Hello National Accounts Executives,
Happy Thursday NAW! Lots of things happening in our industry this week. We look forward to seeing you all in Dallas in July for the ANAE Annual Conference. I hope you enjoy this issue of National Accounts Weekly.
John Pritchard
jpritchard@ShareMovingMedia.com
(770) 263-5262
Enjoy back issues of National Accounts Weekly by clicking
here
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National Accounts Executives:
This Meeting is Made Specifically For You
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The Association of National Account Executives Annual Conference takes place in Dallas, Texas on July 11-12. You will network with peers and supply chain executives while hearing how to work successfully with the systems and GPOs listed below. You do not want to miss this event!
Confirmed Speakers:
- Chris McDown, Senior Vice Presidents Sourcing Operations, Vizient
- Sue Casey, VP, Strategic Supplier Engagement, Supply Chain Services, Premier, Inc.
- Todd Laidlaw, Vice President Business Development, Medline Industries
- Pam Bryant, Senior Vice President Supply Chain Management, Parkland Hospital and Health Services
- Sandy Wise, System Director, Baylor Scott & White Health
- Heather Wall, Chief Commerical Officer, Civica RX
- Jeff Cohen, EVP, Public Affairs, Federation
- Ed Hardin, Vice President Supply Chain, Froedtert Health System
- Barbara Strain, Director of Value Management, University of Virginia Health System
- Dee Donatelli, Principal, Dee Donatelli Consulting LLC
- Traci Bernard, President, Texas Health Harris Southlake Hospital
- Vizient Aggregation Group
- More to come!
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Want to save $369 off your ticket to the ANAE Annual Conference above?
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Benefits include:
- Access to the ANAE Supply Chain Leader Learning Series - an interactive webinar with supply chain leaders as well as executives at GPOs and RPCs
- Registration discounts to all Journal of Healthcare Contracting meetings
- Attendance to ANAE regional events
- Access to a community of other National Accounts Executives where you can ask and answer questions about your challenges and successes
- Access to our online library of content, including industry training, conference presentations, and topic specific blog posts
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Health care emerges as target of cyber criminals
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Cyber criminals appear to be shifting their focus away from retail and banks to health care, targeting a sector with increasingly malicious and destructive attacks, finds a new report from Waltham cybersecurity firm Carbon Black.
According to the report, the average health organization is experiencing two attacks per week. Half of those surveyed said the attacks were meant to destroy systems and data — a means of burning the evidence after hackers take health data to sell on the dark web.
Massachusetts in particular is seeing an increase in cyber attacks. Of the eight Massachusetts health systems surveyed, seven said they'd seen an increase in the frequency and sophistication of cyber crime.
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Three reasons why a Supplier should invest in the Value Analysis Apex
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1.
Sharpen your sales and marketing message which will enhance your chance to sell.
Understand what resonates with the Value Analysis Buyer. Learn how your marketing and sales materials can better “hit the mark” when selling to a committee decision.
2.
Understand the value analysis process to better position your product.
The Apex is designed as an interactive learning environment, not a single power point. The materials and discussions will help you better understand how the value analysis process works.
3.
Confirm that your value proposition is right.
Following the Apex, you will be enrolled for a Simulated Value Analysis Committee (SimVAC). This experience is your company's 1:1 to test what you learn at the Apex. Value Analysis faculty will critique your materials and sales approach and provide productive feedback.
Check out the agenda:
Less than 20 seats remain!
To save $100, use the coupon code: ANAE2019
This event is hosted by industry veteran and Value Analysis Whisperer Dee Donatelli.
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Nearly 90% of hospital execs feel vulnerable to 'extreme threats' like Amazon, CVS
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- The majority of healthcare providers are failing to keep pace with consumer trends and remain uncompetitive with industry disruptors, according to Kaufman Hall's 2019 Consumerism in Healthcare report.
- Executives are acutely aware of the problem: 88% of those surveyed report feeling vulnerable to non-hospital disruptors. Four in particular — Amazon, CVS and UnitedHealth Group and its innovation arm Optum — are considered to pose a "strong or extreme threat" to hospitals and health systems.
- Despite this, few legacy providers have made a concentrated effort to meet consumer demands. According to Kaufman Hall's consumerism ratings, only 8% are considered "best in class" and 24% are taking a "thoughtful approach" to consumerism. Most providers are either planning a consumerism strategy (39%) or lack one entirely (29%).
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Top 5 Hospitals in 10 Major US Cities
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Based on Definitive Healthcare's hospitals and IDNs data, here are the top five hospitals, ranked by net patient revenue, for some of the U.S.' most major cities: New York City, Los Angeles, Chicago, Washington DC, San Francisco, Boston, Dallas, Philadelphia, Miami, and Denver:
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In January, the Consortium for Universal Healthcare Credentialing (C4UHC) successfully completed the process of certification to develop ANSI (American National Standards Institute) standards for healthcare supplier credentialing through NEMA, an ANSI-standards-setting body.
“Many healthcare providers and suppliers already conform to ANSI/NEMA standards, so there should be some familiarity for credentialing,’ says Orthman. “Virtually every piece of medical equipment – and the hospital electrical systems they are plugged in to – used in the delivery of care of the patient conforms to ANSI/NEMA standards.
Adopting the ANSI standards will minimize the exposure of personal and sensitive information from suppliers’ employees, according to the Consortium.
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As Trade War Spreads to Mexico, Companies Lose a Safe Harbor
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Mr. Trump has frequently criticized Mexico and the American companies that relocate production there. But his trade policies have largely focused on China, a target of successive rounds of tariffs on billions of dollars in imports.
Mr. Trump’s tariff announcement sent a jolt through medical device makers, which in recent years have built facilities in places like Tijuana that produce items like pacemakers, artificial respirators and intravenous bags.
Last year, the United States imported medical equipment from Mexico worth nearly $8 billion, according to government trade statistics.
Blair Childs, a senior vice president for public affairs at Premier, said many medical items were kept off the list of products that were subject to the first set of tariffs on imports from China. But now the list of Chinese products is expanding, meaning medical products from both China and Mexico could be hit with new levies.
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Jobs! Current National Accounts Open Positions
Corporate Accounts Director / medical device - New York, NY at Arjo Inc.
The Corporate Accounts Director will establish and lead business relationships with regional Integrated Delivery Networks and their member hospitals. This position will create access for all Arjo business units (DVT, Safe Patient Handling, Medical Beds & Therapeutic Surfaces – Capital & Rental, Reprocessing) within the IDN member hospitals by developing revenue-enhancing contracts and determining the needs of Group Purchasing Organizations relative to conducting business with Arjo.
If you have a National Accounts position you'd like posted in National Accounts Weekly please
email it here.
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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
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