5 Details to Have About All Your IDNs; Tracking MROI is a Must for Med Suppliers; Medline's Leadership Transition; plus Jobs!

July 7, 2023

Hello NAW Subscribers -

I hope you like this issue of National Accounts Weekly.

Sincerely,

John Pritchard

President of ANAE

Publisher of The Journal of Healthcare Contracting

JHC accepting nominations for top non-acute supply chain leaders

The Journal of Healthcare Contracting (JHC) needs your help identifying the top non-acute supply chain leaders in our industry. Non-acute care facilities play a critical role in delivering care and reaching today’s patient population. With those non-acute care facilities comes a host of unique challenges, and opportunities.

JHC would like to recognize some of the leading supply chain leaders in the non-acute care space, either for exclusive roles in a non-acute care specific supply chain team, or bridging non-acute care with traditional acute care supply chain.

If you have a nomination, please send us their name, job title or role, and the organization they work for, as well as the reason why you are nominating them.

Email nominations to Managing Editor Graham Garrison at ggarrison@sharemovingmedia.com.

National Account Executives: 5 details you should have at your fingertips about all your IDNs!

1. GPO Relationships

Every national account executive should have a reliable source of GPO relationships for their IDNs. It seems so straightforward, but it’s not. You probably know the GPO relationship for all your current customers, but how do you find out the GPO for an IDN that's been newly assigned to you with whom you don’t have any business?

Oftentimes this information resides with a supplier's sales operations team, and the national accounts executive needs to email someone and say, 'Hey, who is this IDN's GPO?'

Sales conversations and contract negotiations can happen so much faster and smoother when you know which GPO the IDN you're talking to uses!

2. Facility List

Figuring out an IDN’s hospitals, ambulatory surgery centers and other facilities is not that hard to do, but it takes a lot of work. Every IDN’s website is different, and how they show their facilities varies greatly. Having access to a clean facility list for your IDNs at your fingertips is imperative. It is important to have a congruent, clean and organized view of your current IDNs (and target IDNs) that is easily accessible so that you know the size and facility mix of the organization you are dealing with.

Voice Your Opinion Survey: How often do you meet with IDN Executives?

We hope you've enjoyed some time off for the 4^th of July!

The surveys we've been running have been really insightful! Here are a couple things that really jumped out from June…

41% of Medical Suppliers have a Sales Objective of 6-10% growth for 2023.
69% believe they are going to make their plan!

If you participated in the last couple surveys you also know which IDN received the most votes for the most difficult one to work with! We also explored how Suppliers are covering Ambulatory Surgery Centers (ASCs).

In this week’s “Voice Your Opinion” survey, we explore the latest industry meetings and how often you meet with IDN Executives. This survey will take you less than 1 minute to respond.

The results are only shared with participants!

Take the 1-Minute Survey Here!

Why tracking marketing ROI is essential for medical suppliers

Marketing has the potential to spread the word about a company and greatly increase awareness, profit, and trust in a brand when successful. In the medical supply chain industry, it is necessary to evaluate the performance and impact of marketing campaigns to ensure they are effective in promoting a business.

Marketing Return on Investment (MROI) is a way to measure how much return a company experiences from its marketing spending. ROI determines how marketing contributes to a company’s revenue growth.

New MGMA report reveals efforts to overcome labor shortage, inflation

New research from the Medical Group Management Association (MGMA) reveals that medical group leaders continue to make bold changes to address persistent staffing hurdles and rising labor expenses to meet growing patient demand for care. The 2023 MGMA Management and Staff Compensation data set, based on 2022 data, includes insights from more than 157,000 management and staff positions from nearly 3,000 organizations.

While inflationary growth is slowing in 2023, salary costs continue on an upward trajectory. Among the key takeaways from the 2023 benchmarking data:

HIDA urges thoughtful approach to medical device sterilization

The Health Industry Distributors Association (HIDA) released its public comment letters to the Environmental Protection Agency, urging a thoughtful approach to regulation of ethylene oxide (EtO) gas in medical sterilization in a manner that safeguards the medical supply chain.

In its comment letters to EPA Administrator Michael S. Regan, HIDA noted that “Healthcare distributors also want to protect public health, and to do so they must be able to deliver sterile critical medical products to providers without interruption in the supply chain. Regulatory policies that limit or abolish the use of EtO as a sterilization agent would have a profound negative effect on healthcare providers and patients.”

Medline announces leadership transition

Medline announced that after more than 26 years of leadership, Charlie Mills (CEO), Andy Mills (President) and Jim Abrams (COO) will retire from their current roles. They will continue to serve the company on its Board of Directors, with Charlie Mills leading as Chairman of the Board and Andy Mills and Jim Abrams as Vice Chairmen. To culminate a five-year succession planning process, Medline has elevated company executives Jim Boyle to serve as the next Chief Executive Officer, and Jim Pigott as the next President & Chief Operating Officer. The leadership transition will be effective Oct. 1.

Midmark appoints new VP, research and development

Midmark recently announced the hiring of Josh Shenk as vice president of research and development effective July 10. In this newly created position, Shenk will lead research and development in outpatient care, focusing on products and solutions that improve patient outcomes through a fully connected clinical environment.

Shenk will be tasked with leading research and development for products and solutions in outpatient care. He will play a vital role in connected product design and development that will have a positive impact on caregivers and patients.