Volume 48 | April 9, 2019
Insights-Trends-Opinions
Hello National Accounts Executives,

I hope you can join us in May in Nashville. Our IDN Insights East meeting is really shaping up! Check out the agenda below!


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

Enjoy back issues of National Accounts Weekly by clicking here
HealthTrust, Tenet Health, Baylor Scott & White and more scheduled for IDN Insights East in Nashville!
IDN Insights East is back this year in Nashville on May 16-17! The IDN Insights meeting highlights some of the most progressive, largest healthcare systems in the East. Come network with your peers and customers while learning how large IDNs measure successful contracts, the challenges these health systems are facing, what successful supplier/provider relationships look like, and much more!


Speakers Include:
  • Michael Berryhill, COO, HealthTrust Purchasing Group
  • Mike Gray, System Vice President Supply Chain, SSM
  • Richard Yonkers, VP Supply Chain, Tenet Health
  • Cameron McEwen, Manager, Consulting North America, GHX
  • Kreg Koford, SVP, Supply Chain and Sustaining Care Services, Memorial Sloan Kettering Cancer Center
  • Sandy Wise, System Director, Baylor Scott & White
  • Christine Torres, System Vice President, Supply Chain Management, Main Line Health
  • Tim Marlette, Healthcare Supply Chain Consulting Executive
  • Bob Taylor, SVP Supply Chain, RWJ Barnabas Health
  • Bill Kellar, CEO, Nashville Supply Chain Services, HealthTrust, representing TriStar
  • Joe Walsh, Founder, Coach, Educator, Supply Chain Sherpas
  • More to come!


Space is limited!

For questions please contact Anna McCormick at amccormick@sharemovingmedia.com  
As Congress Zeroes In On Health Costs, Medical Device Makers Ready Their Story
As Congress brings drug makers, PBMs and others in the healthcare industry in for hearings on the rising cost of medical care, the medical device industry says it's armed and ready to go, a top executive says.

Kevin Lobo, the CEO of the giant medical device maker Stryker, is ready to launch an educational campaign for members of Congress and the public at large on the share of medical spending device makers are responsible for in his new role as chairman of the board of the Advanced Medical Technology Association (AdvaMed). AdvaMed represents the world’s biggest medical device and technology companies including Abbott Laboratories, Johnson & Johnson, Medtronic and hundreds of startups and smaller firms.  

Though the price tag of a medical device can be four- or five-figures and certainly plays a role in the five-figure cost of a heart surgery, knee or hip replacement, it’s an innovation that tends to be a one-time expense for an insurer, the government or a one-time co-payment or deductible for a patient with coverage.

Blue Cross Blue Shield of Texas tries new way to trim health costs: Opening its own medical centers
Blue Cross and Blue Shield of Texas is using a hands-on approach to try to drive down health care costs in the Dallas and Houston markets.

The state's largest insurer announced Monday that it will open 10 medical centers in January 2020. The centers will be co-owned and run by Sanitas USA, a Spain-based health care company that has similar medical centers in Florida, New Jersey and Connecticut. 

The centers will offer primary care, urgent care, lab and diagnostic imaging services and programs for wellness and disease management. 

Construction will begin this spring. In the Dallas area, the centers will be in Irving, Las Colinas, Mesquite and Richardson. They will serve Blue Cross and Blue Shield card holders, seniors who have Medicare coverage and patients who pay out of pocket.


Valify launches the "Valify Marketplace"
Valify, the leading healthcare cost management company, announces the launch of the new Valify Marketplace, a comprehensive vendor catalog of products and services that allows healthcare organizations to search, compare, and select the best vendors for their needs. Today’s launch comes as a result of  Valify’s September 2018 acquisition of Lucro , a Nashville-based digital platform for health systems to evaluate vendors. The Valify Marketplace has already been named to  CIO Review ’s list of the “50 most promising healthcare solutions of 2019.”
 
The Valify Marketplace is a public information exchange and the primary destination for healthcare organizations to find and select the best balance of quality, service, and cost among tens of thousands of product and service vendors. This powerful new platform enables both healthcare organizations and vendors to expedite sourcing through the efficient flow of information and communication.
 
For Healthcare Vendors
With the Valify Marketplace, vendors distinguish their products or services from their competitors, communicate directly with purchasers, and attract new business. The Valify Marketplace audience includes the decision makers from thousands of hospitals who are spending billions of dollars per year, and it continues to grow.
 
