Civic Intelligence

Certified Medical Representatives Institute Inc

EIN 54-0807776 • 501(c)3 • Roanoke, VA

View Organization Page

Profile

The organization is dedicated to providing unbiased, current and applicable industry information while increasing the knowledge, skills and understanding of the issues affecting healthcare today.

4423 Pheasant Ridge Road Suite 100Roanoke, VA 24014

www.cmrinstitute.org

Siviq Scores

Precomputed percentiles relative to similar nonprofits. These scores are descriptive rather than judgmental.

Liabilities / Assets

61st percentile

0.14x

Higher debt load relative to assets than 61% of similar nonprofits.

501(c)3 • $1M-$5M nonprofits • Source year 2025

Liabilities / Revenue

63rd percentile

0.17x

Higher debt load relative to revenue than 63% of similar nonprofits.

501(c)3 • $1M-$5M nonprofits • Source year 2025

Net Margin

48th percentile

3.5%

Higher net margin than 48% of similar nonprofits.

501(c)3 • $1M-$5M nonprofits • Source year 2025

Top Officer Pay

94th percentile

$297,357

Higher top officer pay than 94% of similar nonprofits.

Top officer pay equals 9.2% of source-year revenue.

501(c)3 • $1M-$5M nonprofits • Source year 2025

Asset Growth

53rd percentile

4.5%

Faster asset growth than 53% of similar nonprofits.

501(c)3 • $1M-$5M nonprofits • Annualized from 2024 to 2025

Revenue Growth

66th percentile

19%

Faster revenue growth than 66% of similar nonprofits.

501(c)3 • $1M-$5M nonprofits • Annualized from 2024 to 2025

Balance Sheet
Liabilities / Assets61st percentile

Assets

Up

$3,906,638

Up $168,250 (+4.5%) from 2024

Liabilities

Down

$536,873

Down $27,129 (-4.8%) from 2024

Net Assets

Up

$3,369,765

Up $195,379 (+6.2%) from 2024

Operations
Liabilities / Revenue63rd percentileNet Margin48th percentile

Revenue

Up

$3,243,591

Up $522,939 (+19%) from 2024

Expenses

Up

$3,128,888

Up $202,937 (+6.9%) from 2024

Net Income

Up

$114,703

Up $320,002 (+156%) from 2024

Trend Graphs

Balance Sheet Trend

Asset Growth53rd percentile

Grouped bars show assets, liabilities, and net assets across loaded filings.

$6.0M$4.0M$2.0M$0Assets 2010: $1,752,590Liabilities 2010: $392,441Net Assets 2010: $1,360,1492010Assets 2011: $3,159,241Liabilities 2011: $248,253Net Assets 2011: $2,910,9882011Assets 2012: $4,070,660Liabilities 2012: $167,366Net Assets 2012: $3,903,2942012Assets 2013: $4,479,773Liabilities 2013: $115,608Net Assets 2013: $4,364,1652013Assets 2014: $4,683,516Liabilities 2014: $180,791Net Assets 2014: $4,502,7252014Assets 2015: $4,429,622Liabilities 2015: $249,690Net Assets 2015: $4,179,9322015Assets 2016: $2,745,666Liabilities 2016: $158,594Net Assets 2016: $2,587,0722016Assets 2017: $2,706,857Liabilities 2017: $155,569Net Assets 2017: $2,551,2882017Assets 2018: $2,405,513Liabilities 2018: $150,481Net Assets 2018: $2,255,0322018Assets 2019: $2,359,481Liabilities 2019: $120,967Net Assets 2019: $2,238,5142019Assets 2020: $3,280,986Liabilities 2020: $190,428Net Assets 2020: $3,090,5582020Assets 2021: $4,241,334Liabilities 2021: $299,872Net Assets 2021: $3,941,4622021Assets 2022: $4,128,783Liabilities 2022: $175,963Net Assets 2022: $3,952,8202022Assets 2023: $3,688,645Liabilities 2023: $198,676Net Assets 2023: $3,489,9692023Assets 2024: $3,738,388Liabilities 2024: $564,002Net Assets 2024: $3,174,3862024Assets 2025: $3,906,638Liabilities 2025: $536,873Net Assets 2025: $3,369,7652025

Highlighted filing

2025

Assets$3,906,638
Liabilities$536,873
Net Assets$3,369,765
Open 2025 Filing

Operations Trend

Revenue Growth66th percentile

Revenue, expenses, and net income by year, with the latest filing highlighted.

