This year's National Accounts Summit was a huge success! Over the course of the two-day conference, nearly 100 attendees engaged in insightful roundtable discussions, heard from several major IDNs and GPOs, and enjoyed some quality networking opportunities (and some great drinks)!
Thanks to everyone for coming out!
We've put together a quick recap of some of the highlights from last week's presentations.
Whether you're looking for a quick refresher or just trying to ease your F.O.M.O. - read on!
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Chaun Powell, group VP, Strategic Supplier Engagement for Premier, Inc. kicked off Thursday with some great insight into how all of the major GPOs are currently working on partnering with providers and suppliers to amplify everyone's success. He also challenged attendees to continue to push themselves to evolve with the industry and find new ways to do our part to take patient care to the next level.
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“If we are going to maintain relevance as GPOs – if we are going to continue to provide value to suppliers – we’ve got to find ways to innovate and disrupt.” -
Chaun Powell
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John Ghiorso, CEO of Orca Pacific, an Amazon consulting agency, spoke on Amazon’s prowess to become an important player in many different industries and what it takes to successfully sell on Amazon. The e-commerce giant is serious about disrupting healthcare. John presented ways to sell on Amazon through enhanced content, SEO and advertising, and brand stores. Amazon is the number one research platform for products today and is expanding in the B2B field, with an eye on the healthcare supply chain.
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“Everyone here is involved in patient care.”
- Chris Torres
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John Pritchard, CEO of Share Moving Media and publisher of
The Journal of Healthcare Contracting (JHC)
, facilitated an interactive roundtable on the most important ideas and questions to suppliers. This hour was dedicated to brainstorming ideas, thoughts, and questions the attendees had about the industry from a supplier perspective.
Here's just a taste of one of the topics:
How to influence your entire organization on the value of a contract:
- Advocate the value of the contract
- Produce a roadmap for success
- Measure quarterly
- Present compensation modeling
- Bolster a sharing strategy
- Open the lines of communication
- Follow up with success stories
- Senior-level sponsorship
- (And many more!)
A big thanks for everyone for participating! This session was really insightful, and it gave us here at ANAE and Share Moving Media a lot of great ideas for content that will help answer the most persistent burning questions ANAE members have and help members get an even bigger leg up on their competition.
Be ready for lots of new, engaging and relevant content coming at you next year!
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National Account Executive Lifetime Achievement Award
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One of the highlights of Day 2 was presenting the National Account Executive Lifetime Achievement Award.
This prestigious award is given to the person who best demonstrates excellence in his or her dedication to advancing and promoting health, while enhancing the careers of their peers and national accounts alumni.
This year's winner was Les Friend,
executive director, enterprise sales, for KARL STORZ Endoscopy-America, Inc.!
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“The role of the Value Analysis professional is process improvement.”
- Dee Donatelli
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Value Analysis is the New Customer
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Dee Donatelli, principal at Dee Donatelli Consulting and a supply chain and value analysis expert, detailed the various levels of maturity of value analysis teams and best practices for success for suppliers when dealing with the process. Randy Lester, director of value analysis at Grady Health System, joined Dee for the discussion for the perspective of a healthcare system. They spoke on the role of a value analysis professional and how the supplier can actively participate in the value analysis process.
What the healthcare system will ask of suppliers will continue to change and mature. Suppliers should do as much homework as possible because supplier competition is fierce.
The average Value Analysis professional:
- Receives 50 to 100 new product requests per month
- Participates in 4 to 8 value analysis meetings per week
- Averages 2 to 5 days to make the decisions necessary for recall, back orders and/or substitutions
The supplier’s role in value analysis is to:
- Deliver a value proposition versus a sales or marketing pitch
- Present evidence and data for decision making
- Prepare data to help make decisions
- Define a value guarantee or creative shared risk approach
- Collaborate to share and affect outcomes
- Develop a framework to measure and audit results
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"There’s a difference between having a “standard of care” and using a “sole-source agreement.” -
Ed Hisscock
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Supply Chain Trends in Provider Organizations
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The Friday session kept rolling right along with a great panel discussion on "Supply Chain Trends in Provider Organizations Today." Carl Meyer, EVP of The Wetrich Group, moderated the discussion. The panelists included Karen Kresnik, director of supply chain at Nebraska Methodist, Ed Hisscock, SVP of supply chain management at Trinity Health, and Chris Torres, system VP of supply chain at Maine Line Health. The group talked about everything from supplier consolidation, new trends, value as aggregation, sole sourcing, "clinical" versus "value", removing waste, and more.
Supplier consolidation: a risk or opportunity? New trends included:
- A more integrated supply chain
- Value as aggregation including owner-champions
- Why sole sourcing is too much risk and unnecessarily exposes organizations
- Why clinical and value analysis teams must be on the same page
- What are the primary drivers of waste
- The benefits of standardization and partnerships in the supply chain industry
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“Being a relevant brand means you’re customer obsessed, ruthlessly pragmatic, distinctly inspired, and innovative.”
- Jun Amora
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Getting to Know Geisinger
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Successful suppliers stand out from the crowd by being aligned with the customer before they even set foot in the door. That goes far beyond just knowing their strategic initiatives – you also have to know what emotionally drives them.
Jun Amora, VP of enterprise supply chain services for Geisinger Health System provided just that during his deep dive into Geisinger. He talked at length about the IDN’s current initiatives, strategic goals, and plans for the future. He also shared some great insight into Geisinger’s culture and mindset – key information for anyone looking to work with Geisinger.
Some recent Geisinger initiatives:
- “Geisinger At Home” – the initiative has reduced emergency department visits by 43% for Geisinger’s sickest 2-4% patients, and reduced hospital admissions for that group by 48%.
- Geisinger’s telehealth network
- Geisinger’s food-insecurity program, which provides proper nutrition to patients living in “food deserts” and promoting food over medicine.
- The opioid crisis hitting Geisinger’s primary care area, Central Pennsylvania
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Thank you to our sponsor!
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