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EHM June 2012 Newsletter

Posted by Jessica Hartman DeVore on Mon, Jun 04, 2012 @01:49 PM

Essential Healthcare Management Newsletter June 2012
The EHM Family: Michael Pola

Mike Pola 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, Senior Vice President, Michael Pola.

Mike is an experienced senior executive with 20+ years of broad-based expertise developing Sales Teams and National Account programs. He has an outstanding record of recognizing and creating new business opportunities and positioning companies to succeed.

Mike was most recently at SterilMed, a VC funded leader in the third party reprocessing industry, where he was hired to establish the west coast sales channels. During Mike’s tenure, SterilMed rapidly grew from $5M to $80M in annual revenue, and was subsequently acquired for $275M.  Prior to SterilMed, Mike founded Allergear, an allergy consumer products and consulting company. The company provided sales and marketing expertise to early-stage healthcare organizations. In 1998, Mike joined Influence Medical to introduce new products to the ENT market and to lead the company’s worldwide sales expansion. Influence was sold in 1999 to American Medical Systems. Prior to Influence Medical,  Mr. Pola held sales and sales management positions at Pentax Medical, Medtronic and Marion Laboratories.

Mike leverages his National Accounts and Sales background to help EHM clients gain access to provider networks and to build strong sales teams that create optimal hospital market penetration. Mike’s understanding of the healthcare market, and his experience working with medical industry decision makers give EHM’s clients access to incredible opportunities.

Pola Family Mike is an avid traveler who took a long-planned year off with his family in 2010.  They lived in Southern Spain, Israel, Peru, Argentina and Uruguay -  the trip of a lifetime!  When he’s not working, Mike likes to spend time with family and friends and loves to host dinner parties in his new home in San Francisco.  Mike is also involved in several non-profit organizations focused on helping at-risk youth.  Additionally, he serves as a board member and advisor to both his high school and college.  Mike likes to stay active by cycling the Marin Headlands a couple of times a week.  He loves to play golf but is resigned to the fact that he will never break an 18 handicap.  

In 2008 Mike went back to school to get a Master’s Degree in Health Administration.  This achievement has helped Mike to better understand the evolving and uncertain world of modern healthcare from a “bottom line” perspective. Mr. Pola received his Bachelor of Science degree from Santa Clara University.

A Level Playing Field?

By: Stan Schroeder, Managing Partner, EHM

I believe in fair play.  Give everyone the chance to compete, and to win.  I also believe that if today we all started over from scratch, that I would become successful again.  I base this on my work ethic, common sense, and an overinflated (probably unjustified) ego.

The “even playing field” theory should extend to all areas of business.  Whether one believes in the free market or not, it is hard to argue against the position that the incredible gains made by American companies since the industrial revolution began  would not have been acheived without the capitalist system, which is theoretically the epitome of fairness.

But there is an issue with that:  our form of capitalism has never been “unfettered”, like politicians and pundits often posit.  It has always been “fettered”, if you will, by many factors:  the influence of large companies, government involvement, cronyism, local vs. national contracting, various types of corruption, etc.

So what programs/ideas/concepts can make the playing field “fair”, specifically in the healthcare market, while still keeping competition and incentive/reward for innovation and achievement?

If is from the debates surrounding this question that diversity supplier programs arose.  People realized that traditionally overlooked companies (HUB –Historically Underutilized Businesses) were not being given a fair shot in the broader healthcare market.

There are many reasons that this happened/happens:

*Bundling of products by large, entrenched suppliers

*High level influencer relationships

*Perception of lack of capability

*Limited resources that result in limited visibility/viability

-And in some cases smaller and/or diverse suppliers are missing key components required for their success:

*Strong sales rep structure and talent level

*Administrative/operational structure and expertise/experience

*Access to decision makers

*General “bandwidth” to handle multiple simultaneous issues

EHM aligns with small businesses because we ARE a small business.  Frank started EHM specifically to assist these companies with inherent start-up/growth limitations by creating more enterprise agility, and more viability and visibility in the marketplace.

It happens that many Women, Minority, and Veteran - owned business enterprises are small, and struggling with the issues listed above.  Our solution therefore has become a very good fit for WMBE’s in the healthcare market place.

We are very pleased with the success of our WMBE and Veteran owned clients.  It is fun to watch a small company overcome obstacles and become successful.  It is a joy to be a part of it. 

This week Frank and I will be participating with Deborah Williams’ Premier SEEDS Diversity Supplier Forum in Nashville.  We are happy to be involved and hope that we can help.    We believe that diversity and inclusion, as business practices, are not just good social sense but can be very good for healthcare’s “bottom line”.


"Diverse suppliers often realize success by learning from others that have experienced achievements and disappointments. The team at Essential Healthcare Management has brought great value to their diverse partners mostly because of their collective healthcare background. We have seen tremendous growth with some of their clients, specifically Compression Therapy Concepts. Essential pro vided effective mentoring to CTC which has led to sustainable growth.”  - Lamont Robinson, Senior Director, Supplier Diversity, Novation


CTC earns the MedAssets, 2012 Diversity Supplier Award

Wish You Well!

