The Catalyst … accelerating business growth in healthcare

Michael Bomstad Joins EHM Team

Posted by Jessica Hartman DeVore on Mon, Nov 12, 2012 @12:56 PM

MICHAEL BOMSTAD JOINS ESSENTIAL HEALTHCARE MANAGEMENT

NOVEMBER 12, 2012 - Essential Healthcare Management (EHM) has announced that healthcare industry veteran Michael Bomstad has joined the EHM Team. Mike is a highly recognized innovator and leader with 20 years of healthcare industry experience.  His areas of expertise include GPO and IDN relationship development, complex contract negotiations, business and sales planning and implementation, innovative partnering and business start-ups.  As an industry consultant, Mike initiated and completed a first-of-its-kind partnership between a pharmaceutical company and a large hospital group, saving the hospital group $30 million while helping grow revenues for the pharmaceutical partner.  He has also developed an innovative and highly successful business model to introduce generic drugs to the US market.

Mike served as Senior Vice President for the $2B group purchasing program at Child Health Corporation of America (CHCA) where his team increased hospital savings in three years by more than 500%.  His team grew revenue by 20% annually for a ten-year period, and he personally negotiated more than $1B of group purchasing agreements during his tenure.  His demonstrated expertise includes working with senior level and operational management in the medical device, pharmaceutical, distribution and hospital industries, and he has been a member of the Association of Healthcare Materials and Resource Management (AHRMM), the Health Industry Group Purchasing Association (HIGPA), the Healthcare Industry Group Purchasing Industry Initiative (HGPII) and served on the Strategic Advisory Committee of CHCA’s GPO partner, Premier Purchasing Partners, Inc.

Prior to CHCA, Mike was a professional associate at the Center for Business Innovation, a business incubator, where he was responsible for business plan development, strategic partnering, and equity and debt financing assistance for start-up and early-stage technology companies.  Mike also served as a Member of the Kansas City Board of Trade where he traded commodities and stock-index futures for institutional clients.

Mike holds an MBA from the University of Kansas where he was a Graduate Business Scholar, and a BS in Agricultural Economics from the University of Missouri

Tags: Essential Healthcare Management, hospitals, healthcare suppliers, gpos, IDNs, leader, GPO, business growth, business development

Colleen Morissette Joins EHM Team

Posted by Jessica Hartman DeVore on Tue, Oct 23, 2012 @01:37 PM

COLLEEN MORISSETTE RN, CFRN, JOINS ESSENTIAL HEALTHCARE MANAGEMENT

Essential Healthcare Management (EHM) has announced that healthcare industry veteran Colleen Morissette has joined EHM as Executive Director of Government Sales.

Colleen is an experienced government account manager and has worked for large and small medical technology companies. She is a federal medical sales expert and has successfully introduced and sold medical products and services to the Department of Defense (DoD), field medical units and medical treatment facilities (Hospitals) and Department of Veterans Affairs (VA) Health Care Systems (Hospitals and Clinics).  She has worked closely with the federal and civilian medical research community, bringing innovators, researchers and potential end users together. She has coordinated product and user evaluations with emerging medical technology and therapies at a variety of institutions and agencies to include; the U.S. Army Institute of Surgical Research, San Antonio Military Medical Center, Navy Hospital San Diego, Madigan Army Medical Center, U.S. Joint Special Operations Command and U.S. Military medical treatment facilities in Afghanistan.

She has a B.S. in Nursing from the University of Tampa, FL and over eighteen years’ experience as an adult and pediatric critical care nurse and is a former civilian flight nurse having worked in both fixed and rotary wing aircraft.  She has worked for large teaching institutions to include All Children's Hospital and Bayfront Medical Center (Bayflite) in St. Petersburg, FL and Brooke Army Medical Center at Fort Sam Houston, TX. She is a Certified Flight Registered Nurse (CFRN) and has presented at national and international conferences on civilian and military casualty evacuation, critical care and air medical transport. She has been an active member of the Aerospace Medical Association (ASMA) is an ASMA Associate Fellow and a former President of the Aerospace Nursing Society (constituent of ASMA). She is also a member of the Air and Surface Transport Nurses Association (ASTNA), Emergency Nurses Association (ENA) and American Association of Critical Care Nurses (AACCN).

