The Catalyst … accelerating business growth in healthcare
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!
Today’s group purchasing organizations offer programs that invite cutting-edge devices into the competition. Click the links for more info:
- Premier, Innovation Celebration Premier Breakthroughs 2017
- Vizient, Innovative Technology Exchange and Clinical Connections Summit Vizient Innovation Awards
- Intalere, Elevate 2017 Emerging Technology Tradeshow
- HealthTrust, Physician's Advisors Program
For more information on medical device innovation in the healthcare supply chain, call (949) 842-2520.
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
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
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.
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
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.
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
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.
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