Hello National Accounts Executives,
I hope this finds you well! Please share this with your colleagues!
John Pritchard
jpritchard@ShareMovingMedia.com
(770) 263-5262
Enjoy back issues of National Accounts Weekly by clicking
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Contracting Professional of the Year
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Dennis Mullins: Steering a vehicle for change at IU Health
Strategic thinkers: The healthcare supply chain needs more of them.
However, a strategic thinker who lacks good communication skills or change-management skills risks either failing in whatever initiative they are involved, or succeeding painfully, says Dennis Mullins, senior vice president of supply chain operations at Indiana University Health.
Mullins is the
Journal of Healthcare Contracting magazine’s Contracting Professional of the Year for 2019.
Mullins learned the importance of clear communication and organizational change management through his experience in the armed forces, and supply-chain positions at Columbia/HCA, Shands at the University of Florida, and Baylor Scott & White in Dallas, Texas. In May 2015, he joined IU Health to help direct the design, construction and implementation of that IDN’s Integrated Service Center, which opened for shipments in May 2018 – the first such center he was able to build from the ground up.
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IDN Insights East Registration Now Open
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IDN Insights East is back this year 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!
Topics include:
- Coaching suppliers on how to put together a value proposition that will help IDNs drive a clinically integrated supply chain
- 7 things you can do to get the most out of your GPO
- Deep dive look into Geisinger Health System
- 5 imperatives suppliers need to know to win over super tanker IDNs
- Journey at Sloan Kettering and the modernization of their supply chain
Space is limited!
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Northwell Health, NYC Health + Hospitals open new $47.7 million joint lab to help hospitals focus on emergency testing, cut costs
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The new lab brought additional jobs to the area. The lab is forecasted to save NYC Health + Hospitals more than $20 million annually.
A joint project between the largest private employer in New York State, Northwell Health, and NYC Health + Hospitals, the largest public health system in the country, came to fruition this week when the two systems officially opened a $47.7 million shared, centralized laboratory in the NYC borough of Queens. The new Clinical Laboratory of New York is the largest nonprofit, hospital-operated lab in the country. Both systems said the new lab will boost quality and patient services and cut costs for both health systems.
The new 36,000-square-foot, two-story facility will provide microbiology tests, including molecular diagnostics, from local hospitals, clinics and physician offices. The lab will help shoulder Northwell's more than 30 million tests and 200,000 surgical pathology specimens annually as well as the roughly six million non-urgent tests from NYC Health + Hospitals along with its Core lab. In so doing, public hospital laboratories can focus on urgent testing.
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OSF Healthcare opens 270,000 square foot Distribution Center
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OSF Healthcare, which operates 12 Hospitals in Illinois, Wisconsin and Michigan, opened a 270,000 square foot Distribution Center in Peoria, Il.
The D.C. will house 1,500 items for the Hospitals. “It should be between eight to 10 weeks before we’re up and running for the whole system,” said John Horne, OSF’s chief supply chain officer.
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Value Analysis seminar... just for Suppliers
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This great seminar 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.
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Todd Ebert combined his interest in health sciences and business management to build a 40-year career in hospital and group purchasing organization (GPO) management, most recently as president and CEO of the Healthcare Supply Chain Association, the trade association for GPOs. Ebert will retire from the industry later this year.
Born and raised in Salt Lake City, Ebert received bachelor’s degrees in pharmacy administration and business management, and a master’s in pharmacy administration, from the University of Utah. A registered pharmacist, he began his healthcare career in the pharmacy at St. Marks Hospital and then Pioneer Valley Hospital (now Jordan Valley Medical Center) in Salt Lake City. Already back then, he was impressed by the savings that group purchasing could bring to hospitals. “What you saw relative to the value was huge,” he says. “And it has increased exponentially since then.”
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Letter to the Editor:
What a potential Owens & Minor sale means for suppliers
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By Carl P. Meyer, Executive Vice President, The Wetrich Group
Reuters reported that Owens & Minor Inc is exploring a sale of the company, people familiar with the matter said on Wednesday, as the U.S. medical supplies distributor seeks to recover from a string of disappointing earnings.
With a potential sale of Owens & Minor to another organization an open possibility, what are some of the potential impacts to the Supplier Community?
For Suppliers utilizing O&M to fulfill their orders for mutual provider accounts, this could create significant risk, depending on who were to purchase O&M.
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RPC Insights: IHN Sourcing Group members maintain their independence through cooperation
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A well-run IDN supply chain probably wouldn’t tolerate purchasing 50-some unique IV start kits from six or seven suppliers. But spread those numbers over 20+ independent hospitals and contracting teams, and they make more sense – if not more savings.
IHN Sourcing Group – a network of 26 independent hospitals in Ohio, Indiana, Michigan, Virginia and New Jersey – tackled the IV-start-kit challenge a couple of years ago, and after several months of research and interaction, contracted for just three kits from one supplier. “We generated significant savings,” says Executive Director Shawn Katusin. “And the benefits weren’t just financial, but clinical as well, because those three kits contain best-in-class products.”
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Join the club for National Account Executives
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Join the National Accounts Weekly LinkedIn Group!
Benefits of joining:
- Job Listings
- Network with your peers
- Original Content about GPOS, IDNs & RPCs
- Discounts on Meetings
- Announcements in advance of the public
It's free and easy to join!
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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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