Colleen provides clients with a credible consultant and resource to augment their internal teams in launching medical devices and therapies within the civilian and federal healthcare market. She provides guidance and direction in developing clinical sales marketing plans, identifying potential civilian and federal research partners and key opinion leader relationships. She works with new and experienced sales teams, in developing and implementing strategic sales plans for DoD and VA national accounts and assistance in steering clients through the complex federal government acquisition and procurement process.

Essential Healthcare Management is a Las Vegas, Nevada based consultancy that outsources National Accounts Management and Sales Management for healthcare industry suppliers.

Tags: Essential Healthcare Management, business growth

EHM welcomes Madeline Engilman

Posted by Jessica Hartman DeVore on Tue, Oct 23, 2012 @01:03 PM

MADELINE ENGILMAN JOINS ESSENTIAL HEALTHCARE MANAGEMENT

Essential Healthcare Management (EHM) is pleased to welcome Madeline Engilman as Executive Assistant. Engilman began her medical sales career at a division of Smith Industries, Integrated Air Systems, where they manufactured clean rooms for hospitals. Engilman was later asked to join the start-up team to open the first West Coast office and distribution center for the Concord/Portex product lines. At this division, Engilman played an integral role in developing and managing customer service, purchasing and receiving.

 

After leaving Concord/Portex, Engilman joined Tri-anim Health Services, Inc., a national specialty distributor where she held various positions supporting the efforts of the Sales and Marketing management team. Later in her career at Tri-anim, Engilman held the position of Meetings and Special Events Manager.

Engilman graduated from California State University, Northridge and lives with her husband in Los Angeles

Essential Healthcare Management is a Las Vegas, Nevada based consultancy that outsources National Accounts Management and Sales Management for healthcare industry suppliers.

Tags: Essential Healthcare Management, business growth

EHM September 2012 Newsletter

Posted by Jessica Hartman DeVore on Mon, Sep 10, 2012 @07:52 PM

 
Essential Healthcare Management Newsletter September 2012
The EHM Team: Jeff Hayes

Jeff Hayes

Essential Healthcare Management (EHM) is pleased to have industry healthcare veteran Jeff Hayes as a member of the EHM team. Hayes serves as Executive Vice President.

“We are extremely excited to have Jeff associated with our company.  His reputation, knowledge and success in helping companies grow and improve their national accounts presence and revenue will significantly help our clients to achieve their sales goals and expand market share dramatically,” EHM Managing Partner Stan Schroeder commented.

Hayes brings to EHM a combination of sales, sales management, national accounts and clinical experience to his portfolio of skill sets. His clinical training was accomplished at the University of Kansas Medical Center where he completed a course of study in Mobile Intensive Care Technology.  While working as a Mobile Intensive Care Technician he subsequently earned his BS and MBA from Avila University in Kansas City.

Utilizing both clinical and educational skills, he began working in hospital administration for Humana, Inc. This opportunity provided him with a solid grasp of the issues and concerns that surround the healthcare industry.  He later entered the medical sales arena and began his career in sales at Tri-anim Health Services Inc., the nation’s leading supplier of specialty products for respiratory, anesthesia, EMS, and critical care. Within the Tri-anim organization, he held several management positions, which include Regional Sales Manager, Director of Sales, and Director of National Accounts.  Within that position he created and developed their national accounts initiative.

After leaving Tri-anim, Hayes served as Vice President of National Accounts with Innovative Healthcare Corporation (IHC) – an industry leader in the medical and surgical glove market for both the acute care and alternate site arenas. During his tenure with that organization, IHC was awarded the first ever S2S Agreement by Premier, Inc.

Most recently Hayes held the position of Senior Vice President of National Accounts with StatLab Medical Corporation, a leading supplier of laboratory histology consumables in the acute and non-acute care marketplace. He provided leadership in the design and implementation of their National Accounts program, and continues to represent StatLab in his new role with EHM.

As Executive Vice President at EHM, Hayes is responsible for establishing and cultivating national accounts growth for EHM clients. His focus consists of select niche and specialty product suppliers seeking to become contracted with key GPO’s and IDN’s nationally.

Concussions

By: Rob Bahna, Vice President of Sales, Resuscitation International

The end of summer is upon us, and that means high school football season is starting all over the US. Friday nights for the next several months will create memories and experiences on the gridiron that will never be forgotten. 

