Volume 49| April 25, 2019
Insights-Trends-Opinions
Hello National Accounts Executives,

I hope you can join us in May in Nashville. Our IDN Insights East meeting is really shaping up. Check out the agenda below!


John Pritchard
jpritchard@ShareMovingMedia.com
(770) 263-5262

Enjoy back issues of National Accounts Weekly by clicking here
Only 7 spots left for IDN Insights East in Nashville

HealthTrust, Tenet Health, Baylor Scott & White and more scheduled for IDN Insights East in Nashville
IDN Insights East is almost sold out! This meeting will take place in Nashville on May 16-17. The IDN Insights meeting highlights some of the most progressive, largest healthcare systems in the East. Come network with your peers and customers while learning how large IDNs measure successful contracts, the challenges these health systems are facing, what successful supplier/provider relationships look like, and much more!


Speakers Include:
  • Michael Berryhill, COO, HealthTrust Purchasing Group
  • Jennifer Alvey, Executive Director Sourcing, IU Health
  • Mike Gray, System Vice President Supply Chain, SSM
  • Richard Yonker, VP Supply Chain, Tenet Health
  • Kreg Koford, SVP, Supply Chain and Sustaining Care Services, Memorial Sloan Kettering Cancer Center
  • Li Ern Chen, MD, Physician Executive and Surgeon
  • Karen Conway, Vice President, Healthcare Value, GHX
  • Sandy Wise, System Director, Baylor Scott & White
  • Christine Torres, System Vice President, Supply Chain Management, Main Line Health
  • Tim Marlette, Healthcare Supply Chain Consulting Executive
  • Bob Taylor, SVP Supply Chain, RWJ Barnabas Health
  • Bill Kellar, CEO, Nashville Supply Chain Services, HealthTrust, representing TriStar
  • Joe Walsh, Founder, Coach, Educator, Supply Chain Sherpas
  • Mark Dixon, President, The Mark Dixon Group
  • More to come!


Space is limited!

For questions please contact Anna McCormick at amccormick@sharemovingmedia.com  
Amazon rolls out Rx delivery direct marketing
Amazon announced its $1 billion acquisition of PillPack last June, sending shares of retail pharmacy companies like CVS Health, Rite Aid and Walgreens plummeting. PillPack delivers individualized packages of pre-sorted medicines, meant to help people manage multiple daily medications such as people with chronic conditions. The company said it is licensed to ship prescriptions to all states except Hawaii and can fill schedule III, IV and V medications.

Best Buy and Target move to at home Medical Device Market
At a time when the story of Theranos — the unicorn startup that developed finger-prick blood testing that was rolled out to Walgreens stores before the company was criticized for fraudulent practices and shut down — is captivating the nation, home health device makers are turning to retailers to get their own machines into the hands of consumers.

Best Buy today announced the expansion of its reach into healthcare with sales of a new device, TytoHome. It allows users to measure certain information like body temperature readings, upper respiratory recordings and throat scans, among others, and send them to a telehealth clinician or their own physician or nurse

CDC estimates over 50,000 deaths from flu this season

CDC has estimated the burden of flu since 2010 using a mathematical model that is based on observed rates of laboratory-confirmed influenza-associated hospitalizations collected through a surveillance network that covers approximately 8.5% of the U.S. population (~27 million people).

The 2018-2019 flu season is the first season CDC has reported in-season burden estimates of flu in the U.S. These in-season estimates will be updated over the course of the flu season.
Johns Hopkins switches to GPO Vizient
Vizient announced that The Johns Hopkins Health System Corporation has joined Vizient as a member with the goal of aligning and accelerating cost and quality performance.

As part of this new agreement, The Johns Hopkins Health System Corporation will join Vizient’s group purchasing organization with the expectation of a decrease in its current supply costs. They have the opportunity to join Vizient’s pharmacy program, including the company’s Novaplus private label program, to reduce pharmacy expenses and minimize the impact of drug shortages on their enterprise. Lastly, they will be deploying Vizient’s Clinical Database (CDB) and Operational Database analytics, across all their hospitals with the goal of aligning cost and quality decisions, engaging physicians in utilization and supply choices and improving outcomes.

ANAE has a new website
The mission of the Association of National Account Executives is to educate, network and build relationships with the nation's best IDNs, GPOs, and RPCs.


ANAE members will receive:
  • Discounts to all JHC events including IDN Insights West hosted at the Amazon Business headquarters
  • Whitepapers including the new “7 Essential Characteristics of Tomorrow’s National Account Executives”
  • National Accounts University learning modules
  • National Account Executives Compensation Reports
  • National Accounts Weekly newsletter archives
  • A chat room where members can network with topics like IDN Supply Chain Leaders on the Move, Tips and Advice, as well as the Connection Hub
  • Supply Chain Leader Learning Series recordings and upcoming calls


ERs get a makeover for the elderly
Traditional ERs are ill-suited to geriatric patients, who find it hard to bounce back after a visit to the hospital

ERs designed for seniors are being created across the country. Hospitals with geriatric emergency departments include St. Joseph’s University Medical Center in Paterson, N.J., Holy Cross Hospital in Silver Spring, Md., five Aurora Health Care hospitals in eastern Wisconsin, and Mount Sinai Health System in New York. And more such centers are expected as the retirement-age population continues to increase. Visits to emergency rooms by people over age 65 rose by more than 27% from 2005 to 2015, according to the Centers for Disease Control and Prevention.

New Report: How Small Suppliers Succeed in IDN/GPO Contracting
The Association of National Account Executives recently assembled a panel of experts who collaborated to create a list of the most important things that small suppliers need to do in order to succeed in IDN/GPO contracting. Between getting the attention of big buyers or creating a better strategy for using your resources internally to drive a contract, making it as a small supplier in today’s healthcare marketplace is no easy task.

To read this new whitepaper and other content specific blogs built to help you succeed in your National Accounts role, please join The Association of National Account Executives below! 

Now Accepting Nominations for
National Account Executive of the Year

The National Account Executive of the Year award will be presented to the National Account Executive who has made a major impact within their company as well as the IDN/GPO/RPC contracting market and who has shown exemplary levels of ethics and leadership skills throughout their career. Consideration will be given to candidates who have successfully navigated the evolving healthcare arena with a tireless pursuit of value for their company, clients and our nation’s patients.


Nomination Deadline: May 22, 2019

Presentation Date and Location: ANAE Annual Conference in Dallas on July 11-12, 2019

The National Account Executive of the Year can be nominated by peers, coworkers, customers or contracting professionals.

RPC Profile: Captis, The Second Generation
‘The price at the pump is just the start,’ says VP Brenda Peterson

In September 2017, the Upper Midwest Consolidated Services Center, a regional purchasing coalition, with headquarters in Minnesota, changed its name to Captis, which comes from the Latin word meaning “to influence,” “to hold the attention of,” “to captivate.” Given the RPC’s growth from its founding in 2008, the name makes sense.

That’s because in 2008, Captis comprised just 10 health systems; by 2011, it had grown to 34; and today, 85 members generate an annual purchasing volume exceeding $9 billion. And it no longer is just an Upper Midwest affair. Captis has members in 26 states, from California to New York to Florida. And things continue to change. In fact, Captis has given a name to its change initiative – Captis 2.0.

That said, a couple of things have remained constant. For example, the RPC is managed – as it has been since 2008 – by Vizient. And, just as it did in 2008, Mayo Clinic, a founding member of Captis, provides sourcing and contracting services.
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John Pritchard


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