Welcome to National Accounts Weekly! Please enjoy and share with your friends and colleagues.
I hope you had a wonderful Thanksgiving! It has been 2 weeks since our last edition, so we have a ton of information for you!
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I hope you enjoy this issue of National Accounts Weekly!
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Gartner releases it Top 25 Healthcare Supply Chains
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Intermountain Healthcare tops Gartner's 2017 Top 25 Healthcare Supply Chains for the second year in a row. Also finishing in the top 10 are:
- Mayo Foundation
- Mercy
- Cleveland Clinic
This is an interesting list that I look forward to reading every year. It measures the organizations on metrics like bond ratings, inventory turns, peer and Gartner opinions. It is very well thought out and much more than a beauty contest.
Not long ago I had Eric O'Daffer on Healthcare Supply Chain Radio and we discussed at length the process, calculation and determination of the Top 25. You can listen to that episode by
Clicking Here
.
Personally, I have struggled with how they group IDNs with distributors, device manufacturers and big pharma. I'd love to see just the IDNs and how they compare to one another.
To see how other systems like:
- Scripps
- Ochsner
- Banner
- Texas Health Resources
..and more rank, click on the below link to the full report!
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Blair Childs on the Top 3 Healthcare Issues in DC, Cyber Security and the FDA's Gottlieb
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Blair Childs, Senior Vice President, Public Affairs for Premier, Inc. spoke to the membership of the Association of National Accounts Executives (ANAE) about all the dynamics in DC that can and will affect National Accounts Executives.
National Accounts Weekly knows no one better to understand the inner workings of DC and its intended and unintended impact on the contracting arena than Mr. Childs.
I think you will be fascinated to hear what he says about the FDA and Cyber Security. If you think suppliers don't have a major role in Cyber Security, think again!
Below is a link to some of the highlights of the recording, about 7 minutes. ANAE members have access to the nearly 60 minute discussion.
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Christine Torres featured on Healthcare Supply Chain Radio
Chris was a great interview in the latest edition of Healthcare Supply Chain Radio. Her energy and passion for her work, organization and team is awesome.
She has a fascinating background, actually starting her career in healthcare while still in high school. She does a great job of explaining the importance of understanding supplies and its importance to the patient.
She is also passionate about reducing waste as a part of the materials management discipline. Too many overlook how important utilization management is to the reduction of costs. Suppliers who have a value proposition that reduces waste should be able to gain an audience pretty easily!
Take a listen and let me know what you think!
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The Impact of IDN and GPO Consolidation on the Healthcare Industry
Free webinar
The healthcare market is complex, and continued consolidation among facilities and organizations in the healthcare supply chain have made it even more difficult to navigate. If you’re selling into this industry, understanding how these changes are impacting the market, coupled with the latest data and insights, are crucial to your success.
Join us for a 1-hour
webinar
on Thursday, December 7, at 3:00 ET.
In this webinar, healthcare industry expert John Pritchard will cover:
- Specific strategies on selling into this complex, evolving landscape
- How to take advantage of key intelligence and data
- Overcoming the challenges of the contract arena
- His personal experience and success stories
About the presenter:
John Pritchard is the President of Share Moving Media, a leading publishing and content company providing services to providers, manufacturers and distributors involved in the business of healthcare. John was the founder and publisher of The MAX database, featuring profiles of IDNs, GPOs, RPCs and over 225,000 other healthcare providers, which was sold to Definitive Healthcare in 2015.
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Free chapters of IDN, GPO, RPC contracting book available
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The first 3 chapters of my book "Muddy Waters: Making Sense of the Healthcare Supply Chain in the Era of Reform" are available for free!
You can download this pdf immediately at the below link.
I have sold over 5,000 copies of this book that covers:
- The stakeholders in the Supply Chain
- Explains GPOs and RPCs
- How IDNs are different from one another
- Understanding IDNs
- Much more!
Feel free to share the link!
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Must-see videos celebrating our Veterans
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Check out these great videos celebrating our military veterans.
This first video is a great example of how HCA is hiring veterans to focus on their commitment to their mission. Kent Petty is a great guy and I love what he says about honor, courage and commitment!
This next video is a must-see. I have watched it a few times and am just stunned at how well it communicates the Brand Promise of Food City, a small southern grocery chain. This will be the best 60 seconds you will spend all week.
What is your company's brand promise to Hospitals, IDNs and Patients? Can you articulate it? Can you show it?
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Premier releases statement on marketplace competition following CNBC report about Amazon
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Just before the holiday break, a CNBC report listed 5 companies that Amazon should buy. Premier is on that list. This quickly fueled the rumor mill that Premier was being bought by Amazon. From what I could surmise this was just a business writer speculating on what pieces Amazon needed to add to round out its offering to enter into the pharma space. You can read the CNBC article below.
I really didn't give it a second thought until Premier released a statement. The statement discusses marketplace competition but doesn't name Amazon. Interesting, huh?
Premier stock dropped nearly 10% after the CNBC article. It's hard to say if that is why. But as we have seen with big Pharma and Pharma distribution the mere scare of Amazon entering a category usually does not bode well for publicly traded companies.
You can read the Premier statement below.
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Last issue's survey asked:
As a National Accounts Executive my primary concern for 2018 is:
Hospital and & IDN continued consolidation 14%
My company's unrealistic and unattainable objectives 40%
Amazon, IDN-owned GPOs and the new Big Buyers of tomorrow 20%
Supplier consolidation 7%
Losing my job 0%
Other 19%
I was very happy to see of our hundreds of responses, not one person is worried about losing their job. That's encouraging, considering we are going into the holidays.
However, notice the biggest concern was the internal customer being the biggest problem National Accounts Executives face. Too many companies are asking for growth goals that are not attainable according to our survey.
Another topic that popped up multiple times in the Other category was access to decision makers. I missed that as an option, but certainly these days of deliberate and sophisticated sourcing getting to those that can decide on a conversion is getting harder!
In this week's survey we explore how much growth is expected next year!
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People on the move
Darby Thompson named Vice President of Strategic National Accounts & Strategic Business Development at Avadim Technologies, Inc.
Bill Keffeler is now Vice President Shared Services at Oakwood Worldwide
Karl Kuo named
Director, National & Strategic Accounts at Mobile Instrument
Nicole Spinuzzi is now Dir. Of Strategic Comm. at Baylor Scott & White Health
Sheri Plumhoff is now Now Area Director at Provista
Zach Perryman named Director of Strategic Accounts at Myco Medical
Ken Spence named Director of Distributor Relations at Ventyv
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I hope you enjoyed this issue of National Accounts Weekly. Please send me what you think of this newsletter and if you have news you’d like to be included in the next issue!
John Pritchard
P.S. You can follow us on twitter @NatAcctWeekly
P.SS.: Please forward this to your friends and colleagues. They can receive their own free subscription to National Accounts Weekly by
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