Strategic Management Track Financial Operations Track Market Strategies Track Pharmacy Track Value Analysis Track Continuing Education Conference PowerPoints

Download the PDF version of the 2010 Fall Agenda click here.
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MARKET STRATEGIES TRACK

These sessions will review a range of current and future topic matters impacting healthcare sales and marketing. Hear from leading healthcare and GPO executives as they discuss real-world issues to improve market acceptance of your products and services offered to health systems. Learn from an industry sales professional on the latest strategies to impact your performance within the healthcare sales channel. These valuable insights will impact your organization’s strategies for positioning and selling specified product and service classes to health systems. Participants will gain an understanding of current industry dynamics, proven methods for qualifying IDNs and health systems and best practices for building long-term relationships.

Tuesday, September 21, 2010 

6:30 am - 7:00 pm  Registration Open

7:00 am - 12:00 pm  IDN Summit Golf Tournament Sponsored by ArjoHuntleigh

Kick off the day golfing with your peers through the majestic beauty of Arizona's South Mountain Park, a protected natural desert preserve. Dramatic elevation changes and breathtaking mountain vistas highlight this diverse and challenging course which compliments the grandeur of the spectacular Sonoran desert. To further this unique experience, try to hold your own against inspirational golfer Butch Lumpkin. For more information about this course please visit: http://www.arizonagrandresort.com/arizona-golf-courses.php.

For more information and to register contact Chris Nolan or call him at 859.523.5701. 

7:30 am - 11:30 am  Team Building with PossibiliTEAMS Sponsored by VHA

Explore the true meaning of collaboration as you spend the morning building bikes for deserving children in this unique, fun and worthwhile indoor team building event. Participants will be placed on teams who will proceed to work together to assemble bicycles that will be donated to a local Boys & Girls Club Charity. Cool, comfortable dress strongly recommended. 

For more information and to register contact Lisa Ponssa or call her at 813.928.0414.

12:00 pm - 1:15 pm  Market Strategies Track: Summit Panel Discussion: Learning From Your Customer 

Panelists: Larry Dooley, Vice President, National Accounts, Smith & Nephew; Kevin Gray, Vice President Supplier Relations/Business Development, Premier Healthcare Alliance and William Mosser, Vice President Materials Management, FMOL Health System

Moderator: Ed Kuklenski, President & CEO, Suture Express 

Amid a changing healthcare landscape and new competition, there is no time to waste in developing new strategies to improve sales and cultivate new relationships. In this session, you will hear directly from health system and GPO purchasing executives about what buyers want from you and how to be effective and efficient in building long-lasting business partnerships.

This session will also discuss proven methods that have delivered measurable results for organizations that have attended past IDN Summits on how to make the most of the networking opportunities and exhibit hall time at the Summit.

Learning Objectives:
1. Outline proven strategies for cultivating long-lasting business partnerships with IDNs.
2. Discuss with purchasing decision-makers on what your organization can do to gain potential business.
3. Express messaging strategies and tactics for engaging IDN and health system exhibiting personnel.

1:15 pm - 1:30 pm  Break

1:30 pm - 2:30 pm  Market Strategies Track: Survival Tips from a Master Salesman 

Presenter: Chuck Lauer, Former Publisher, Modern Healthcare

Moderator: Greg Firestone, President & Co-Founder, Mossberg Labs

Chuck Lauer, the legendary former publisher of Modern Healthcare magazine and a consultant to and director of many companies in the healthcare industry will share with vendor sales executives his insights on selling to the healthcare market.

Whether the client is a system or an individual hospital, selling in the industry takes intelligence, perseverance, intestinal fortitude, discipline, risk and creativity. Not everybody is cut out for this level of sales, and that means there are opportunities in healthcare for those with the tools and the aptitude to navigate these waters. Lauer believes that sales is a profession and a calling, requiring a special level of effort day in and day out. It takes special individuals who are probably going to face a "no" 90% of the time and still persist in their goal of selling a specific account. "These are the real warriors, and they bring success to every company they work for," he says.

Lauer will detail strategies on how to approach system executives, make the presentation, close the deal and build a powerful and lasting relationship with the client.

Learning Objectives:
1. Learn the fundamentals that make a great salesperson.
2. Understand the specific needs of the health system marketplace.
3. Find out how to build relationships with your client partners.

