The Catalyst … accelerating business growth in healthcare
SKOKIE, IL, March 1, 2017 — Essential Healthcare Management, Inc. (EHM) client, Uresil, LLC, serving in the interventional radiology device supplies and development space, has received an expanded national agreement from healthcare improvement company, Vizient, Inc.
The designation was based on reviews by hospital experts for the company’s innovative and cost effective medical device products, including a full line of drainage catheters, evacuated suction bottles, drainage bags and rapid centesis products. Uresil is widely recognized for providing products that benefit the clinician, the patient and supply chain.
“I cannot begin to express how much this means for us to move forward and expand with such a terrific company such as Vizient after all of the years of mutual success we have enjoyed with MedAssets. This truly will be an impactful agreement with wide-ranging benefits for an even greater number of hospitals as our companies grow together,” said Brett Hazuka, Global Vice President for UreSil, LLC.
Vizient represents the combined strengths of the organizations formerly known as VHA Inc., the University HealthSystem Consortium, Novation and MedAssets’ Spend and Clinical Resource Management.
ABOUT URESIL, LLC
Uresil, LLC is a developer of next generation technology for improving outcomes via interventional radiology, emergency and vascular medicine. For more information on Uresil, LLC, visit www.uresil.com.
ABOUT EHM, INC.
Essential Healthcare Management, Inc. is the leader in partnering with medical industry suppliers to promote growth by aligning corporate accounts strategies to advance business activity, securing an increase in domestic and global sales for its clients. EHM’s lean and fast approach serves a variety of suppliers enjoying market access and contract uptake through GPOs, IDNs, RPCs. To facilitate rapid growth, EHM retains an unparalleled network of senior executives. Services include national accounts management, growth planning, contract negotiations, sales, and, marketplace assessment. For more information, call 949-842-2520 www.essentialhm.net.
Essential Healthcare Management (EHM) Appoints Thomas Hickey as Senior Consultant
Orange County, CA – EHM has named Thomas Hickey to the position of senior consultant. Hickey’s national accounts client roster will include Avancen, the manufacturer of the MOD® Oral PCA Device and MODTrac™Database, a medication on-demand system for hospitals and healthcare professionals. Along with physician preference tools, Hickey will focus on manufacturing clients in the OR, biologics, and, medical surgical sectors.
“Thomas’ knowledge of the national accounts landscape and phenomenal track record in sales, management and distribution, make him a strong asset,” said Frank Ripullo, MA, Founder and Managing Partner of EHM. “Having worked at one of the largest GPOs, Thomas’ addition provides our client’s with prime national accounts knowledge gained from his GPO-side experience.”
Hickey, a thirty year medical sales veteran, comes with vast industry experience including running a large scale distribution company, executive management roles, and a leadership position at a national group purchasing organization, Amerinet, now Intalere. He has held a variety of executive roles with leading companies including, MicroAire Surgical Instruments, Sybermed, Inc and Draeger. He has served on the board of American Association of Critical Care Nurses (AACN), giving him insight into the challenges facing clinical medicine.
“I am excited to bring my expertise in sales and distribution processes and go-to-market strategies for new products and the development of “blue ocean strategies” for existing products to both current and new clients contracting with the sophisticated team at EHM,” remarked Hickey.
Hickey holds a Master’s Degree in Health Economics from Eastern Michigan University and a B.S in Business Management from Oakland University.
ABOUT ESSENTIAL HEALTHCARE MANAGEMENT, INC.
EHM is the leader in partnering with medical industry suppliers to promote growth by aligning corporate accounts strategies to advance business activity, securing an increase in domestic and global sales for its clients. EHM’s lean and fast approach serves a variety of suppliers enjoying market access and contract uptake through GPOs, IDNs, RPCs. To facilitate rapid growth, EHM retains an unparalleled network of senior executives. Services include national accounts management, growth planning, contract negotiations, sales, and, marketplace assessment. For more information, call 949-842-2520.
Essential Healthcare Management, Inc.
Director of Business Development
Essential Healthcare Management Newsletter
Essential Healthcare Management Newsletter
HealthTrust Awards UreSil with Peripheral Interventional Drain Catheter Agreement
SKOKIE, ILLINOIS -- NOVEMBER 20th, 2014
Effective December 1, 2014, HealthTrust will award an agreement for Peripheral Interventional Drain Catheters to UreSil. When asked for comment, Brett Hazuka, vice president of Domestic Sales for UreSil replied, “It is an honor to work with HealthTrust and we look forward to a mutually beneficial relationship between UreSil and HealthTrust’s member network. We have always admired the way that HealthTrust does business and it is great to have an opportunity to provide our products through the HealthTrust relationship.”
UreSil develops, manufactures, and distributes interventional radiology and vascular products that serve the needs of physicians who perform minimally invasive procedures.
HealthTrust (legally known as HealthTrust Purchasing Group, L.P.) is committed to strengthening provider performance and clinical excellence through an aligned membership model and the delivery of total cost management solutions, including supply chain solutions and a contract and service portfolio unparalleled in quality, scope and value. HealthTrust (www.healthtrustpg.com) serves nearly 1,400 acute care facilities, 800 ambulatory surgery centers and members in more than 10,600 other locations, including physician practices, long-term care and alternate care sites. Headquartered in Brentwood, Tennessee, HealthTrust is closely integrated with the proven capabilities of Parallon Business Solutions, LLC (www.parallon.com), a leading provider of healthcare business and operational services, including revenue cycle management, workforce and technology solutions. On Twitter @healthtrustpg and @parallonconnect.
