News Releases

Essential Healthcare Management (EHM) Appoints Thomas Hickey as Senior Consultant

OCTOBER 5th, 2016 -- 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.

 

ESSENTIAL HEALTHCARE MANAGEMENT SELECTED BY PINNACLE BUSINESS SOLUTIONS TO ASSIST WITH CORPORATE ACCOUNTS STRATEGY

SEPTEMBER 24TH, 2014 – (EHM) a healthcare business consulting firm, was chosen by Pinnacle Business Solutions 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.

Pinnacle Business Solutions is the next evolution in the logistics industry by starting at the core of their business, the customer.  Aiming to meet customized services without sacrificing true customer service.  Offering line haul, routed, and other services to deliver at your speed, and becoming the new standard in logistics.

 

ESSENTIAL HEALTHCARE MANAGEMENT SELECTED BY INCISIVE SURGICAL, INC. TO PROPEL GPO, IDN, AND RPC PENETRATION STRATEGY

SEPTEMBER 22nd, 2014 – (EHM) a healthcare business consulting firm, was chosen by Incisive Surgical 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.

Incisive Surgical, Inc. (Plymouth, MN) is the developer and marketer of the INSORB® Absorbable Subcuticular Skin Stapler, a proprietary rapid skin closure modality that places an absorbable staple completely underneath the epidermis.  The INSORB Stapler is a more patient-centric, cosmetic skin closure solution that eliminates the percutaneous insult created by metal skin staples and eliminates the need to remove staples post-operatively.  The Company has sold over 1,375,000 INSORB Staplers throughout the world, and estimates that over 100,000 C-sections were closed with the INSORB Stapler in the United States last year.  The device has won several national awards, including the 2006 Wall Street Journal Technology Innovation of the Year Award for medical devices and the 2014 Frost & Sullivan Global Customer Value Leadership Award.   Incisive Surgical is the only company in the world that offers this technology. The Company holds ten INSORB Patents – eight in the United States and two in Japan – with two patents pending in Europe. 

 

ESSENTIAL HEALTHCARE MANAGEMENT (EHM) ANNOUNCES THE FORMATION OF EHM GLOBAL BUSINESS SOLUTIONS LED BY DORIS NAGEL AND VIVEK BHARGAVA


SEPTEMBER 15TH -- Doris Nagel and Vivek Bhargava have nearly 60 years of combined experience helping companies both large and small successfully expand their sales outside the U.S.  They have worked in senior global expansion roles at Baxter Healthcare, Allegiance Healthcare, CardinalHealth, Fenwal (now Frisenius), Briggs Healthcare, and Devicor Medical.  Their clients have included Salter Labs, Teleflex Medical, Ohio Medical, PharMEDium, Ellman Laboratories, Abbott, DSC Logistics, Abbott, American Biosurgical, Natus Healthcare, CDWBusiness and Decision Life Sciences, and Talecris BioPharma (now Griffols).

Brought together under the EHM umbrella, they offer big company sophistication combined with a practical, hands-on approach.  They know that one size does not fit all and carefully tailor their services to deliver their clients customized services to help avoid costly mistakes and enabling them to grow internationally much faster. 

Essential Healthcare Management is a healthcare business development firm that combines corporate account strategy and implementation with marketing and sales support for companies to create demand for their products and services to generate significant sales growth.  EHM Global Business Solutions expands the breadth of EHM's consulting services portfolio to offer companies, looking to expand sales outside of their home country, a total solution.

Doris and Vivek also bring to the table an extensive network of proven partners in complementary areas.  Some of these are subject matter experts with regulatory, tax, and supply chain experience.  Many others are in-country marketing, import-export, and regulatory experts.  They also have an extensive network of trusted distributors who may be potential partners or will be invaluable in identifying other good local options.  Our particular strengths are in Canada, Mexico, Brazil, China, Europe, India, and Southeast Asia, although we have successfully helped clients in more than 65 countries. 

Doris and Vivek have worked to develop comprehensive global expansion solutions to help their clients wherever they might need assistance; they recognize not all clients need all of these services.  They work quickly to assess a new client’s strengths, weaknesses, and goals, and pull from their suite of services those that will have the highest value to each specific client. 