I was fortunate to play baseball, hockey and football in high school. I was also fortunate to walk away from my playing days with only minor injuries. I never had a concussion until later in college when a cable snapped on a lat pull-down machine in a gym. 

With all of the stories surrounding concussions, including the long-term damages and suicides of some NFL players, I thought it would be interesting to look at concussions statistics in high school. 

I found an interesting website, momsTEAM, The Trusted Source for Sports Parents that listed the following information: 

Concussion rates have doubled in the last decade - and account for 1 of every 10 sports injuries. 

There are between an estimated 1.6 and 3.8 million sports related concussions in the US every year leading the Center for Disease Control to conclude that sports concussions in the US have reached an "epidemic level." 

As you would expect, football players are the most at risk with at least one player sustaining a mild concussion in nearly every American football game. 

Girls soccer players are the second most at risk for concussions of all other high school sports. 

There are approximately 67,000 diagnosed concussions in high school football players every year. 

According to the New York Times, at least 50 youth football players (high school or younger) from 20 different states have died or sustained serious head injuries on the field since 1997. 

Once an athlete has suffered an initial concussion, his or her chances of a second one are 3 to 6 times greater than an athlete who has never sustained a concussion. 

Athletes keep getting bigger, stronger and faster. When I graduated from high school, it was rare for even an NFL player to be 300 pounds, and now high school lineman weigh that much. Our awareness and ability to detect these injuries much better obviously impacts the increase in numbers.

I am a firm believer that sports play an integral part in shaping lives. The teamwork, dedication, discipline, competition, hard work, time management, handling of pressure, learning to win and lose, self-confidence and relationships developed are skills that can last a lifetime. 

Given the choice between two job candidates if all else were fairly equal, if one were an athlete in college, I know many hiring managers who would choose the athlete because of the experiences that person had. 

We should continue to look for ways to make athletics safer and increase our own knowledge about what can be done to prevent injuries. However, we need to be careful how far we go. 

"Fear defeats more people than any other one thing in the world. "

- Ralph Waldo Emerson  

Client News

New Clients
Essential Healthcare Management recently joined forced with eDocument Solutions, LLC (eDocs4MDs). Please check out eDocs4MDs website to learn more.  

MedAssets Technology Forum
Genadyne Biotechnologies, SunClean, and Cayenne Medical have been selected to participate in the MedAssets Technology & Innovation ForumSuppliers must be selected by MedAssets to receive an invitation based on quality and caliber of products and services, innovativeness of the product or service in the healthcare market, customer suggestions and other selection criteria

Please check out our clients' websites for more information on their product lines.

The Optime Group
Ed Hisscock, President of The Optime Group, moderates "How Supply Chain Impacts Patient Experience" at the Fall 2012 IDN Summit.

EHM News

Essential Healthcare Management Official Fall 2012 IDN Summit Sponsor!

EHM embraces the great privilege of participating in the upcoming Fall 2012 IDN Summit in Scottsdale, AZ as a Silver Sponsor. We feel motivated, energetic, and enthusiastic about the endless possibilities that lie ahead.  Please look for us and the following 22 of our client companies in Scottsdale!

Upcoming Conference Schedule

We hope to see you soon!

You can always find us at www.essentialhm.net

Essential Healthcare Management
Dallas, TX
This email was sent to email@domain.com by www.essentialhm.net
Click here to unsubscribe

Tags: Essential Healthcare Management, Schroeder, Essential Healthcare, integrated delivery networks, Frank Ripullo, business growth, strategic thinking, business development

EHM and WestCMR Join Forces

Posted by Jessica Hartman DeVore on Thu, Aug 30, 2012 @01:42 PM

ESSENTIAL HEALTHCARE MANAGEMENT LEADS WEST COAST MEDICAL RESOURCES, INC. IN EXPANDING NATIONAL ACCOUNTS STRATEGY

 

DALLAS – AUGUST 30, 2012 – (EHM) a healthcare business consulting firm, was selected by WestCMR to help secure contracts with integrated delivery networks and group purchasing organizations across the United States.

EHM is a healthcare business development firm, creating demand for the products and services of leading medical suppliers.  Since 2007, the group has served the needs of clients, combining corporate accounts strategy and operational infrastructure.  EHM guides clients through the procurement process and helps companies present their offerings to key decision makers and target audiences.