Please contact Marlena Jakusz (MarlenaJ@UreSil.com) for media or other inquiries
ESSENTIAL HEALTHCARE MANAGEMENT LEADS INTEGO, A CRITICAL ALERT SYSTEMS COMPANY, IN EXPANDING NATIONAL ACCOUNTS STRATEGY
DALLAS – September 26th, 2012 – (EHM) a healthcare business consulting firm, was chosen by Intēgo® 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.
Intēgo® has been the leading manufacturer and installer for healthcare communication products and services for the healthcare industry since 1985. Intēgo® provides Nurse Call products to hospitals and skilled nursing facilities nationwide. The Intego Software’s CommonPath™system is the most comprehensive nurse call solution on the market. It is designed to accommodate today’s three principal nurse call modes of operation; Direct to Caregiver, traditional to nurse station, and the CommonPath Centralized™ approach.
|Essential Healthcare Management Newsletter||August 2012|
|Essential Healthcare Management
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We all know how important and valuable referrals are to our business, both short and long term. Several industries survive on referrals, and they almost always help separate average performers from those at the top of the list in selling success. They will help you get over that quota and earn more.
Like many aspects in selling, the length and depth of your relationships with your customers will likely have an impact on the number of referrals you are getting. If they trust you and believe in your credibility – the risk is minimized in their mind.
However, in today’s fast paced selling environment, the most successful sales people are the ones who are actively asking for referrals from as many of their customers as they can. We have all run into situations where we get contact information and give them a call and they say “We just went with a competitor. If only you would have called us last week.”
In further developing your own sense of urgency, you need to put asking for referrals on your TO ACCOMPLISH list as an activity that you routinely engage in with your customers. But you will find more success if you sell them on giving your referrals versus simply asking.
Answer the question for them of WHY should they give you a referral? Remind them of the positive results and experiences that they have had and get them emotionally involved. I believe people buy on emotion and justify it logically – which is why it is always critical to recreate a portion of that emotion before you ask for something.
Kathy, from our conversations it appears that you have been happy with the service that Resuscitation International has provided, and you have told me that our pricing has been very competitive. Is that a fair statement? Great - I am glad to hear that. Do you know of any other departments/services in your area that could benefit from our outstanding prices and service - I am sure they will thank you for it....
John, I am glad to hear about the great results you have seen from using the Weil Mini Chest Compressor. You mentioned that the ease of implementation, and consistently providing compressions at the adequate rate and depth, without interruption have resulted in some very positive outcomes. Do you have any colleagues at other departments in the area that you feel might benefit from this device to help them experience similar results in their communities?
Sandy, thank you for sharing your experience with the Weil Mini Chest Compressor and how it has helped you streamline your protocols and your training. Obviously, quality CPR sustained over time is a critical link in trying to save these patients, and I am glad you have found the MCC a valuable tool to help accomplish this. Can you think of any other departments or colleagues who you feel would benefit from this great new device?
You may never know exactly why they will give you a referral (maybe they are interviewing at that facility and they want to show how up to date they are on industry trends…). But you won’t get very many if you don’t sell them on it. We all know we should ask for referrals. Like everything in sales – it is not what YOU KNOW, it is WHAT YOU DO that matters.
Vice President of Sales
If you are fortunate enough to sell in the medical field, particularly in the acute care setting, one of the things you deal with are committee meetings.
Whether it is a new products committee, value analysis committee, code committee - sometimes they seem endless. However, you know you need to deal with them and attempt to stack the deck in your favor so the outcome is what you want it to be.
Having been in the medical field for over 20 years (I remember when HMO and PPO and GPO were just letters.....) I have seen many successful sales people handle committee meetings well.
As you know, the key is to have a strong internal champion who is sold and on your side. And of course you need to understand why they are going to be your champion (they do things for their reasons – not ours).
It might be that they are true patient advocates that are always looking for the best sources to elevate standards of care. But, there is probably a secondary reason as well – like they are trying to impress their boss, or they are looking to be promoted in the future, or they know that improving patient satisfaction is a key initiative for the quarter. The most successful sales people will understand those reasons most of the time.
The first rule is to be in the meeting whenever possible. You will most likely hear that they don’t allow sales people in the meeting. Have they ever? And if you can’t be there – then you need to turn your champion into the best sales person you can in your place.
Here are some questions to make sure you ask your champion:
I understand this is an important decision. How can I help?
What can we do to convince the rest of the committee?
What will you do if your supervisor or someone else on the committee objects to our proposal?
How do you think the product will benefit your specific environment?
I have helped bring this in at other facilities. Would you like to know what they did to ensure success?
Has there ever been a situation in which a sales consultant was allowed into the meeting?
Have you ever had a chance to drive a new solution like this through the committee?
A few other thoughts:
1) Find out who is on the committee and attempt to see them before the official meeting. It is always better to stack the deck in your favor and know the votes going in (like a political vote). People always act differently if they have ownership in the idea.
2) If it is a big enough decision to warrant it, let them know that you will be in the area if they have any questions during the meeting. Hang out in the cafeteria or clear your schedule and be available by phone. Many of you have been brought in when a technical question comes up if they know you are available (and you have set it up correctly).
3) Make sure you know the next steps after the meeting and have that set up assuming a positive outcome. Get the next steps going as quickly as possible.
4) Think of the committees as a way to keep other salespeople out. Most won’t do the work necessary or put in the time appropriately to do all these things. They rely on a champion and go from there.
I had an infection control nurse champion tell me one time that I needed to find someone else to bring the product through committee because she had sponsored my last 2 products successfully and they would “vote it down” just because it was her again. I wish I could tell you I was good enough to have figured that out myself – but I certainly learned to look at each account as an individual puzzle.
"Do not let what you cannot do interfere with what you can do."
Vice President of Sales