The Catalyst … accelerating business growth in healthcare

HealthTrust Awards Uresil with Peripheral Interventional Drain Catheter Agreement

Posted by Jessica Hartman on Thu, Nov 20, 2014 @11:13 AM

HealthTrust Awards UreSil with Peripheral Interventional Drain Catheter Agreement


Effective December 1, 2014, HealthTrust will award an agreement for Peripheral Interventional Drain Catheters to UreSil. When asked for comment, Brett Hazuka, vice president of Domestic Sales for UreSil replied, “It is an honor to work with HealthTrust and we look forward to a mutually beneficial relationship between UreSil and HealthTrust’s member network. We have always admired the way that HealthTrust does business and it is great to have an opportunity to provide our products through the HealthTrust relationship.”

About UreSil

UreSil develops, manufactures, and distributes interventional radiology and vascular products that serve the needs of physicians who perform minimally invasive procedures.

About HealthTrust

HealthTrust (legally known as HealthTrust Purchasing Group, L.P.) is committed to strengthening provider performance and clinical excellence through an aligned membership model and the delivery of total cost management solutions, including supply chain solutions and a contract and service portfolio unparalleled in quality, scope and value. HealthTrust ( 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 (, 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 ( for media or other inquiries

Tags: Essential Healthcare Management, Schroeder, Essential Healthcare, EHM, healthcare, gpos, GPO, uresil

Optime Selected by Mercy Medical Center

Posted by Jessica Hartman DeVore on Tue, Oct 23, 2012 @11:54 PM

Iowa Hospital Taps Optime for Innovative Supply Chain Project

SKOKIE, IL, Oct 12, 2012 (MARKETWIRE via COMTEX) -- Mercy Medical Center in Cedar Rapids, Iowa, has selected Optime Supply Chain to support the application of Lean production principles to supply utilization analysis, seeking significant savings and improved quality of care.
"Lean, an underpinning of the Toyota Production System, has previously been used by healthcare organizations to get rid of waste in inventory or procurement systems, but Mercy is the first that I am aware of to apply it to the supply utilization process," said Optime CEO Ed Hisscock. "As a leader in their community, Mercy is part of an ACO, and having the ability to truly study the utilization of resources and comparative effectiveness across service lines will establish new levels of performance."
In particular, Optime will bring its SmartANALYTICS(TM) application to Mercy. The solution details the actual cost/revenue per patient care episode, identifying opportunities to reduce the variation in the use of supplies and other resources. The project also will utilize Optime's SmartSOURCE(TM) strategic sourcing, workflow and contract management application.
"Looking at the total value stream from patient demand through product delivery ensures a standard, efficient process, bringing value in the form of safe, quality products at a lower cost to our clinicians and our patients," said Mike Trachta, Executive Vice President and Chief Operating Officer at Mercy.
About Optime Optime Supply Chain, Inc. delivers holistic solutions that reduce waste and variation in procurement and utilization, empowering healthcare organizations to achieve sustainable cost reductions and improved patient care. Its technology, processes and expertise -- informed by decades of supply chain experience -- are highly configurable and integrate seamlessly into organizations' current operations. Through its workflow, analytics and sourcing optimization applications, Optime becomes a partner that helps hospitals and integrated delivery networks control their supply chain destinies. For more information, visit
About Mercy For 112 years, Mercy Medical Center in Cedar Rapids, Iowa, has delivered The Mercy Touch(R) by partnering the latest technology with compassionate and high-quality patient care. Mercy is a fully accredited 445 licensed-bed regional hospital. Founded by the Sisters of Mercy, the medical center offers a wide range of patient services from the integrated cancer care accredited by the American College of Surgeons to the Chest Pain Center accredited by the Society of Chest Pain Centers. For more information, log onto .


For more information about Optime's Supply Chain Optimization solutions

Please Contact Stan Schroeder

(469) 358 - 0492

Tags: Essential Healthcare Management, Schroeder, Optime, Mercy Medical Center

Premier Renews Agreement with CTC

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

Premier renews agreement with Compression Therapy Concepts

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

Tags: Essential Healthcare Management, Schroeder, Ripullo, GPO

EHM September 2012 Newsletter

Posted by Jessica Hartman DeVore on Mon, Sep 10, 2012 @07:52 PM

Essential Healthcare Management Newsletter September 2012
The EHM Team: Jeff Hayes

Jeff Hayes

Essential Healthcare Management (EHM) is pleased to have industry healthcare veteran Jeff Hayes as a member of the EHM team. Hayes serves as Executive Vice President.

