who have extremely devastating medical conditions and high health care costs would get less costs. That's exactly what insurance is supposed to do. And so the rebate system is more than giving strange incentives on pricing. It's undercutting the purpose of insurance in general. Drug Pricing in America: A Prescription for Change, Part II February 26, 2019 Senate Committee on Finance Witnesses: Richard A. Gonzalez, Chairman and Chief Executive Officer, AbbVie Inc. Pascal Soriot, Executive Director and Chief Executive Officer, AstraZeneca Giovanni Caforio, M.D., Chairman of the Board and Chief Executive Officer, Bristol-Myers Squibb Co. Jennifer Taubert, Executive Vice President, Worldwide Chairman, Janssen Pharmaceuticals, Johnson & Johnson Kenneth C. Frazier, Chairman and Chief Executive Officer, Merck & Co., Inc. Albert Bourla, DVM, Ph.D., Chief Executive Office, Pfizer Olivier Brandicourt, M.D., Former Chief Executive Officer, Sanofi Clips 1:22:03 Albert Bourla: Adverse incentives that favor higher cost biologics are keeping biosimilars from reaching patients. In many cases, insurance companies declined to include lower cost biosimilars in their formularies because they would risk losing the rebates from covering higher cost medicines. I can't think of a more concerning example of a broken system and we need to do something about it. 1:33:35 Sen. Chuck Grassley (R - IA): So many of you have voiced support for the recent rebate rule proposed by the administration. Should the administration finalized this rule, will you commit to lowering your drug prices? Richard Gonzalez [CEO, AbbVie]: Mr. Chairman, we are supportive of the rule. We'd like to see it in its final form, obviously, to make a final decision, but we are supportive of taking the discount to the patient at the point of sale. Sen Grassley: Okay. AstraZeneca? **Pascal Soriot [CEO, AstraZeneca]**The same for us Senator, I would go one step further: if the rebates were removed from the commercial sector as well, we will definitely reduce our list prices. Sen Grassley: Okay. And Bristol? Giovanni Caforio [CEO, Bristol-Myers Squibb]: We have the same positions. Sen Grassley: Okay. Johnson and Johnson? Jennifer Taubert [EVP, J&J]: Yes, we're supportive, and that definitely would be my goal. We would just need to see the final legislation, provided that there aren't additional fees that are added into the system to compensate for the rebates. Sen Grassley: Merck? **Kenneth C. Frazier: I would expect that our prices would go down if we change the system. Again, on the commercial side as well as the Medicare side. Sen Grassley: Okay, Pfizer? Albert Bourla [CEO, Pfizer]: It is a very clear intention that we will not keep a single dollar from these rebates. We will try to move every single penny to the patients and we think if this goes also to the commercial plants that will be even better for more patients. Sen Grassley: Okay. Sanofi? Olivier Brandicourt [Former CEO, Sanofi]: Lowering list price has to be linked to better access and affordability at the counter for the patients. 1:35:20 Sen. Ron Wyden (D - OR): Is it correct that your company, and nobody else, sets the starting price for all drugs sold by Pfizer? Yes or no? Albert Bourla: It is a negotiation with PBMs and they are very powerful. Sen. Wyden: But you still get to set the list price? Albert Bourla: Yes, but we set this price and the rebate limit(?). 1:35:40 Sen. Ron Wyden (D - OR): Is it correct, when a hypothetical patient, let's call her Mrs. Jones, goes to pay for her drug at the pharmacy counter, her coinsurance is based on the price of the drug you set? Albert Bourla: It is correct in many cases. Sen. Wyden: Okay. I just want you all to know that the number one reason consumers are getting hammered, is because these list prices, which you have the last word with respect to where they are, are unaffordable. And the high prices are tied to what the consumer pays at the pharmacy counter. And all this other stuff you talk about, the rebates and the discounts and the coupons, all this other stuff is window dressing, all of that. And the fact is on Part D, 40% of the drugs don't even have a rebate. So I want it understood, particularly because I've asked you, Mr. Borla, I think you and others in the industry are stonewalling on the key issue, which is actually lowering list prices. And reducing those list prices are the easiest way for American consumers to pay less at the pharmacy counter. 