“Systemness” at the core of Baylor Scott & White’s contracting success, GPOs accused of inflating prices and IDN owned GPOs

Tony Johnson has made great progress since joining Baylor Scott & White a couple years ago as Senior Vice President and Chief Supply Officer. Modern Healthcare covered his progress it in its February 3, 2018 issue. In March, the 48-hospital system bundled total joints and cardiovascular devices and supplies, saving $32 million. In August it […]

Largest not-for-profit, integrated health care system reports more than 10 percent membership growth

One of the most common questions I get is “What does the IDN of the future look like?” I wish I knew, but National Accounts Executives would be wise to pay attention to Kaiser Permanente, and they just released their 2017 results. 2017 KP by the numbers: Revenue in 2017 was $72b up from $64b […]

Raymond Davis of Universal Health Services on Healthcare Supply Chain Radio

In this episode we talk to Raymond Davis, Vice President Supply Chain, of Universal Health Services. One of the nation’s largest and most respected hospital companies, UHS has built an impressive record of achievement and performance. Steadily growing from a startup to an esteemed Fortune 500 corporation, UHS today has annual revenue nearing $10 billion. […]

Premier announces new initiative to decrease spend, increase value in return for commitment

Attention Suppliers: There will be winners and losers in this new contracting strategy by Premier. It is very simple math for the IDN, greater commitment gets greater contract value. For the Supplier, it’s a little dicer, right? If you are on the inside you get more volume, if not you get less. The scary part […]

Amazon’s Latest Ambition: To Be a Major Hospital Supplier

Another interesting article in the Wall Street Journal about Amazon pushing into healthcare. A couple observations on what this means to National Accounts Executives, in no particular order: The national media continues to highlight Amazon’s push into healthcare, but not much new is being learned. Amazon is doing something different — not just trying to […]

A Reader’s Response to Last Week’s Article on Hospital M&A

John, saw the article and that you were looking for input. I will give my perspective from having worked in an IDN from the mid 1990s to 2004. I agree that desperation is forcing some M&As, and the ultimate goal is to gain strength with payers and possibly industry, to negotiate with pharma, bio, and […]

The 8 Healthcare Trends that will Impact your Sales in 2018

Last week, Jason Krantz, CEO of Definitive Healthcare, held a webinar detailing 8 trends in 2018 that will impact supplier sales to the healthcare market. I thought he did a nice job detailing what today’s hospital operator is focused on. Click here to listen to a recording of the entire webinar. As a National Accounts […]

Donna Van Vlerah Named to Women Leaders in Healthcare Supply Chain

Donna Van Vlerah Senior Vice President, Support Division Parkview Health Fort Wayne, Indiana Nomination submitted by Bobbie Smith, Account Manager, Intalere, St. Louis, Missouri. Donna Van Vlerah joined Parkview Health in 2010 from ITT, for whom she served as Chief Compliance and Ethics Officer in the Space Systems Division. Prior to this, Donna served a […]

Mike Alkire, Premier COO on M&A

Mike Alkire, COO of Premier, gives us 2 minutes on M&A. It is time well spent. He discusses the pursuit of horizontal and vertical integration, usually in the never-ending search of scale. He does a great job explaining the use of capital to better serve their communities. Alkire ends with a challenge by asking “Who […]

Owens & Minor Launches Point of Care Logistics Solution for the Orthopedic Industry

Much has been made about Providers moving closer to the patient and seeking lower cost entry points. Here is a great example of a Supplier doing just that. Owens and Minor has launched a new service for the Orthopedic and Spine markets: A broad network of service centers located within 4 hours of 90% of […]