EHM’s Global Business Solutions services include the following:  

 

·       Conduct more effective, targeted local market research to increase the likelihood of success more quickly

·       Create and implement effective “go-to-market” strategies for new global markets

·       Improve distributor contracts and the distributor negotiation process so that expectations are clearer

·       Create better distributor metrics to ensure distributors are performing optimally

·       Identify and “vet” good local distributors so that less time is wasted on the wrong distributors

·       Improve distributor management processes to deliver better results

·       Identify underperforming distributors and help transition to better options while minimizing local market disruption

·       Assess local pricing and product acceptance

·       Provide local and global competitor intelligence

·       Recommend risk mitigation strategies to help companies get paid faster and stay out of trouble

 

For more information please contact Doris ([email protected]) and/or Vivek ([email protected])

 

THOMAS LEE JOINS ESSENTIAL HEALTHCARE MANAGEMENT

Essential Healthcare Management (EHM) has announced that healthcare industry veteran Tom Lee has joined EHM as a Senior Consultant.

After College, Tom began working for Hughes Aircraft as a Sr. Development Engineer in Los Angeles, CA where he designed and worked with radar systems for the F-14, F-15 and F-18 fighter jets.

Demonstrating a keen capacity to bring projects in on time and under budget, he was provided the opportunity to work on the B-2 Stealth Bomber program and given Top Secret Clearance for the project. After eight years in Southern California he decided to change careers and entered into the medical services industry where he became interested in orthopedic devices and the personal problems they solved for individuals.

Tom has over two decades of being a successful industry leader and seasoned sales professional with an excellent record of achievement in medical device sales and business development.  During his tenure at DePuy Orthopedics and Wright Medical Technologies, he demonstrated an exceptional track record in building profitable territories, exceeding planned revenue objectives and development /management of key accounts.

Creating orthopedic distributorships in different parts of the United States has afforded Tom the opportunity to meet and create relationships with supply chains, GPO’s, surgeons and C level personnel across the country.  Continuously demonstrating his ability to grow and exceed sales goals,  Tom earned many performance awards including the prestigious Presidential Club award.  Tom uses his ability to problem solve, and his technical expertise to help customers determine their needs and accomplish and manage their goals.

Being a part of the traditional distribution model of orthopedic implants (Physician Preferred Implants-PPI), Tom understands the need to change this culture for the future and consistently pursues opportunities to stay informed of new technologies and improved processes for better clinical outcomes.  Tom has created and managed start up to over 11 Million dollar territories and he has consistently proven his ability to be successful with direct and indirect business partners which .  takes time, hard work, dedication and ethics.

Tom earned a Bachelor degree in Industrial Technology from the University of Northern Iowa in 1985.  Tom has also received further education in Advanced Orthopedic Trauma and Oncology, Operating Room, Advanced Stem Cell and Corporate DOJ Compliance Courses

 

KATHERINE FINLEY JOINS ESSENTIAL HEALTHCARE MANAGEMENT

AUGUST 25TH, 2014 -- Essential Healthcare Management (EHM) has announced Katherine Finley has joined the EHM Team. Born in Frankfurt Germany, Katherine Finley’s tenure as an Army Brat has served her well in adapting to new environments and establishing relationships quickly.  She has a 20 year proven track record of achievement and results within the HealthCare Industry, and is recognized as a top producer for new accounts and increased sales growth.  Katherine’s focus on exceptional customer engagement began with Disney in entertainment then was further refined with Proctor and Gamble Sales Management. Katherine honed her C-Suite selling skills with Thomson Reuters promoting operational efficiency, patient satisfaction, and clinical outcome solutions.

In addition to acute care, Katherine has a wide spectrum of experience in Home health and Long Term Care collaborating with clinicians to reduce costs and improve outcomes, giving her valuable insight into the rapidly evolving shift in healthcare from fee for service to at-risk. She gained a unique perspective as Director of Corporate Accounts for MDSI (Medical Distribution Solutions, Inc.), gleaning insight into supply chain and value analysis and the challenges affecting IDNs, GPOs, and Purchasing Coalitions affected by the Affordable Care Act.  Recruitment of Supply Chain executives for MDSI afforded strong connections and relationships with those influential decision makers seeking trusted partners.

