Civic Intelligence

Certified Medical Representatives Institute Inc.

990 • Fiscal year 2021 • EIN 54-0807776

Jul 01, 2020 to Jun 30, 2021 • Filed on Nov 04, 2021

Organization ProfileWWW.CMRINSTITUTE.ORG

View Organization Page

4423 Pheasant Ridge Road Suite 100Roanoke, VA 24014

(540) 725-3847

Siviq Scores

Precomputed percentiles for this filing year versus similar nonprofits in the same peer cohort.

Liabilities / Assets

51st percentile

0.07x

Higher debt load relative to assets than 51% of similar nonprofits.

2021 filings • 501(c)3 • $1M-$5M nonprofits • Source year 2021

Liabilities / Revenue

51st percentile

0.10x

Higher debt load relative to revenue than 51% of similar nonprofits.

2021 filings • 501(c)3 • $1M-$5M nonprofits • Source year 2021

Net Margin

68th percentile

25%

Higher net margin than 68% of similar nonprofits.

2021 filings • 501(c)3 • $1M-$5M nonprofits • Source year 2021

Top Officer Pay

93rd percentile

$252,927

Higher top officer pay than 93% of similar nonprofits.

Top officer pay equals 8.2% of source-year revenue.

2021 filings • 501(c)3 • $1M-$5M nonprofits • Source year 2021

Asset Growth

77th percentile

29%

Faster asset growth than 77% of similar nonprofits.

2021 filings • 501(c)3 • $1M-$5M nonprofits • Annualized from 2020 to 2021

Revenue Growth

31st percentile

-0.2%

Faster revenue growth than 31% of similar nonprofits.

2021 filings • 501(c)3 • $1M-$5M nonprofits • Annualized from 2020 to 2021

Balance Sheet
Liabilities / Assets51st percentile

Assets

Up

$4,241,334

Up $960,348 (+29%) from 2020

Net Assets

Up

$3,941,462

Up $850,904 (+28%) from 2020

Liabilities

Up

$299,872

Up $109,444 (+57%) from 2020

Revenue And Expenses
Liabilities / Revenue51st percentileNet Margin68th percentile

Revenue

Down

$3,074,486

Down $7,558 (-0.2%) from 2020

Expenses

Up

$2,321,004

Up $73,193 (+3.3%) from 2020

Net Income

Down

$753,482

Down $80,751 (-9.7%) from 2020

Historical Trend

Balance Sheet Trend

Asset Growth77th percentile

The highlighted filing sits inside the broader history for assets, liabilities, and net assets.

$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

2021

Assets$4,241,334
Liabilities$299,872
Net Assets$3,941,462
Open 2021 Filing

Operations Trend

Revenue Growth31st percentile

Revenue, expenses, and net income across loaded years, with this 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

2021

Revenue$3,074,486
Expenses$2,321,004
Net Income$753,482
Open 2021 Filing
Jump To
Filing Snapshot
Filing Period
Jul 1, 2020 to Jun 30, 2021
Signed
Nov 4, 2021
Return Version
2020v4.0
Gross Receipts
$3,150,419
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.

To serve the needs of medical representatives by providing the most essential and comprehensive educational resources and materials and to promote lifelong professional development.

Balance Sheet Detail
LineBeginningEndChange
Assets
Savings and Temporary Cash Investments$1,310,108$1,710,173▲ $400,065
Cash and Non-Interest-Bearing Accounts$734,206$1,166,213▲ $432,007
Investments in Publicly Traded Securities$713,383$833,886▲ $120,503
Intangible Assets$230,828$257,761▲ $26,933
Accounts Receivable$183,064$142,490▼ $40,574
Prepaid Expenses and Deferred Charges$42,374$46,257▲ $3,883
Land, Buildings, and Equipment, Net$21,728$29,479▲ $7,751
Total Assets$3,280,986$4,241,334▲ $960,348
Other Assets Total$45,295$55,075▲ $9,780
Liabilities
Accounts Payable and Accrued Expenses$182,428$250,822▲ $68,394
Deferred Revenue$8,000$49,050▲ $41,050
Total Liabilities$190,428$299,872▲ $109,444
Net Assets / Fund Balance
Net Assets Without Donor Restrictions$2,983,365$3,834,269▲ $850,904
Net Assets With Donor Restrictions$107,193$107,193→ $0
Total Net Assets Fund Balance$3,090,558$3,941,462▲ $850,904
Total Liabilities and Net Assets / Fund Balance$3,280,986$4,241,334▲ $960,348

Asset Categories

AssetBook ValueDepreciationBasis
Equipment$29,479$347,583$377,062
Compensation and Service Providers
Top Officer Pay93rd percentile

