HCA Top 50 Hospital List, B. Braun invests $1b to end IV shortage, Parkland, Vizient, Premier, Baylor S&W to present at Dallas IDN meeting

Volume 54 | May 31, 2019

Insights-Trends-Opinions

Hello National Accounts Executives,

We hope you had a great week! We are excited for our upcoming meeting in Dallas on July 11-12 and we hope you all can join us. Check out our lineup of speakers below! I hope you enjoy this issue of National Accounts Weekly.

www.NationalAccountExecutives.com

John Pritchard

jpritchard@ShareMovingMedia.com

(770) 263-5262

Enjoy back issues of National Accounts Weekly by clicking here

Join us for the ANAE Annual Conference in Dallas July 11-12

The Association of National Account Executives Annual Conference provides an opportunity for ANAE members and prospective members to network with their peers and customers, while hearing from leading supply chain executives and GPOs on working successfully with IDNS.

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!

Click here to see the agenda

For questions please contact Anna McCormick at amccormick@sharemovingmedia.com

HealthTrust to Acquire ROi GPO and Supply Chain Organization

HealthTrust announced today the signing of a definitive agreement with Resource Optimization & Innovation (ROi), a recognized leader in healthcare supply chain management, to assume ownership and operations of the company.

HealthTrust will become the exclusive national group purchasing organization (GPO) for Mercy and other ROi partner members Orlando Health, Inc. and Franciscan Missionaries of Our Lady Health System. In addition, ROi’s co-workers will transition to HealthTrust and continue to support supply chain operations at Mercy facilities.

Financial terms were not disclosed. The acquisition is expected to close by late summer pending customary regulatory approvals.

Click here for the full article

Value Analysis boot camp now open, discounts for National Accounts Weekly readers

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:

https://www.valueanalysisapex.com/about

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.

PorMedica adds 500,000 sq. ft. 13-story tower

The 13-story, 500,000 square foot facility will mainly house ICU patients and new mothers.

"So it really provides a new facility that is commiserate with the level of care that is going on within its walls," said Matt Nagel, ProMedica Toledo Hopsital project director.

The $386 million building has more than 300 patient rooms designed with smart technology like bedside electronic charts on tablets. Hospital officials say the tablets will help improve health education and patient participation.

"All those interactive type of technologies are there and available, it improves obviously the safety of the patient as well as our staffs ability to deliver appropriate care," said Nagel.

Click here for the full article

B. Braun announces $1 billion investment in manufacturing to alleviate IV fluid shortages in the U.S.

At various points in recent years, there have been nationwide shortages of IV fluids, which health care professionals use to hydrate patients, administer drugs and replace lost blood volume.

On Tuesday, one of the main suppliers of those fluids, B. Braun Medical Inc. of Bethlehem, took a leap out of its usual press-shy shell to make a very public announcement in Washington, D.C., about its plan to alleviate future shortages.

click here for the full article

United States remains the largest market for medical devices, at more than $150b

Medical device and technology development is an area in which U.S. companies are at the forefront. According to a SelectUSA.gov publication, America has the largest medical device market in the world. It has a market size of around $156 billion, and it represented about 40 percent of the global medical device market in 2017.

United States exports of medical devices in key product categories identified by the Department of Commerce exceeded $41 billion in that year.

click here for the full article

HCA Top 50 Hospitals

How many hospitals does HCA currently operate?

Hospitals: 211

Physician groups: 127

Ambulatory surgery centers: 157

Imaging centers: 129

Urgent care clinic: 150

Top 50 HCA Hospitals by Net Patient Revenue

Rank, Hospital Name, Net Patient Revenue, # of Staffed Beds

1. Methodist Hospital (TX) $1,499,642,523 1,548

2. Mission Hospital - Asheville (NC) $1,209,452,518 665

3. Medical City Dallas (TX) $891,748,599 723

4. TriStar Centennial Medical Center (TN) $754,040,800 525

5. Johnston-Willis Hospital (VA) $721,229,000 292

6. St. David's Medical Center (TX) $681,294,002 350

7. Good Samaritan Hospital (CA) $638,715,289 300

8. Swedish Medical Center (CO) $619,211,405 356

9. Wesley Medical Center (KS) $608,392,801 552

10. Sunrise Hospital & Medical Center (NV) $602,446,949 557

Click here to see the Top 50 HCA Hospitals

U.S. Pharma spending to top $370b in 2019

U.S. pharmaceutical spending is expected to grow by 2.5% in 2019, topping $370 billion, while overall healthcare spending is projected to grow by 4% and reach $3.6 trillion, according to a Fitch Solutions report released Monday.

By 2023, Fitch Solutions estimates pharmaceutical sales will top $420 billion, account for nearly 1.7% of the national GDP, and 9.7% of overall health expenditures.

Overall healthcare spending is expected to reach $4.3 trillion during the same period of time.

Click here for the full article

Jobs! Current National Accounts Open Positions

Associate National Accounts Manager - Contract Specialist at Coloplast

Minnesota, Minneapolis

You will be responsible for working with the entire NAM Team to help coordinate contract renegotiations and extensions. You will also be responsible for having a proactive view of contracting needs and assure ownership of responsibilities have been appropriately assigned. For certain customers they may take the lead in communicating contract renewals/extension or compliance related issues. You will assure that the NAM Team has the appropriate information and details to help negotiate strategic relationships and grow Interventional Urology revenue.

View the job posting here

Director, National Accounts at AMAG Pharmaceuticals

Waltham, MA

AMAG is a pharmaceutical company focused on bringing innovative products to patients with unmet medical needs. The company does this by leveraging its development and commercial expertise to invest in and grow its pharmaceutical products across a range of therapeutic areas, including women’s health.

Responsible for the continual expansion of AMAG’s sales opportunities and product access within commercial, Medicare, and Medicaid PBM and related Managed Markets customers including key affiliated health plans and Medicaid states, employer groups and unions; responsible and accountable for attaining sales goals and objectives consistent with the company’s annual operating budgets and strategies.

View the job posting here

National Account Manager at Abbott

New York, New York

For more than 125 years, Abbott has brought new products and technologies to the world -- in nutrition, diagnostics, medical devices and branded generic pharmaceuticals -- that create more possibilities for more people at all stages of life.

In this role you must:

Set Vision/Strategy/ through acquired Hospital System Selling Expertise

Lead Innovation

Anticipate Market Trends and Competitive Challenges

Establish and Leverage Customer Relationships

Build Effective Teams

View the job posting here

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