Most recently, Katherine was Vice President of HealthCare Solutions responsible for the start- up of a HealthCare Division for PVA Global, an IT systems integrator which manages complex IT solutions.  A HealthCare portfolio was created to identify critical solutions offering significant cost-effective options for health systems.  Ten agreements were secured in twelve months with influential national and regional GPOs including implementation plans coordinated with their IT and consulting divisions.

Katherine’s record of sales success is a testament to the trust established with her accounts.  Her acknowledgements include the P&G Sales Award, the President’s Award from Healthfield Inc, the President’s Club Winner for HBSI, and Sales Director’s award from MDSI. She received a BA in Business Administration from Stephens College in Columbia, Missouri and additional education at Richmond: The American International University in London, England.  South Carolina Governor Nikki Haley appointed Katherine as a Commissioner for the Department of Disabilities and Special Needs in 2012 and she holds a position as a Board Member for the Greenwood Genetic Center.  She presently resides in South Carolina with David, her husband of 20 years, and their two teenage children.

 

ESSENTIAL HEALTHCARE MANAGEMENT SELECTED BY TOTAL SCOPE INC. TO PROPEL GPO, IDN, AND RPC PENETRATION STRATEGY

JUNE 26, 2014 – (EHM) a healthcare business consulting firm, was chosen by Total Scope, Inc. 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.

Total Scope, Inc. is a direct repair facility for flexible scopes, surgical cameras and rigid scopes, founded in 1993.  Since 2003, Total Scope, Inc. has held the highest quality certification in the medical equipment repair industry; ISO 13485. Total Scope repairs all makes and models of scopes and cameras coming out of Respiratory, Endoscopy and Surgery from hospitals all over the country. They assist decision makers who are struggling with high cost repairs, frustrated with long turn times and disappointed in a lack of personal attention and customer service. Total Scope offers manufacturer quality repairs at third party pricing with the benefit of a dedicated account manager.

 

 

HemCon Medical Technologies forms alliance with EHM

HemCon Medical Technologies Inc (Portland, OR), a wholly owned subsidiary of TriStar Wellness Solutions Inc (Westport, CT), entered into a strategic alliance with Essential Healthcare Management (EHM) (Laguna Niguel, CA). EHM will help HemCon secure contracts with IDNs, RPCs, and GPOs across the U.S. “The strategic alliance with EHM positions HemCon with a unique opportunity to present its class-leading hemostatic portfolio to key decision makers in leading national hospital systems and accelerate acceptance by GPOs,” said HemCon’s SVP of sales Bill Shields. “We are extremely excited that EHM chose to partner with HemCon and collaboratively we are moving toward solidifying our strategic market initiatives.”

 

 

 

 

 

ESSENTIAL HEALTHCARE MANAGEMENT SELECTED BY GLOBAL PARCEL SERVICE TO PROPEL GPO, IDN, AND RPC PENETRATION STRATEGY

March 25th, 2014 – (EHM) a healthcare business consulting firm, was chosen by Global Parcel Service 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.

Global Parcel Service offers the SQBX Tracking Software which provides mobile, bar coded, proof of delivery, chain of custody solutions for healthcare supply chain. SQBX improves loss prevention measures, increases visibility, and creates statuses and events for packages and other items inside your facility. The software tracks for internal packages, 3rd party assets, gas cylinders, couriers, specimens and more

 

ESSENTIAL HEALTHCARE MANAGEMENT AND PREFERRED MARKETING PROGRAMS FORM STRATEGIC ALLIANCE

 

Preferred Marketing Programs has formed a strategic alliance with Essential Hedescribe the imagealthcare Management (EHM).   Gary Gustafson, President of Preferred Marketing Programs (PMP), will join EHM’s consulting team and bring his expertise with government hospitals to assist EHM's existing client base of small to mid sized manufacturers and service providers, grow business in the government sector.  EHM will jointly market PMP’s programs, such as their GPO/IDN Contract Assessment to health care industry suppliers.  EHM’s managing partner, Frank Ripullo said that “ EHM has experienced significant growth in their consultancy business over the last few years, and our alliance with PMP will broaden the services we provide to our clients and their customers.  We are pleased to be aligned with Gary and Preferred Marketing Partners.

