This program is built to help partners increase profits by providing them with better solution information & resources about our Healthcare Materials Management solution. 

1. Steady Stream Program:
Healthcare Materials Management
Presenters:
Aidan McCrea
Don Ramsay

2. Presenters
An energetic marketing
professional, Aidan brings a
wealth of digital and
traditional marketing
experience to Binary Stream’s
growing team.
A CPA, CMA certified
accountant for 15 years, with
5 years as a Dynamics GP
consultant, Don brings a
wealth of experience to his
role as Solutions Consultant
here at Binary Stream.

3. Steady Stream Program Schedule
Solution
Information
Sales Strategies
and Tips
Marketing
Strategies and Tips

4. • GP does not allow internal consumption of Inventory
• Example: Items get transferred to a “Surgical Tray”. They are expensed but still need to be
countable. GP does not allow for this.
• Some required inventory items need to be purchased and stored as non-stock items. GP does
not provide inventory management for those items
• Not cost effective to purchase GP licenses for all who need access to supplies
• This potentially adds unnecessary additional GP licenses for limited usage
• Not easy for professional health care workers to access needed supplies.
• Many business specific functions not covered in most ERPs
Business Pains (There are more but we only have an
hour)

5. • GP (and other ERPs) are super foundational products but…
• Companies have different needs and operational requirements
• It is extremely complicated to try and add every possible need into a single product
• As a result of not having all functionality in a single product….
• Companies utilize Excel or other spreadsheets (or methods) to track needs
• This results in very manual processes that are significantly error prone.
• Also results in huge time saving losses at month end or other reporting deadlines
Reasons for Business Pain

6. • Specific purpose products are designed to handle specific needs (ISVs)
• Think of a cell phone with multiple apps that each user can choose to make their cell
phone unique for their needs.
• With ‘apps’, ERPs like GP can now greatly extend their capabilities
• This leads us to HMM (Healthcare Materials Management)
• Expands capability of GP to handle many unique healthcare needs
• Covers inventory, requisitions, purchasing, contracts, etc.
• Let’s take a look and see how HMM can help
Solutions?

8. Sales Strategies & Tips

9. • Warehouse/store managers spending longer than necessary to complete cycle
counts
• Company has a need to reduce inventory costs
• Needs more accurate inventory reporting
• Reduce time and complexity for end users to order inventory
• Needs more central control to manage and approve orders and obtain best
volume pricing
Characteristics of a Good HMM Prospect

10. • CEO
• CFO
• Purchasing
• Warehouse/Stores Manager
• Materials Consumers
• Controller
• Supply Chain Manager
Decision-Maker Supporters/Influencers
Ideal Buyer Roles

11. • Hospital/Clinic/Facility that only has one location/store
• Facility that has no central stores
Characteristics of a Bad HMM Prospect

12. • Expenses are charged right away when transferring inventory into use
• Integration with handhelds
• Widely used by hospitals already, is a very trusted name in HMM
• No need to do manual purchase orders
• Easy integration, as long as buyer utilizes Microsoft GP in their facilities
• More general solutions don’t integrate with handhelds
• Standalone material management applications provide limited data and detail in the
ERP system
• Standalone material management apps require separate reporting tools
Key HMM Differentiators

13. “We’re concerned about the cost/ROI”
• HMM reduces inventory costs, ensuring your ROI over time
“I’m afraid it’s too complicated to implement”
• We offer training for you and your staff for an easy transition
“I don’t know if it will integrate well with my current systems”
• As long as you’re running Microsoft/Dynamics GP, HMM will integrate easily because
it is designed specifically for this environment
Handling Objections

14. • Simplifies complex materials management processes
• Allows for integration with industry standard requisition software, and
seamlessly communicates with your ERP
• Receive automatic alerts when it’s time to reorder for any consumption site or
procurement center
• Ensures the best possible purchase by using pre-established vendor contract
prices
How it adds value for a company

15. • Use mobile phones or scanners to easily recognize usage, update inventory,
and request materials in real time, without additional ERP licenses
• Automate usage processes, allowing you to focus more on what matters
• Boost procurement efficiency by leveraging insightful data created by HMM
• Efficiently move supplies and equipment throughout the Healthcare Supply
Chain
• Print labels with ease from anywhere within the system
How it adds value for a company Pt. 2

16. Marketing Strategies & Tips

17. • HMM is best distributed to in very specific campaigns
• It has specific functionality that benefits companies with a short set of problems
• Your distribution strategy should focus on key benefits and capabilities
• Use a very personalized approach to marketing this solution
• Try to match your end-users need with a marketing approach that addresses those
Key Distribution Tactics

18. • Healthcare supply chain management has many association and groups to be part of
• In these groups you’ll not only be able to find prospects, but also further marketing & sales tips
• Find the groups on LinkedIn, Facebook, Forums, Reddit
• AHRMM (Association for Health Care Resource and Materials Management) is the biggest health
care supply chain association in the North America
• They have a conference every year in August
• 1000+ attendees
• 80+ speakers
• Ahrmm.org
• WSHMMA (Western States Healthcare Materials Management Association) is another large
healthcare materials management association/conference
• Wshmma.org
Materials Mgmt. Groups & Tradeshows

19. • Supply chain conferences are massive; it’s important that if you sponsor or
attend that you position yourselves in an unique way
Things to consider:
• Booth location
• Try to be near the entrance to the hall
• Decide whether it’s better for you to be near a large competitor to draw audience, or far away to not get
lost in their traffic
• Setup meetings
• This will allow you get the best ROI from the conference you attend, especially with HMM, which isn’t a
flashy solution
• Plan your booth, collateral, and budget early
• Make sure you’re utilizing messaging that has a strong CTA
Materials Mgmt. Tradeshow Tips

20. • HMM is an unique solution because it is fully integrated into Dynamics GP
• It is built in dexterity, Microsoft Dynamics native coding language
Further major points to communicate include:
• Overall mobile support
• Users can access a requisition portal from a smart device, tablet, handheld, or other mobile computer
• Effective supply chain management
• Optimizes your supply chain by providing deep control of your requisitions, procurement, fulfillment
and consumption processes
• Cost-saving features
• Materials management is the 2nd highest cost center for many hospitals & clinics
• HMM provides the insight needed to reduce material costs
Communicating the Benefits of HMM

21. • HMM is an ideal solution for:
• Multi-facility hospitals or hospices
• Clinics that share supply inventories & purchasing
• Multi-facility long-term care facilities
• Long-term care homes with central stores
• Multi-facility healthcare organizations
• Including those with a variety of care models and facility types
• It is fully integrated with Multi-Entity Management (MEM)
• With MEM & HMM, you have the ability to manage multiple entities in a single database and
centralize processes.
Top Industries for HMM

22. • Binary Stream offers resources to help you market the solution to customers.
These include:
• Web Portals Information Sheet
• HMM Battlecard
• Information about customer pain points, key messages, ideal targets, questions to ask, etc.
• HMM Case Study
• Frankford Hospital
• HMM Brochure
HMM Tools that Binary Stream Offers

23. Questions?
See you next month!