2011 Fall IDN Summit & Expo
Sept. 13 - 15, 2011
Arizona Biltmore
Phoenix, AZ
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MARKET STRATEGIES TRACK
Strengthen your organization's go-to market strategies with valuable insights from leading IDN, health system and GPO executives that will impact your organization's strategies for aligning with your customer’s goals. Being best friends with your customer will no longer be ‘good-enough’ in light of recent Healthcare Reform legislation and demands placed on the system’s supply chain for improved margin. During this track of sessions, you should better understand how to position product and service classes to healthcare systems, gain an understanding of current healthcare reform changes relative to bundled payments and ACOs, explore evidence-based medicine and potential conflicts of interest, and better understand how to utilize data to increase your success, among other insights. These sessions are designed for sales and marketing executives with relationship responsibility for US-based IDNs/Healthcare Systems and IDN/Healthcare System executives wanting to learn more about efforts to better align supplier goals with the IDN/Healthcare System.
2011 Fall IDN Summit & Expo
Sept. 13 - 15, 2011
Arizona Biltmore
Phoenix, AZ
To get the latest session updates sign up to follow the IDN Summit on Twitter, Facebook or LinkedIn
MARKET STRATEGIES TRACK
Strengthen your organization's go-to market strategies with valuable insights from leading IDN, health system and GPO executives that will impact your organization's strategies for aligning with your customer’s goals. Being best friends with your customer will no longer be ‘good-enough’ in light of recent Healthcare Reform legislation and demands placed on the system’s supply chain for improved margin. During this track of sessions, you should better understand how to position product and service classes to healthcare systems, gain an understanding of current healthcare reform changes relative to bundled payments and ACOs, explore evidence-based medicine and potential conflicts of interest, and better understand how to utilize data to increase your success, among other insights. These sessions are designed for sales and marketing executives with relationship responsibility for US-based IDNs/Healthcare Systems and IDN/Healthcare System executives wanting to learn more about efforts to better align supplier goals with the IDN/Healthcare System.
Monday, Sept. 12 |
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| 5:00 pm — 9:00 pm | Registration Open |
Tuesday, Sept. 13 |
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| 6:30 am — 7:00 pm | Registration Open Main Foyer - Conference Center |
| 7:30 am — 11:15 am | Team Building MacArthur Salon 5-7 Explore the true meaning of collaboration and giving back during the Fall Team Building Challenge. Invest the first morning of your IDN Summit experience building bikes for needy and deserving children of local Phoenix area charities. This year VHA has challenged the IDN Summit attendees to go beyond the 30 bikes that were built and donated last year by building 50 bikes in 2011! You’ll be placed in a collaborative environment to learn new strategies on working together to meet challenges you face on a day-to-day basis. Breakfast, lunch and beverages will be provided and comfortable clothing is strongly recommended. |
| 11:00 am — 12:00 pm | First-Time Attendee Lunch Sedona Is this your first time attending an IDN Summit & Expo? Don't miss your chance to get together with other first-time attendees and learn more about how to get the most out of your IDN Summit Experience. |
| 12:00 pm — 1:15 pm | Market Strategies Track: Understanding How Healthcare Reform will Impact the Way You Do Business Grand Presenters: Neil S. Olderman, Partner, DrinkerBiddle; Patricia Tyson, RN, MSA, Vice President, VHA Physician Preference Management and Goodroe Healthcare Solutions; and Joel Sangerman, Payer Relations Director, DePuy Mitek Healthcare Reform is a game changer. The debate is no longer ‘will it happen,’ but ‘how much change will occur.’ Healthcare suppliers will need to meet the challenges of new delivery models, reimbursement shifts, increased scrutiny and restrictions placed on sales channels, among other game-changing issues. Shifts toward evidence-based medicine and related changes in conflict of interest legislation can also impact business practices. You will learn from Neil S. Olderman, partner, DrinkerBiddle, why supplier companies must prepare for potential conflicts of interest and how this developing issue could impact how you do business. You will also hear from Joel Sangerman, payor relations director, DePuy Mitek, on how ACOs fit into the new era of Healthcare Reform. With 150 ACOs expected to be in place before the year is out, you will learn ways of positioning your organization to adapt to market changes, evaluate value propositions and develop goals that ensure alignment with those of your industry partners for improved quality and reduced costs. Learn from Patricia Tyson, RN, MSA, vice president, VHA Physician Preference Management and Goodroe Healthcare Solutions, how gathering intelligence and gleaning actionable data through service line analytics solution strategies can help systems lay groundwork for adjusting to bundled payments without sacrificing patient outcome. Understand the use of comparative effectiveness research and evidence-based medicine. Learning Objectives: 1. Evaluate the impact of service line analytics solution strategies in bundled payments. 2. Explain how suppliers can support supply chain initiatives in ACOs. 3. Investigate evidence-based medicine and potential conflicts of interest. |