WestCMR, founded in 1997, is a surgical surplus company.  Guided by founder Randy Ware, WestCMR has grown to be the single largest buyer of surplus surgical disposable products in the U.S. market.  WestCMR is dedicated to providing equitable solutions to the Acute Care Market for Soft Assets liquidation, and continues to stimulate change with proven experience and unparalleled reputation.

Tags: Essential Healthcare Management, medical, healthcare suppliers, business growth

EHM and eDocs4MDs

Posted by Jessica Hartman DeVore on Thu, Aug 30, 2012 @01:34 PM

ESSENTIAL HEALTHCARE MANAGEMENT SELECTED BY eDOCUMENT SOLUTIONS, LLC. TO PROPEL GPO, IDN, AND RPC PENETRATION STRATEG

DALLAS – August 29, 2012 – (EHM) a healthcare business consulting firm, was chosen by eDocs4MDs to help secure contracts with group purchasing organizations, integrated delivery networks, and regional purchasing coalitions across the United States.

EHM is a healthcare business development firm, creating demand for the products and services of leading medical suppliers.   The group combines corporate accounts strategy and operational infrastructure to meet the needs of their clients.  The EHM Team brings over 100 years of healthcare experience to the table and is fully dedicated to changing healthcare for the better.

eDocument Solutions, LLC (eDocs4MDs) is a leader in information management services, assisting organizations across the country with storing, protecting and managing their information. Derived from the request of partnerships and practices across the country, eDocs4MDs created a Solution that is encompassing on document management without having to put the onus on the office staff.

Tags: Essential Healthcare Management, medical, healthcare suppliers, medical devices, business growth

More Important to Be Kind Than Clever

Posted by Jessica Hartman DeVore on Wed, Aug 29, 2012 @12:10 PM

One of the more heart-warming stories to zoom around the Internet lately involves a young man, his dying grandmother, and a bowl of clam chowder from Panera Bread. It's a little story that offers big lessons about service, brands, and the human side of business — a story that underscores why efficiency should never come at the expense of humanity.

The story, as told in AdWeek, goes like this: Brandon Cook, from Wilton, New Hampshire, was visiting his grandmother in the hospital. Terribly ill with cancer, she complained to her grandson that she desperately wanted a bowl of soup, and that the hospital's soup was inedible (she used saltier language). If only she could get a bowl of her favorite clam chowder from Panera Bread! Trouble was, Panera only sells clam chowder on Friday. So Brandon called the nearby Panera and talked to store manager Suzanne Fortier. Not only did Sue make clam chowder especially for Brandon's grandmother, she included a box of cookies as a gift from the staff.

It was a small act of kindness that would not normally make headlines. Except that Brandon told the story on his Facebook page, and Brandon's mother, Gail Cook, retold the story on Panera's fan page. The rest, as they say, is social-media history. Gail's post generated 500,000 (and counting) "likes" and more than 22,000 comments on Panera's Facebook page. Panera, meanwhile, got something that no amount of traditional advertising can buy — a genuine sense of affiliation and appreciation from customers around the world.

Marketing types have latched on to this story as an example of the power of social media and "virtual word-of-mouth" to boost a company's reputation. But I see the reaction to Sue Fortier's gesture as an example of something else — the hunger among customers, employees, and all of us to engage with companies on more than just dollars-and-cents terms. In a world that is being reshaped by the relentless advance of technology, what stands out are acts of compassion and connection that remind us what it means to be human.

As I read the story of Brandon and his grandmother, I thought back to a lecture delivered two years ago by Jeff Bezos, founder and CEO of Amazon.com, to the graduating seniors of my alma mater, Princeton University. Bezos is nothing if not a master of technology — he has built his company, and his fortune, on the rise of the Internet and his own intellect. But he spoke that day not about computing power or brainpower, but about his grandmother — and what he learned when he made her cry.

Even as a 10-year-old boy, it turns out, Bezos had a steel-trap mind and a passion for crunching numbers. During a summer road trip with his grandparents, young Jeff got fed up with his grandmother's smoking in the car — and decided to do something about it. From the backseat, he calculated how many cigarettes per day his grandmother smoked, how many puffs she took per cigarette, the health risk of each puff, and announced to her with great fanfare, "You've taken nine years off your life!"