2:30 pm - 2:45 pm  Break

2:45 pm - 4:00 pm  Market Strategies: Summit Panel Discussion: How Health Reform Will Change the Supply Chain 

Panelists: Mike Cassady, Senior Vice President, Strategic Alliances and Product Strategy, MedAssets; David McCombs, Vice President, ERP/Supply Chain Operations, Bon Secours Health System, Inc and Steve Pitzer, System Director Sypply Chain, Christus

Moderator: Maria Hames, Partner, HealthCare Links

There is no question that changes to the way business is done must be made in order to remain successful in light of healthcare reform. Hear from this panel of health system and GPO executives on what you and your organization should be preparing for and what trends are emerging. This session will focus on the evolution of health systems, the emergence of purchasing cooperatives and other vital issues that will directly impact on the vendor.

Learning Objectives:
1. Explore the details of reform and how they affect the supply chain and purchasing.
2. Evaluate how your organization will be affected by the changes from reform.
3. Determine what your organization can do to prepare for changes in business processes that will result from reform.

4:00 pm - 6:00 pm  Market Strategies: Arizona State University: Defining and Meeting the Research Needs of the Supplier Community 

HSRC-ASU performs and disseminates in collaboration with multiple stakeholders actionable research on strategic management of the health care supply chain. Pertinent topics today include healthcare reform, comparative effectiveness research, supplier base reduction and changing buyer-seller relationships, emergent distribution and GPO models, transparency, physician role in supply chain management, relationship management, product standards, and globalization. Come listen to the work of this research group and be part of the discussion of the role you can play to define future research efforts and bring best practices from the field of supply chain to your company.

6:00 pm - 7:30 pm  GPO Receptions: Make it a Blockbuster Night!

Join the National GPOs as they celebrate some of the most memorable movies of our time. Each of the participating GPOs will host their own hospitality suite complete with refreshments and fun. After a full afternoon of education, unwind with your peers with a night at the movies.                                       

GNYHA & Premier Healthcare Alliance	Palm 2A	Star Wars
The Broadlane Group	Palm 2B	Cocktail
Amerinet	Palm 3A	Grease
Novation	Palm 3B	Blues Brothers
MedAssets	Palm 3C	Caddyshack
HealthTrust	Palm 3D	Indiana Jones

7:30 pm - 9:30 pm  Sponsored Receptions

Wednesday, September 22, 2010

7:00 am - 5:00 pm  Registration Open

7:00 am - 8:00 am  Welcome to Phoenix Breakfast

8:00 am - 9:15 am  Welcome and Opening Keynote: Butch Lumpkin

In the 1950's and 1960's there were between ten and twenty thousand "Thalidomide Babies" born after their mother's took the drug to combat morning sickness.  Butch Lumpkin is one of the approximately 5,000 survivor's world-wide.  Born with what he calls "short arms," he really has what amounts to no functional arms at all.  Three fingers extend from his left side in a flipper like manner, and his right arm ends before the elbow with three fingers that point backward toward his body.  If you ask Butch he'll tell you he is blessed and after this inspiring opening session you'll understand why.

Join the IDN Summit as we welcome Butch Lumpkin as he shares his incredible life story. One that has taken this extraordinary man through life as a high school soccer star, university soccer and tennis champion, golf pro, motivational speaker with appearances in front of high school groups to a recent ESPN Espy Awards show.

Butch will discuss why he feels blessed, how much modern healthcare has enabled him to progress through life, his life of stories and how each of us can make a difference because it is only a matter of choice. This is one talk you will not want to miss!

9:15 am - 10:15 am  Keynote Presentation: John Hofmeister

Perhaps no one in America can offer such a unique, real-world perspective on leadership, knowledgeable commentary on the recent BP oil spill, future energy solutions and thoughts on improving healthcare delivery than John Hofmeister.  During his career he has held executive leadership positions in General Electric, Nortel, AlliedSignal and finally at Shell Oil as President. These corporate positions as well as his service on leading organization's boards have given him insights on crucial issues impacting healthcare delivery.

As the leader of large, multinational human resources departments John is well versed in the demands being placed on the US healthcare delivery networks and is keenly aware of the challenges we all face in improving healthcare delivery. John will discuss how corporate behaviors of all kinds are being scrutinized much more closely today than they were in the past and how everyone in an organization becomes the public face an organization presents. After recent high-profile incidents, we all understand why corporate behavior has never been more crucial to organizations long-term fortunes. He will also elaborate on what he felt was the most important lesson he learned as Shell Oil president — leaders need to take their own messages seriously, so that others will as well.

John will provide his insights on these issues and more as he addresses critical issues we all must deal with if we are to meet the challenges that lie ahead. Come prepared with your questions as John will entertain them at the conclusion of his talk.