2:12:45 Sen. Thomas Carper (D-DE): First is eliminating rebates to PBMs. That's the first one, eliminating rebates to PBMs. The second is value based arrangements. And the third is increasing transparency industry-wide on how you set your prices. 2:13:20 Richard Gonzalez: We clearly support providing the discount at the patient level, eliminating rebates essentially. 2:14:10 Pascal Soriot: If the rebates, as I said earlier, were to be removed from Part D and the commercial sector, we would actually reduce our list prices. 2:15:10 Giovanni Caforio: I would say that not only do we support all three elements that you mentioned, but I do believe those three elements together with the continued effort to develop a generic and biosimilar market would mean significant change, and would clearly alleviate the concerns that patients have today. 2:14:44 Jennifer Taubert: We are very supportive of all three elements that you outlined 2:15:52 Kenneth Frazier: We too support all three. 2:15:55 Albert Bourla: All three elements are transformational for our industry, will disrupt it. However, we do agree that these are the three things that need to be done and also I believe that will have significant meaningful results if we do. 2:16:10 Olivier Brandicourt: We support the three Senator, but we want to keep in mind at the end of the chain the patient has to benefit, so if rebates are removed it has to be to the benefit of patients. Sen. Thomas Carper (D-DE): Good, thanks. 2:18:10 Albert Bourla: 50% of the American people are in commercial plans and these rebate rules apply to Medicare. If the rules apply to all, definitely the list price will go down. 2:18:30 Albert Bourla: The list price is not irrelevant, it's very relevant for a lot of people because they have to pay list price during the deductible period. However if the rebate rule is applied, then they become irrelevant because the patients will not be paying the list price at the purchase point. 2:19:10 Sen. John Thune (R-SD): How would manufacturers respond if the rebate rule were finalized for government programs? I mean, what does that what does that mean for the commercial market? Albert Bourla: Senator, as I said before, all these proposals that they're discussing, [undistinguishable], eliminating the rebate rule, are transformational and will disrupt the way we do business. I don't know exactly how the system will evolve, and I really don't favor a bifurcated system. I would like to have a transparent single system across both parts. So we need to see how the whole thing will evolve. 2:25:26 Johnny Isakson (R-GA): Who sets the discount and who sets the rebate? 2:26:20 Richard Gonzalez: We negotiate with payers, so managed care and PBMs— Sen. Johnny Isakson (R-GA): You're a supplier though, so you have to go negotiate with the PBMs and those people, is that right? Richard Gonzalez: Correct, and they negotiate aggressively. Sen. Isakson: Is that pretty much true with everybody, that they're the major component between the end retail consumer price and the origin of the product? Richard Gonzalez: Yes, Senator. Sen. Isakson: Well, that seems like that's someplace we ought to focus, because that's where the distorted numbers come in. Johnson & Johnson, Janssen, in your testimony, you talked about your average list price of 8.1%, up, but an average net price change of only 4.6%. So while your gross went up 8.6, your net went down 4.6 In the same pricing period. How does that happen? If you're setting the price, how does it not go up on the bottom? Jennifer Taubert: Yeah, and in fact, in 2018, our net price actually declined 8.6%, so even more than that. The intermediaries in the system are very, very effective negotiators— Sen. Isakson: Tell me who the intermediaries are. Jennifer Taubert: Those would be the PBMs and the insurers. Sen. Isakson: …and the insurance companies? Jennifer Taubert: Right, and they set the formularies for patients. Sen. Isakson: And they're not the same. They're two different people? Jennifer Taubert: Yes, correct. 2:40:45 James Lankford (R-OK): All of you have mentioned the rebate issue has been a problem and that insurance companies and PBMs are very effective negotiators. Part of the challenge of this is, health insurance companies pay their PBM based on the quality of their negotiation skills, cutting a price off the list price. And so if a list price is higher and a rebate is higher, that also gives preference to them. So the difficulty is, as you raise list price, and the rebate gets larger, the insurance company gives that preference, making it harder for biosimilars. Am I tracking this correctly? 