Volume 50| May 2, 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
IDN Insights East in Nashville registration closing soon!

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 largest, most progressive 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


For questions please contact Anna McCormick at amccormick@sharemovingmedia.com  
Thank you to our IDN Insights East Sponsors!
Value Analysis seminar just for suppliers
Check out this great seminar that will coach suppliers on how to turn the Value Analysis process into a strategic advantage.

If you struggle with getting the attention of Value Analysis committees and getting the outcomes you want, this is a must-attend event!

Check out this awesome agenda:


To save $100, use the coupon code: ANAE2019

This event is hosted by industry veteran and Value Analysis Whisperer Dee Donatelli.

Selling products into hospitals and large healthcare organizations feels more complex than ever. Today, as hospitals take aim at measuring cost, quality, and outcomes, it is more important than ever to define and communicate the value and advantages of your company’s products.

This 1 ½ day, highly interactive and engaging program will show you how to re-position your products for the Value Analysis Committee (VAC) process.
How does consolidation impact the healthcare supply chain?
Supply costs are on track to eclipse labor spending as hospitals’ greatest expenditure by 2020 with total supply chain spending representing roughly one-third of all hospital spending last year. Unlike labor costs, hospital supply costs can be minimized without sacrificing efficiency or care quality. Supply costs are also more discretionary than other facility costs, though essential costs fluctuate by specialty.

Other means to regulate and streamline the hospital supply chain is through the use of electronic data collection and sharing software. Not only does this technology aid facilities in tracking the ordering and use of medical supplies, but it also allows providers and hospital leaders to analyze the effects of those resources on population health trends. This enables those with purchasing power to determine the most cost-effective options for improving or maintaining care quality and patient outcomes.

Cutting supply costs isn’t solely about finding the lowest prices. Facilities must make a dedicated effort to address spending through technology, physician awareness, and relationships with integrated delivery networks (IDNs) and group purchasing organizations (GPOs). In a healthcare industry that is continually seeing mergers, acquisitions, and partnerships, suppliers must also learn to navigate the shifting relationships between facilities and healthcare organizations.

Private equity invested over $10b in healthcare in first half of 2018

Over the past 20 years, private equity involvement in healthcare has steadily grown and private equity investors now play an extremely important role in the healthcare ecosystem. Private equity invested more than $10 billion in healthcare deals in the first half of 2018. And, as of September 2018, more than $1 trillion of investable capital remained available for deployment in healthcare, according to a Bloomberg report.
New $3b RPC launched: Independent Massachusetts hospital systems form Value Alliance
A coalition of 10 independent Massachusetts health systems, including 14 community hospitals, have formed the Massachusetts Value Alliance to enhance their efforts in delivering high-quality, patient-centered and cost-effective care to their communities.

The member hospitals of the MVA have a combined $3.1 billion in total revenue. The 10-member collaborative spans the breadth of Massachusetts geographically and serves approximately 2 million people in their combined market areas. This alliance is the only collaboration of independent health care systems.
The MVA was founded in 2016 by Emerson Hospital in Concord, Sturdy Memorial Hospital and South Shore Health. Membership now also includes Berkshire Health Systems, Harrington HealthCare System, Heywood Healthcare, Holyoke Medical Center, Lawrence General Hospital, Signature Healthcare and Southcoast Health.

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


Michael Alkire Promoted to President of Premier
Michael Alkire, formerly chief operating officer of Premier (Nasdaq: PINC), has been promoted to president of the Charlotte, N.C.-based health care technology company.

Premier said Tuesday Alkire’s promotion recognizes the expansion of his role, which now includes oversight of strategies for the company’s supply chain and performance services segments in addition to his responsibilities over business operations.

Alkire assumed the COO role in 2013 after serving as president of Premier Purchasing Partners. He has over two decades of business development experience at Deloitte & Touche and Cap Gemini Ernst & Young.

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.

Jobs! Current National Accounts Open Positions

Merck National Account Manager De Soto, KS

Kimberly Clark Corporate Account Manager Western, US

amag Pharmaceuticals Director, National Accounts Waltham, Ma

Henry Schein National Accounts
Go to below link and enter National Accounts under key words

BD Director of National Accounts Chicago, Il.

BD National Accounts Manager Chicago, Il.

symplr National Accounts Manager Houston, Tx.

Novo Nordisk National Account Manager, Plainsboro, NJ

Novo Nordisk National Account Manager, Plainsboro, NJ

Novo Nordisk National Account Manager, Plainsboro, NJ

If you have a National Accounts position you'd like posted in National Accounts Weekly please email it here.
Feel free to share!
Thanks for reading this issue of National Accounts Weekly! Let me know what you think!

You are now in the know!

John Pritchard


P.S. You can follow us on twitter @NatAcctWeekly

P.S.S.: Please forward this to your friends and colleagues. They can receive their own free subscription to National Accounts Weekly by clicking here .