The Catalyst … accelerating business growth in healthcare

Catalyst Blog August 2017

Posted by Frank Ripullo on Mon, Aug 14, 2017 @05:44 PM

 
Essential Healthcare Management Newsletter
August 2017

 EHM Announces Alliance with CapStack West, Innovation Client Spotlight: Avancen, Partnering with EHM

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"We now have a partner aggregating the right investors to offer funding opportunities to companies of all sizes," said Frank Ripullo, Founder and President of EHM. "Whether our clients seeking cash infusion are pre-revenue startups looking for equity investors, middle-market companies requiring growth or acquisition capital, or market... Read

Client Spotlight: Unknown.png

Our client, Avancen, is going places. Look for us at the October 5-7: HealthTrust Innovation Summit 2017 where Avancen has been invited to participate by HealthTrust's team of Clinical and Operational experts. Read 

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We are honored to get our clients the attention they deserve and glad to be part of an important and innovative solution in the world of medication delivery and security.

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There is a greater focus on new technology now more than ever. And GPOs are paying attention! During first quarter, we scored a big win for Avancen: a New Innovative Technology Contract from Vizient for the World's First Oral PCA Device.Read press release. Is your company ready for this designation?

Your products might be innovative but how do your company operations stack up?

Click now to download!

EHM GPO-IDN  CONTRACTING ASSESSMENT

If you’ve been wondering about outsourcing your national accounts to capture more business in the healthcare sector, but not sure how working with Essential Healthcare Management would look, you can start by downloading our free GPO and IDN Contracting Assessment. Get a preliminary view at collaborating with us to design an outsourcing program for your company’s needs. Truly ingenious!

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Guess which one of these upcoming shows offers the best opportunity to network to drive business through your IDNs?
 
Want to know about networking opportunities?
Yes! Let's have a conversation.

August 28-30, 2017: Fall IDN Summit and Reverse Expo JW Marriott at Desert Ridge Resort and Spa

September 13, 2017: Vizient Clinical Connections Summit. 

March 6-10, 2018: AAOS; American Association of Orthopedic Surgeons www.AAOS.org

March 24-28, 2018: AORN Association of PeriOperative Registered Nurses, Conference and Expo, New Orleans, LA

April 12-15, 2018: AONE www.AONE.org. Baltimore MD

Click here to see more shows. 

 

Essential Healthcare Management, Inc. 

(949) 842-2520

 

 

Tags: EHM, hospitals, healthcare suppliers, medical devices, GPO, IDN, contracting assessment, avancen, healthcare investing, innovation award

EHM, Inc. Client, Uresil, LLC Awarded National Group Purchasing Organization Agreement with Vizient, Inc.

Posted by Frank Ripullo on Thu, Mar 02, 2017 @08:28 PM

 

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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.

Yes! Let's have a conversation.

Tags: EHM, gpos, uresil, vizient

EHM Announces Thomas Hickey as Senior Consultant

Posted by Jessica Hartman on Wed, Sep 21, 2016 @10:41 AM

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.

 

Contact:

Essential Healthcare Management, Inc.

Jessica Hartman

Director of Business Development

Jessica@essentialhm.net

(704) 574-2131

 

 

Tags: Essential Healthcare Management, EHM, healthcare, GPO, sales, Expertise, National accounts

EHM September 2015 Newsletter

Posted by Jessica Hartman on Wed, Sep 23, 2015 @08:13 AM

Essential Healthcare Management Newsletter
September 2015
EHM Launches eTracer®, the First Sales Data Management Solution to Automate Administration Fee Tracings

SEPTEMBER 22nd, 2015 -- Essential Healthcare Management, Inc., today announced its partnership in a proprietary agreement with, eTracer®, a professional sales data management service to launch software solutions designed to expedite and simplify the tracking of administration fees. eTracer’s® offerings also include: sales data collection, cleaning, processing and reporting; rebate and chargeback processing; sales and commission reporting; and, on-demand web reporting. All software programs are custom-configured to provide real time on-demand web reporting making eTracer®, the perfect solution for creating scalable data for suppliers in the medical device industry.

“EHM is delighted to partner with eTracer®, to offer critical cost-saving sales data management tools to its clients so that they can continue to focus on providing quality products where cutting corners in an ever-changing market has become the trend,” said Frank Ripullo, managing partner of EHM, Inc. “Among one of the many cost-effective ways for suppliers to quickly benefit from eTracer®, is through the GPO fee reporting service which greatly simplifies administration fee tracings resulting in instant savings.”

eTracer®, easily automates data collection and processing leading to customized reports. Every organization wants current and accurate sales reporting. With eTracer®, tracking sales performance through zip codes, is quick and simple. All programs feature on-demand web reporting with continuous access and advanced security settings. The efficient collection of tracings files and reports can instantly validate transactions. Additionally, using a proprietary 13-step system, rebate and chargeback processing is simplified to track claims data for future audits.