2:43:00 Albert Bourla: Here in the US, the penetration of biosimilars is much lower than in other places, but it is disproportional to different parts of the US healthcare system. For example, in open systems, systems where the decision maker it is a PBM, the one biosimilar we have has a market share of 5% in the US. In closed systems, in systems like Kaiser, for example, integrated healthcare systems where the one who decides has the whole cost of the healthcare system in its interest, we have 73%. 5% and 73% for the same product. I agree with what Mr. Fraser said that we need to create incentives, but I would add also that we need to break this rebate trap that creates significant disincentives for providers, and the healthcare system, and insurance companies. 3:19:25 Kenneth Frazier: If you went back a few years ago, when we negotiated to get our drugs on formulary, our goal was to have the lowest copay by patients. Today the goal is to pay into the supply chain the biggest rebate, and so that actually puts the patient at a disadvantage since they're the only ones that are paying a portion of the list price. The list price is actually working against the patient. 3:19:50 Sen. Steve Daines (R-MT): Why do we have a system today? Where you all are setting, I'll just say very, very high list prices, which is the starting point for negotiation. Why? Olivier Brandicourt: Senator, we're trying to get formulary position. With those list prices. High list price, high rebates. It's a preferred position. Unfortunately the preferred position doesn't automatically ensure affordability at the end. Kenneth C. Frazier: Senator, If you bring a product to the market with a low list price in this system, you get punished financially and you get no uptake because everyone in the supply chain makes money as a result of a higher list price. Drug Pricing in America: A Prescription for Change, Part III April 9, 2019 Senate Committee on Finance Witnesses: Steve Miller, MD, Former Executive Vice President and Chief Clinical Officer, Cigna Corporation Derica Rice, Former Executive Vice President and President, CVS Health and CVS Caremark William Fleming, Pharm.D., Segment President, Healthcare Services, Humana Inc. John Prince, Chief Executive Officer, OptumRx Mike Kolar, JD, Interim President & CEO, Senior Vice President and General Counsel, Prime Therapeutics LLC Clips Sen. Ron Wyden (D - OR): Pharmaceutical Benefit Managers first showed up decades ago, back when prescription drugs were being utilized more extensively. The PBMs told the insurance companies, “we're the ones who know drug pricing, we will handle the negotiations for you.” But there is little evidence that the pharmaceutical benefit managers have actually held down the prices in a meaningful way. In fact, most of the evidence shows just the opposite. Pharmaceutical Benefit Managers actually make more money when they pick a higher price drug over a lower price drug. Colleagues, let's remember that all the way through this discussion, benefit managers make more money when they pick a higher price drug over a lower price drug. The logic on this isn't exactly complicated, graduate-level economics. PBM profits are based on taking their slice of the prescription-drug pie. More expensive drugs means there's a bigger pie. When there's a bigger pie, [there are] bigger slices for the pharmaceutical benefit managers. 50:24 Mike Kolar: Rebates and the role they play have been key areas of focus in the drug cost debate. In our view, rebates are a powerful tool to offset high prices, which are set by pharmaceutical companies, and pharmaceutical companies alone. The fact that rebates are not offered on many of the highest cost drugs, and that studies show no correlation between prices and rebates underscore that rebates are a key to mitigating rather than causing high drug prices. We pass rebates through fully to our plans, and we believe our plans should be able to choose how to apply these rebates in ways that best serve their members and market needs by balancing premiums and cost sharing. 56:05 Sen. Chuck Grassley (R-IA): I'd like to talk about consolidation, including the recent integration of PBMs with insurance companies. Last year I wrote to the Justice Department on the issues, it reported that the three largest PBMs who are before us today now covers 71% of Medicaid, Medicare Part D enrollees and 86% of standalone Drug Plan enrollees. 57:45 Derica Rice: This is a highly competitive space. In addition to the three that you've pointed out here, CMS has noted there are over 60 PBMs across the US. Therefore, the competition, there's many options for the employers that are out there, government entities, as well as unions to choose from given their specific needs. 