Supplier Strategies Track
The sweeping changes in healthcare have changed the way providers do business in almost every area, including how they purchase and source products and services. The demand for quality-driven outcomes requires providers to seek value in every clinical decision and suppliers to demonstrate their willingness
to be partners in this effort. Sessions in this track will give you a better understanding of what IDNs with value analysis initiatives are looking for from their suppliers and strategies for collaborating and navigating new contracting methods including value-based, outcomes-based and risk contracting.

New this fall, we are adding two sessions Monday morning that discuss the challenges of the pharmacy supply chain.
Monday, September 9, 2019
8:30 AM - 9:30 AM
Grand Canyon 8

Moderator: Josh Morita, Senior Director, Business Development, Healthcare Business Media 

Presenter: Stephen Majors, Director, Healthcare Practice at DuckerFrontier 

Over the past few years the switch to value-based and outcomes-based contracting has caused numerous headaches for both the providers of care and suppliers. Change was long overdue and, in many cases, it’s driving improvement in the delivery of care, but change is hard. This session will evaluate how much progress has been made in creating value-based payments systems, distinguish them from outcomes-based systems, chronicle examples of such systems in the US and note differences that may exist between pharmaceuticals and medical devices. Finally, the session will describe what this new system really means for suppliers and their business model. 

Learning Objectives:

1) Identify the differences between value-based and outcomes-based contracting. 

2) Analyze what the move toward value-based contracting means for healthcare suppliers. 

3) Discover opportunities that will impact your organization.  


Josh Morita
Senior Director, Business Development  
Bluegrass Business Media
Stephen Majors
Healthcare Practice at DuckerFrontier
Monday, September 9, 2019
9:45 AM - 11:00 AM
Grand Canyon 8

Moderator: Dennis Daar, Managing Partner, Medical Strategies International

Panelists: Gloria Graham DNP, RN, CVAHP, Clinical Value Analyst, Cincinnati Children’s Hospital Medical Center; Laura Polson, BSN, RN-BC, CVAHP, System Services Director, Clinical Quality Value Analysis, Baptist Healthcare, Inc.; Barbara Strain, Principal Consultant, Barbara Strain Consulting LLC; and Susan Toomey, BSHA, CVAHP, CMRP, Perioperative Services Sr. Value Analysis Coordinator, Lehigh Valley Health Network

Value Analysis initiatives are being implemented in every IDN and their purpose is to reduce cost, improve quality, and eliminate waste within the healthcare supply chain. For suppliers, these programs can assist you in improving the positioning of your product or service and in a perfect world, improve quality of care offered by the IDN. This session will allow you to learn about recent trends in value analysis and how to improve your products clinical value proposition to IDNs. 

Learning Objectives: 

1) Outline initiatives involving value analysis in US based IDNs.

2) Discover the purpose of value analysis initiatives.

3) Formulate strategies to use value analysis trends to improve healthcare supplier offerings to IDNs.

View Presentation

Dennis Daar
Managing Partner
Medical Strategies International
Laura Polson, BSN, RN-BC, CVAHP
System Services Director, Clinical Quality Value Analysis
Baptist Healthcare, Inc. 
Barbara Strain
Principal Consultant
Barbara Strain Consulting LLC
Susan Toomey, BSHA, CVAHP, CMRP
Perioperative Services Sr. Value Analysis Coordinator
Lehigh Valley Health Network
Gloria Graham, DNP, RN, CVAHP  
Clinical Value Analyst
Cincinnati Children’s Hospital Medical Center
Monday, September 9, 2019
9:45 AM - 11:00 AM
Grand Saguaro East

Moderator: Nicholas Toscano, VP, Supply Chain Operations, Trinity Health

Panelists: Jon Albrecht, VP, Pharmacy Services, Methodist Health System; Gary Freeman, RPh, MBA, Healthcare Consultant, Trinity Health; and Vincent Giambanco, Phamacy Sourcing LEAD, Mount Sinai Health System

IDNs are increasingly examining their pharmacy supply chain to improve best practices to cut costs but not interfere with patient care. The three IDN pharmacy executives are challenged daily with strategic imperatives to improve their supply chain. Hear how they prioritize new products, deal with drug shortages, view compounding, types of effective contracting they are employing, fighting the opioid crisis among many other topics during this free-wheeling exchange.


Learning Objectives:

1. Rank new products including pricing models.

2. Identify ways to better partner with the IDN pharmacy supply chain.

3. Outline a plan to manage contracting with IDN pharmacy supply chain.


View Presentation

Nicholas Toscano
VP, Supply Chain Operations
Trinity Health
Jon Albrecht
VP, Pharmacy Services
Methodist Health System
Vincent Giambanco
Pharmacy Sourcing LEAD
Mount Sinai Health System
Meena Rupani
Sourcing Clinical Products and Services 
Trinity Health
Monday, September 9, 2019
11:15 AM - 12:30 PM
Grand Canyon 8

Moderator: Michelle O’ Connor, President and CEO, CMR Institute

Presenter: Maggie Alston, Senior Healthcare Analytics Consultant, Milliman

In this session, industry experts will describe what is driving a heightened interest in risk sharing across the industry. They also will discuss risk-sharing opportunities that aim to create more meaningful partnerships with IDN customers. During the session, the presenters will provide detailed answers to questions such as:

  • Why are healthcare suppliers considering risk contracting for their products?
  • How does risk contracting change the business of selling to health plans and providers?
  • How does a risk-based contract between healthcare supplier and an IDN work?
  • How might sales teams support their organization’s future risk contracting efforts?

Learning Objectives: 

1) Describe the heightened interest in risk sharing and what it means to healthcare suppliers.

2) Explain how risk sharing can drive partnerships between IDNs and healthcare suppliers.

3) Identify methods of cultivating collaborations that are mutually beneficial for all parties.
Michelle O'Connor
President and CEO 
CMR Institute
Maggie Alston 
Senior Healthcare Analytics Consultant
Monday, September 9, 2019
11:15 AM - 12:30 PM
Grand Saguaro East

Moderator: Hector Boirie, Principal, Boirie Consulting 

Panelists: Josh Curtis, AVP, Pharmacy Sourcing, HealthTrust; Wayne Russell, VP, Pharmacy Contracting, Premier, Inc.; and Mittal Sutaria, VP, Pharmacy Sourcing,Vizient, Inc.

GPOs guide thousands of pharmacy supply products through the IDN pharmacy supply chain which include contracting, analytics, forecasting among other roles for their IDN partners. This role is key in working to reduce the approximate 20% cost pharmacy operations account for in a typical hospital. Learn from these GPO pharmacy supply chain leaders who they are working to drive a more efficient pharmacy supply chain for their IDN partners.

Learning Objectives:

1. Formulate strategies to drive additional market share.

2. Analyze factors that are impacting drug shortages.

3. Outline the ways GPOs are navigating potential disruption events impacting the IDN pharmacy supply chain.


View Presentation

Hector Boirie
Boirie Consulting
Josh Curtis
AVP of Pharmacy Sourcing
Mittal Sutaria 
VP, Contract and Program Services, Pharmacy
Vizient, Inc.
Wayne Russell
VP, Pharmacy
Premier, Inc.