"We recently switched from a different service to eTracer and have been extremely pleased. Not only do the reports come earlier in the month than what we were used to, any issues requiring support are handled quickly and efficiently. It is my opinion that this is the strongest and most economically sound solution available in the marketplace as third-party report generation is concerned."

-Brett Hazuka, Vice President, UreSil, LLC

Please click below to find out more information.

Of Course I Want to Know More!

To Schedule a Demo Please Contact: Jessica Hartman, EHM Director of Business Development

jessica@essentialhm.net

Ph: (704) 574 - 2131

www.etracerdata.com


EHM Gains More Experience and Expertise with New Team Members

Eugene Pyatenko - Senior Advisor

Mr. Pyatenko has over thirty years experience in the fields of insolvency and bankruptcy, debtor and creditor rights, commercial transactions, financial structures, litigation, construction and real estate law, international business transactions, and mergers and acquisitions. He has provided corporate strategy and structure advisory services to clients in a wide range of industries including: health, manufacturing, service, transportation, distribution, contracting, automotive and construction, both domestically and internationally. As an attorney, he has worked closely with corporate executive teams, debtors, lenders, and creditor committees in out-of-court as well as formal proceedings and has provided consulting and litigation support services in turnaround, mergers and acquisitions, as well as political endeavors. Mr. Pyatenko is a recognized professional in his field and enjoys many awards and honors from the local business community. Over the years, he has been chosen to lecture on topics ranging from industry specific business strategies to international trade relations and the expansion and development of business connections into foreign trade zones.

Thomas Hickey - Senior Advisor

A Thirty (30+) plus year veteran in the medical sales space and serial entrepreneur. Mr. Hickey was the founder and CEO of a successful, multi-million dollar medical distribution company and developed a technology transfer initiative from Stockholm Sweden. He has held leadership roles in a national GPO, an Orthopedic Power Company and several start-up enterprises. Additionally, Mr. Hickey has served on the Board of American Association of Critical Care Nurses, a 60,000 plus member, not for profit organization, providing him insight into the challenges facing clinical medicine. Mr. Hickey has a varied background of achievement and results. He holds a Master’s Degree in Health Economics and a Bachelors in Business Management. He is an expert in sales and distribution processes and “go to market” strategies for new products and the development of blue water strategies for existing products.

Jon Artz - Advisory Committee Member

Hailing from New York City, Jon Artz has spent the last two decades in Healthcare Sales & Consulting. With his extensive and dynamic background, Mr. Artz has served in various markets within the industry, including: Managed Care, Home Health, Pharma, Product Sales, Service, Finance and Manufacturing. Mr. Artz has developed and grown businesses from Start Up’s to the most well established Healthcare companies. As a Volunteer Advisor to EHM, Mr.Artz offers insight to Business Development strategies to ensure growth in the Healthcare Marketplace. Mr.Artz sits on other advisory committee’s and has acted as 3rd Party Moderator at Business Roundtables and Focus Groups.


About Essential Healthcare Managemnt, Inc.

EHM is the leader in partnering with medical industry suppliers to promote sales by aligning corporate accounts strategies to improve enterprise agility and domestic and global sales. EHM’s lean and fast approach serves a variety of suppliers enjoying market penetration 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.

If you would like to learn more about EHM, please contact us:

Yes! Let's have a conversation.

www.essentialhm.net

 

Tags: EHM, healthcare suppliers, medical devices, GPO, Frank Ripullo, Management, Fee reporting, tracings, etracer, Stan Schroeder

EHM September 2015 Newsletter

Posted by Frank Ripullo on Tue, Sep 22, 2015 @02:44 PM

 
Essential Healthcare Management Newsletter
September 2015
EHM Launches eTracer®, the First Sales Data Management Solution to Automate Administration Fee Tracings

SEPTEMBER 22nd, 2015 -- Essential Healthcare Management, Inc., today announced its partnership in a proprietary agreement with, eTracer®, a professional sales data management service to launch software solutions designed to expedite and simplify the tracking of administration fees. eTracer’s® offerings also include: sales data collection, cleaning, processing and reporting; rebate and chargeback processing; sales and commission reporting; and, on-demand web reporting. All software programs are custom-configured to provide real time on-demand web reporting making eTracer®, the perfect solution for creating scalable data for suppliers in the medical device industry.