| 1:15 pm — 1:30 pm | Break |
| 1:30 pm — 2:30 pm | Market Strategies Track: Aligning Customer and Supplier Goals Grand Presenters: Gary McMann, Chief, Supply Chain Network, Los Angeles County Department of Health Service; and Tony Benedict, VP, Supply Chain, Abrazo Healthcare Healthcare Reform puts even greater stress on healthcare systems that are already facing financial and operational struggles. As a supplier, knowing your customer’s long-term and short-term goals should be a part of your business intelligence. Developing your organization’s strategic plan so that it aligns with your customer’s goals can foster a strong and prosperous business partnership, poised to weather financial challenges. In this session, you will learn how healthcare system executives have communicated their goals to suppliers, and explore proven methods for extracting this valuable information from your customers. Learn how to identify and utilize examples of positive goal alignment between customer and supplier. Hear how best to develop a plan for aligning your goals with those of your healthcare system customer. Learning Objectives: 1. Identify proven methods for identifying customer goals. 2. Adopt strategies for aligning supplier and healthcare system customer goals. 3. Identify examples of positive customer/supplier goal alignment. |
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2:45 pm — 4:00 pm |
Market Strategies Track: Utilizing Data To Enhance Sales Strategies Grand Presenters: Jay Kirkpatrick, CEO, MidAmerica Region, Parallon Supply Chain Services; Michael Langlois, Vice President of Supply Chain, Beaumont Health System Moderator: Maria Hames, Partner, HealthCare Links Identifying, gathering and analyzing actionable data is a significant step in developing and maintaining strong business relationships in the healthcare industry, particularly within the ever-changing environment of Healthcare Reform. Certainly there is a great deal of information generated and a variety of ways to manage it. But as a supplier, are you gathering the right kind of business data and utilizing it for optimal effectiveness in your organization? In this session, join Maria Hames, partner, HealthCare Links, as she moderates a panel of industry leaders from different types and sizes of systems. Listen as they provide their perspectives on how to identify data that is most valuable in achieving your organization’s sales goals. You will also hear how to effectively and efficiently utilize data to drive strategic decisions of your organization. Learn to sift valuable data from the growing amount of chaff, and model your organization’s sales strategies accordingly, based on meaningful and useful business intelligence. Learning Objectives: 1. Identify resources of available data. 2. Outline how data can provide valuable market intelligence. 3. Evaluate how data and other business intelligence can be used to shape sales strategies. |
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4:15 pm — 6:00 pm
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Market Strategies Track: GPO Informational Forums With Healthcare Reform changing the rules for supply chain channels, the role of Group Purchasing Organizations (GPOs) continues to develop in ways that help GPOs provide effective and enhanced services to IDNs. The role of GPOs has continued to grow in the wake of an aging population and rising expenditures. Nearly every hospital in the U.S.—between 96 and 98 percent—utilizes GPO contracts for their purchasing processes in hopes of saving 10 to 15 percent off their purchasing costs. Overall, about 72 percent of purchases made by hospitals are done using GPO contracts. As the industry adapts to new initiatives, such as ACOs, GPOS will carve out new roles in the formation and execution of emerging models. Rather than a single session, each of the national GPOs will host a concurrent informational forum where suppliers can learn about their organizational values, contracting strategies and health system clients. Suppliers will have the opportunity to ask questions and network with the GPO executives in attendance. Amerinet GPO Forum HealthTrust GPO Forum MedAssets GPO Forum Novation GPO Forum Premier healthcare alliance GPO Forum |
| 6:00 pm — 7:30 pm |
