Anna McCormick

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 …

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

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 …

Amazon’s Latest Ambition: To Be a Major Hospital SupplierRead More

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 …

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

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 …

The 8 Healthcare Trends that will Impact your Sales in 2018Read More

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 …

Donna Van Vlerah Named to Women Leaders in Healthcare Supply ChainRead More

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 …

Mike Alkire, Premier COO on M&ARead More

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 …

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

Call me naïve but when I read about this trilogy’s announcement of going into healthcare I thought it was nothing more than a pooling of risk wider than any one company could enjoy on its own. Simply put, I thought they were making their pool wider to enjoy economies to lower their cost to cover …

Reactions to Amazon, JP Morgan and Berkshire AnnouncementRead More

Pretty interesting article making the case that hospital mergers are destined to fail. Thanks to a loyal NAW reader for submitting this article! Dr. Robert Pearl states “As health plans, pharmaceutical companies and new care-delivery entrants gain market clout at the expense of the hospital industry, panic is starting to set in. These developments have …

Why hospital mergers are destined to failRead More

The Washington Post seems to be really taking a leadership role in bringing the intricacies of the US Healthcare Supply Chain to Main Street. It seems to me they are covering more and more stories pertaining to vulnerabilities in the medical Supply Chain in particular. Here are some facts in WaPo’s latest feature: 80% of …

Just in time supplies may be making the US vulnerableRead More

If you feel like your hospital based market share is evaporating you are not the only one…. In Paul Keckley’s weekly report he substantiates what you may be feeling with cold, hard numbers: In the last decade admissions have dropped 12% Acute bed capacity decreased 11% Just look what has happened to the number of …

Is your hospital market share evaporating?Read More