“EHM is delighted to partner with eTracer®, to offer critical cost-saving sales data management tools to its clients so that they can continue to focus on providing quality products where cutting corners in an ever-changing market has become the trend,” said Frank Ripullo, managing partner of EHM, Inc. “Among one of the many cost-effective ways for suppliers to quickly benefit from eTracer®, is through the GPO fee reporting service which greatly simplifies administration fee tracings resulting in instant savings.”

eTracer®, easily automates data collection and processing leading to customized reports. Every organization wants current and accurate sales reporting. With eTracer®, tracking sales performance through zip codes, is quick and simple. All programs feature on-demand web reporting with continuous access and advanced security settings. The efficient collection of tracings files and reports can instantly validate transactions. Additionally, using a proprietary 13-step system, rebate and chargeback processing is simplified to track claims data for future audits.

"We recently switched from a different service to eTracer and have been extremely pleased. Not only do the reports come earlier in the month than what we were used to, any issues requiring support are handled quickly and efficiently. It is my opinion that this is the strongest and most economically sound solution available in the marketplace as third-party report generation is concerned."

-Brett Hazuka, Vice President, UreSil, LLC

Please click below to find out more information.

Of Course I Want to Know More!

To Schedule a Demo Please Contact: Jessica Hartman, EHM Director of Business Development

jessica@essentialhm.net

Ph: (704) 574 - 2131

www.etracerdata.com


EHM Gains More Experience and Expertise with New Team Members

Eugene Pyatenko - Senior Advisor

Mr. Pyatenko has over thirty years experience in the fields of insolvency and bankruptcy, debtor and creditor rights, commercial transactions, financial structures, litigation, construction and real estate law, international business transactions, and mergers and acquisitions. He has provided corporate strategy and structure advisory services to clients in a wide range of industries including: health, manufacturing, service, transportation, distribution, contracting, automotive and construction, both domestically and internationally. As an attorney, he has worked closely with corporate executive teams, debtors, lenders, and creditor committees in out-of-court as well as formal proceedings and has provided consulting and litigation support services in turnaround, mergers and acquisitions, as well as political endeavors. Mr. Pyatenko is a recognized professional in his field and enjoys many awards and honors from the local business community. Over the years, he has been chosen to lecture on topics ranging from industry specific business strategies to international trade relations and the expansion and development of business connections into foreign trade zones.

Thomas Hickey - Senior Advisor

A Thirty (30+) plus year veteran in the medical sales space and serial entrepreneur. Mr. Hickey was the founder and CEO of a successful, multi-million dollar medical distribution company and developed a technology transfer initiative from Stockholm Sweden. He has held leadership roles in a national GPO, an Orthopedic Power Company and several start-up enterprises. Additionally, Mr. Hickey has served on the Board of American Association of Critical Care Nurses, a 60,000 plus member, not for profit organization, providing him insight into the challenges facing clinical medicine. Mr. Hickey has a varied background of achievement and results. He holds a Master’s Degree in Health Economics and a Bachelors in Business Management. He is an expert in sales and distribution processes and “go to market” strategies for new products and the development of blue water strategies for existing products.

Jon Artz - Advisory Committee Member

Hailing from New York City, Jon Artz has spent the last two decades in Healthcare Sales & Consulting. With his extensive and dynamic background, Mr. Artz has served in various markets within the industry, including: Managed Care, Home Health, Pharma, Product Sales, Service, Finance and Manufacturing. Mr. Artz has developed and grown businesses from Start Up’s to the most well established Healthcare companies. As a Volunteer Advisor to EHM, Mr.Artz offers insight to Business Development strategies to ensure growth in the Healthcare Marketplace. Mr.Artz sits on other advisory committee’s and has acted as 3rd Party Moderator at Business Roundtables and Focus Groups.


About Essential Healthcare Managemnt, Inc.

EHM is the leader in partnering with medical industry suppliers to promote sales by aligning corporate accounts strategies to improve enterprise agility and domestic and global sales. EHM’s lean and fast approach serves a variety of suppliers enjoying market penetration 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.

If you would like to learn more about EHM, please contact us:

Yes! Let's have a conversation.

 

 

Tags: EHM

HealthTrust Awards Uresil with Peripheral Interventional Drain Catheter Agreement

Posted by Jessica Hartman on Thu, Nov 20, 2014 @11:13 AM

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.”

About UreSil

UreSil develops, manufactures, and distributes interventional radiology and vascular products that serve the needs of physicians who perform minimally invasive procedures.

About HealthTrust

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

Tags: Essential Healthcare Management, Schroeder, Essential Healthcare, EHM, healthcare, gpos, GPO, uresil

EHM and Intego

Posted by Jessica Hartman DeVore on Thu, Oct 04, 2012 @01:42 PM

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.