GPO Receptions Amerinet HealthTrust MedAssets Novation Premier healthcare alliance |
Wednesday, Sept. 14 |
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| 7:00 am — 5:00 pm | Registration Open Main Foyer - Conference Center |
| 7:00 am — 8:30 am | New Product Showcase and Breakfast Gold, Grand Ballroom and Aztec Get your day off to a great start and learn about some of the most innovative new products and services available to the industry. Launched at the 2011 Spring IDN Summit, the New Product Showcase features emerging innovations in products and services providing solutions to healthcare systems. Grab your meal while also grabbing some new ideas and solutions for your organization. |
| 8:00 am — 9:00 am | General Session Arizona Biltmore Ballroom Lessons Learned from Joplin Sisters of Mercy Health System (Mercy)--through its supply chain division, ROi--will share the remarkable story that has unfolded since May 22, 2011, after Mercy's St. John's Regional Medical Center in Joplin, Missouri, suffered a direct hit from the most deadly tornado to trike the U.S. since 1947.You’ll hear how Mercy had the St. John’s Mercy field hospital, a 60-bed, high-tech unit, up and running within seven days following the tornado—providing medical care so deeply needed by the citizens of Joplin. Learn from executives how this incredible feat was handled with movement of supplies amidst recovery efforts after the tornado hit. Healthcare industry leader Chuck Lauer will open this session with a video highlighting some of the personal interviews and stories from those touched by this disaster. IDN Summit will honor Joplin with a silent auction and raffle during the Summit to benefit the Mercy Tornado Relief Fund established to help those who face hardship and loss due to this tragedy. The Relief! Silent Auction and Raffle will kick off on Tuesday morning when registration opens and run until the winners are announced Wednesday evening at the Relief! Reception to Honor Joplin event. IDN Summit is committed to raising $25,000 through the effort. This is a great way to help your industry colleagues in need, and enjoy the fun and competition of an auction and raffle as well. |
| 9:00 am — 9:15 am | Break |
| 9:15 am — 10:15 am | General Session Arizona Biltmore Ballroom Keynote Presentation: Leading and Leveraging the Links in Your Supply Chain Presenter: U.S. Army Major General (Ret.) Vincent E. Boles When healthcare leaders gather for the 2011 Fall IDN Summit, it will have been just past the 10-year anniversary of 9-11, the attack that changed U.S. history forever. A decade ago, U.S. Army Major General (Ret.) Vincent E. Boles had just assumed command of the Army’s War Reserve equipment and was now leading the massive effort to flex it into operations in Afghanistan, Iraq and other areas around the globe. As a career Army officer with 33 years of experience in supply chain management, General Boles has a wealth of experience to share with today’s healthcare industry leaders on the challenges he has faced and what it takes to become a “team of teams” in supply chain management. There will be ample time during the session for question and answers on supply chain management, the U.S. military and Gen. Boles’ experiences and insight. |
| 10:15 am — 10:30 am | Break |
| 10:30 am — 12:00 pm | General Session Arizona Biltmore Ballroom Thought Leadership Panel Discussion with Chuck Lauer Arizona Biltmore Ballroom Panelists: Charlie Martin, Chairman and CEO, Vanguard Health Systems; Michael Means, CEO, Health First; James Ramsey, President, University of Louisville; and Don Wegmiller, Chairman and Co-Founder, C-Suite Resources Moderator: Chuck Lauer, healthcare business and policy expert, former publisher of Modern Healthcare Merger and acquisitions continue to dominate healthcare industry headlines, but what long-term impacts will these changes have on the face of the industry? Chuck Lauer moderates this panel of the top leaders in the nation’s healthcare industry as they engage in a thought-provoking discussion of the changing realities of today’s healthcare industry. Listen as they share insight on how they think new partnerships and alliances are shaping the industry. You’ll also hear their forecasts for the future of healthcare and how these executives believe the supply chain can be used to improve healthcare delivery. |
| 12:15 pm — 1:30 pm | New Product Showcase and Lunch Gold, Grand Ballroom and Aztec Before you head off to the Reverse Expo, stop for lunch and some food for thought on solutions for your organization from the New Product Showcase. Participating companies will be on hand to display and describe some of the latest products and services in healthcare. Launched at the 2011 Spring IDN Summit, the New Product Showcase features emerging innovations in products and services providing solutions to healthcare systems. |
| 1:30 pm — 2:00 pm | Provider and Sponsor-Only Access Reverse Expo Frank Lloyd Wright Ballroom |
| 2:00 pm — 5:30 pm | Reverse Expo Frank Lloyd Wright Ballroom |
