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.

Tuesday, Sept. 13

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 Neil S. Olderman is a partner in Drinker Biddle’s Health Law Practice Group. His practice involves counseling and advising healthcare providers, medical device manufacturers and distributors and service providers focused on the healthcare industry in licensing, strategic affiliation, marketing and joint agreements. From 1992 until 1998, Mr. Olderman served as associate general counsel to Premier Health Alliance (now Premier, Inc.). Mr. Olderman is also vice president of Innovative Health Strategies LLC, the procurement and outsourcing consulting firm affiliated with Drinker Biddle. Prior to joining the firm, he was a partner in the Chicago office of Akin Gump Strauss Hauer & Field LLP. Mr. Olderman received his Bachelor’s Degree in Political Science from Indiana University, and Public Affairs and his JD Degree from the Columbus School of Law, Catholic University of America in 1990. He is a member of the Illinois Bar, the American Bar Association, the American Health Lawyers Association and the Illinois Association of Healthcare Attorneys. Patricia S. Tyson, vice president for VHA’s Performance Services consulting group, is passionate about improving clinical quality in patient care. She is an expert at analyzing physician practice patterns and hospital operations in interventional cardiology, cardiac surgery, and spine and orthopedic surgery. Patricia has more than 25 years of cardiovascular, clinical and management experience and has consulted with more than 150 hospitals and healthcare systems throughout the United States. Patricia has spoken about and published numerous, highly-regarded articles on topics related to hospital-physician economic alignment models, cost reduction, managing physician preference items, re-engineering strategies and nursing staff development. Joel Sangerman is payer relations director, DePuy Mitek. He has extensive experience in reimbursement, managed care contracting, government affairs and in the GPO/IDN segments of both the pharmaceutical and medical device industries. Prior to joining DePuy Mitek in 2009, Mr. Sangerman was director of reimbursement at Cell Therapeutics where he worked extensively with CMS on getting new payment methodologies approved for key oncology agents. Mr. Sangerman previously worked at Cepheid and managed key corporate GPO and IDN accounts. and the national VA account leading to large scale implementation of MRSA infection control programs throughout several integrated healthcare networks. As director of reimbursement at Scios, Inc., Mr. Sangerman led efforts with CMS on coding changes and coverage decisions in the acute care cardiovascular market. Mr. Sangerman also held various management roles at Aventis prior to the formation of Sanofi-Aventis in 2003.

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 Since 2001, Gary McMann is chief supply chain network at Los Angeles County Department of Health Services. L.A. County Department of Health Services supports a population base in excess of 10 million and is the second largest health system in the nation. Mr. McMann provides comprehensive supply chain leadership and management for four major teaching hospitals (approximately 1,900 beds affiliated with USC and UCLA Medical Schools) and multiple ambulatory care centers and clinics. Mr. McMann coordinates and directs all aspects of system-wide supply chain management activities within the Department of Health Services, including financial and personnel management, system-wide product/equipment standardization, centralized purchasing, value analysis, contract negotiation, vendor management, information systems, and all other related materials management functions. He is a Fellow of the American College of Healthcare Executives and had been featured in various industry publications. Since 2001, Tony Benedict is a supply chain executive with over 20 years of proven performance in driving multi-million dollar savings from transforming supply networks and improving business process performance. He is currently the vice president for supply at Vanguard Health Systems Abrazo region. He has also has experience in the high tech industry serving in various management positions at Intel Corporation. Mr. Benedict was a Best Practices Lecturer in Decision Technologies at the Katz Graduate School of Business at the University of Pittsburgh from 1999-2006. He has eight years of experience working in information systems in the high-tech industry and over 10 years in various sales and marketing roles in the pharmaceutical industry while working at GlaxoSmithKline. Mr. Benedict has been a CPIM instructor for APICS for the past seven years and has taught business process improvement, process design, and SAP materials management and production planning. He has a Bachelor of Science Degree in Psycho-Biology and an MBA in Finance and Operations. Mr. Benedict is also APICS Certified in Production and Inventory Control (CPIM).

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 Since 2001, Jay Kirkpatrick is CEO, MidAmerica Region, Parallon Supply Chain Solutions.   He is responsible for $420 Million in supply cost.  Jay also is responsible for all supply chain activities for 35 hospitals and 54 additional non-acute facilities across Missouri, Kansas, Tennessee, Kentucky and Georgia.  He has 21 years of healthcare supply chain experience, including eight years as division supply chain CEO, eight years at the corporate offices of HCA, and five years as a director of materials management with Humana. Jay received his undergraduate degree from Miami University and an MBA from Eastern Kentucky University.  Additionally, Jay is a Certified Materials Resource Professional (CMRP). He has served on the Association of Healthcare Resource Materials Management (AHRMM) Board of Directors as a director from 2005-2007, served as president-elect in 2008, was the president of AHRMM in 2009 and was the immediate past president of AHRMM in 2010. Michael T. Langlois is vice president of supply chain at Beaumont Health System, a three-hospital Health System located in the metropolitan-Detroit area with over 1,750 licensed beds and over $2B in total revenue. Before assuming this role in November 2010, Mr. Langlois served Resurrection Health Care (Chicago) as its interim vice president of material management; as senior vice president for Daudlin, DeBeaupre and Company; and as senior vice president and chief supply chain officer with Ascension Health. Prior to joining Ascension Health in 2001, he was employed for almost 25 years by St. John Health, an eight hospital system within the Ascension Health organization. Mr. Langlois earned a Master's of Science Degree in Health Services Administration from Central Michigan University and a Bachelor’s Degree in Business Administration from Wayne State University in Detroit, Michigan. Maria Hames joined HealthCare Links in March 1991. She has 20 years of experience in the healthcare market. Her background includes working with companies in senior management roles in the arena of healthcare corporate development and national sales management. Ms. Hames has been involved in start-up and acquisition, operational/sales management, strategic planning, accreditation, practice management, managed care contracting and risk contracting. As a partner in HealthCare Links, her responsibilities include IDN sales and contract implementation on behalf of HealthCare Link’s clients. She simplifies very complex sales processes at some of the largest healthcare organizations in the country. More importantly, her relationships are built on trust with a sincere desire to see all parties benefit. Her educational experience includes a Bachelors Degree from the University of Michigan and a Masters Degree in Business Management from Pepperdine University.