$6.0M$4.0M$2.0M$0-$2.0MExpenses 2010: $4,846,7362010Revenue 2011: $4,632,578Expenses 2011: $3,081,739Net Income 2011: $1,550,8392011Revenue 2012: $4,151,594Expenses 2012: $3,159,288Net Income 2012: $992,3062012Expenses 2013: $2,397,7122013Revenue 2014: $3,205,657Expenses 2014: $3,137,885Net Income 2014: $67,7722014Revenue 2015: $2,972,041Expenses 2015: $3,257,211Net Income 2015: -$285,1702015Revenue 2016: $1,638,128Expenses 2016: $3,224,766Net Income 2016: -$1,586,6382016Revenue 2017: $2,449,466Expenses 2017: $2,488,265Net Income 2017: -$38,7992017Revenue 2018: $2,206,771Expenses 2018: $2,503,856Net Income 2018: -$297,0852018Revenue 2019: $2,248,300Expenses 2019: $2,267,439Net Income 2019: -$19,1392019Revenue 2020: $3,082,044Expenses 2020: $2,247,811Net Income 2020: $834,2332020Revenue 2021: $3,074,486Expenses 2021: $2,321,004Net Income 2021: $753,4822021Revenue 2022: $2,706,911Expenses 2022: $2,634,697Net Income 2022: $72,2142022Revenue 2023: $2,276,982Expenses 2023: $2,766,753Net Income 2023: -$489,7712023Revenue 2024: $2,720,652Expenses 2024: $2,925,951Net Income 2024: -$205,2992024Revenue 2025: $3,243,591Expenses 2025: $3,128,888Net Income 2025: $114,7032025

Highlighted filing

2025

Revenue$3,243,591
Expenses$3,128,888
Net Income$114,703
Open 2025 Filing

Filings

Most recent year

2025 • Form 990Facts available. Structured filing facts are available, but richer extracted sections are limited.

Open filing
Assets
$3,906,638
Liabilities
$536,873
Net assets
$3,369,765
Revenue
$3,243,591
Expenses
$3,128,888
Net income
$114,703
Balance SheetOperations
YearAssetsLiabilitiesNet AssetsRevenueExpensesNet Income
2025Facts available. Structured filing facts are available, but richer extracted sections are limited.$3.91$0.54$3.37$3.24$3.13$0.11
2024Summary only. Only limited summary data is available for this year.$3.74$0.56$3.17$2.72$2.93$0.21
2023Facts available. Structured filing facts are available, but richer extracted sections are limited.$3.69$0.20$3.49$2.28$2.77$0.49
2022XML pending. An XML filing is linked for this year, but detailed extraction is still pending.$4.13$0.18$3.95$2.71$2.63$0.07
2021XML pending. An XML filing is linked for this year, but detailed extraction is still pending.$4.24$0.30$3.94$3.07$2.32$0.75
2020XML pending. An XML filing is linked for this year, but detailed extraction is still pending.$3.28$0.19$3.09$3.08$2.25$0.83
2019Summary only. Only limited summary data is available for this year.$2.36$0.12$2.24$2.25$2.27$0.02
2018Facts available. Structured filing facts are available, but richer extracted sections are limited.$2.41$0.15$2.26$2.21$2.50$0.30
2017XML pending. An XML filing is linked for this year, but detailed extraction is still pending.$2.71$0.16$2.55$2.45$2.49$0.04
2016Detailed filing. Detailed filing data is available for this year.$2.75$0.16$2.59$1.64$3.22$1.59
2015Detailed filing. Detailed filing data is available for this year.$4.43$0.25$4.18$2.97$3.26$0.29
2014Detailed filing. Detailed filing data is available for this year.$4.68$0.18$4.50$3.21$3.14$0.07
2013Facts available. Structured filing facts are available, but richer extracted sections are limited.$4.48$0.12$4.36$2.40
2012Summary only. Only limited summary data is available for this year.$4.07$0.17$3.90$4.15$3.16$0.99
2011Summary only. Only limited summary data is available for this year.$3.16$0.25$2.91$4.63$3.08$1.55
2010Facts available. Structured filing facts are available, but richer extracted sections are limited.$1.75$0.39$1.36$4.85
Latest Filing Detail
Jump To
Filing Snapshot
Filing Period
Jul 1, 2024 to Jun 30, 2025
Signed
Nov 5, 2025
Return Version
2024v5.2
Gross Receipts
$3,243,591
Mission and Program Overview