| 7:00 pm — 9:00 pm | Relief! Reception to Honor St. John's Hospital of Joplin, Missouri Grand Ballroom and Squaw Peak Terrace Wrap up a productive afternoon of relationship building during the Reverse Expo and take time to enjoy a beautiful Arizona evening as the IDN Summit honors the victims of the Joplin tornado. On May 22, 2011, St. John’s Regional Medical Center in Joplin, MO, took a direct hit from an EF-5 deadly tornado. Five patients and a hospital visitor lost their lives, and the hospital sustained significant damage. Workers at St. John’s suffered injuries and losses to their homes and other possessions. The 2011 Fall IDN Summit will hold a silent auction and raffle in honor of Joplin to benefit the Mercy Co-worker Tornado Relief Fund, culminating in the announcement of auction and raffle winners at the reception. The 2011 IDN Summit is committed to raising $25,000 to benefit the Relief Fund. Don’t miss this opportunity to relax at the end of the day while also seizing the opportunity to honor and assist our industry colleagues in need. |
Thursday, Sept. 15 |
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| 7:00 am — 8:30 am | New Product Showcase and Breakfast Gold, Gold Patio and Aztec Patio It’s your last chance to enjoy breakfast at the Summit and visit with some of the companies showcasing new products and services before heading over to the general session. Missed talking with one of these innovators earlier in week? This is your chance. Drop by the New Product Showcase for some breakfast and you’ll be sure to take home some fresh ideas for your organization. |
| 8:30 am — 9:30 am | General Session Arizona Biltmore Ballroom Transforming the Healthcare Supply Chain – Lessons from Two Big Brands Presenter: Eric O'Daffer, Research Director, Gartner AMR Research Moderator: Ed Hisscock, CEO, The Optime Group Healthcare can learn a lot from other industries. Our complexity is unique just as aerospace is unique or the chemical industry is unique -- just in different ways. In this session, Gartner AMR Research shares their research from Consumer and Technology businesses that directly relate to the supply chain transformation journey in healthcare. These examples illustrate wide scale change from large well known national brands that transformed their supply chain into a strategic advantage. These examples provide the background to explore how the healthcare can evolve into a more end to end value chain than the siloed one we live in today. Supply Chain transformation, of course, occurs in stages. We will discuss the stages and the collaboration needed between suppliers, provider supply chain and clinicians to make the next large scale improvements in the efficiency of the value chain. Supply chain sits at the intersection of patient outcomes, cost and reimbursement for most healthcare providers. This critical intersection and how it relates to supply chain transformation provides the background to set up the Chief Medical Officer panel discussion that follows. Learning Objectives: 1. Compare two well known brands and their supply chain transformation. Relate these transformations to healthcare providers. 2. Identify the stages of transformation in supply chain and the challenges inherent to healthcare providers in this evolution. 3. Outline the intersection of patient outcomes, cost and reimbursement and the challenges the healthcare value chain faces in incorporating these critical data points. |
| 9:30 am — 9:45 am | Break |
| 9:45 am — 11:15 am | General Session Arizona Biltmore Ballroom Panelist: David DiLoreto, MD, CMO, Resurrection Health Care; and Dr. Tom Krejcie, Chief Medical Technology Officer, Northwestern University Feinberg School of Medicine. Moderator: Ed Hisscock, CEO, The Optime Group CMO Discussion on Achieving Supply Chain Success Supplies have grown to become the second largest healthcare system cost after labor. Emphasis has evolved from transactions and order fulfillment to integration into the organization’s overall business strategy. But lack of leadership, inadequate understanding of the supply chain and worry about costs can all slow collaboration. Identifying shared goals between the Chief Medical Officer (CMO) and the Chief Supply Chain Officer can forge a foundation of mutual trust and collaboration.
This panel discussion will bring you the unique opportunity to gain insight from CMOs of the nation’s leading healthcare systems as they discuss their roles within the organization and the day-to-day challenges they face. You’ll hear how the decisions they make can impact the supply chain department. Listen as they share their insight and applicatory data targeted toward establishing better relationships among supply chain, physicians and clinical staff, and then use what you’ve learned to take away new strategies for collaboration toward mutual end goals in your own organization. |
| 11:15 am — 11:30 am | Open Forum Discussion Arizona Biltmore Ballroom |
| 11:30 am | Meeting Adjourned |