Dear IMCO Vendor Partners:

Inside the IMCO Vendor Resource Packet, you will find a complete listing of all the opportunities and services that IMCO offers our partner vendors. Each program/feature serves to offer you the opportunity to market your products to our entire membership. We strongly encourage you to maximize your support of our organization by taking full advantage of all of these opportunities. This enables IMCO to fully support you as we grow together now and for years to come.

We trust that this will be a valuable resource for you and your company and will help to assist in planning your future budgets. Please feel free to contact either one of us directly if you have any questions.

Sincerely,

Bill McLaughlin Jr. Karen D’Arcy President/CEO Director of Marketing Services

IMCO National Sales Convention .................................................. 2

Member Incentive Program (MIP) .................................................. 3

IMCO Joint POWER Meeting ......................................................... 4

IMCO Sales Training Sessions ...................................................... 5

Marketing Opportunities ............................................................ 6-10 AccessIMCO.com Banners IMCO Design Center (IDC) Catalogs IMCO Education Portal Newsletters Weekly Updates Promotions New Product Introductions Training & Literature and Rep Rosters

Vendor Side of AccessIMCO.com ................................................ 11

Vendor Service Resources .......................................................... 12

IMCO Home Care ........................................................................ 13

IMCO Staff............................................................................... 14-16

Year at-a-Glance Planner ............................................................ 17

National Sales Convention

2017 IMCO National Convention Where: Hilton Daytona Beach Resort Ocean Walk Village When: May 7 – May 10, 2017 Set Up: Monday, May 8, 2017 Show Date: Tuesday, May 9, 2017

Each year, the IMCO team designs a unique event that brings together our IMCO Vendors and Members for a few days of business and fun. The 2017 event promises to be fantastic, so don’t miss it! You’ll have lots of opportunities to meet pre-qualified customers who are ready for business with you. IMCO Vendors are invited to all receptions, meals, activities, and of course, our award-winning tradeshow, and we facilitate networking at each turn. Exhibit space always sells out, so early application is recommended.

• Single booth - $6,495* Double booth - $11,550* *early pricing available before Nov. 15, 2016

• Booth fee includes registration for two representatives, 8’x10’ booth with pipe and drape,

one table and two chairs.

• An average of 94% of our Membership attends this event to shop with YOU!

• Network with new customers and colleagues.

• Learn from our General Session and focused breakout sessions.

• Increase your customer base exposure with a sponsorship.

• Pre-show promotion of your exhibit to drive sales BEFORE the event even starts!

• Participate in our theme with a booth design and be eligible to win our coveted Best

Booth Trophy and a cash prize.

• Achieve the industry’s BEST event Return on Investment. For complete event details, contact your IMCO Convention Tour Guide: Karen D’Arcy, Director of Marketing Services 386-258-1530 kdarcy@imcoinc.com

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Member Incentive Program (MIP) Drive sales and build compliance through IMCO’s MIP Program! This is accomplished by developing a program that will help you meet your sales and growth goals while providing an opportunity to the IMCO members to be rewarded for their committed support of an IMCO vendor partner. There are many designs to our incentive programs but the ones that are most successful are programs that involve a couple percent back to Dollar One of sales with a baseline sales benchmark or growth over prior year. We can get creative as you’d like and while we like programs to encompass the full product line, you can designate a focus in special areas for incentives as well. In all cases, Member incentives are to be left intact. They are not to be traded for a lower price or Non-IMCO distributor incentives without IMCO’s written agreement. If for any reason a member is terminated during the program year, then said member loses the entire Member Incentive without exception. This program is an exclusive benefit of membership. The program is based on the calendar year and the incentives are paid to Members in check form at the IMCO National Convention on the tradeshow floor in your booth. This feature ensures convention attendance and booth visitation. At the last four conventions, IMCO MIP Vendor Participants have handed out over One Million Dollars on the tradeshow floor with over 92% attendance from members! Needless to say, this generates a lot of excitement at the tradeshow. We encourage you to become part of this successful 17 year program. In this competitive marketplace, participation gives you an edge over other non-IMCO or non-MIP participating vendors as it is often a deciding factor on what vendors a member will partner with. PROGRAM DATES: Runs on Calendar Year, though vendors can join at any time. CONTACT: Angie Euston Director of Member Relations aeuston@imcoinc.com cell: 602-421-9314 office: 773-384-5111

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Joint Market Advisory Meeting

IMCO's new POWER MEETING gathers Member Advisors from the four market segments and selected IMCO Vendor partners. Market Advisors are IMCO Members who are decision-makers in their companies and leaders in the industry. This single meeting feature several key benefits:

• Individual market-specific strategy sessions with each set of Market Advisors (Physician Care, Acute Care, Long-term Care and Home Care) • One-on-one appointments for each Advisor with the Vendor partners from their

market to review needs and opportunities as well as discuss objectives in a personal and private setting.

