The Catalyst … accelerating business growth in healthcare

EHM April 2012 Newsletter

Posted by Jessica Hartman DeVore on Fri, Apr 20, 2012 @01:32 PM

Essential Healthcare Management Newsletter April  2012
The EHM Family: Espen Kateraas

Here at Essential Healthcare Management, we value relationships.  To EHM, trusted partners and productive partnerships are not just a priority – they are a privilege.  We would like you to meet one of our people who is a proven expert at building and maintaining those types of relationships in healthcare. Executive Director, Espen Kateraas.

Espen has a broad managerial and operational background in the pharmaceutical, medical technology, imaging, health and wellness spaces. He is a business administration graduate of both Pacific Lutheran University in Tacoma, Washington, and Drottnignborg Videregående Skole in his native Norway. He also studied at the National University of Singapore and at the Institute of European Studies in Vienna, Austria. Espen is a veteran of the Norwegian Air Force and is multilingual – which is often helpful when working with companies based outside the U.S.

Recently, Espen has assisted European healthcare companies in their attempts to successfully enter the US market place. His current focus is on helping companies leverage more efficient and affordable healthcare solutions grounded in prevention and positive patient outcomes.

Mr. Kateraas is passionately engaged in leading and promoting a healthy life style through physical fitness, wellness and a healthy diet. He is also the holder of several issued and pending US/International patents in this area.

Espen’s areas of expertise include; Espen on Bike

* US & Int'l Business Relations
* Supply Chain Mgmt.
* Strategic Planning Processes
* Relentless Execution of Growth Initiatives 
* Global Market Leadership & Strategy Development
* Team Leadership 
* P&L Control
* Manufacturing & Operations Management
* Turnaround / Business Refocus
* New Business Development and Launch
* Due Diligence / M&A / Global Integrations
* Coaching and motivation      

                                                                                                                                                                                                                                           Espen at his other office.

The Movie of Your LIfe - Uplifting or Sad?

By: Stan Schroeder, Managing Partner, EHM

What story do you tell yourself?  It has been said that “Life isn’t about finding yourself, it’s about creating yourself”.  How does this happen?  Sure, the huge broad strokes and grand events of a life add up and matter.  Big risks often dictate our direction and destination.  But what about the other 99.9% of the time?

The day-to-day life we live – the minute tasks, details, and movements – are when our internal dialogue takes over and effects us.  Sort of like the narrator of the movie version of our lives.  (I just had the thought that Morgan Freeman’s internal dialogue is probably fantastic!).

Is your narration: Positive or Negative? Guilty or Proud? Angry or Content?  This 99% of our time can control as much, or more, of our path in life as the big decisions do.  In fact, I would submit to you that without the right type of internal story guiding them, people who have reached high levels of success would not have possessed the confidence to take the big (and ultimately profitable) risks!

I myself have made a habit of making career decisions that are 180 Stan Schroeder degrees from conventional.  I know that deep down there is a storyteller laying down a positive soundtrack that gives me the boost required to do the scary things, and take big risks.

I always tell my sons that part of being a good person is doing the RIGHT thing even when it is the more difficult choice.  So….if you know what needs to be done – if you have an idea or dream or grand vision: 

First, take steps to ensure that your internal narration is positive and affirming.  (This may require some “re-writes”)

Remember to engage in positive “self-talk” when you start to hear internal negatives about yourself or your future. 

Create Positive Triggers and Anchors (reminders) such as music, pictures, or verses that snap you back to positive.

Create reminders of your past successes and keep them close by to re-affirm your capabilities when you feel down.

Share in positive communication with friends, associates, mentors and/or loved ones.  ( Frank usually cheers me up when I call him).  Increasing your positive/negative thought ratio will undoubtedly help you to feel happier and to enjoy more success.  It will also help you to GIVE YOURSELF PERMISSION to make the hard decisions required to reach more success (regardless of how you define it).

And don’t forget that no matter how positive you are there is still a high level of work required.  I don’t know anyone who ever lazied their way to the top.  To quote Tony Robbins, “No one every ambled their way to success.”  Success requires action – and action requires internal encouragement.

So go ahead!  Create a new screenplay for the movie of your life.  And this time play the HERO!

A Tribute

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

The world lost a very good man yesterday. My uncle, Don Bahna, my father’s only sibling/older brother by 7 years or so passed away.
Don was one of the most well read, intelligent, and kindest men I have ever known. He was largely responsible for starting and then being the Principal at both high schools in Sylvania, Ohio and touched thousands of lives in his roles there.
To me he was the uncle who was the “CLAW”. I am sure you had one of those, who were seemingly always ready to play and have fun when you were little. He would be relentless in his pursuit of making us laugh and torturing us by tickling.