Mission

The organization is dedicated to providing unbiased, current and applicable industry information while increasing the knowledge, skills and understanding of the issues affecting healthcare today.

The organization is dedicated to serving the professional development needs of life science programs by providing innovative learning strategies and resources to advance knowledge and enhance healthcare.

Balance Sheet Detail
LineBeginningEndChange
Assets
Investments in Publicly Traded Securities$1,056,441$1,251,324▲ $194,883
Accounts Receivable$321,888$912,952▲ $591,064
Cash and Non-Interest-Bearing Accounts$646,171$632,732▼ $13,439
Savings and Temporary Cash Investments$847,627$432,299▼ $415,328
Intangible Assets$381,094$228,751▼ $152,343
Prepaid Expenses and Deferred Charges$58,935$64,987▲ $6,052
Land, Buildings, and Equipment, Net$23,674$25,489▲ $1,815
Total Assets$3,738,388$3,906,638▲ $168,250
Other Assets Total$402,558$358,104▼ $44,454
Liabilities
Other Liabilities$346,152$288,504▼ $57,648
Accounts Payable and Accrued Expenses$200,588$248,369▲ $47,781
Deferred Revenue$17,262$0▼ $17,262
Total Liabilities$564,002$536,873▼ $27,129
Net Assets / Fund Balance
Net Assets Without Donor Restrictions$3,067,193$3,295,129▲ $227,936
Net Assets With Donor Restrictions$107,193$74,636▼ $32,557
Total Net Assets Fund Balance$3,174,386$3,369,765▲ $195,379
Total Liabilities and Net Assets / Fund Balance$3,738,388$3,906,638▲ $168,250

Asset Categories

AssetBook ValueDepreciationBasis
Equipment$25,489$333,972$359,461
Other Assets Org$75,016--
Compensation and Service Providers
Top Officer Pay94th percentile

Employees

NameTitleFull / Part TimeBaseOtherTotal
MICHELLE O'CONNORPresident/CEO - FormerFT$190,059$107,298$297,357
Lara GalavizDirector, Client DevelopmentFT$150,367$51,146$201,513
Sharon LustigPresident/CEOFT$150,051$27,563$177,614
Mark MenichiniSr. Director, Client DevelopmentFT$114,740$10,360$125,100
Jacky LancioDirector, Client DevelopmentFT$104,634$4,242$108,876
Dana OlsonSecretary/treasurerFT$75,397$9,231$84,628
Barbara B LockeeChairPT$3,000-$3,000
Jeffrey FarberDirectorPT$2,500-$2,500
Timothy KernVice ChairPT$2,500-$2,500
Andrew KrumermanDirectorPT$2,000-$2,000
Anthony AkosaDirectorPT$2,000-$2,000
Dawn BrehmDirectorPT$2,000-$2,000
Sharon ConfessoreDirectorPT$2,000-$2,000
Terrell HerringDirectorPT$2,000-$2,000
Deepak MittalDirectorPT$1,000-$1,000
Jason GainesDirectorPT$1,000-$1,000
Mayah CurtisDirectorPT$1,000-$1,000
Revenue and Support

Revenue Composition

Contributions and Grants
$0
Program Service Revenue
$3,160,862
Investment Income
$63,202
Other Revenue
$19,527
Change in Net Assets
$114,703

Audited Revenue Reconciliation

Revenue per Audited Statements
$3,235,612
Revenue Not Reported on Financial Statements
$7,979
Revenue Not Reported on Form 990
$80,676
Other Revenue Adjustments
$1
Total Revenue per Audited Statements
$3,316,288
Total Revenue per Form 990
$3,243,591
Expenses and Functional Allocation

