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

GPOs and Medical Device Innovation for Hospitals

Posted by Frank Ripullo on Wed, Mar 01, 2017 @06:23 PM



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There is a greater focus on new technology now more than ever. And GPOs are paying attention! When we think of innovation, we mean products that do something new -- something that doesn’t already exist in the marketplace which is what our client, Avancen, did when they found a practical solution to improving patient care. We recently scored a big win for Avancen: a New Innovative Technology Contract from Vizient for the World's First Oral PCA Device. Check out the press release.

Plenty of companies have innovative products coming through the pipeline but where do they end up?

EHM is fortunate to encounter exceptional companies on the cutting edge of medical industry technology. Innovative medical devices that improve patient safety as well as supplies and devices that advance clinical outcomes is an important part of our business. Anything that makes a hospital run better is game! Whether or not you believe your company’s latest products are innovative because they provide the same, or better than the standard outcomes, and possibly even at a reduced cost to hospitals, is a question that GPOs can examine to determine if their hospital members can benefit. Most GPOs have internal groups focused on finding new technology that meets their current needs. And often, EHM is able to help these medical device companies promote their new technologies through group purchasing organizations and integrated delivery networks to get their products deep into hospitals.

If your company has the latest and greatest in a medical device category, how easy is it to go straight to doctors in order to get product champions? Now, reimbursement, budgets and security are all issues to consider and may not have been before. And, if you get past all of that, do you have enough reps out there to reach your targets? As a medical device supplier, how will you gain the support of any GPO and maintain it as you compete with other vendors on that GPO that are in your space? Here's where we play a pivotal role.

If you are ready to beta test your product, call us. We can launch your product and get end-user feedback for you. An independent study facilitated by a hospital will prepare your product for entry better than any internal studies used for validation.

Check out some of the GPO-sponsored new technology shows below. Your company could be one of the selected new technology firms aksed to attend any one of these annual tradeshows during which facilities meet suppliers and preview their products!

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Today’s group purchasing organizations offer programs that invite cutting-edge devices into the competition. Click the links for more info:

Yes! Let's have a conversation.

 

For more information on medical device innovation in the healthcare supply chain, call (949) 842-2520.

Tags: medical devices, GPO, new technology, innovation

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

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

Quotient Biodiagnostics and EHM

Posted by Jessica Hartman DeVore on Tue, Jan 08, 2013 @08:50 AM

DALLAS – January 08, 2013 – (EHM) a healthcare business consulting firm, was chosen by Quotient Biodiagnostics 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.

Quotient Biodiagnostics is a leading blood transfusion products company whose primary focus is to provide top quality blood banking reagents directly to the manual user worldwide. Quotient manufacturers and distributes over 200 products and sells worldwide in over 30 countries.

Tags: Essential Healthcare Management, healthcare, healthcare suppliers, gpos, IDNs, integrated delivery networks, GPO

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

Pulmodyne News: Novation Awards Innovative Technology Agreement to Product that Gives Patients the Ability to Speak

Posted by Jessica Hartman DeVore on Wed, Sep 19, 2012 @11:46 AM

Novation Awards Innovative Technology Agreement to Product that Gives Patients the Ability to Speak

Pulmodyne’s innovative Tracheostomy Tube System also enhances patient safety!

IRVING, TX; September 19, 2012 – Novation, the leading health care supply chain expertise and contracting company for the members of VHA Inc., UHC, Children’s Hospital Association, and Provista LLC, today announced that it has awarded an agreement to Pulmodyne for their Blom® cuffed tracheostomy tubes through Novation’s innovative technology evaluation process. 

The Blom® tracheostomy tube system is an innovative solution that allows patients the ability to speak in their own natural voice, even though they are ventilator-dependent patients with a tracheostomy. The Blom tracheostomy tube system has a unique subglottic suctioning disposable inner cannula that gives the clinician the ability to perform suctioning above the cuff of a tracheostomy tube, which will help them in their strategy to fight ventilator acquired pneumonia (VAP).  

Novation’s Innovative Technology Program allows Novation to work with member councils and task forces to identify and review new or innovative technology that provides an incremental clinical benefit over existing products.  Since 2003, more than 500 new and innovative technologies have been reviewed through Novation’s Innovative Technology Program.