• Joint cross-market sharing and strategy meeting • Ample networking time among the Advisors and Vendors

Vendor participation fee covers Member Advisors' expenses. Interest in participating should be communicated to the respective market director shown below or to Sallie Folwell directly. Reservations for this meeting will be accepted on a first-come, first-served basis due to the level of vendor interest and the limited amount of space available. Only one manager may attend per Vendor. Each vendor is responsible for his or her own travel and hotel expenses. IMCO will provide meeting space (each vendor has a 6' or 8' skirted table for private appointments, rotation style) and planned meals. This meeting presents an exciting opportunity to address multiple markets in a single trip. Take advantage of this chance to enhance your existing distributor relationships, and lay the foundation for new and productive connections. DATES: January 2017 COST: $2,250.00 for each market (Discounts are available for multiple-market participation.) CONTACT: General Questions Karen D’Arcy, Director of Marketing Services kdarcy@imcoinc.com Long Term Care / Home Care Market Deb Bullock, Vice President of Extended Care deb.bullock@imcoinc.com Physician Market Richard Bigham, Director of Primary Care Markets rbigham@imcoinc.com Acute Care Market Bob McCart, Vice President of National Accounts bmcart@imcoinc.com

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Sales Training for Success IMCO Sales Training for Success Program offers a sales education program and relationship venue for select vendor partners. We help connect our vendor partners and our members in a seminar environment where we provide ample networking time and an educational platform designed to take reps beyond product numbers and prices—we want them to become your voice in their accounts with the right information to build and close sales. Class size is limited to twenty member sales people offering an optimal setting for constructive interaction and learning.

“Metrex has been supporting IMCO’s Sales Training for Success for many years because the members come engaged with a willingness to learn opportunities to grow market share in their territories. The value for us as a Vendor Partner is not only in the meeting itself, but in the relationships that are created with our team in the field once the meeting is over.” – Cris Pelligrino, Metrex “The IMCO Sales Meeting was awesome! You put together a content-rich experience for us all to learn, brainstorm and grow from. I came away with many great takeaways I can implement in my business immediately that will move me forward in the Phoenix market”. – Joy Currie, MMS Medical

COST: Vendor participation fee is $1,500-2,000 per class (depending on level of participation) and includes one attendee. Extra attendees are $75 each. If you are interested in learning more and/or participating in a future seminar, please let us know. IMCO Online Sales Webinars IMCO has partnered with Brian Sullivan of Precise Selling to offer online sales programming throughout the year as well as vendor partnered programs to highlight sales techniques utilizing our vendor products as well as vendor product category training. The remote aspect of the program generates significant attendance from a broad range of the membership averaging 45 attendees per program. COST: Vendor participation fee is varies depending on type of webinar. If interested, please inquire. CONTACT: Angie Euston Director of Member Relations aeuston@imcoinc.com cell: 602-421-9314 office: 773-384-5111

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IMCO has many vehicles to get your message out to the IMCO Members and we encourage you to take advantage of these opportunities. AccessIMCO.com We have created an online source where IMCO Members can access your company’s Weekly Updates, Marketing Bulletins, Contract Renewals, Price Changes, New Products, Sales Center Tools, IMCO Design Center, and Promotions, and any other company changes 24/7 by going to www.accessimco.com. Advertising Banners Spotlight Vendors receive a Banner Ad on the front page of AccessIMCO.com member site, which highlights a product or promotion for a two week period. IMCO will work with you on the creation of a banner and in deciding your focus. The banner will have a link to a pdf document further highlighting the focus product/promotion. Banners are 552 pixels wide x 80 pixels high. VALUE: $1,000/week COST: NO CHARGE Banner slots are limited, please contact for availability. CONTACT: Karen D’Arcy Director of Marketing Services kdarcy@imcoinc.com 386-258-1530 ext. 216 Page 6

IMCO Design Center (IDC) This web-based program allows all IMCO Members to create customized flyers using your high resolution promotion and product color ads and images to sell your products. IMCO Members can choose from one, two, or four ad templates and include vital information such as re-order numbers, descriptions and sell prices. The program places their company banner at the top and allows them to add custom contact details at the bottom. IDC AD SPECIFICATIONS PROMOTIONS (Created 1 per page): PRODUCTS (Created 2 or 4 per page): or PRODUCTS AD SIZE: 2340 x 2340 pixels (7.8" x 7.8") 1950 x 1560 pixels (6.5" x 5.2") COLOR FORMAT: RGB RGB RESOLUTION: At least 300 dpi At least 300 dpi FILE FORMAT: EPS, JPG, or PNG EPS, JPG, or PNG

Ads should not include your phone number or fax. For maximum exposure and use, we suggest both sizes are created for products.

