Supplier Strategies Track
The sweeping changes in healthcare have changed the way providers do business in almost every area, including how they source and purchase supplies and services in this new landscape.  The demand for quality-driven healthcare outcomes requires providers to more effectively demonstrate value in every clinical decision.   As a result, suppliers must demonstrate their willingness to be partners in this effort.  Sessions in this track will help you gain a better understanding of what IDNs are looking for in their suppliers.  You will hear from leading healthcare and contracting executives as they share the latest trends and strategies for creating relationships and sourcing products and services.  Other issues addressed will include the importance of collaborative partnerships and insights on the provider decision-making process.
Monday, April 16, 2018
10:00 AM - 11:00 AM
International Ballroom II
Health systems nationwide are changing at a dramatic pace.   In order for suppliers to remain relevant and vital, they must change as well.  During this presentation, you will hear from Mark Dixon on the forces shaping healthcare in the U.S. and the challenges, issues, and opportunities IDNs face in today’s post-reform healthcare environment.  He will also provide advice on steps suppliers can take to bring more value to their ever-changing customers.  
Mark Dixon
The Mark Dixon Group, LLC

Monday, April 16, 2018
11:15 AM - 12:45 PM
International Ballroom II
Strong partnerships lead to significant results. To address the change in payment structures and delivery models, many health systems and hospitals are working with their GPO partners to capitalize on the power of information and scale. Innovation and collaboration between all of these groups has streamlined operations and has resulted in improved outcomes and bottom lines.  Ambitious ventures are forming in the healthcare industry as changes and advancing technologies continue to shape the healthcare landscape. 
In this discussion, GPO Executives will discuss how their relationships with their members are evolving and what that means for suppliers. 
Learning Objectives: 
1. Describe the key initiatives GPOs are focused on. 
2. Formulate a plan to meet the expectations of providers, regional collaborative, and GPOs. 
3. Define ways to collaborate to build stronger partnerships.  
David Hargraves
Senior Vice President of Supply Chain
Premier, Inc.

Jay M. Kirkpatrick
CEO, Western Region

Todd Larkin
Vice President, Contracting

Michael Rivard
Interim President and COO

John Thompson
Senior Vice President, Sourcing Operations
Vizient, Inc.

Monday, April 16, 2018
1:00 PM - 2:15 PM
International Ballroom II
Value-based payment models and other reforms continue to transform the healthcare market, creating unique challenges and opportunities for suppliers and providers. In this dynamic market, suppliers must continue to ensure that today’s increasingly complex customer organizations view their sales teams as strategic partners.
In this interactive thought leader discussion, health system executives will share their insights on how suppliers can change their sales strategies to create win-win partnerships with IDNs.
Learning Objectives:     
1. Differentiate various value-based payment models and identify opportunities for win/win partnerships between suppliers and IDN’s.
2. Determine the key elements that must be present to create a winning value proposition for key influencers and decision makers.
3. Describe proven methods and resources that can help your organization meet the changing needs of customer head-on and increase sales.
Dave Harlow BS, Pharm D.
AVP, Professional Services, Clinical Pharmacy, Clinical Laboratory and Disease Management
Martin Health System

Christine Torres
System Vice President, Supply Chain Management and Biomedical Engineering
Main Line Health System

David Walsh
Director of Supply Chain Administration
Boston Children's Hospital

Monday, April 16, 2018
2:30 PM - 3:45 PM
International Ballroom II
It’s great to think strategically and look to the future but what really matters is hitting next quarters quotas. Most of the time we just want the facts and nothing but the facts to get the job done. Hearing from your customer concerning their expectations can be tough at times but it does illuminate what you need to be doing now to make an impact TODAY. 
Join this free-wheeling exchange of ideas featuring two supply chain leaders and Brent Petty who has been on ‘both-sides-of-the-table.’ As we know, IDNs face increasing challenges to reduce operational costs while improving the quality of patient care and services provided.  These three leaders will outline expectations, relationship building techniques, share best practices and even discuss how to effectively use your time at the Spring IDN Summit. 
Learning Objectives: 
1. Define the supply chain challenges hospitals and health systems are experiencing today.
2. Describe the key drivers influencing healthcare decision makers.
3. Identify ways that suppliers and providers can forge stronger partnerships.
Trisha Gillum MBA, FACHE
Network Director of Supply Chain & Purchasing
Kettering Health Network

Robin Lincoln
Senior Vice President, Contracting Operations
Capstone Health Alliance

Brent Petty CMRP
Executive Industry Consultant - Healthcare

Monday, April 16, 2018
4:00 PM - 5:15 PM
International Ballroom II
Three years ago, if we asked the question, ‘Where will the healthcare supply chain be in three years?’ would we have predicted the challenges we are confronting today? Or are we still facing the same challenges? Three years ago the Supplier Track topics at the 2015 Spring IDN Summit included: Vendor Management, Future of the GPOs, Healthcare Reform, Consolidation of IDNs and the Impact on Suppliers, among other topics. How much has really changed in three years?
This panel of leading healthcare supply chain executives will share their insights on how the healthcare supply chain is either evolving or being disrupted; how the US based IDN landscape will unfold over the next three years; the impact of technology on their businesses; how you should position your organization to better impact their supply chains and more.
Learning Objectives:
1. Compare and contrast the challenges facing hospitals and health systems.
2. Demonstrate knowledge of the key disruptors and drivers influencing decision makers.
3. Analyze opportunities for navigating the changing healthcare landscape.
David Hargraves
Senior Vice President of Supply Chain
Premier, Inc.

Timothy Marlette
Chief Purchasing Officer
Community Health Systems

William Paul Stitt CMRP FAHRMM CHFP
Chief Supply Chain Officer
University of Mississippi Medical Center