The Valify Marketplace offers vendors serving healthcare organizations the most direct way to reach and engage new potential customers every day. It accelerates vendors’ path to earning new business by highlighting their offerings to health systems actively seeking specific products or services. This platform is a powerful new channel for vendors to enhance their brand awareness through display advertising, educational material, and rich multimedia marketing materials. Vendors are able to view and claim their public profile on the Valify Marketplace at  valifymarketplace.com .
ANAE has a new website
The mission of the Association of National Account Executives is to educate, network and build relationships with the nations best IDNs, GPOs, and RPCs.


ANAE members will receive:
  • Discounts to all JHC events including IDN Insights West hosted at the Amazon Business headquarters
  • Whitepapers including the new “7 Essential Characteristics of Tomorrow’s National Account Executives”
  • National Accounts University learning modules
  • National Account Executives Compensation Reports
  • National Accounts Weekly newsletter archives
  • A chat room where members can network with topics like IDN Supply Chain Leaders on the Move, Tips and Advice, as well as the Connection Hub
  • Supply Chain Leader Learning Series recordings and upcoming calls
Trump moves to stop fake goods from being imported and sold on Amazon, E-bay and Alibaba
On April 2, 2019 The Wall Street Journal ran an article about President Trump's plan to curb the proliferation of fake goods coming to the U.S.

It seems this is growing because express shipping is used world wide more than ever as opposed to traditional cargo shipping where customs can can regulate and monitor for fake goods.

Here are some amazing facts from the article:

  • Customs and Border Protection officers randomly examined more than half of the express-mail packages arriving daily from Hong Kong and mainland China over a five-day period—and seized 43% of them. These seizures included 1,297 noncompliant imports, such as counterfeit pharmaceuticals (along with controlled substances, including fentanyl).
  • The 2018 Global Brand Counterfeiting Report found two-thirds of consumers who had unintentionally bought counterfeit goods lost trust in the legitimate brand. In addition, “34% of all consumers surveyed were less likely to buy from the brand’s own website if its products had been susceptible to counterfeiting elsewhere online.” Clarivate Analytics’ 2018 Global Online Shopping Survey found that after discovering they’d bought a fake, 27% of consumers warned family and friends about the legitimate brand and 26% stopped spending on the brand.
New Report: How Small Suppliers Suceed in IDN/GPO Contracting
The Association of National Account Executives recently assembled a panel of experts who collaborated to create a list of the most important things that small suppliers need to do in order to succeed in IDN/GPO contracting. Between getting the attention of big buyers or creating a better strategy for using your resources internally to drive a contract, making it as a small supplier in today’s healthcare marketplace is no easy task.

To read this new whitepaper and other content specific blogs built to help you succeed in your National Accounts role, please join The Association of National Account Executives below! 

Now Accepting Nominations for
National Account Executive of the Year

The National Account Executive of the Year award will be presented to the National Account Executive who has made a major impact within their company as well as the IDN/GPO/RPC contracting market and who has shown exemplary levels of ethics and leadership skills throughout their career. Consideration will be given to candidates who have successfully navigated the evolving healthcare arena with a tireless pursuit of value for their company, clients and our nation’s patients.


Nomination Deadline: May 22, 2019

Presentation Date and Location: ANAE Annual Conference in Dallas on July 11-12, 2019

The National Account Executive of the Year can be nominated by peers, coworkers, customers or contracting professionals.

Nine Years of the ACA
Long-term collision course
January 2010: Nursing homes and other long-term-care providers may be adequately staffed today, but as we move closer to 2020, the aging population will far outstrip the workforce, said Brad Klitsch, senior vice president of marketing development for Direct Supply Inc. Add to that the generational challenges facing long-term-care providers. On the one hand, patients and residents are becoming more demanding, a trend that will only intensify as Baby Boomers start entering nursing homes. On the other hand, nursing home administrators and directors of nursing will have to learn how to communicate and motivate a younger generation of workers.

New to the healthcare lexicon
February 2010: “The trend is clearly moving toward outcomes and performance-based care,” says Tom Schwieterman, M.D., director of research and development for Midmark. “Doctors will be increasingly incentivized and paid based on how well they manage their disease management programs,” he says.

Cancer, reconsidered
February 2010: “[W]hat we are learning – and this is very true especially in the molecular diagnostics space – is that cancer is a heterogeneous disease,” says John Blackwood, vice president and general manager of Beckman Coulter’s immunoassay business center. “Not all cancers are the same. So the question goes from, ‘Does the patient have cancer?’ to, ‘If they do, what is the likelihood that that specific cancer will spread or cause significant disease?’ That’s where cancer diagnostics is going today and in the future.”
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John Pritchard


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