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 supplies and services.  The demand for quality-driven outcomes requires providers to be demonstrate value more effectively in every clinical decision, and suppliers must demonstrate their willingness to be partners in this effort.  Sessions in this track will give you a better understanding of what IDNs are looking for from their suppliers and strategies for including clinical, financial, and operational efficiency components in your value proposition. 
Monday, September 17, 2018
8:30 AM - 9:30 AM
Grand Canyon 8

Health systems nationwide are changing at a dramatic pace.   During this presentation, Mark Dixon will take a deeper dive on consolidation, consumerism, and the transformational change health systems are undergoing.  These are unmistakable trends that are changing our industry.  In order for suppliers to remain relevant and vital, they must understand these trends and must change as well.  Mark will discuss how suppliers should adjust their commercial models to adapt to these changes. 


You’ll improve your future go-to-market strategies with a better understanding of the impact consumerism and consolidation are having on health systems in the United States.


Learning Objectives:

  1. Identify the factors causing a shift in the US healthcare market due to consumerism and consolidation.
  2. Review how to bring more value to customers that are fundamentally transforming.
  3. Outline specific strategies to reorganize your team’s priorities and account plans to meet the changing needs of your customers.


Mark Dixon
The Mark Dixon Group, LLC

Monday, September 17, 2018
9:45 AM - 11:00 AM
Grand Canyon 8

New value-based purchasing processes have created longer sales cycles, an increase in product commoditization, and a shift from efficacy to value creation. As relationship selling is becoming less and less effective in the value-based environment, sales professionals need to understand the goals of their customers’ value analysis committees (VACs) and how to positively present cost, quality, and other outcomes data. This session will outline how you can effectively support VACs at every stage of the sales process and position your products and services for optimal advantage.


Learning Objectives:

1.            Examine the impact of value-based care on the customer’s buying process and how your value proposition and go-to-market strategy need to shift.
2.            Identify what information and support is most important to help various stakeholders on the VAC meet their key objectives.
3.            Align each step of your sales process to the goals of the VAC so you can develop more successful VAC presentations that lead to product acquisitions.


View the presentation here.

Alister Barrow
Value-based Healthcare Consultant
CMR Institute

Derrick Billups
Director of Value Analysis
UC Health

Michelle O'Connor MEd
President & CEO
CMR Institute

Monday, September 17, 2018
11:15 AM - 12:30 PM
Grand Canyon 8

Change is coming from every direction and this is evident in every aspect of healthcare, including supply chain.  This climate of change has shifted how providers define value when choosing suppliers.  Suppliers want to know: "What does this change mean to me?"; "How can I navigate myself and my organization through this?"; and "How can I build better relationships with providers?", among many other topics to be explored.


Hear from two long-time supply chain leaders who have earned a reputation of telling-it-like-it-is.  They will share insights for navigating the changes in how IDNs are doing business.  Learn what providers are looking for from the supplier community and how suppliers can better prepare for the challenges that lie ahead.  Panelists will outline expectations and share best practices to form strong partnerships with IDNs. 


Learning Objectives:

  1. Define the supply chain challenges facing IDNs.
  2. Identify ways providers and suppliers can forge stronger partnerships.
  3. Describe the key drivers influencing healthcare supply chain decision makers.
Brent Johnson
Independent Consultant

Michael Langlois
Healthcare Supply Chain Resource
Langlois & Associates, LLC

Brent Petty CMRP
Executive Industry Consultant - Healthcare