Employees

NameTitleFull / Part TimeBaseOtherTotal
MICHELLE O'CONNORPresident/ceFT$240,487$12,440$252,927
MICHELLE O'CONNORPresident/CEO-$195,386$57,541$252,927
Patricia Farrell-kleveczClient DevelFT$155,965$13,080$169,045
Patricia Farrell-kleveczClient Development-$89,852$79,193$169,045
Sharon LustigVice PresideFT$156,005$9,138$165,143
Sharon LustigVice President/clien-$128,908$36,235$165,143
Ross HardiganClient DevelFT$144,914$8,511$153,425
Ross HardiganClient Development-$63,126$90,299$153,425
Lauren HarbertTreasurer/coFT$70,700$1,665$72,365
Anthony SlonimChairPT$2,250-$2,250
Barbara LockeeDirectorPT$1,000-$1,000
Dawn BrehmDirectorPT$1,000-$1,000
Jeffrey FarberDirectorPT$1,000-$1,000
Mark SorrentinoDirectorPT$1,000-$1,000
Mayah CurtisDirectorPT$1,000-$1,000
Partha AnbilDirectorPT$1,000-$1,000
Terrell HerringDirectorPT$1,000-$1,000

Board Members and Trustees

NameTitle
Sharon ConfessoreDirector
Timothy KernDirector

Highest Paid Contractors

ContractorServicesLocationCompensation
Commlab India LLPLearning ModuleNO9-1-130 131 SEBASTIAN ROAD, Secunderabad, In$141,400
Revenue and Support

Revenue Composition

Contributions and Grants
$0
Program Service Revenue
$3,045,630
Investment Income
$28,856
Other Revenue
$0
Change in Net Assets
$753,482

Audited Revenue Reconciliation

Revenue per Audited Statements
$3,074,486
Revenue Not Reported on Form 990
$97,422
Total Revenue per Audited Statements
$3,171,908
Total Revenue per Form 990
$3,074,486
Expenses and Functional Allocation

Major Expense Lines

Line ItemAmount
Salaries, Compensation, and Employee Benefits$1,546,359
Other Expenses$774,645
Grants and Similar Amounts Paid$0
Professional Fundraising Fees$0
Total Fundraising Expense$0

Functional Expense Allocation

Line ItemProgramManagementFundraisingTotal
Other Salaries and Wages$471,813$386,029-$857,842
Current Officers, Directors, Trustees, and Key Employees$256,956$210,236-$467,192
Depreciation Depletion$247,303$5,898-$253,201
Information Technology$81,050$34,736-$115,786
Payroll Taxes$55,024$45,019-$100,043
Occupancy$43,466$43,465-$86,931
Conferences and Meetings$74,589--$74,589
Other Employee Benefits$40,735$33,329-$74,064
Pension Plan Contributions$25,970$21,248-$47,218
Office Expenses-$31,671-$31,671
Insurance-$25,802-$25,802
All Other Expenses-$20,868-$20,868
Other Expenses$31,233$15,585-$15,585
Fees for Services Accounting-$15,500-$15,500
Fees for Services Legal-$6,239-$6,239
Fees for Service Investment Mgmnt Fees-$5,637-$5,637
Fees for Services Other-$4,745-$4,745
Total Functional Expenses$1,413,714$907,290$0$2,321,004

Audited Expense Reconciliation

Line ItemAmount
Expenses per Audited Statements$2,321,004
Total Expenses per Audited Statements$2,321,004
Total Expenses per Form 990$2,321,004
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
Governance and Compliance

Governance Checklist

Compiled or reviewed by an accountant
No
Annual disclosure for covered persons
Yes
Audit committee
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, Page 6, Part VI, 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, Page 6, Part VI, 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, Page 6, Part VI, Line 15A

“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 institutes 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, Page 6, Part VI, Line 15B

“Same as above for line 15a.”

Form 990, Page 6, Part VI, Line 19

“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
MICHELLE O'CONNOR
Title
President/CEO
Phone
5407253847
Signed
2021-11-04

Organization Details

Principal Officer
MICHELLE O'CONNOR
Formed
1966
Legal Domicile
Va
Voting Board Members
11
Independent Board Members
10
Employees
15

Preparer

Firm
Anderson & Reed Llp
Address
1515 FRANKLIN RD SW, ROANOKE, VA 24016-5206
Preparer
Evan Bowling
Phone
5403444333
Supplemental Narrative

Additional Explanations

Form 990, Page 2, Part III, Line 4A

“The organizations primary exempt purpose is to provide continuing education to members of the healthcare industry for the intention of improving patient care. Who we are cmr 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 mission cmr institute is dedicated to providing unbiased, current and applicable information while increasing the knowledge, skills and understanding of the issues affecting healthcare today. Cmr institutes mission has always been and remains to advance knowledge to enhance healthcare. Our faculty cmr institutes 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 todays healthcare challenges. Our curriculum cmr 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 todays medical professionals to improve patient care.”

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IRS990/Form990PartVIISectionAGrp/TitleTxt5DIRECTOR
IRS990/Form990PartVIISectionAGrp/TitleTxt6DIRECTOR
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IRS990/Form990PartVIISectionAGrp/TitleTxt14CLIENT DEVEL
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Filings

Displayed year

2021 • Form 990Detailed filing. Detailed filing data is available for this year.

Open filing
Assets
$4,241,334
Liabilities
$299,872
Net assets
$3,941,462
Revenue
$3,074,486
Expenses
$2,321,004
Net income
$753,482
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
2021Detailed filing. Detailed filing data is available for this year.$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