To submit your ads, please use the IMCO Drop Box (www.hightail.com/u/IMCODropBox) COST: NO CHARGE CONTACT: Karen D’Arcy Director of Marketing Services kdarcy@imcoinc.com 386-258-1530 ext. 216 Page 7

IMCO Catalogs The IMCO Catalog(s) is an attractive medium to further market your products to a large audience of potential customers. These attractive, high quality catalogs have two versions. Physician Market Long Term Care Market

-408 pages -256 pages -Full color -Full color -30,000 in print -8,000 in print

Both catalogs are also available on CD-ROM and in a web version. There are two ways to promote your company’s products in these catalogs: 1. Product Information and Product Pictures These pages are printed in full color. Before every catalog revision, you will be notified to edit your existing copy and add new products. Based on space constraints, not all vendor products can always be displayed in our catalog. IMCO reserves the right to choose product offering based on need and space availability. COST: NO CHARGE 2. Full Color Ads This is an inexpensive way for your advertising dollars to reach thousands of Doctors, Nurses and Nursing Home Providers. All ads are full color, printed on high quality glossy paper. The ads are available in various sizes: full-page, half-page and inside cover pages (front and back). COST: Full page ad - $3,500 Full page in both catalogs (per ad) - $3,000 Half page ad - $2,000 Inside back cover - $4,750 Inside front cover - $5,500 Cover in both catalogs (per ad) - 5% discount CONTACT: Karen D’Arcy Director of Marketing Services 386-258-1530 ext. 216 kdarcy@imcoinc.com

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Additional Marketing Opportunities IMCO has many vehicles to get your message out to the IMCO Members and we encourage you to take advantage of these opportunities: Newsletters

• Sneak Preview Quarterly Newsletter - This newsletter is an exclusive publication for all IMCO Members and is distributed to hundreds of decision makers. Sneak Preview is available to IMCO Members in hard copy and electronically on www.accessimco.com.

• Success from the Field Articles - Our Members are always looking for new opportunities or perhaps a little inspiration. Help us provide those opportunities by sharing with us what you and our Members are doing in the field to move the bar! Success from the Field articles, which contain incredible stories about IMCO Members making GREAT SALES, are always welcome.

Member Weekly Updates Sent electronically every Thursday and are also posted and archived on AccessIMCO.com. Promotions and New Product Introductions IMCO can distribute a promotion or new product introduction you have created or help you in the creation process. If you have already created a promotional flyer or literature, please provide IMCO with any promotional material or new product literature in a PDF format at least 30 days in advance. If a promotion, please list start and end date. Promotional and New Product Flyers can be communicated in the following manner:

• Included in the IMCO Electronic Weekly Update • Posted on AccessIMCO.com • Feature on an In the Spotlight Banner Ad on the front page of AccessIMCO.com • Targeted Marketing using MailChimp email campaigns • Specialized Hard Copy Mailings

Training & Literature and Rep Rosters Each vendor has a section in AccessIMCO.com to post tools for our members to utilize to educate and sell more products. These can be anything from documents to videos. We also have a rep roster section for posting Vendor Rep Lists to help members get in touch with your reps. COST: NO CHARGE CONTACT: Karen D’Arcy Director of Marketing Services 386-258-1530 ext. 216 kdarcy@imcoinc.com

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Vendor Side of AccessIMCO.com We have created an online source where IMCO Vendors can access:

• Members list to view, print or download in excel

• Marketing Opportunities in greater

detail, including specs for graphic

submissions.

