June 17, 2020
To our Network of ANAE Members & NAW Followers:
 
I want you to know that during these incredibly challenging times, we are standing with you as your peer and partner.  Many of you have had to pivot and make rapid decisions about how to manage through this fast-evolving crisis and find new ways to continue to serve customers and employees, through hardship and uncertainty. 

The impact on your businesses has been profound amid this unprecedented economic and social disruption, and our hearts are with you. Yet at the same time, I personally have never been more proud of how you’ve come together as one National Accounts Nation! 

The determination and can-do spirit within our healthcare communities has been incredible. Your dedication to continuing to serve the customer remains, and at all times, healthcare providers and their respective patients are at the heart of every conversation.
Be Well,

Scott M. Pecore
President, ANAE
Duke Health presents proposal to purchase NHRMC
Three organizations including Duke Health, Novant Health and Atrium Health are interested in purchasing or partnering with New Hanover Regional Medical Center and will present their proposals to the public.

Duke is offering to purchase the hospital for $1.4 billion with $1.9 billion in capital investments over 12 years.
Tenet cites dramatic rebound of patient volume post COVID-19 slump
Dallas-based Tenet told investors Tuesday patient volumes at its hospitals have dramatically ramped back up following steep declines throughout March and April.

Hospital surgeries, which were down 55% in April compared to pre-COVID-19 levels, returned to about 95% pre-COVID levels during the first half of June.

Recovery efforts include securing PPE with reliable suppliers, in-house COVID-19 testing and marketing to reassure patients facilities are safe.

The for-profit chain said it has nearly $2.7 billion in excess cash and it had not tapped a $1.9 billion credit line.
Healthcare personal protective equipment market poised for significant growth
Personal protective equipment in healthcare has been in high demand due to the COVID-19 pandemic, and this demand is reflected in its market outlook. The PPE industry is likely to generate close to triple its 2019 revenue by 2027.

A new report from Allied Market Research estimates that the PPE market will reach $33.4 billion globally by 2027, up from just $12.9 billion in 2019, at a compound annual growth rate (CAGR) of 12.4%. 
Selling post COVID; what’s the new normal?
The pandemic has put a spotlight on the challenges hospital systems face. Balancing between fee-for-service, which can drive up cost, to value based care has been a challenge; add labor costs that continue to escalate and one can imagine how the pandemic has changed everything. 

Read more to find out how suppliers and supply chain leaders can help this new normal.
Covid-19's effects on National Account Executives
The current Association of National Account Executives (ANAE) survey shows fascinating results. Survey closing soon, please take 60 seconds to participate!
  • Over ½ of respondents expect to be down over 50% to plan in 2020
  • 20% believe accesses to IDNs will be there biggest hurdle the rest of the year
  • 25% of respondents’ companies have had lay offs but none in National Accounts

All responses are anonymous and only the combined, top-line results will be shared.
New coronavirus outbreak in Beijing forces city back into lockdown
Beijing has reintroduced strict lockdown measures and is again rolling out mass testing after a new cluster of COVID-19 cases emerged from the city's largest wholesale food market.

The Chinese capital reported 36 new Covid-19 cases on Monday, bringing the total number to 79 since a locally transmitted infection was reported on June 12 for the first time in nearly two months, according to China’s National Health Commission.

The new cases are linked to a market in the southwest part of the city. The market, which sells produce as well as meat and seafood, has been shut down since Saturday. The outbreak has already spread to the provinces of Liaoning and Hebei, where a total of five new cases were found to be close contacts of patients in Beijing.
Healthcare execs rethink partnerships to survive economic fallout from pandemic
Lifespan and Care New England have announced increased collaboration between the two health systems in Rhode Island. This is after the two health systems walked away from merger and acquisition talks nearly a year ago.

The COVID-19 pandemic has prompted leaders to reconsider the partnership. However, this is not the case nationwide as other health systems call off partnership plans during the pandemic.

Michigan’s Beaumont Health called off its partnership with Ohio’s Summa Health in May.
The two health systems signed a definitive agreement in December 2019 to make Summa

Health a subsidiary of Beaumont Health. “We didn’t plan this, but we are deferring that until we have a little more clarity about the impact of this crisis,” Beaumont’s CEO John Fox said in April.
Virtual Lecture by Margaret Steele, VP Sourcing from Vizient
The Association of National Account Executives (ANAE) has released new online learning modules, ANAE Lectures.

Margaret Steele, VP Sourcing at Vizient presented for the Lectures and is posted in ANAE’s Facebook group. You can watch the keys for successful contracting through Vizient for free by joining the Facebook group with the icon below. You can also see this module and all the other ANAE Lectures by joining ANAE with the link below.
Intalere launches Member Resources Express, an enhanced spend analytics, savings platform
Intalere (St. Louis, MO) announced the release of Member Resources Express, a streamlined, personalized version of Intalere’s Member Resources website, which the GPO says maximizes the ability to reduce purchasing costs utilizing contract information, purchasing history and reporting.

The Member Resources Express self-service experience highlights the top trending contracts based on the members’ class of trade and location in the country.

According to Richard Mackey, SVP of IT for Intalere, this is an important example of using supply chain predictive analytics to benefit the member. “The experiences and learnings of the collective network are able to directly benefit the member each and every time they log into the platform,” said Mackey.
John Pritchard
Publisher of National Accounts Weekly


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