To my Uncle Don’s wife of 50+ years, my Aunt Kay and his 4 children and grandchildren, he was obviously much more, for many years. I could write a lot more about his accomplishments in many areas.
However, I want to focus on just one of the many ways he was so instrumental in my dad’s life, future, and inevitably that of my whole family. You see, my father grew up on the Hungarian side of Toledo, Ohio, not very far from the famous Tony Paco’s restaurant that the character Klinger made famous on M*A*S*H. There was a lot of love, hard work and happiness in this neighborhood. But, money was earned through long days of hard blue-collar work.
Since my father was so much younger than Don, when he used to tag along every day to the baseball field because Don had no choice, my father had to play against kids much older than he was. This forced him to develop much faster than the other kids his age or he would have to sit out – because they did not let him play until he was good enough. Inevitably, that and considerable talent lead him to be a great high school pitcher (he was just elected in his high school athletic hall of fame this fall) and earning the first full baseball scholarship to Bowling Green State University.
My father would not have been able to afford to go to college without that baseball scholarship. Without that scholarship and his ability to get a job that required a degree, who knows what would have happened. My Uncle Don went to school on academic scholarships.
You see in the sandlots of life, there were no rules saying everyone has to play a certain number of innings, or that we are not going to keep score, or that there are no winners and losers, and not everyone gets a trophy.
There are hundreds if not thousands of people:
-Competing for the top class ranks
-Taking college entrance exams
-Trying to get into the same schools and post-graduate schools
-Applying for the available jobs
-Working towards the available promotions
-Doing their best to hit their objectives and set themselves apart from the crowd
-Working on being the top performer at what they do
My dad also tells the story of how my Uncle Don through him out of the boat in the middle of the lake and told him to “sink or swim”. Although we know he would not have let him drown, we need to be careful how much we insulate and protect the people around us because that is not always what is best for them (even if it is what makes us the most comfortable).
God Speed Uncle Don. You made a lot of lives better by the man you were. And it is a great lesson for all of us. We usually don’t realize the full influence we have, or could possibly have on people.

EHM Client News

In the last six months EHM has helped the following clients to gain agreements with all the major GPO's and several IDN's and RPC's:

Compression Therapy Concepts
Statlab Medical
Advanced Circulatory Systems, Inc.
RF Technologies, Inc.
Uresil, LLC
U.S. Arthroplasty
Emerge Medical
DM Systems

Instant Recognition

Cynthia Baker, Accolades Public Relations

What does your corporate logo say about you? Does it clearly communicate your industry, product/service, and inherent value? Is it eye catching and memorable? Does it convey your corporate personality? Is it instantly recognizable? If you said ‘yes’ to all of the above, congratulations, you are on your way to making a good impression on prospective clients and customers. However, if you said ‘no’ – and realistically, you probably did – there’s work to be done.

That’s the position Essential Healthcare Management was in a few months ago when we began the process of developing a new corporate identity. The company name already said a lot – Essential Healthcare Management provides a variety of management services to healthcare companies. The challenge was to develop a graphic identity and tagline that tells even more.

The Accolades PR team learned that what sets EHM apart is its focus on business growth for its clients. That led us to the eventual tagline: “The catalyst for business growth.” Because of the high-stress nature of today’s healthcare industry, we chose a calming green and blue color palette to convey how EHM reduces clients’ anxiety level.  Finally, we selected a graphic element that combines the globe and healthcare crosses to reinforce EHM’s global experience and healthcare specialization. Check out the EHM website ( to see how effectively the logo communicates.

A great logo should reflect the ever-changing relationship between a company and its clients or customers. Does your logo accurately convey who your compaany is, what it does, and what sets it apart? Does it incorporate the right elements to appeal to your target audience? Is it used consistently across all communication platforms? Is it holding your brand back?

If you haven’t thoroughly evaluated your logo in the past two years, it’s time to take a closer look. The Accolades PR team can guide you through the process and show you how to make sure your logo is working hard for you every day.


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Tags: Essential Healthcare Management, Schroeder, Essential Healthcare, healthcare suppliers, Espen Kateraas, strategic thinking

New Executive Directors expand EHM expertise

Posted by Frank Ripullo on Thu, Jul 07, 2011 @05:55 PM

The medical supply industry is growing and a wave of companies are acting quickly to claim a share of the market.  The most successful suppliers are aligning with seasoned professionals who can spur demand for their products and services with key healthcare decision makers.  We know working within integrated delivery networks and group purchasing organizations is a delicate process.  At EHM, we use our expertise in business development and marketing to help our clients maneuver through the healthcare maze.

We have recently expanded our diverse business development expertise by adding two highly experienced, results-driven executive directors to our leadership team.  Espen Kateraas brings 16 years of experience in the global medical supply industry.  He has developed, launched, and marketed medical devices in markets around the world, including Europe, South America, and the Middle East.

Joining Kateraas is George M. Mathew Jr., a marketing expert in the medical supply industry.  Before joining EHM, Mathew was a product manager, responsible for the launch and growth of several major branded and generic drugs, diagnostic tests, and medical devices.  Mathew brings valuable experience in a variety of functions including brand management, strategic marketing, operations, sales, business development, market research and forecasting.

We are excited to introduce Kateraas and Mathew to the EHM leadership team.  Please read our press announcement to learn more about our new executive directors.  Vistit:

Tags: Essential Healthcare Management, marketing, EHM, healthcare, healthcare suppliers, gpos, IDNs, integrated delivery networks, medical devices, brand management, market research, GPO, Espen Kateraas, generic drugs, branded drugs, diagnostic tests, market forecasting, George M Mathew Jr, kateraas, sales, business growth, Management, strategic thinking, business development