Hello National Accounts Executives,
Welcome to 2019! I hope 2018 finished well for you.
I am looking forward to bringing you all the information you will need in 2019 about:
- IDNs
- GPOs
- RPCs
- Self-Contracting entities
- Self-Distributing IDNs
If you get a chance, join our LinkedIn group here:
Best of luck in 2019!
John Pritchard
jpritchard@ShareMovingMedia.com
(770) 263-5262
Enjoy back issues of National Accounts Weekly by clicking
here
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What interests do Health GPOs really serve?
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The Wall Street Journal posed this question earlier this week. This always interests me when mainstream media takes on the Supply Chain arena.
This article was actually a couple of letters to the editor on the opinion page. Usually when we see opinions voiced about GPOs, it is negative and anti-GPO. One contribution to this article, however, is very pro-GPO.
"...empirical evidence, as well as economic theory, demonstrate that purchasing through GPOs saves money for American hospitals, patients and taxpayers."
Jon Leibowitz, Counsel to HSCA
Another person writes in voicing the opposite opinion, stating: "
If it looks, sounds and smells like a racket, it is a racket—with congressional blessing. It is very hard to fight off socialized medicine with government-defended fascist schemes."
Richard E. Ralston Executive Director Americans for Free Choice in Medicine
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Walmart adding exam rooms in $11b remodel
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Walmart is remodeling 500 stores and opening another 20 in a $11b project that will add private consultation rooms for caregiver patient activities.
With an estimated 140 million people entering a Walmart each week, it seems that the retail giant is signalling a bold move into healthcare.
Click below for the full article.
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Compensation Survey free to first 100 participants!
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The first 100 people that take the survey will receive the results for free. Remaining participants will be able to purchase the survey in January of 2019.
In 2017, The Association of National Account Executives did a National and Corporate Account Executive compensation survey. We received great feedback and fascinating results from this survey so we decided to do another one this year! As a National Accounts Weekly subscriber, we invite you to take this quick, less than 1 minute survey.
All answers are 100% confidential and no identifying information will be shared.
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GPO vs. IDN: what's the best strategy?
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More great information from our friends at Healthcare Links. It is great to see Ken take a stab at the most common question for National Accounts: Do we focus on GPOs or IDNs? And the answer is....Yes.
Take a read and let me know your thoughts....
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Beaumont Health Selects HealthTrust for Supply Expense Management and Performance Improvement
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Healthtrust, a leading performance improvement company for healthcare, and
Beaumont Health
, the largest hospital system in Michigan for inpatient admissions and net patient revenue, have executed a managed services agreement wherein HealthTrust will have responsibility for supply chain leadership and expense management for the non-profit system. The multi-year agreement, which became effective April 1, also reflects Beaumont Health’s exclusive commitment and access to HealthTrust’s expansive contract portfolio and sourcing expertise.
Ed Jones, HealthTrust president and chief executive officer, added, “HealthTrust is honored to be selected by Beaumont Health to champion quality healthcare by way of our operator mindset and experience. We are eager to focus on clinical integration with the Beaumont team, in support of their culture of patient and family-centered care.”
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Secret Club for National Account Executives only!
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Join the National Accounts Weekly LinkedIn Group!
Benefits of joining:
- Job Listings
- Network with your peers
- Original Content about GPOS, IDNs & RPCs
- Discounts on Meetings
- Announcements in advance of the public
It's free and easy to join!
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First-ever National Accounts Summit was a great success!
Look at all those incredible National Accounts Executives above this text! The Association of National Account Executives (ANAE) hosted the first ever National Accounts Summit in Orlando, Fla., November 13-14 and over 100 people attended. The reviews from the attendees were very high! So I tell you with a ton of confidence to make sure you put this on your calendar for 2019!
For those who could not attend, I assembled 7 key takeaways. If you attended the meeting, please add another takeaway that you learned!
- Hospitals and health systems estimate that it costs $60,000 to $80,000 to replace a nurse. It would be very valuable to a provider if you, as a supplier, can help to raise the job satisfaction of the nursing staff. For example, a product or service that promises your customer, “I can get your staff home sooner” would be viewed very favorably by the provider for reducing overtime pay, and it would make for happier nurses since they can go home on time at the end of their shift.
- Think of Value Analysis as a concept or process – not an event. Value Analysis is a continual evaluation of Total Value Management ,and suppliers need to be very clear what their role is. Value Analysis teams get 50 to 100 new product requests every month, so suppliers need to be clear about what makes their product stand out from the rest.
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Join ANAE for 2019 for only $295, benefits detailed below
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The Association of National Account Executives is a member driven organization built specifically for National and Corporate Account Executives. Healthcare Supply Chain is more complex than ever, which means your customer is more complex. ANAE gives you an opportunity to interact, network and build relationships with your customers so you understand their goals and needs to make you better equipped to serve them.
ANAE Members Receive:
- Access and recordings to our monthly interactive webinar with a supply chain leader
- Registration discounts to all Journal of Healthcare Contracting meetings
- Attendance to ANAE regional events
- Access to a community of other National Account Executives where you can ask and answer questions about your challenges and successes
- Access to our online library of content, including industry training, conference presentations, and topic specific blog posts
2019 ANAE Reports, White Papers and Content that only members will receive:
- Understanding the benefits and inner-workings of contracting through GPOs
- 7 things every supplier needs to understand working with IDNs
- Video Series: IDN Spotlights
- Importance of Health IT and Cybersecurity webinar
- Consequences of M&A and Consolidation webinar
- Negotiation tactics webinar
- Best practice for corporate account teams
- The ultimate resource guide to RPCs
- 7 essential characteristics of the National Account Executive of the future
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Amazon's Chris Holt on testing a consumer first model in healthcare
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Chris Holt is always candid and interesting to talk to about the direction he is taking Amazon's healthcare initiative. This article is a must-read for anyone interested in what Amazon is doing.
It states Amazon has 85,000 sellers and 1m customers in healthcare. Holt also touches on:
- Invoicing capabilities
- Ordering around the Item Master
- Self-distributing IDNs
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Sales reps may be wearing out their welcome in the operating room
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In the operating room, surgical masks and matching scrubs can make it hard to tell who’s who — at least for outsiders.
Patients getting wheeled in might not realize that salespeople working on commission are frequently present and sometimes even advise the clinical team during surgery.
Who are these salespeople, and why are they there?
The answer to the first question is pretty easy. These sales reps typically work for medical device companies, such as Stryker, Medtronic or DePuy Synthes. Many surgeries, especially orthopedic trauma and cardiac procedures, require insertion of artificial joints or other hardware manufactured by these companies.
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Thanks for reading this issue of National Accounts Weekly! Let me know what you think!
You are now in the know!
John Pritchard
P.S. You can follow us on twitter @NatAcctWeekly
P.S.S.: Please forward this to your friends and colleagues. They can receive their own free subscription to National Accounts Weekly by
clicking here
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