• Business Resources

• Convention and Meeting Details

• Your Contract and Pricing Details

• Digital Assets Library to view your

posted images and literature

• Vendor Resource Packet (PDF)

• Photo Gallery of IMCO Events

• Profile Update for your Company

• IMCO Staff Listing

• Highail-You Send It Drop Box for Large Files This is a password protected site for vendors only. If you need a login/password, please contact: Ben Krauth Karen D’Arcy IT Support Director of Marketing Services bkrauth@imcoinc.com kdarcy@imcoinc.com 386-258-1530 ext. 213 386-258-1530 ext. 216

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Business Service Resources IMCO Vendors are encouraged to take advantage of our Vendor Resource Program. IMCO has selected a unique group of resources to provide our vendors with services including but not limited to: Freight, Finance, Leasing, etc. Below is complete list of our Vendor Resources and the products they offer: ARCO Group John Longfield-Smith – john.longfieldsmith@arcogroup.com P: 904-673-7600 Services: Consulting Svcs., Interim Mgmt., Education & Resources, Inv. Mgmt. Solutions, Medicare Part B Billing, Compliance, Materials Mgmt., Group IT Services, Analytics, Custom Software Development. www.arcogroup.com CardConnect Mark Bristow - mbristow@cardconnect.com P: 845-368-1545 Services: Credit Card Charge Acceptance www.cardconnect.com Dimension Funding, LLC Stacy Griffin - sgriffin@dimensionfunding.com P: 947-767-9371 Services: Leasing/Financing www.dimensionfunding.com Drive Group, LLC Bill Payne - bill@drivegroupllc.com P: 386-677-3519 Services: Website Design & Technology Services www.drivegroupllc.com Epicor Software Corp. (formerly Prophet 21) Michael Lovelace – mlovelace@epicor.com P: 513-755-2704 Services: Technology Solutions & Services www.distribution.epicor.com ExxonMobil WEX Barry Nelson - barry.nelson@wexinc.com P: 404-545-5304 Services: Fleet and Fuel Management www.exxonmobilfleetoffers.com/barrynelson FedEx through PROVISTA Deborah Jones (Provista) - djones@provistaco.com P: 972-910-6677 Services: Shipping and Freight Program www.fedex.com Hobson Insurance Kristy Longfellow-Hodik – kristy@businessquote.com P: 800-296-7985 Services: Insurance www.businessquote.com

Med/Surgical Information Services Int’l (MSISI) Suzanne Lord – slord@msisi.com P: 615-428-7636 Services: Healthcare Supply Chain Software including GPO Reporting and Rebating Solutions. www.msisi.com MDSI Scott Adams – sadams@mdsi.org P: 800-536-5312 Services: Education Online EOL, Dail-eNews, Repertoire Magazine, Repertoire's Black Book, RepConnect, Journal of Healthcare Contracting www.mdsi.org ReTrans Freight Gary Guiga - gguiga@retransfreight.com P: 908-879-2940 option 7 Services: Freight Rate Discounts www.retransfreight.com Summit Funding Group Dan Hathcoat – dhathcoat@4sfg.com P: 866-645-8450 Services: Equipment Leasing www.sfgvendorfinance.com The Award Group Mitchel Shreder - mshreder@theawardgroup.com Services: Awards (trophies, medallions, corp. gifts, and plaques) www.theawardgroup.co/imco The Systems House David Fertig – df@tshinc.com P: 800-637-5556 Services: Medical & Pharma Distribution Software www.tshinc.com Total Innovation Group, Inc. (TIGI) Gunter Wessels - gunter@mytigi.net P: 813-814-1902 Services: Medical Sales/Marketing Training, Specializing in Business Development and Growth Programs www.totalinnovationsgroup.com TSYS Merchant Solutions Jason Wagner - jasonwagner@tsys.com P: 402-574-7409 Services: Credit Card Discount Processing www.tsysmerchantsolutions.com Page 12

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IMCO Home Care’s mission is to partner with resource suppliers and leading manufacturers to deliver a complete home care product formulary with superior pricing through our IMCO wholesalers to our home care provider members. Our resource partners are positioned to improve our members' business performance profitability while our product formulary allows the member to be competitive and expand their offering. We are committed to advancing our members' care, service and profitability. IMCO Home Care Members receive discounts on services that they need to run their businesses from some of the top resource companies in the industry. Our resource partners’ offerings include accreditation services, compliance maintenance, financing, insurance, strategic marketing, E commerce and website design, productivity and billing software, job specific and product training with CEU’s and more. IMCO Home Care is creating the opportunity for IMCO’s distributors and vendor partners to gain new customers and grow their share in the Home Care segment. CONTACT: Pam Wedow Vice President & General Manager IMCO Home Care pamw@imcohomecare.com cell: 832-527-5654 office: 386-898-9868

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ASHLEIGH MCLAUGHLIN ashleigh.mclaughlin@imcoinc.com 386-258-1530 Ext. 222 • Planning, Implementation & Control of all Financial Related Activities – including Accounting, Finance, Forecasting, and Strategic Planning. • Human Resources

CFO

BILL MCLAUGHLIN JR.