“Our goal with the Program is to work with hospital members to identify innovative technology that improves patient care or reduces the risk of harm to patients or providers, while simultaneously raising the standard of patient care and safety,” said Debbie Archer, director, procurement and innovative technology, Novation.  “Many exciting advancements are occurring in health care technology, and we are committed to providing visibility into the latest innovations.”

About Novation, Winner of the Ethics Inside® Certification

Founded in 1998, Novation is the leading health care supply chain expertise and contracting company for the more than 65,000 members of VHA Inc. and UHC, two national health care alliances, Children’s Hospital Association, an alliance of the nation’s leading pediatric facilities, and Provista, LLC. Novation provides alliance members with sourcing services, as well as information and data services. Based in Irving, Texas, Novation develops and manages competitive contracts with more than 600 suppliers. VHA, UHC, and Provista members used Novation contracts to purchase more than $40 billion in 2011. Novation recently earned the coveted Ethics Inside® Certification from Ethisphere Institute, a leading international think tank dedicated to the research and promotion of best practices in corporate ethics and compliance.  Novation was also named on Ethisphere’s World’s Most Ethical Companies list, and is the only company in the health care industry to earn both distinctions.  To learn more about Novation, please visit www.novationco.com and follow @NovationNews.

About Pulmodyne

Founded in 1985, Pulmodyne has grown to be a leader in innovative respiratory products. The company’s portfolio includes the O2 – RESQ Immediate CPAP System, the Blom Tracheostomy Tube System, and BiTrac NIV and HC Masks and Accessories. Since its inception the company has operated as a privately held corporation. For more information, please visit www.pulmodyne.com

Tags: Essential Healthcare Management, healthcare, GPO, Novation

Premier Renews Agreement with CTC

Posted by Jessica Hartman DeVore on Mon, Sep 17, 2012 @10:14 AM

Premier renews agreement with Compression Therapy Concepts

Premier Inc (Charlotte, NC) renewed its agreement with Compression Therapy Concepts (CTC) (Eatontown, NJ) for DVT Compression products for an additional three years. The contract covers both the national agreement as well as a sole source renewal for ASCEND members. The product line was also expanded to include environmentally friendly garments. CTC is the only company in this category of products to receive Practice Greenhealth Certification.

Tags: Essential Healthcare Management, Schroeder, Ripullo, GPO

Final Rules for Accoutable Care Organizations

Posted by Stan Schroeder on Tue, Oct 25, 2011 @01:35 PM

The Department of Health and Human Services (HHS) released its final rules for Accountable Care Organizations. Initial impression? Less restrictions and more flexibility for physicians and providers wishing to participate. Look for complete coverage, insight, analysis and commentary regarding the final rules in upcoming issues of ACO Insights (www.acoinsights.com). Here are some initial thoughts:  

  • The risk-reward of the final rules is much more favorable toward providers.

  • Providers will be able to participate in an ACO and the Medicare Shared Savings program without the risk of losing money with one of the tracks provided.

  • ACOs will be able to start sharing in the savings earlier.

  • The number of quality measures was reduced from 65 to 33, and five domains to four.

  • There is no EHR requirement in the final rules.

  • Participants can only be part of one ACO.

  • Beneficiaries will be assigned to an ACO based on how they utilize primary care services, but if they aren't seeing a primary care physician, then they may be assigned based off of services provided by other physician specialties. Providers will be informed which Medicare beneficiaries will likely be a part of the ACO.

Tell your colleagues to subscribe to ACO Insights for detailed features, news and opinions on accountable care (http://www.acoinsights.com/Subscribe.aspx

 

 

John Pritchard
ACO Insights
MDSI
1735 North Brown Road
Suite 140
Lawrenceville, Georgia 30043
United States
(770) 263-5261

Tags: medical, ACO, Accountable Care Organizations, healthcare suppliers, Regulations on ACOs, ACO Regulations, ACOs and suppliers, HHS Regulations, gpos, Healthcare Service Provider, GPO, Center for Medicare and Medicaid Services, Affordable Care Act