Articles

Merck announced it is laying off 1,800 sales reps, cutting three U.S. sales teams: primary care, disease-focused endocrinology and hospital chronic care. They will add positions for a new chronic care team. It isn’t clear if any National Accounts positions were directly impacted. Full Release here

Merck eliminating almost 2,000 jobsRead More

The wins and losses are bigger than ever and the same question still looms large … Are Government Accounts, National Accounts? I have seen great companies include VA, VISNs and other government contracting agencies in National Accounts, and I’ve seen companies exclude them from National Accounts. To learn what one expert says, click below. He …

Are Government Accounts, National Accounts?Read More

UPMC is building new patient-focused cancer, heart and transplant, vision and rehabilitation hospitals. The new hospitals will be integrated with three current hospitals. UPMC is collaborating with Microsoft to build these hospitals of the future. Interestingly, the new $2b spend will not render any new beds. This is in addition to the nearly $1b capital …

UPMC partners with Microsoft to spend $2b on 3 new digital hospitals, not adding a single bed!Read More

A lot of speculation lately about O&M and its well being and what the future holds. Last week they made a bold statement announcing their largest acquisition in history. It seems they are following Cardinal’s strategy of becoming a product company as well as a national distributor. This should be interesting to watch play out. …

Owens & Minor to buy Halyard’s infection prevention business for $710m in cashRead More

It is not news to any of us that access to hospital decision makers is in great decline. A new study shows some very telling statistics: 36% of hospitals denied access to Pharma Reps in 2016, up from only 22% in 2010 In hospitals allowing access to Pharma Reps, 53% are allowed to provide meals …

Access to hospitals by reps is in great declineRead More

Kreg Koford, Assistant Vice President, Supply Chain Solutions and Sourcing for Intermountain Healthcare shares his thoughts on what skills Supply Chain Leaders need to thrive in the era of great change. This clip was captured at a conference held by The Journal of Healthcare Contracting. Kreg is always a crowd favorite because of his candid …

Kreg Koford shares what he is looking for in the Supply Chain Leader of the futureRead More

I hope you enjoyed this issue of National Accounts Weekly. Please send me what you think of this newsletter and if you have news you’d like to be included in the next issue! John Pritchard News@NationalAccountsWeekly.com P.S. You can follow us on twitter @NatAcctWeekly P.S.S.: Please forward this to your friends and colleagues. They can …

Feel free to share!Read More

Matt Gattuso joins AngioDynamics as Senior Vice President/General Manager Stewart Hackney is now Director of GPO National Accounts for Merck  Robin Lincoln promoted to Senior Vice President, Contracting Operations at Capstone Health Alliance

People in the news and on the move!Read More

National Account Executive Carl Meyer has been giving back in a big way for the last ten years! Carl gives up his 4th of July every summer to raise funds to help Veterans find employment after their service to our country. Ten years later his accomplishments are impressive: Cumulative holes played: 1,341 Cumulative funds raised: …

One of our own…giving back in a big way!Read More

The Journal of Healthcare Contracting recently conducted a survey on National and Corporate Account Executives compensation plans in 2017. The results of this study allow you to compare compensation packages with peers in relation to the area of responsibility and job title. This report will show you average salary by: Title Area of responsibility (by …

2017 National and Corporate Account Executives Compensation Report now available!Read More

From the lobby is our weekly survey question! Please participate! Last week we surveyed readers the following question: What is the single most frustrating aspect of your interaction with contracting entities such as GPOs, IDNs and RPCs? Survey Says! 39% Driving performance/compliance 31% Constant leverage from GPO/IDN/RPC 15% GPO/IDN/RPC says one thing and does another …

From the Lobby!Read More

I really enjoy following the NFL and follow many people on Twitter trying to stay up to date. Chris Mortensen is one of the best analysts and is in the fight of life with cancer. It made me sad to see his tweet a couple days ago. I find it too easy talking about Supply …

Shortages from Puerto Rico loom large…Read More

A new Navigant study says the US Healthcare Supply Chain can be decreased 18% or $23b without reducing quality. Navigant suggests the following four tactics could achieve this: 1. Engage Physicians 2. Consolidate Suppliers 3. Optimize Utilization 4. Automate Technology I know you are rolling eyes right now and your thinking “yeah right, I have …

Chris Torres and Main Line Health’s “systemized” approach to product selectionRead More

Scott Caldwell was interviewed for The Good Day Ascension podcast series. The interview was originally aired earlier this year and it gives great insight into Scott Caldwell’s vision for The Resource Group (TRG). Some facts about TRG size and scope: -$7.7b in supply spend -Manages: 70m square feet of space 1m annual courier visits 1m …

Scott Caldwell CEO of The Resource Group on supplying Ascension HealthcareRead More

Meet tomorrow’s supply chain leaders. The Journal of Healthcare Contracting asked for nominations of young people with the energy, dedication and courage to shape tomorrow’s healthcare supply chain. If you read this I think you will agree with me that the Supply Chain is in good hands! Full article

The Journal of Healthcare Contracting announces nine Supply Chain Leaders of the future!Read More