Supply Track                                 
Understanding and anticipating the evolving facility and equipment needs of hospitals and healthcare systems can be a huge challenge, but aligning your goals with those of your customer is critical. This track will provide insight on how healthcare system decision-makers identify key parameters that lead to a successful contracting experience. Learn how effective collaboration with healthcare administrators can open up new opportunities and lead to more effective negotiations for services and long-term business partnerships. Gain a fresh perspective on how to better position your product or service to assist healthcare systems and hospitals in meeting the challenges they face. Topics will include a discussion regarding issues impacting capital equipment, design, and construction, as well as strategies for navigating the GPO landscape.  
The sessions in the 2018 ACE Suppy Track are listed below.  
Name Time Location Name Speakers Description
Monday, February 19, 2018
Sales Development Workshop -- Managing Relationships Through the Digital Channel10:00 AM - 11:15 AMAugusta CD, 7th Floor
While consumer purchasing has evolved into an Amazon Prime world, capital equipment planning has moved from the pen and pencil to dedicated software.  Gain important insights into the how and when planners specify capital equipment and how to grow these relationships through the digital channel.
View the PowerPoint presentation here.
Sales Development Workshop -- Getting Specified11:30 AM - 12:45 PMAugusta CD, 7th Floor
Construction product manufacturers know there are a number of factors that affect product purchasing decisions.  This session will provide valuable insights on how to get the sale.  Gain a better understanding of the factors that affect product purchases.  You’ll leave this session with new insights on finding leads, reaching the right person and making your product indispensable.
View the PowerPoint presentation here.
Supply Track: Panel: Issues Impacting Capital Equipment1:00 PM - 2:15 PMAugusta CD, 7th Floor
As the delivery of healthcare evolves, so too do the issues impacting capital equipment planning, purchase, and maintenance.  Capital equipment expenditures comprise an estimated 30-50% of the total cost of the average healthcare building project.  Knowledge of the best methods to effectively evaluate capital equipment purchases and practical negotiation strategies are integral to ensuring maximum ROI.
Gain new insights as the panelists discuss the issues having the most impact on capital equipment in healthcare in 2018.  Discussion will include strategies they have successfully implemented in their organizations to support project budget compliance, improve efficiency, and facilitate patient and employee satisfaction.  Best practices on budgeting for capital equipment purchases and logistics management for the lifecycle of capital equipment will also be shared. 
Learning Objectives:
  1. Identify capital equipment processes that address the needs of today’s healthcare facilities.
  2. Analyze the impact of capital planning strategies in healthcare construction.
  3. Describe the challenges that must be overcome when making capital equipment purchases.
  4. Examine current trends and forecast future trends in capital equipment planning.
Supply Track: Panel: Issues Impacting Design & Construction2:30 PM - 3:45 PMAugusta CD, 7th Floor
The PwC Health Research Institute’s annual report labeled 2017 as “a year of uncertainty and opportunity”.  2018 is certain to be the same.   Patient-centered care, evidence-based design, lean process improvement, sustainability, and uncertainty about changes in the ACA are all changing the healthcare building industry paradigm.  Stakeholders are looking for innovations that will allow them to build and renovate structures in less time and for lower costs. 
In this session, panelists will discuss what is changing in healthcare construction and how you can adapt your organization’s strategies to be better prepared for these changes.   Learn about the challenges impacting design and construction that are changing the way Architects, Designers, Equipment Planners, Builders, and other stakeholders work.  Discussion will also include methods of collaboration with professionals involved in healthcare design and construction that can facilitate better communication, build partnerships, and increase efficiencies for the construction of safe and healthy buildings.
Learning Objectives:
  1. Identify capital equipment processes that address the needs of today’s healthcare facilities and their changing patient population.
  2. Analyze the impact of capital planning strategies in healthcare construction, building design, and patient experience.
  3. Describe the challenges that must be overcome when making capital equipment purchases in order to provide capital equipment that is cost effective while meeting the needs of the patient.
  4. Examine current trends and forecast future trends in capital equipment planning and efficiency.
Supply Track: Panel: Creative Strategies for Navigating the GPO Landscape4:00 PM - 5:15 PMAugusta CD, 7th Floor
This panel of GPO executives will share how innovative and collaborative methods have worked for them to streamline operations, improve outcomes and increase the bottom line.  Panelists will discuss how the changing business of healthcare has resulted in new methods for meeting financial and clinical goals for independent, community-based healthcare organizations all the way up to large, integrated systems.
Learning Objectives:
  1. Identify collaboration and consolidation opportunities for suppliers and systems.
  2. Analyze trends resulting from mergers and acquisitions.
  3. Discuss the key challenges facing healthcare provider decision makers.
  4. Discover strategies that will make the marketplace shake-up beneficial for your business.
Wednesday, February 21, 2018
Professional Development Workshop -- Leveraging the Power of Personality to Influence Others8:30 AM - 11:30 AMPeachtree D, 8th Floor

Influence directly impacts the ability to effectively lead others, promote products and close deals, gain buy-in and alignment, and much more. But, when it comes to influencing others, it’s not about you; it’s about them. Influencing relies on understanding the personality style of the person you are wanting to impact and modifying your tone, delivery style and language choices to make an impact.


At the conclusion of this workshop, participants will be able to: 


1. Recognize when they are in ‘autopilot communications mode’
2. Explain the four primary personality styles of individuals 
3. Assess their own communications style, and 
4. Identify ways to modify their communication style to better influence others


View the PowerPoint presentation here.