“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 and revenue will significantly help our clients to achieve their sales goals and expand market share dramatically,” EHM Managing Partner Stan Schroeder commented.

Hayes brings to EHM a combination of sales, sales management, national accounts and clinical experience to his portfolio of skill sets. His clinical training was accomplished at the University of Kansas Medical Center where he completed a course of study in Mobile Intensive Care Technology.  While working as a Mobile Intensive Care Technician he subsequently earned his BS and MBA from Avila University in Kansas City.

Utilizing both clinical and educational skills, he began working in hospital administration for Humana, Inc. This opportunity provided him with a solid grasp of the issues and concerns that surround the healthcare industry.  He later entered the medical sales arena and began his career in sales at Tri-anim Health Services Inc., the nation’s leading supplier of specialty products for respiratory, anesthesia, EMS, and critical care. Within the Tri-anim organization, he held several management positions, which include Regional Sales Manager, Director of Sales, and Director of National Accounts.  Within that position he created and developed their national accounts initiative.

After leaving Tri-anim, Hayes served as Vice President of National Accounts with Innovative Healthcare Corporation (IHC) – an industry leader in the medical and surgical glove market for both the acute care and alternate site arenas. During his tenure with that organization, IHC was awarded the first ever S2S Agreement by Premier, Inc.

Most recently Hayes held the position of Senior Vice President of National Accounts with StatLab Medical Corporation, a leading supplier of laboratory histology consumables in the acute and non-acute care marketplace. He provided leadership in the design and implementation of their National Accounts program, and continues to represent StatLab in his new role with EHM.

As Executive Vice President at EHM, Hayes is responsible for establishing and cultivating national accounts growth for EHM clients. His focus consists of select niche and specialty product suppliers seeking to become contracted with key GPO’s and IDN’s nationally.


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

The end of summer is upon us, and that means high school football season is starting all over the US. Friday nights for the next several months will create memories and experiences on the gridiron that will never be forgotten. 

I was fortunate to play baseball, hockey and football in high school. I was also fortunate to walk away from my playing days with only minor injuries. I never had a concussion until later in college when a cable snapped on a lat pull-down machine in a gym. 

With all of the stories surrounding concussions, including the long-term damages and suicides of some NFL players, I thought it would be interesting to look at concussions statistics in high school. 

I found an interesting website, momsTEAM, The Trusted Source for Sports Parents that listed the following information: 

Concussion rates have doubled in the last decade - and account for 1 of every 10 sports injuries. 

There are between an estimated 1.6 and 3.8 million sports related concussions in the US every year leading the Center for Disease Control to conclude that sports concussions in the US have reached an "epidemic level." 

As you would expect, football players are the most at risk with at least one player sustaining a mild concussion in nearly every American football game. 

Girls soccer players are the second most at risk for concussions of all other high school sports. 

There are approximately 67,000 diagnosed concussions in high school football players every year. 

According to the New York Times, at least 50 youth football players (high school or younger) from 20 different states have died or sustained serious head injuries on the field since 1997. 

Once an athlete has suffered an initial concussion, his or her chances of a second one are 3 to 6 times greater than an athlete who has never sustained a concussion. 

Athletes keep getting bigger, stronger and faster. When I graduated from high school, it was rare for even an NFL player to be 300 pounds, and now high school lineman weigh that much. Our awareness and ability to detect these injuries much better obviously impacts the increase in numbers.

I am a firm believer that sports play an integral part in shaping lives. The teamwork, dedication, discipline, competition, hard work, time management, handling of pressure, learning to win and lose, self-confidence and relationships developed are skills that can last a lifetime. 

Given the choice between two job candidates if all else were fairly equal, if one were an athlete in college, I know many hiring managers who would choose the athlete because of the experiences that person had. 

We should continue to look for ways to make athletics safer and increase our own knowledge about what can be done to prevent injuries. However, we need to be careful how far we go. 

"Fear defeats more people than any other one thing in the world. "

- Ralph Waldo Emerson  

Client News

New Clients
Essential Healthcare Management recently joined forced with eDocument Solutions, LLC (eDocs4MDs). Please check out eDocs4MDs website to learn more.  

MedAssets Technology Forum
Genadyne Biotechnologies, SunClean, and Cayenne Medical have been selected to participate in the MedAssets Technology & Innovation ForumSuppliers must be selected by MedAssets to receive an invitation based on quality and caliber of products and services, innovativeness of the product or service in the healthcare market, customer suggestions and other selection criteria

Please check out our clients' websites for more information on their product lines.

The Optime Group
Ed Hisscock, President of The Optime Group, moderates "How Supply Chain Impacts Patient Experience" at the Fall 2012 IDN Summit.