 

GARY GUSTAFSON JOINS ESSENTIAL HEALTHCARE MANAGEMENT

FEBRUARY 11, 2014 - Essential Healthcare Management is very pleased to announce that Gary Gustafson will join EHM as a consultant.  Gustafson has worked with GPO’s, IDN’s and the Federal Government for more than 30 years, earning multiple awards for sales growth in all three areas during his many years with Stryker. (10 years as a sales manager and 10 years in National Accounts.) In 2006, Gustafson left Stryker to start the Association of National Account Executives (ANAE Inc.). Over the 7 years that Gary owned ANAE Inc., he set up National Account Training classes for over 500 national account managers. During this time he developed close relationships with the major GPO’s, multiple IDN’s and top federal supply officials to establish himself as recognized national accounts expert. Gustafson will use his skills in government contracting, marketing & sales to help EHM's clients grow their market share and revenue in the US healthcare market.

Essential Healthcare Management is a consultancy that outsources National Accounts Management and Sales Management for healthcare industry suppliers.


FRANK McGRATH JOINS ESSENTIAL HEALTHCARE MANAGEMENT

Essential Healthcare Management (EHM) has announced that healthcare industry veteran Frank McGrath has joined EHM as Executive Director.

 Frank has an extensive and proven sales management and business management background.  He has expert negotiating skills and a highly successful background in Healthcare with GPO’s and IDN’s.  He has negotiated and implemented many national account contracts that have resulted in increased company profitability and customer satisfaction.  Frank has superb motivational and leadership skills that have paved the way toward a history of growth for over thirty years.  He is an effective communicator of complex concepts to individuals at all levels and differing backgrounds and is the recipient of numerous company awards for exceeding expectations.

Frank’s last position was Executive Director of Corporate Healthcare for Agfa Healthcare. In this position he managed their Imaging and Radiology/Cardiology IT agreements with all GPO’s.  This included multiple contracts with Premier, HPG, and Novation.  He implemented 13 new contracts and 6 extensions.  During his career with Agfa, Sterling, and Dupont Frank also served as Zone General Manager for 12 years, worldwide Equipment Business Manager, and Service manager.  He also spent time in R&D and manufacturing.

Frank has a BS in Mechanical Engineering from the University of Notre Dame and an MBA from the Univeristy of South Carolina. After college he served six years as an office in the Naval Nuclear Submarine force.

 

ESSENTIAL HEALTHCARE MANAGEMENT SELECTED BY QUOTIENT BIODIAGNOSTICS TO PROPEL GPO, IDN, AND RPC PENETRATION STRATEGY

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

 

ESSENTIAL HEALTHCARE MANAGEMENT SIGNS CONTRACT WITH VUEMED

OCTOBER 24, 2012 -- Essential Healthcare Management Inc (EHM) (Laguan Nigel, CA) was selected by VUEMED, http://vuemed.com/,  (Seattle, WA) to assist in securing contracts with integrated delivery networks, regional purchasing coalitions and GPOs across the US.  VUEMED is a global healthcare technology company that offers innovative software and web-based solutions for the documentation and tracking of medical products, devices and supplies in a variety of healthcare organizations such as hospitals, ambulatory care facilities, and surgical centers.

VUEMED’s flagship product, VueTrack™, is an easy-to-use, comprehensive, and affordable tool that tracks clinical supplies from their entry into a department’s stock to their point of use for a specific patient procedure. VueTrack’s™ real-time data capture significantly streamlines the clinical documentation process and gives users complete control over their inventory. VUEMED's ROI has exceeded 500% in many installations.

For more information, please contact Melinda McDonald at [email protected].

