Volume 41| January 31, 2019
Insights-Trends-Opinions
Hello National Accounts Executives,

Welcome to this week's edition!

John Pritchard
jpritchard@ShareMovingMedia.com
(770) 263-5262

Enjoy back issues of National Accounts Weekly by clicking here
Webinar: 5 Best Practices Every Medical Supplier Needs to Know When Selling on Amazon 
The Journal of Healthcare Contracting and Orca Pacific have partnered to bring you an interactive webinar that will show medical suppliers how to increase their revenue, protect their brand, and defend their bottom line while selling on Amazon. Since 2007, Orca Pacific has been working with top manufacturers to maximize their potential on the Amazon platform, which now handles nearly half of all online sales in the U.S.

A recent study found that roughly 92% of shoppers who start their search for a product on Amazon end up purchasing that product there. As a medical supplier, how do you get your brand and products in front of your target customers quicker and more efficiently? Register for the webinar below and find out how to do that and much more!

About Amazon Business:
  • Annual sales reached $10b in the first three years Amazon Business has been operating.
  • Over half of the 100 biggest hospital systems are already using Amazon Business.
  • It’s estimated that annual sales on Amazon Business will surpass $100b within the next few years.
  • Now is the time for medical suppliers to establish themselves on Amazon Business before competition increases and it becomes more difficult to gain exposure in the marketplace.

Keynote Speaker:

John L. Ghiorso is the CEO of Orca Pacific, a full-service agency with an exclusive focus on helping manufacturers grow their businesses on Amazon. He has more than ten years of experience working with Amazon and leads a team that manages over $500 million in annual sales on the platform.

New podcast! Road Warriors
Check out this new podcast about Medical Sales Reps!

The goal of this podcast is to be educational, funny, real, and most importantly entertaining to the listener. The target audience for this series is the Sales Representative out making sales calls every day.

There isn’t a better person to launch the series than Repertoire founder Brian Taylor. Brian was a sales rep in medical sales for 40 years. His sales/business stories could be a 10-part series in themselves.  

Value Analysis seminar...just for Suppliers
Check out this great seminar that will coach suppliers on how to turn the Value Analysis process into a strategic advantage.

If you struggle with getting the attention of Value Analysis committees and getting the outcomes you want, this is a must-attend event!

Check out this awesome agenda....


To save $100, use the coupon code:  ANAE2019

This event is hosted by industry veteran and Value Analysis Whisperer Dee Donatelli.

Selling products into hospitals and large healthcare organizations feels more complex than ever. Today, as hospitals take aim at measuring cost, quality, and outcomes, it is more important than ever to define and communicate the value and advantages of your company’s products.

  • This 1 ½ day highly interactive and engaging program will show you how to re-position your products for the Value Analysis Committee (VAC) process.
Webinar: 6 Essential Rules of Negotiating with $1b or Larger Organizations
The Association of National Account Executives is partnering with RAIN Group to bring you the 6 Essential Rules of Negotiating with $1b or Larger Organizations webinar.

RAIN Group is a global sales training and performance improvement company that will show you how to unleash your sales potential.

Hear from the President of RAIN Group, Mike Schultz, on March 11, 2019 at 2 PM EST.

Key takeaways from this webinar:

• Develop and improve sales strategy, process, messaging, and talent
• Enhance sales capability through world-class sales education
• Design and execute strategic account management initiatives
• Increase effectiveness of sales management and coaching

Members can register for the webinar at  www.nationalaccountexecutives.com/members/events/webinars

For more information about ANAE, please contact Anna McCormick at  amccormick@sharemovingmedia.com
You can now buy an actual hospital room on Amazon
You can buy almost everything on  Amazon . And that includes, as of Thursday, a "smart" hospital room in a box.

A New York-based company called EIR Healthcare is now selling units of its hospital room, dubbed MedModular, for $814 a square foot on Amazon.com, which the company claims is more affordable than traditional construction. The design is customizable, but all the rooms come with a bathroom and a bed.

These rooms don't come cheap at $285,000 per unit, but they are targeted to business buyers that are increasingly flocking to Amazon.

Women Leaders in Supply Chain

The Journal of Healthcare Contracting recognized Women Leaders in Supply Chain. You’ll read about a woman whose hard-working dad was – and is – her role model. Another started a pharmacy technician certification program in high school, so she could get a job in college to help make tuition payments. A third spent a year volunteering with AmeriCorps, where she recognized her calling to improve the lives of others in healthcare. A fourth learned how to be sensitive to the needs of others through her years as a physician. And a fifth experienced the strengths and weaknesses of our healthcare system growing up with a mom with multiple sclerosis. Like we said, some good stories.

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Recently I surveyed the readership of National Accounts Weekly and asked a few questions about how 2018 finished versus plan, where the results came from, and their thoughts on GPOs and IDNs.

I'd like to share one of the questions and the corresponding responses with you!

Which of the following was the biggest challenge for you in 2018? It surprised me that Competitive Pressure was the biggest challenge in 2018.

I thought for sure Provider Consolidation was the biggest challenge. Shows you what I know!
Feel free to share!
Thanks for reading this issue of National Accounts Weekly! Let me know what you think!

You are now in the know!

John Pritchard


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