EHM News

Essential Healthcare Management Official Fall 2012 IDN Summit Sponsor!

EHM embraces the great privilege of participating in the upcoming Fall 2012 IDN Summit in Scottsdale, AZ as a Silver Sponsor. We feel motivated, energetic, and enthusiastic about the endless possibilities that lie ahead.  Please look for us and the following 22 of our client companies in Scottsdale!

Upcoming Conference Schedule

We hope to see you soon!

You can always find us at

Essential Healthcare Management
Dallas, TX
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Tags: Essential Healthcare Management, Schroeder, Essential Healthcare, integrated delivery networks, Frank Ripullo, business growth, strategic thinking, business development

Melinda McDonald Joins EHM Team

Posted by Jessica Hartman DeVore on Wed, Aug 15, 2012 @12:05 PM


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.

Tags: Essential Healthcare Management, Schroeder, Ripullo, teamwork

EHM August 2012 Newsletter

Posted by Jessica Hartman DeVore on Tue, Aug 07, 2012 @02:40 PM


Essential Healthcare Management Newsletter August 2012
The EHM Family: Nancy Kailas

Nancy Kailas

Nancy Kailas is a big-picture thinker, strategic manager and change agent with broad-based leadership experience in the health care industry, including a concentration in medical devices.  Differentiated by her business acumen and relationship building skills, Nancy creates a competitive advantage by empowering sales forces, customizing services and solutions, and instilling customer intimacy.  She is exemplary in securing large contracts, structuring deals around the relationships, and driving results, especially in the GPO (Group Purchasing Organization), government, Regional Purchasing Groups and IDN market sectors.

Before joining EHM, Nancy served as Vice President of Sales in the $140M Surgical Division at Molnlycke Healthcare, where she led a sales organization and clinical team and was instrumental in its realignment and optimization.  Prior to that appointment, she held the position of Vice President of Corporate Accounts for the Molnlycke U.S. business, and was responsible for developing and executing contract strategies, solidifying strategic alliances, and managing legal and financial obligations for national accounts in both the wound care and surgical divisions.  Previously, she held the positions of Senior Director of National Accounts for Regent Medical, Director of Corporate Sales for Kraft Foodservice/Alliant Foodservice, and Account Manager at Baxter Healthcare.

To her role at EHM, Nancy brings an impressive history of helping companies generate revenue.  She has worked closely with GPOs, IDNs, acute care hospitals, surgery centers and long term care facilities. She has secured the necessary contracts, designed and implemented business development strategies, and formulated successful execution plans.

In addition to working with Clients, Nancy most recently has taken on the role of Business Development for EHM.

Nancy is married to David Fouts and they have five children and reside in the Chicago area.


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

In my humble opinion, we use the word "hero" too liberally these days. It is difficult to turn on the news and not hear them hailing someone as a "hero" for doing something. I believe we may see a lot of heroic acts, but that does not make someone a true "hero". And I certainly applaud everyone who performs a heroic act.

When I think of a hero, I think of someone who has demonstrated qualities that show distinguished courage and brave deeds and noble qualities over time that make them someone who we can look up to and admire.

Many of you have heard the story of Louis Zamperini. He was arguably going to be the first person to break the 4-minute mile mark according to many experts and fellow runners. He made the 1936 US Olympic team in an event (the 5000) that he had only run in competitively 4 times. Unfortunately, his future Olympic dreams were destroyed when the 1940 Olympics were cancelled.

He joined the Army Air Corps in 1941. He was assigned to be a Bombardier on at B-24 Liberator. They had several "successful" missions, although they took heavy fire and some of the crew was killed. In World War II, 35,933 AAF planes were lost in combat and accidents. On Thursday, May 27, 1943 Louis was aboard a search plane looking for a missing B-24. Louis' plane crashed into the ocean, killing 9 men. Louis, the pilot and one other man miraculously made it to the life rafts. Of the 11 men on board, only 2 would end up surviving.

They were lost at sea, battling sharks, jumping on the side of the rafts, Japanese Zero planes shooting at them, the elements, but mainly starvation, dehydration and maybe most importantly - faith, hope and sanity. After 47 days of hell, they drifted to an Island and were captured by Japanese soldiers.

They were ultimately transferred to a secret interrogation center called Ofuna, where "high-value" captured men were housed in solitary confinement, starved, tormented, and tortured to divulge military secrets. Because Ofuna was kept secret from the outside works, the Japanese operated with an absolutely free hand and did not register the men as living with the Red Cross, or follow the Geneva Convention.