 

COLLEEN MORISSETTE RN, CFRN, JOINS ESSENTIAL HEALTHCARE MANAGEMENT

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

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

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

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

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

www.essentialhm.net

 

MADELINE ENGILMAN JOINS ESSENTIAL HEALTHCARE MANAGEMENT

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

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

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

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

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.

 

MELINDA MCDONALD JOINS ESSENTIAL HEALTHCARE MANAGEMENT

Essential Healthcare Management (EHM) has announced that healthcare industry veteran Melinda McDonald has joined EHM as Senior Vice President. Most recently, Melinda was Vice President, Non-Clinical Products and Services for Children’s Hospital Association, formerly Child Health Corporation of America (CHCA).  In that role, she managed a portfolio of over 100 agreements representing over $40M in spend.  Melinda was instrumental in starting and developing this role at CHCA. Savings in one year for the hospital participants was close to $6M.  In addition to managing the portfolio of agreements, Melinda also developed new suppliers, assisted them in working with hospitals and increased their revenues. She has an outstanding reputation with suppliers and helping them to succeed.

“We are very happy to add to our growing company, a person of such great experience, skill and professionalism as Melinda.  She will bring real world contracting experience to her role representing suppliers, specifically in the purchased services area, which is growing in visibility to the contracting world.  We look forward to a very productive relationship with Ms. McDonald and welcome her aboard,” EHM Managing Partner Stan Schroeder commented.

Prior to her work with the CHCA Group Purchasing Services division, Melinda was responsible for the Executive Institute.  The Executive Institute was a membership organization with CHCA comprised of CEOs, COOs, CFOs, and CNOs.  Her responsibilities included formulating a yearly business plan for the Executive Institute, planning and facilitating three meetings per year for the CEOs, coordinating deliverables and projects for the Executive Institute, and marketing and selling the Executive Institute for renewals every year.

Melinda also held a position at Saint Luke’s Health System in Kansas City, Missouri.  She was instrumental in the development of a Women’s Heart Center, as well as various programming for women.  Melinda’s other responsibilities included developing advertising campaigns for print, radio and television, as well as handling team and event sponsorships.  She also worked with the team charged with purchasing physician practices.

Melinda began her career with Xerox Corporation.  Her last assignment was an account executive handling transportation and advertising agencies.  She attended the Xerox sales school, as well as other sales and account management training programs.

In her new role at EHM, McDonald will be responsible for creating and developing national accounts programs for EHM clients, specializing in the purchased services area.

Melinda received her Bachelor of Business Administration from Georgia Southern University and her MBA from the University of Kansas.

 

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

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

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

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

 

JEFF HAYES JOINS ESSENTIAL HEALTHCARE MANAGEMENT

Essential Healthcare Management (EHM) has announced that healthcare industry veteran Jeff Hayes has joined EHM as Executive Vice President. Mr. Hayes most recently held the position of Senior Vice President of National Accounts with StatLab Medical Corporation. Hayes will continue to represent StatLab in his new role with EHM.

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

Prior to Mr. Hayes’ association with StatLab where he created and developed their national accounts program, Hayes served as Vice President of National Accounts with Innovative Healthcare Corporation (IHC) – an industry leader in the Medical Glove market for both the acute care and the alternate site arenas. During his tenure with that organization, IHC was awarded the first ever S2S Agreement by Premier, Inc.

Prior to joining IHC, Mr. Hayes held several management positions with Tri-anim Health Services, the nation’s leading supplier of specialty products for respiratory, anesthesia, EMS, and critical care products. There, Hayes created and developed Tri-anim’s national accounts program securing agreements with the nation’s key GPO’s and IDN’s.

In his new role at EHM, Hayes will be responsible for creating and developing national accounts programs for EHM clients consisting of select niche and specialty product suppliers seeking to become contracted with dominant GPO’s and IDN’s nationally.

Hayes received a Bachelor of Science degree and a Master’s of Business Administration degree from Avila University in Kansas City. Mr. Hayes serves on the board of directors of the Association of National Accounts Executives (ANAE).