Tags: Essential Healthcare Management, EHM, medical, healthcare suppliers, medical devices, brand management, business development

EHM August 2012 Newsletter

Posted by Jessica Hartman DeVore on Tue, Aug 07, 2012 @02:40 PM

 

Essential Healthcare Management Newsletter August 2012
The EHM Family: Nancy Kailas

Nancy Kailas

Nancy Kailas is a big-picture thinker, strategic manager and change agent with broad-based leadership experience in the health care industry, including a concentration in medical devices.  Differentiated by her business acumen and relationship building skills, Nancy creates a competitive advantage by empowering sales forces, customizing services and solutions, and instilling customer intimacy.  She is exemplary in securing large contracts, structuring deals around the relationships, and driving results, especially in the GPO (Group Purchasing Organization), government, Regional Purchasing Groups and IDN market sectors.

Before joining EHM, Nancy served as Vice President of Sales in the $140M Surgical Division at Molnlycke Healthcare, where she led a sales organization and clinical team and was instrumental in its realignment and optimization.  Prior to that appointment, she held the position of Vice President of Corporate Accounts for the Molnlycke U.S. business, and was responsible for developing and executing contract strategies, solidifying strategic alliances, and managing legal and financial obligations for national accounts in both the wound care and surgical divisions.  Previously, she held the positions of Senior Director of National Accounts for Regent Medical, Director of Corporate Sales for Kraft Foodservice/Alliant Foodservice, and Account Manager at Baxter Healthcare.

To her role at EHM, Nancy brings an impressive history of helping companies generate revenue.  She has worked closely with GPOs, IDNs, acute care hospitals, surgery centers and long term care facilities. She has secured the necessary contracts, designed and implemented business development strategies, and formulated successful execution plans.

In addition to working with Clients, Nancy most recently has taken on the role of Business Development for EHM.

Nancy is married to David Fouts and they have five children and reside in the Chicago area.

Unbroken

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

In my humble opinion, we use the word "hero" too liberally these days. It is difficult to turn on the news and not hear them hailing someone as a "hero" for doing something. I believe we may see a lot of heroic acts, but that does not make someone a true "hero". And I certainly applaud everyone who performs a heroic act.

When I think of a hero, I think of someone who has demonstrated qualities that show distinguished courage and brave deeds and noble qualities over time that make them someone who we can look up to and admire.

Many of you have heard the story of Louis Zamperini. He was arguably going to be the first person to break the 4-minute mile mark according to many experts and fellow runners. He made the 1936 US Olympic team in an event (the 5000) that he had only run in competitively 4 times. Unfortunately, his future Olympic dreams were destroyed when the 1940 Olympics were cancelled.

He joined the Army Air Corps in 1941. He was assigned to be a Bombardier on at B-24 Liberator. They had several "successful" missions, although they took heavy fire and some of the crew was killed. In World War II, 35,933 AAF planes were lost in combat and accidents. On Thursday, May 27, 1943 Louis was aboard a search plane looking for a missing B-24. Louis' plane crashed into the ocean, killing 9 men. Louis, the pilot and one other man miraculously made it to the life rafts. Of the 11 men on board, only 2 would end up surviving.

They were lost at sea, battling sharks, jumping on the side of the rafts, Japanese Zero planes shooting at them, the elements, but mainly starvation, dehydration and maybe most importantly - faith, hope and sanity. After 47 days of hell, they drifted to an Island and were captured by Japanese soldiers.

They were ultimately transferred to a secret interrogation center called Ofuna, where "high-value" captured men were housed in solitary confinement, starved, tormented, and tortured to divulge military secrets. Because Ofuna was kept secret from the outside works, the Japanese operated with an absolutely free hand and did not register the men as living with the Red Cross, or follow the Geneva Convention.

Japan held some 132,000 POWs, of those nearly 36,000 died, more than one in every four. Americans fared particularly badly; of the 34,648 Americans held by Japan, 12,935 - more than 37 percent - died. By comparison, only 1 percent of Americans held by the Nazis and Italians died.

Like all the men, Louis suffered greatly in the camps, mercifully beaten time and time again, nearly starved, worked to exhaustion, and of course they spent the entire time trying to mentally break down the men. Conditions were terrible, and he would stay in these camps until two weeks or so after Japan surrendered on the morning of September 2, 1945. Two years of mental and physical torture that was especially brutal because they knew who he was. His family did not know he was alive until almost the end – and he was officially declared dead.