Japan held some 132,000 POWs, of those nearly 36,000 died, more than one in every four. Americans fared particularly badly; of the 34,648 Americans held by Japan, 12,935 - more than 37 percent - died. By comparison, only 1 percent of Americans held by the Nazis and Italians died.

Like all the men, Louis suffered greatly in the camps, mercifully beaten time and time again, nearly starved, worked to exhaustion, and of course they spent the entire time trying to mentally break down the men. Conditions were terrible, and he would stay in these camps until two weeks or so after Japan surrendered on the morning of September 2, 1945. Two years of mental and physical torture that was especially brutal because they knew who he was. His family did not know he was alive until almost the end – and he was officially declared dead.

He finally came back from the war, but was in many accounts a broken man. They did not have Post Traumatic Stress Disorder diagnosed at the time. He turned to alcohol to deal with the demons and nightmares. He went to see Billy Graham give a speech and it helped turn him around. He would not let the enemy destroy him and win after all he had been through. He would not let them determine the man he really was.

He eventually returned to Japan and even forgave the guards, opened a youth camp for troubled boys and toured the country speaking. He ran with the Olympic torch several different times and discovered skateboarding in his 70s.

When you watch the Olympics over the next few weeks, remember how much so many have given to keep our country and world safe. They are truly Heroes. And no matter how difficult your week or month has been, it could be a lot worse.

Pick up the book, Unbroken, by Laura Hillenbrand (the author of Seabiscuit). This is where all of this information came from. And it is definitely worth the read.

Want New Healthcare Customers? Share Your Knowledge!

Cynthia Baker, Accolades Public Relations

In our last blog, we discussed the painful knowledge that developing a sharp, attractive website with well-written content is just not enough.  "Build it and they will come" simply does not attract sufficient website traffic for new business development.  With basic SEO, your new website is still fairly isolated on the web unless your grassroots marketing efforts are driving traffic to your site.

You are going to need fresh, ongoing content optimized with relevant keyword terms.  You will want to discover and employ the keyword terms that your clients/customers use when they search for your company, its services and products online.  This optimized content will serve as a magnet and will pull potential customers to your site. Blogs, which automatically  optimize posts for SEO, are the most convenient way to provide keyword-rich content for your site on a continuous basis.

Blogging is your next step to becoming social on the web. 

  • Share the knowledge that you share now with customers and clients everyday in helping them to solve their problems.
  • Demonstrate the depth of the knowledge that you have in the healthcare industry and the trends affecting it.  
  • Share valuable healthcare information to a wider audience online.

How do you overcome procrastination and writer's block so you can get started?  Maybe this will motivate you .... more blogging equals more customers.

“Increased frequency of blogging correlates with increased customer acquisition, according to…HubSpot. 92% of blog users who posted multiple times a day acquired a customer through their blog, a figure that decreased to 66% for those who blogged monthly and 43% for those who posted less than monthly.” ( Marketing Charts)

Ask your sales team to cheer you on!  I bet they would prefer these odds ... more blogging means more leads.

"B2B companies with blogs generate 67% more leads per month on average than non-blogging firms." ( Social Media B2B)

With customers researching healthcare companies before they engage with them in doing business, it only makes good sense to share your industry knowledge directly with the public online via a blog and then to distribute the blog posts through the social networks.

"Social media sites and blogs reach 80% of all U.S. internet users." ( Mindjumpers)

Our Accolades team consults with healthcare companies  - assisting  with strategic thinking to determine the best topics to discuss online, pinpointing the keyword strategy to be used and developing blog content for them when they are too busy to do it themselves.  Let us know if we can help ... just reach out via our Contact Us page. 

Thanks to Jeff Bullas for his meaningful blog statistics - more are available at:

Client News
New Clients
Essential Healthcare Management recently joined forced with the following companies:

Compression Therapy Concepts

CTC Golf Hat

CTC participates as a sponsor at the AHRMM12 16th Annual Golf Tournament in San Antonio.

The Optime Group

Ed Hisscock, President, of The Optime Group co-leads the panel for "A CMO Discussion on Achieving Supply Chain Success" at AHRMM12

EHM News: Melinda McDonald Joins EHM Team Melinda McDonald

We are proud to announce that healthcare industry veteran Melinda McDonald has joined EHM as Senior Vice President.  McDonald's knowledge and success will help our clients to achieve their sales goals and expand market share dramatically.  Welcome ABOARD!

Upcoming Conferences: EHM Official Fall 2012 IDN Summit Sponsor

We hope to see you soon!