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

www.essentialhm.net

 

ESSENTIAL HEALTHCARE MANAGEMENT TO EXPAND BUSINESS DEVELOPMENT FOR CUSTOMED USA

DALLAS – July 20, 2011 – Essential Healthcare Management (EHM), a healthcare business development firm, was chosen by Customed USA, LLC, the medical supply division under Puerto Rico Hospital Supply Inc. (PRHS) 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 marketing and sales support needs of clients, combining corporate account strategy and operational infrastructure. With new federal regulations changing the healthcare landscape, EHM is growing into a thought leader and educating clients on how these changes affect their business development prospects. EHM guides clients through the procurement process and helps companies present their offerings to key decision-makers and target audiences.

“We are thrilled to be working with Customed USA, a trusted company with a legacy of providing customized products and services,” said EHM founder and managing partner Frank Ripullo. “The emerging healthcare environment calls for efficiency at every level. By offering customized kits and trays, Customed USA is lowering costs for hospitals and healthcare providers.”

Customed CEO and President Felix Santos said, “since 1946 we have provided high quality medical supplies to healthcare providers in Puerto Rico. We are committed to delivering the same level of attention and customized service to medical professionals and hospitals across the US.”

Customed USA produces medical kits and trays for virtually all hospital procedures and forms of treatment. To help healthcare providers avoid purchasing unnecessary supplies, packs are customized to fit the needs of each ward or department. The company also offers the innovative “Case Cart” program, which includes all customized trays for various procedures, in a specialized cart system that is restocked as needed by Customed.

 

ESSENTIAL HEALTHCARE MANAGEMENT LEADING URESIL IN EXPANDING NATIONAL ACCOUNTS STRATEGY

DALLAS – July 13, 2011 – Essential Healthcare Management (EHM), healthcare business development firm, announces that Uresil, LLC, a medical supplier, has retained its services for the expansion of its national corporate accounts strategy efforts. 

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 marketing and sales support needs of clients, combining corporate account strategy and operational infrastructure. With new federal regulations changing the healthcare landscape, EHM is growing into a thought leader and educating clients on how the changes affect their business development prospects. EHM guides clients through the procurement process and helps companies present their offerings to key decision-makers and target audiences.

“As healthcare treatments continue to trend toward cost efficiency, Uresil will continue to lead competitors with breakthrough products and a centralized production model,” said EHM founder and managing partner Frank Ripullo. “At EHM, we share the same innovative spirit that drives Uresil. We look forward to continuing to work with Uresil on the national accounts strategy.”

Uresil President Lev Melinyshyn said, “Our brand has earned the trust of medical professionals everywhere. After 25 years of driving innovation in medical technology, today our products are used around the world. As we expand our national corporate accounts, we are confident that EHM will continue to bring a unique insight into our development operations.”

Uresil is a medical supply company developing, manufacturing and distributing products that serve the needs of physicians who perform minimally invasive procedures. Since 1986, the company has produced high-quality, unique, medical products for use in interventional radiology and vascular procedures. Uresil trademarked products include the UreFlex Drainage Catheters with Tru-Set locking system and the Tru-Close Thoracic Vent.  The company developed and manufactures the Tru-Incise Valvulotome for in-situ bypass surgery.

 

ESSENTIAL HEALTHCARE MANAGEMENT ADDS BUSINESS DEVELOPMENT EXPERTS ESPEN KATERAAS AND GEORGE MATHEW JR.

Kateraas and Mathew will lead pharmaceutical and biotechnology medical suppliers in sales

DALLAS – July 6, 2011 – Essential Healthcare Management (EHM), a healthcare business development firm, has added business development and strategic marketing experts Espen Kateraas and George M. Mathew Jr. They will lead biotechnology and pharmaceutical technology medical suppliers in networking and developing relationships with executive leadership within group purchasing organizations and integrated delivery networks.

Kateraas and Mathew will draw on 25 of years of combined experience in the medical supply industry to assist clients in developing accounts and increasing sales. “We are thrilled to recruit these dynamic individuals, who bring an impressive history of creating positive results for healthcare suppliers,” said EHM Managing Partner Stan Schroeder. “This year, we are focusing on expanding our services and expertise to accommodate every corner of the medical supply industry. Espen Kateraas and Geroge Mathew Jr. are two talented top-tier professionals who will help us continue forward in that direction.”