Major Expense Lines

Line ItemAmount
Salaries, Compensation, and Employee Benefits$1,933,485
Other Expenses$1,195,403
Grants and Similar Amounts Paid$0
Professional Fundraising Fees$0
Total Fundraising Expense$0

Functional Expense Allocation

Line ItemProgramManagementFundraisingTotal
Other Salaries and Wages$768,082$601,371-$1,369,453
Depreciation Depletion$335,521$5,423-$340,944
Current Officers, Directors, Trustees, and Key Employees$137,220$107,815-$245,035
Payroll Taxes$84,350$69,014-$153,364
Information Technology-$148,778-$148,778
Other Employee Benefits$64,516$56,423-$120,939
Conferences and Meetings$118,086--$118,086
Occupancy$42,500$42,500-$85,000
Advertising$78,471--$78,471
Office Expenses-$55,361-$55,361
Other Expenses$49,885$54,965-$49,885
Pension Plan Contributions$23,842$20,852-$44,694
Insurance$1,260$23,946-$25,206
All Other Expenses$1,202$21,425-$22,627
Fees for Services Accounting-$16,500-$16,500
Fees for Services Legal-$13,319-$13,319
Fees for Service Investment Mgmnt Fees-$7,978-$7,978
Total Functional Expenses$1,880,176$1,248,712$0$3,128,888

Audited Expense Reconciliation

Line ItemAmount
Total Expenses per Form 990$3,128,888
Expenses per Audited Statements$3,120,909
Total Expenses per Audited Statements$3,120,909
Expenses Not Reported on Financial Statements$7,979
Other Expense Adjustments$1
Expenses Not Reported on Form 990$0
Fundraising, Events, and Gaming
Fundraising activities
No
Gaming activities
No
Professional fundraiser used
No

Fundraising and Gaming Totals

Line ItemAmount
Professional Fundraising Fees$0
Political and Lobbying Activity
Political campaign activity
No
Lobbying activity
No
Subject to proxy tax
No
Debt and Bond Financing

Other Reported Liabilities

LiabilityAmount
Operating Lease Liability$288,504
Governance and Compliance

Governance Checklist

Compiled or reviewed by an accountant
No
Annual disclosure for covered persons
Yes
Audit committee
Yes
Backup withholding compliance
Yes
Business relationship with 35% controlled entity
No
Business relationship with family members
No
Business relationship with organization members
No
Material changes to governing documents
No
Compensation from other sources disclosed
No
CEO compensation reviewed
Yes
Other officer compensation reviewed
Yes
Conflict-of-interest policy
Yes
Audited financial statements prepared
No
Key decisions subject to board approval
No
Management duties delegated
No

Governance Explanations

Form 990, Part VI, Section B, Line 11B

“A draft version of the 990 and all supporting schedules and statements is reviewed first by the ceo. Any necessary adjustments are made, and the draft is then presented to the board of directors for approval.”

Form 990, Part VI, Section B, Line 12C

“The governing body completes an annual questionnaire relating to items in form 990, including a disclosure statement, conflict of interest statement and compliance statement during their required annual meeting.”

Form 990, Part VI, Section B, Line 15

“A market-driven (or going rate) approach is used as the primary strategy for determining pay. Generally, the institute uses a blended-averaging methodology to capture the uniqueness of institute positions and may use benchmarking as a cross-comparison. Compensation research begins by analyzing the local and national markets using the private-sector with employee base. The institute's goal is to maintain or exceed pay scale averages within the given market. Position competencies are utilized during the analysis phase and then compared with quality external data.”

Form 990, Part VI, Section C, Line 19

“Governing documents, conflict of interest policy and financial statements are available upon request.”

Form 990, Part VI, Line 19 - Governing Documents Disclosure Explanation

“Governing documents, conflict of interest policy and financial statements are available upon request”

Filing and Contact Details

Filer

Filer Name
Certified Medical Representatives
EIN
54-0807776
Phone
5407253847
Address
4423 PHEASANT RIDGE ROAD SUITE 100, ROANOKE, VA 24014

Signing Officer

Name
Sharon Lustig
Title
President/CEO
Phone
5407253847
Signed
2025-11-05
Discuss with paid preparer
Yes

Organization Details

Principal Officer
Sharon Lustig
Formed
1966
Legal Domicile
Va
Voting Board Members
11
Independent Board Members
11
Employees
22
Volunteers
0

Preparer

Firm
Brown Edwards & Company Llp
Address
3906 ELECTRIC ROAD, ROANOKE, VA 24018
Preparer
Evan Ross
Phone
5403450936
Supplemental Narrative

Additional Explanations

FORM 990, PART XII, LINE 2C:

“There have been no changes to the process from the prior year.”