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

As an avid reader, I appreciate it when others share learning opportunities that they occasionally find from unique and outstanding books. Many of you may be familiar with David Baldacci, the best selling author of many books about politics, spies and intrigue. If not, his books are some of my favorite from the action based fiction category. However, it was one of his that I came across recently that is one that I hope you pick up - and give to your children if you have them.

The book, called Wish You Well, is actually required reading in school districts throughout the country. It tells the story of twelve year old Louisa Mae Cardinal and her transition from New York city of 1940, to living in the Virginia mountains with her great-grandmother on her farm.

My mother grew up on a farm with 9 siblings in Ohio. And some of this book and story relates to me in this way. But the other thing that Baldacci points out is that we really don't take the time to learn even about our families and take advantage of that history.

But, Baldacci says it much better than I can. Here are some quotes from various parts of the book:

“Unfortunately, we live in a time where everyone seems to be solely looking ahead, as though we deem nothing in the past worthy of our attention. The future is always fresh and exciting, and it has a pull on us that times past simply can never muster. Yet it may be our greatest wealth as human beings can be “discovered” by simply looking behind us.” David Baldacci in his author’s note for the book “Wish You Well”.

“One’s courage, hope and spirit can be severely tried by the happenstance of life. But as I learned on that Virginia mountain, as long as one never loses faith, it is impossible to ever truly be alone.”

“I hope that once you close the last page of Wish You Well, you will want to journey through the past of your own family, to learn the things you never knew before – stories of love, sadness, loss or happiness. These emotions are innately human, and they forge the bands of shared experiences that connect us all. In fact, these connections, both large and small, over time are what constitute our humanity.”

William Faulkner once wrote, “The past is never dead, it’s not even past.”

As a business leader, one of my goals is to always really learn about the people I work with. But then I stop and think, how much can I still learn about from those people I have known for years?

My grandparents never had a computer or cell phone, let alone an Ipad. As a matter of fact they had a shared phone line that you had to wait for the neighbors to finish talking before you could make a call. I don't believe they ever flew on an airplane. Their home did not have central air or heat. We thought we would freeze when we were sleeping upstairs. They worked their farm for 15 plus hours each day and hoped the weather cooperated. By all accounts - they had a difficult life. It would be a shame not to learn from it.

But I have to put down my cell phone and Ipad to do it....

Pick up the book. You will not be sorry. 


Is Your Website a Lonely Island?

Cynthia Baker, Accolades Public Relations

There are few lonelier fates for a website than to remain isolated like an island on the Web.  

This happens when a website sits alone, unconnected to other websites in the vast digital sea of the internet. Instead of gaining exposure and connecting with other sites, an island website relies on chance discoveries for new business opportunities. This is no way to succeed in the highly competitive, and increasingly interconnected online market.

The key to preventing an isolated fate for your website is to establish links with other sites. In a marketing age where your brand is only as strong as your Google search results, it is important to have a basic understanding of the search engine’s ranking system. There are two methods for gaining ground on search results; the first is through paid advertising. The second is by allowing your search results to grow organically.

Google produces search results by ranking websites based on how helpful they are to users. One way to determine this is through links pointing to and leading away from a site. The rationale says the more links a site has, the more connected it is to other content that users might find useful when searching for a particular topic.

There are some easy steps any business can take to begin increasing their Google ranking organically. Posting links is essential for a useful website, and it is equally important to post quality links. Create links to relevant content related to key phrases in your blog posts; avoiding links on inactive phrases, such as ‘click here.’ By providing an informational source that attracts an audience by serving their needs the blog earns a higher Google ranking. For example, a healthcare company's site could be more useful and draw more traffic by starting a new blog about how their product or service will serve patients or reduce hospital costs.

There is so much more that businesses can do to help their customers find them online. Luckily the tools and techniques for connecting to the right people are not impossible to learn (or even that complicated if you have the right tools and resources). With all the different ways to connect, there is no reason a website should ever be an island.

Accolades PR is committed to helping businesses understand the best ways maximizing the effectiveness of their websites. Reach out to learn more about how to get your site found on the Web. Leave a comment and let us know how you have made your site useful to your target audience.

Client News: Compression Therapy Concepts Receives Champion for Change Award

Compression Therapy Concepts (CTC) (Eatontown, NJ), which markets the VasoPress DVT product line, was awarded the 2012 Practice Greenhealth (Reston, VA) Champion for Change Award at the annual CleanMed meeting. The award is for outstanding contributions to environmentally responsible healthcare suppliers, and recognizes businesses and organizations that demonstrate successful accomplishments in greening their own organization and have assisted their customers in improving their environmental performance. CTC, when moving to an additional warehouse, improved its property with solar power. For more information, contact CTC at 800-993-9013


EHM News: Family on the Go

Our founder, Frank Ripullo has been branching out into other ventures. He, and his wife Angie and daughter Rosalia, are currently being featured in Samsung's national TV campaign for the Galaxy Note! Click here to view in full!


EHM Upcoming Conference Schedule


We hope to see you soon!

You can always find us at

Tags: leadership, Essential Healthcare Management, Frank Ripullo, galaxy note

Frank Ripullo and Family in Samsung Galaxy Note Commercial!

Posted by Jessica Hartman DeVore on Mon, Jun 04, 2012 @09:42 AM

Awesome Frank!

Tags: Frank Ripullo, samsung, galaxy note