bill.mclaughlinjr@imcoinc.com 386-258-1530 Ext. 201

• Responsible for Overall Strategic Direction of the Organization • Oversees Vendor Relations/Negotiations, and Sourcing • Oversees Member Recruitment and Development • Oversees Marketing/Promotion Development

President/CEO

BOB McCART bmccart@imcoinc.com 386-258-1530 Ext. 224 • National GPO Relations/Negotiations • GPO Educational Support for Distribution Leaders and Reps • Price/Margin Management through GPO Manufacturer Contracts

Vice President – National Accounts

DEB BULLOCK

deb.bullock@imcoinc.com 386-258-1530 Ext. 206

• Product Development for LTC & Home Care • New Member Recruitment and Development for LTC & Home Care • Vendor Relations/Negotiations for LTC & Home Care • Manages Master Distribution Program

Exec. Vice President of LTC/Home Care

RICHARD BIGHAM rbigham@imcoinc.com 386-258-1530 Ext. 207 • Manages IMCO Brand Program • Product Development for Primary Care & IMCO Brand • Dealer Sales Rep Training • New Member Recruitment and Development for Primary Care • Vendor Relations/Negotiations for Primary Care

Director of Primary Care Markets

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STEVE DENNISON sdennison@imcoinc.com 386-258-1530 Ext. 215 • Manages Vendor Contracts and Pricing • Product Development, All Markets • Laboratory Market Emphasis • Member Recruitment • Manages Member/Vendor Business Resources

Director of Vendor Relations

ANGIE EUSTON

aeuston@imcoinc.com Cell: 602-421-9314 • Provides Member Field Support • Implements New Member Orientation and Training • Liaison between Vendor’s and Member’s Sales Forces • Dealer Rep Sales Training • Coordinates MIP Program

Director of Member Relations

KAREN D’ARCY kdarcy@imcoinc.com 386-258-1530 Ext. 216 • Convention/Meeting Planning and Development • Manages Marketing and Technology • Manages Promotion Development • Catalog Development

Director of Marketing Services

KIMBERLY SHAMBLIN kshamblin@imcoinc.com 386-258-1530 Ext. 209 • Manages GPO Contracts and Rosters • Coordinates GPO Communications to Members • Administers Vendor Contract Information and Pricing • Coordinates Communications to Members through IMCO Weekly Update

Contract Manager

ROBIN BANKS rbanks@imcoinc.com 386-258-1530 Ext. 210

• Marketing Program Support • Meeting Planning Support • Assists in Graphic Design

Marketing Coordinator

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SUZANNE KILNER

skilner@imcoinc.com 386-258-1530 Ext. 211 • Graphic Designer for Promotional Materials, Newsletters, Logos and Specialty Projects • Designs and Coordinates IMCO Brand Packaging

Design Coordinator

BEN KRAUTH

bkrauth@imcoinc.com 386-258-1530 Ext. 213 • IT Support • AccessIMCO and IMCO Design Center (IDC) Support and Development • Digital Assets Coordinator

IT Support

SANDY MONAHAN smonahan@imcoinc.com 386-258-1530 Ext. 200 • Routes Incoming Calls and Welcomes Visitors • Maintains Member Database and Office Equipment and Supplies

Secretary/Receptionist

KIM GADSON kgadson@imcoinc.com 386-258-1530 Ext. 214 • Maintains AccessIMCO Product Database • Administration of IMCO Brand Program • Maintains Vendor Liability Insurance Certificates

Product Database Coordinator

KAREN SCHAPER

kschaper@imcoinc.com 386-258-1530 Ext. 204 • Administrative Support • Assists CFO with Sales Analysis • Coordinates Executive Staff Schedule

Admin. to CEO/Executive Staff

2016/2017 IMCO Calendar Year at-a-Glance Event Timing Cost Joint Market POWER Meeting January 2017 Single Market Advisor Meetings $2,250.00 Two Market Advisor Meetings, Second Attendee No Charge $4,250.00 Three Market Advisor Meetings, Second Attendee No Charge $6,250.00 Additional Attendee $250.00 IMCO National Convention Exhibit Fee May 2017(billed Q4 2016) Booth, Single $6,495.00** Booth, Double $11,550.00** ** $500 late registration fee for single booth/$750 for double booth for all exhibit applications received after 11/16/16. Convention Sponsorship Packages May 2017(billed Q1 2017) Platinum Level $30,000.00 Gold Level $20,000.00 Silver Level $15,000.00 Bronze Level $12,000.00 Steel Level $5,000.00 IMCO Sales Training October 10-12, 2016 Featured Sales Training Partner $2,000.00 Sales Training Partner $1,500.00 Additional Attendee $75.00

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Updated May 2016