Financial Statement Notes

PART XI, LINE 4B - OTHER ADJUSTMENTS:

“ROUNDING 1.”

PART XII, LINE 4B - OTHER ADJUSTMENTS:

“ROUNDING 1.”

Raw XML AppendixShowing 400 of 604 raw XML fields

This appendix keeps the raw XML leaves available for debugging and edge-case review. The human report above is the primary experience.

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IRS990/ActivityOrMissionDesc0THE ORGANIZATION IS DEDICATED TO SERVING THE PROFESSIONAL DEVELOPMENT NEEDS OF LIFE SCIENCE PROGRAMS BY PROVIDING INNOVATIVE LEARNING STRATEGIES AND RESOURCES TO ADVANCE KNOWLEDGE AND ENHANCE HEALTHCARE.
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IRS990/Desc0THE ORGANIZATION'S PRIMARY EXEMPT PURPOSE IS TO PROVIDE CONTINUING EDUCATION TO MEMBERS OF THE HEALTHCARE INDUSTRY FOR THE INTENTION OF IMPROVING PATIENT CARE.WHO WE ARECMR INSTITUTE (CERTIFIED MEDICAL REPRESENTATIVES INSTITUTE) IS AN INDEPENDENT, NOT-FOR-PROFIT HEALTHCARE EDUCATIONAL PROVIDER FOUNDED BY PHYSICIANS IN 1966 IN RESPONSE TO THE NEED TO INCREASE THERAPEUTIC KNOWLEDGE THROUGH SCIENTIFIC EDUCATION; TO FACILITATE EFFECTIVE CLINICIAN INTERACTIONS; AND TO ENHANCE BUSINESS EXPERTISE TO UNDERSTAND INDUSTRY CHALLENGES.OUR MISSIONCMR INSTITUTE IS DEDICATED TO PROVIDING UNBIASED, CURRENT AND APPLICABLE INFORMATION WHILE INCREASING THE KNOWLEDGE, SKILLS AND UNDERSTANDING OF THE ISSUES AFFECTING HEALTHCARE TODAY. CMR INSTITUTE'S MISSION HAS ALWAYS BEEN AND REMAINS TO ADVANCE KNOWLEDGE TO ENHANCE HEALTHCARE.OUR FACULTYCMR INSTITUTE'S DISTINGUISHED FACULTY OF HEALTHCARE PROFESSIONALS AND LEADING SUBJECT MATTER EXPERTS FROM PRESTIGIOUS UNIVERSITIES AND ACADEMIC MEDICAL CENTERS ACROSS THE COUNTRY ASSIST IN DEVELOPING AND MAINTAINING AN UP-TO-DATE CURRICULUM RELEVANT TO TODAY'S HEALTHCARE CHALLENGES.OUR CURRICULUMCMR INSTITUTE USES A TEAM OF EXPERIENCED INSTRUCTIONAL DESIGNERS AND WRITERS WHO APPLY SOLID INSTRUCTIONAL DESIGN STRATEGIES TO ENHANCE THE ADULT LEARNING EXPERIENCE FOR MAXIMUM EFFECTIVENESS. COURSES PROVIDE HEALTHCARE PROFESSIONALS WITH VITAL KNOWLEDGE TO MORE EFFECTIVELY INTERACT WITH TODAY'S MEDICAL PROFESSIONALS TO IMPROVE PATIENT CARE.
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IRS990/Form990PartVIISectionAGrp/TitleTxt4DIRECTOR
IRS990/Form990PartVIISectionAGrp/TitleTxt5DIRECTOR
IRS990/Form990PartVIISectionAGrp/TitleTxt6DIRECTOR
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IRS990/Form990PartVIISectionAGrp/TitleTxt8DIRECTOR
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