10:15 am - 10:30 am  Break

10:30 am - 11:45 am  Thought Leadership Panel Discussion with Chuck Lauer

Join Chuck Lauer, noted healthcare leader and former publisher of Modern Healthcare, as he engages industry thought leaders in a high level panel discussion on the state of today's healthcare system and the daily trials these leaders face in trying to positively impact their organizations. Dialogue will surround the challenges of implementing recent healthcare reform legislation, the current state of healthcare delivery in the U.S. and future trends that will impact all healthcare stakeholders.

12:00 pm - 1:15 pm  Networking Lunch 

12:00 pm - 1:15 pm  Peer-to-Peer Lunch Series 

P2P Exchange is designed to go in-depth on four key challenges impacting supply chain management. Participants will be provided research on each topic area prior to the IDN Summit for their review. The P2P research, along with moderator questions will aim to stimulate active discussion among participants. These discussions will be condensed and attached to the P2P research paper and electronically delivered to each IDN Summit attendee after the conclusion of the Summit.

1. Purchased Services Contracting: Facilitator: Tina Norris, Senior Director, Purchased Services, VHA 
Download PDF Research
2. Reform Survey Results: Facilitator: Nick Gaich, CEO, Nick Gaich and Associate, Partner, Appleseed Healthcare International, Executive Director COO, Stanford Center for Clinical and Translational Education and Research 
Download PDF Research
3. Service Line Analytics: Facilitator: Brent Petty, Director of Supply Chain, Wellmont Health System
Download PDF Research
4. Capital Management: Facilitator: John Sdanowich, Administrator, Capital Administration Unit, John Hopkins Health System  
Download PDF Research 
For more information and to register contact Lisa Ponssa or call her at 813.928.0414.  

1:30 pm - 2:00 pm  Provider and Sponsor Only Access Reverse Expo 

2:00 pm - 5:30 pm  Reverse Expo

Spend the afternoon cultivating business partnerships and connecting with other industry stakeholders as senior supply chain executives from leading IDNs/Health Systems welcome you to their exhibit booths. 

7:00 pm - 9:00 pm  Island Nights at The Oasis

Against the backdrop of the beautiful South Mountain Preserve, enjoy a perfect Arizona evening as you build upon business partnerships cultivated in the reverse expo. Join your friends in the ideal outdoor setting for drinks and dinner. And after the Phoenix sun goes down, heat up the dance floor with the exciting sounds of the best Video DJ in town!

Thursday, September 23, 2010

7:00 am - 11:00 am  Registration/Info Center Open

7:30 am - 8:30 am  Breakfast

8:30 am - 9:30 am  Collaboration: A Key to Supply Chain Efficiency and Cost Reduction

Presenters: Jean Chenoweth, Senior Vice President, Center for Performance Improvement, Thomson Reuters and Eric O'Daffer, Research Director, AMR Healthcare & Life Sciences Supply Chain, Gartner Research
Moderator: Ed Hisscock, President, The Optime Group, Inc.

Join two of the nation's leading healthcare strategists as they discuss their analysis concerning collaboration and its impact on supply chain improvement. Jean Chenoweth, who directs Thompson-Reuters Performance Improvement and Top 100 Hospitals Programs, will illustrate that midwestern states have displaced hospitals in the Northeast and South in setting the national benchmarks. Analysis is now showing that the 100 Top benchmark hospitals show significantly lower supply usage than peers at the patient level.  Ms. Chenoweth will discuss how collaboration has played a critical role in changing performance.

Eric O'Daffer who provides research and strategic advice to the Gartner AMR Provider and healthcare manufacturer clients has uncovered examples from other industries to support the value of collaboration for significant healthcare supply chain improvements. Eric will share these 'outside of healthcare' examples to support his analysis.

9:30 am - 10:30 am  Healthcare at a Crossroads: A Discussion Among Leading IDN Executives  

Panelists: Steve Huckabaa, Network Vice President, Supply Chain Management, Retail Pharmacy & Center for Innovation, Kettering Health Network and Joe Sheil, Director of Contracting, Beth Israel Deaconess Medical
Moderator: Ed Hisscock, President, The Optime Group, Inc.

Hear from health system purchasing executives from across the nation on what they are doing in their health systems to prepare for healthcare reform. This session will take an honest look at what choices health systems should make when faced with healthcare at a crossroads.

10:30 am - 11:00 am  Where Do We Go From Here Interactive Forum

Moderator: Ed Hisscock, President, The Optime Group, Inc.

Reflecting the collaborative learning nature of the IDN Summit and Expo, the floor will be opened to the attendees of the IDN Summit, who will have an opportunity to ask questions of each other and share their knowledge and best practices for improving the healthcare supply chain.

11:00 am   Meeting Adjourned