Kateraas has spent more than 16 years in the pharmaceutical, medical device and biopharmaceutical industry. Previously he worked with Becton Dickenson & Co. as Senior Manager Worldwide Marketing, where he helped develop and launch several products. Between 2006 and 2009, Kateraas served as Vice President and Managing Director at Bavarian Nordic, working to establish the company’s Washington, DC operations in support of a partnership with the US government.

Mathew Jr. brings marketing experience in wide array of therapeutic areas including diabetes, oncology, hemophilia, cardiovascular disease and pain management. He has previously worked for Becton Dickinson & Co., Novo Nordisk, Mayne Pharma, Alpharma and Synvista Therapeutics. Mathew is seasoned in brand management, strategic marketing, operations, sales, business development and market research.

The team at EHM has a proven track record of creating success for their clients. I am proud to join an organization with pristine reputation in the medical sector,” said Kateraas. Mathews Jr. added, “with all the changes being implemented across the healthcare industry, our combined experience will lead our clients to more development prospects and stronger bottom line.”

 

Essential Healthcare Management Selected by NuBone to Launch Contract with Premier, Inc

EHM will be managing corporate accounts, sales efforts and IDN implementation

DALLAS – June 21, 2011 – Essential Healthcare Management (EHM), a healthcare business development firm, was selected by NuBone, LLC, a medical industry supplier, to launch a national contract with Premier, Inc.

EHM will create and implement a sales infrastructure for NuBone, customized to support Premier members. The consulting firm will negotiate agreements with integrated delivery networks (IDN) and drive contract uptake through sales personnel. Additionally, EHM will schedule regular meetings and webinars with Premier members. EHM has recently developed a strong sales infrastructure ready to meet the demands of large business development agreements, to include adding 56 trained and qualified sales professional in the last three months. Since the launch of the Premier agreement four months ago, EHM has used its sales expertise to negotiate several IDN agreements within Premier.

“There are so many great opportunities for medical suppliers like NuBone to expand their presence in the healthcare market,” said EHM founder and managing partner, Frank Ripullo. “Our team has the resources and capabilities to support a variety of GPO agreements. In a short time, we have orchestrated a sales infrastructure comparable to those of major manufactures. We look forward to using our expertise to connect NuBone with key decision makers.”

Dennis G. Smiler, president and CEO of NuBone is optimistic that EHM will deliver strong development opportunities. “Our company has a long history of creating innovative products at lower prices than our competitors. We are thrilled to have EHM continue to deliver our unique products to more patients in more healthcare centers than ever before.”

NuBone will be offering its products and services to nearly 2,500 Premier acute care facilities in a competitive $1B market segment. The company manufactures the StemVie product line, including a groundbreaking bone graft solution that costs only a fraction of the most popular alternatives on the market. StemVie products will offer healthcare providers dramatic savings over current options used in orthopedic and spinal surgery, without the clinical contraindications of other products.

 

Essential Healthcare Management Adds Medical Industry Expert Daren Kneeland as Senior Vice President and Partner

Kneeland brings more than 30 years of healthcare industry experience to EHM team

DALLAS (May 31, 2011)– Essential Healthcare Management (EHM), a healthcare business development firm, has hired healthcare industry expert Daren Kneeland as Senior Vice President and Partner to help clients drive product sales in the medical industry marketplace and to spearhead the creation of EHM’s new Group Purchasing Organization (GPO) Administrative Division.

Kneeland has spent his entire career – spanning more than 30 years – working in the healthcare/medical industry. He will draw on this vast background as he assists EHM clients with developing, managing and increasing their sales.

"We are excited to bring on an individual with a successful track record and impeccable reputation,” EHM Managing Partner Stan Schroeder said. “As EHM continues to grow and expand our services, we will continue to partner with people who possess the ability to drive positive change and results in healthcare. Daren Kneeland is an excellent first step for us in that regard."