Bezos's calculations may have been accurate — but the reaction was not what he expected. His grandmother burst into tears. His grandfather pulled the car off to the side of the road and asked young Jeff to step out. And then his grandfather taught a lesson that this now-billionaire decided to share the with the Class of 2010: "My grandfather looked at me, and after a bit of silence, he gently and calmly said, 'Jeff, one day you'll understand that it's harder to be kind than clever.'"

That's a lesson I wish more businesspeople understood — a lesson that is reinforced by the reaction to this simple act of kindness at Panera Bread. Indeed, I experienced something similar not so long ago, and found it striking enough to devote an HBR blog post to the experience. In my post, I told the story of my father, his search for a new car, a health emergency that took place in the middle of that search — and a couple of extraordinary (and truly human) gestures by an auto dealer that put him at ease and won his loyalty.

"What is it about business that makes it so hard to be kind?" I asked at the time. "And what kind of businesspeople have we become when small acts of kindness feel so rare?"

That's what's really striking about the Panera Bread story — not that Suzanne Fortier went out of her way to do something nice for a sick grandmother, but that her simple gesture attracted such global attention and acclaim.

So by all means, encourage your people to embrace technology, get great at business analytics, and otherwise ramp up the efficiency of everything they do. But just make sure all their efficiency doesn't come at the expense of their humanity. Small gestures can send big signals about who we are, what we care about, and why people should want to affiliate with us. It's harder (and more important) to be kind than clever.

Shared by Bill Taylor

Tags: leadership, marketing, teamwork, brand management, sales, business growth, strategic thinking, business development

EHM and SunClean

Posted by Jessica Hartman DeVore on Fri, Aug 03, 2012 @04:34 PM

ESSENTIAL HEALTHCARE MANAGEMENT SELECTED BY SUNCLEAN LLC, TO PROPEL GPO, IDN, AND RPC PENETRATION STRATEGY

DALLAS – July 11, 2012 – (EHM), a healthcare business consulting firm, was chosen by SunClean LLC,  manufacturers and distributors of the SunClean150 Solar/Battery Powered Trash Compactor,  to help secure contracts with group purchasing organizations, integrated delivery networks, and regional purchasing coalitions across the United States.  SunClean150 is a patented compacting trash receptacle good for indoor or outdoor use that is completely self-powered. SunClean150 uses solar/battery power for 100% of its energy needs. The units’ footprint is the same as an ordinary receptacle but its capacity is five times greater. This means fewer collection trips, less fuel use and reduced greenhouse gas emissions.  The SunClean also provides cost efficiencies from labor and maintenance savings, and offers a range of environmental benefits. It can be solar or battery powered and is safe, easy to use, and designed to keep out pests. SunClean looks great, and is a true energy-smart choice.

EHM is a healthcare business development firm, creating demand for the products and services of leading medical suppliers.   The group combines corporate accounts strategy and operational infrastructure to meet the needs of their clients.  The EHM Team brings over 100 years of healthcare experience to the table and is fully dedicated to changing healthcare for the better.

SunClean is a Certified Minority Owned Business providing earth-friendly cleaning products, equipment, and systems for a wide variety of industrial and commercial cleaning and waste management applications. SunClean’s automatic recycling systems can be found throughout the Continental United States and abroad.

Tags: Essential Healthcare Management, Schroeder, healthcare, healthcare suppliers, business growth

Are You Talking Too Much?

Posted by Jessica Hartman DeVore on Thu, Jun 21, 2012 @02:03 PM

Frank Ripullo was recently quoted in an ANAE "Sales Tips" for Reps Who Like to Win Issue
"Many Sales Representatives are talking too much. When you're talking, you're telling. When you ask questions to get clients talking about their needs, you're selling; you're finding out what they want to own. Only then can you guide them to the right product or service"

Frank Ripullo
Managing Partner/Founder
Essential Health Management

Tags: selling, Essential Healthcare Management, brand management, Frank Ripullo, business growth, strategic thinking

Don't let the Senate outsource your job to China!

Posted by Jessica Hartman DeVore on Mon, Apr 30, 2012 @01:51 PM

We need your signature to help defeat an innovation-crushing 2.3% medical devices tax slated for January 2013.

It’s an election year. Your signature may persuade the Senate to repeal this ill-conceived measure, estimated to offshore 43,000 American jobs.

Click the link for more information...

http://no2point3.com/

Tags: selling, healthcare suppliers, outsourcing model, market forecasting, sales, business growth, business development