1:10:35 Sen. Debbie Stabenow (D-MI): So when we look at Express Scripts has 100 million Americans covered, CVS 90 million, OptumRx 65 million, Prime Therapeutics 27 million, Humana 21 million, and yet Americans still pay the highest prices in the world. Even though you are negotiating for millions of people. The VA has its own pharmacy benefit manager service, they negotiate for 9 million veterans, and they pay, on average, 40% less for the same drugs that the rest of the healthcare system pays for. Despite greater volume, you are unable to secure these kinds of low prices. With all due respect, you guys are pretty bad negotiators. Given the fact that the VA can get 40% less. And so I'd like to know from each of you why that's the case. Dr. Miller? Steve Miller [Former EVP and Chief Clinical Officer, Cigna Corporation]: Yes. Part of the equation is giving patients choice. At the VA, they actually limit their formulary more than any of us at this table do. So oftentimes, they'll have one beta blocker, one ace inhibitor. And so if it's going to get to that level of choice, then we could get better prices also. Sen. Stabenow: Let me jump in, in the interest of time. I know you create nationwide drug formularies, you have pre-authorization, you give preferred status to certain medications. So you don't use any of those tools that the VA is using? Because you do. Steve Miller: We definitely use those tools, but we also give people choice. It's crucial for both physicians and patients to have the choice of the products they want to be able to access. Many of our plans want us to have broad formularies and when you have more products, it means you move less market share. Sen. Stabenow: So basically you're saying a 40% premium gives them more choice. 1:24:30 Sherrod Brown (D-OH): If the administration's rebate rule were finalized as proposed, would you in some way be required to change the way you do business? Mike Kolar: Yes, Senator we would. John Prince: Yes. William Fleming: Yes. Derica Rice: Yes. Steve Miller: Yes. Sen. Brown: Thank you. 1:25:05 Sherrod Brown (D-OH): What percentage of prescriptions that you fill across Part D actually receive a rebate? Roughly what percentage? Mike Kolar: So Senator, approximately 8% of the prescriptions that we cover in Part D are associated with a rebate. Sen. Brown: Okay, Mr. Prince? John Prince: Senator, I don't know the exact number, I know our overall business is about 7%. Sen. Brown: Okay, thank you. William Fleming: About 7-8%. Derica Rice: Senator, I do not know the exact number but we pass through 100% of all rebates and discounts. Sen. Brown: [Grunt] Steve Miller: 90% of the prescriptions will be generic. Of the 10% that are branded, about two-thirds have rebates. So it's about seven-- Sen. Brown: 7-8% like the others. Okay. To recap, PBMs do not set drug prices. Forcing you to change the way you do business -- as the administration's rule would — will not change that fact. And while the rule might impact a small percentage of drugs and Part D that receive a rebate, it does nothing to lower costs, as your answer suggests, for the other 90% of prescriptions you fill. Most importantly, absolutely nothing in the proposed rule would require Secretary Azar's former employer or any other pharma company to lower the price of insulin or any other drug. It's important to establish that, so thank you for that. 1:41:40 Catherine Cortez Masto (D-NV): Let me ask you, Dr. Fleming, in your testimony, you say Humana's analysis of the rebate rule -- and we're talking about the administration's rebate rule now — found that approximately 17% of beneficiaries will see savings at the pharmacy counter as a result of this rule. Can you tell me a little bit more about who these people are? And what kind of conditions do they have? William Fleming: Senator, there will be a number of members who are taking brand drugs for which we get rebates and so it could vary all the way from the common chronic conditions, things like diabetes or hypertension or high cholesterol, all the way over to occasionally, not usually, but occasionally on the specialty drug side. When you think of some medications like treatments for rheumatoid arthritis, multiple sclerosis, places where there's competition. Cover Art Design by Only Child Imaginations Music Presented in This Episode Intro & Exit: Tired of Being Lied To by David Ippolito (found on Music Alley by mevio)