Kneeland started as a respiratory therapist and clinical instructor before moving into marketing and sales of medical equipment and products. After working in the industry for over a decade, he founded Vital Choice Medical Systems, Inc., a medical equipment rental, sales and biomedical services company. In four years, he built it from a one-man venture, based out of his garage, into a multi-million dollar corporation with four locations and dozens of employees.

He later sold the company to Universal Hospital Services, Inc., a national hospital equipment rental and management company, and was named Division Manager of the Southern California Division where he increased business revenues in the division from $7 million to over $19 million in just three years. Daren was appointed Regional Vice President of Sales and ultimately Corporate VP of Strategic Partnerships. In these roles, he achieved record performance, increasing his Region revenue from $90 million to over $180 million in four years. He was also responsible for many successful Corporate and multi-divisional relationships with major medical manufacturers including Johnson & Johnson, Carefusion and Philips Healthcare.

“ I am very proud to be joining a team with a stellar reputation for delivering tremendous value to their client organizations”, Kneeland says. “I’m excited about the future of EHM and look forward to contributing to the growth of the company into a world-class organization.”

Kneeland is active with organizations such as the Association for Healthcare Resource Materials Management, International Association of Medical Equipment Marketers, National Association of Sales Executives and American Association for Respiratory Care.

 

Essential Healthcare Management Offers Expert Advice to Healthcare Suppliers Targeting New Accountable Care Organizations

EHM positions healthcare suppliers to succeed in Medicare’s new system for managing care

DALLAS- The U.S. Department of Health and Human Services recently released proposed guidelines for healthcare providers opting to integrate healthcare services for Medicare recipients by forming Accountable Care Organizations (ACOs), and Essential Healthcare Management (EHM), a healthcare business development firm, is leading the way by offering expertise, guidance and strategies for healthcare suppliers wanting to align their business with this new system.

An ACO is a network of medical caregivers - hospitals, doctors, nurses, suppliers, home healthcare specialists, health educators, nutritionists, etc. - that share responsibility for providing care to patients. Under this system, service providers are held accountable for patients with incentives given for keeping them healthy while also reducing costs by avoiding unnecessary or repetitive medical tests and procedures. If ACOs provide high quality care and reduce costs to the health care system, they can keep some of the money that they have helped save. Several of the nation's largest health insurers, such as Humana and Cigna, have already announced plans to form their own ACOs.

EHM founder and managing partner, Frank Ripullo, said the number of organizations announcing plans to register as ACOs is ballooning and has skyrocketed from 20 to more than 100 in just a short period of time. Among these are integrated delivery networks (IDNs) such as the Banner Health System and SSM Health Care Corporation.

"This presents a tremendous opportunity for medical industry suppliers," Ripullo said. "However, many companies don't know how to best take advantage and prepare for this new participant in the marketplace. We can help them understand ACOs and the potential impact on their businesses while providing strategies, tactics and introductions for and within this new service model. This is such a significant turn of events for the healthcare market that we have dedicated a section of our website that explains the ACO arena and its impact on suppliers, as well as offers tips and advice."

The new ACO model may be challenging for some suppliers because they are accustomed to having only one market focus, such as acute care, he said. Under the new system, they have the potential to expand their market to other areas -- home care, long-term care, etc. Offering products in a wide variety of areas will give them a competitive edge because ACOs have an added incentive to work with suppliers that can provide products and services covering the entire spectrum of services or venues.

while providing strategies, tactics and introductions for and within this new service model. This is such a significant turn of events for the healthcare market that we have dedicated a section of our website that explains the ACO arena and its impact on suppliers, as well as offers tips and advice.”

 

Essential Healthcare Management Announces Expanded Services at FAH

 EHM introduces “Essential Approach” blog on healthcare market issues and new marketing partnership 

DALLAS – Essential Healthcare Management (EHM), a healthcare business development firm, is unveiling expanded marketing and social media services at the annual Federation of American Hospitals (FAH) Public Policy Conference and Business Exposition this week in Washington, D.C. while emphasizing its new “Essential Approach to Business Growth in the Healthcare Industry.” To read more, click here.