He finally came back from the war, but was in many accounts a broken man. They did not have Post Traumatic Stress Disorder diagnosed at the time. He turned to alcohol to deal with the demons and nightmares. He went to see Billy Graham give a speech and it helped turn him around. He would not let the enemy destroy him and win after all he had been through. He would not let them determine the man he really was.

He eventually returned to Japan and even forgave the guards, opened a youth camp for troubled boys and toured the country speaking. He ran with the Olympic torch several different times and discovered skateboarding in his 70s.

When you watch the Olympics over the next few weeks, remember how much so many have given to keep our country and world safe. They are truly Heroes. And no matter how difficult your week or month has been, it could be a lot worse.

Pick up the book, Unbroken, by Laura Hillenbrand (the author of Seabiscuit). This is where all of this information came from. And it is definitely worth the read.

Want New Healthcare Customers? Share Your Knowledge!

Cynthia Baker, Accolades Public Relations

In our last blog, we discussed the painful knowledge that developing a sharp, attractive website with well-written content is just not enough.  "Build it and they will come" simply does not attract sufficient website traffic for new business development.  With basic SEO, your new website is still fairly isolated on the web unless your grassroots marketing efforts are driving traffic to your site.

You are going to need fresh, ongoing content optimized with relevant keyword terms.  You will want to discover and employ the keyword terms that your clients/customers use when they search for your company, its services and products online.  This optimized content will serve as a magnet and will pull potential customers to your site. Blogs, which automatically  optimize posts for SEO, are the most convenient way to provide keyword-rich content for your site on a continuous basis.

Blogging is your next step to becoming social on the web. 

  • Share the knowledge that you share now with customers and clients everyday in helping them to solve their problems.
  • Demonstrate the depth of the knowledge that you have in the healthcare industry and the trends affecting it.  
  • Share valuable healthcare information to a wider audience online.

How do you overcome procrastination and writer's block so you can get started?  Maybe this will motivate you .... more blogging equals more customers.

“Increased frequency of blogging correlates with increased customer acquisition, according to…HubSpot. 92% of blog users who posted multiple times a day acquired a customer through their blog, a figure that decreased to 66% for those who blogged monthly and 43% for those who posted less than monthly.” ( Marketing Charts)

Ask your sales team to cheer you on!  I bet they would prefer these odds ... more blogging means more leads.

"B2B companies with blogs generate 67% more leads per month on average than non-blogging firms." ( Social Media B2B)

With customers researching healthcare companies before they engage with them in doing business, it only makes good sense to share your industry knowledge directly with the public online via a blog and then to distribute the blog posts through the social networks.

"Social media sites and blogs reach 80% of all U.S. internet users." ( Mindjumpers)

Our Accolades team consults with healthcare companies  - assisting  with strategic thinking to determine the best topics to discuss online, pinpointing the keyword strategy to be used and developing blog content for them when they are too busy to do it themselves.  Let us know if we can help ... just reach out via our Contact Us page. 

Thanks to Jeff Bullas for his meaningful blog statistics - more are available at:    http://www.jeffbullas.com/2012/07/24/72-fascinating-social-media-marketing-facts-and-statistics-for-2012/


Client News
New Clients
Essential Healthcare Management recently joined forced with the following companies:

Compression Therapy Concepts

CTC Golf Hat

CTC participates as a sponsor at the AHRMM12 16th Annual Golf Tournament in San Antonio.






The Optime Group

Ed Hisscock, President, of The Optime Group co-leads the panel for "A CMO Discussion on Achieving Supply Chain Success" at AHRMM12


EHM News: Melinda McDonald Joins EHM Team Melinda McDonald

We are proud to announce that healthcare industry veteran Melinda McDonald has joined EHM as Senior Vice President.  McDonald's knowledge and success will help our clients to achieve their sales goals and expand market share dramatically.  Welcome ABOARD!



Upcoming Conferences: EHM Official Fall 2012 IDN Summit Sponsor

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 jessica@essentialhm.net by www.essentialhm.net.

Tags: Essential Healthcare Management, Schroeder, EHM, medical, Frank Ripullo, Management

Referrals

Posted by Stan Schroeder on Tue, Sep 20, 2011 @12:48 PM

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.

 
Rob Bahna 
Vice President of Sales
Resuscitation International

Tags: Essential Healthcare Management, Schroeder, hard work, EHM, healthcare, medical devices, brand management, referrals, sales, business growth, strategic thinking, business development

Committee Meetings

Posted by Stan Schroeder on Mon, Sep 19, 2011 @04:29 PM

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."
John Wooden

Rob Bahna 
Vice President of Sales
Resuscitation International

Tags: Schroeder, EHM, hospitals, IDNs, medical devices, GPO, sales, business growth, Management, strategic thinking, business development