You can always find us at


Essential Healthcare Management
Dallas, TX
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Tags: Essential Healthcare Management, Schroeder, EHM, medical, Frank Ripullo, Management

EHM and SunClean

Posted by Jessica Hartman DeVore on Fri, Aug 03, 2012 @04:34 PM


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.

Tags: Essential Healthcare Management, Schroeder, healthcare, healthcare suppliers, business growth

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

EHM February 2012 Newsletter

Posted by Jessica Hartman DeVore on Wed, Feb 29, 2012 @09:41 AM

Essential Healthcare Management Newsletter February 2012
EHM Team

Healthcare Professionals

In 2011, Essential Healthcare Management tripled in size.  Frank Ripullo and Stan Schroeder, EHM founders and managing partners, increased EHM’s strength with a team of healthcare experts who have over 100 years of experience in the healthcare world. We would like to enthusiastically introduce Daren Kneeland, Espen Kateraas, Michael Pola, Nancy Kailas, and Jeff Hayes.

EHM 2011 Recap

2011 was a breakthrough year for Essential Healthcare Management.  We expanded our team from two people to nine.  Frank and I are so proud to have such quality individuals join our team and bring their enviable skills, experience and network with them.  Our team is now comprised of people with experience across industries, various disciplines of the healthcare field, sales, product development, management, and corporate accounts  - among others. describe the image

In addition EHM also added services to our offering that are very timely in today’s healthcare market.  We now provide the following for suppliers: GPO fee, Commission, and On-Demand Reporting; Rebate/Chargeback Processing; and Sales Data Collection.

We also are able to help hospitals and IDN’s with Procurement, Supply Chain Management, Human Capital Optimization and Revenue Cycle Management, through our partnership with The Optime Group.

I’m also proud to report that for a third straight year we enjoy a strategic partnership with MDSI.  This allows us to offer the MAX database, Online Education Modules, and other tools as part of our EHM plan.

In 2011 EHM garnered 27 national GPO contracts on behalf of 14 different clients.  We took our original client  (yes, they still like us) to their fifth national contract and helped them to reach a revenue level that is 25 times what it was four years ago.

We implemented our clients’ GPO agreements to the tune of 38 IDN enhancements/standardization agreements, set up five strategic partnerships, and helped to create over $43 million in new year over year revenue! 

2012 promises to be another year of expansion and excitement!  With all of the uncertainty in the economy, the medical industry, and the future – we have taken it upon ourselves at EHM to become (or align ourselves with) experts in the ever-changing world of healthcare.  Our goal is the same as it was on our first day:

To help suppliers reach new levels of success via smart contracting, strong implementation and honest hard work – helping improve the lives of patients and caregivers in the process.

Thanks to all of our clients, partners, friends, associates and families for such a fantastic year!  We look forward to continued success in 2012 and beyond! 


By: Stan Schroeder, Managing Partner, EHM

What is your foundation?  Throughout my young life I spent a lot of time at the home of my grandparents in my small hometown in rural South Dakota.  I remember their home as a place of security and serenity.  I look back and appreciate the sanctuary this provided.  I think of that house as my starting point.  My foundation. describe the image

Everyone needs a strong foundation, or platform, from which to launch and lead their life.  Modern life and the mobility (of jobs, houses, and locations) that comes with it leads many of us to operate from a more theoretical, less tangible foundation.

For many it is their faith.  For others their fidelity to spouse and family.  We in the healthcare industry are lucky to have as a an additional foundation for our lives the steadfast focus on improving patients’ lives and making it easier for caregivers to do their jobs.

I always say that it makes it easier to get up in the morning and go to work knowing that I can positively effect the life of someone or family that is in the midst of a medical issue.  The companies and people we represent provide services, products and equipment that accomplish that goal everyday. 

As we grow older and become reflective about purpose, legacy and giving back we also often are in the midst of the most hectic, pressure filled years of our careers.  For those of us in the healthcare industry it is fantastic to have a job and purpose in life that are in sync.

On days when I find myself consumed with growing our business and making things happen, whether that day is filled with good or bad news, I remind myself of how fortunate I am to be able to give back through helping in healthcare.

As we forge ahead in healthcare in 2012 and determine how to overcome massive obstacles that have evolved over decades but must be fixed soon, let us not forget how lucky we are to have the ability to improve people’s lives everyday through our work.

My grandmother no longer lives in that house I loved.  My grandfather is no longer with us.  We have lived in five houses and three different cities in the last ten years.

My foundation now is my family.  But so too is my chosen vocation.  What is yours?



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

The first month of 2012 is under our belt.
What have you accomplished towards your personal and professional goals so far in 2012? Before you know it, it will be the end of the 1st quarter, with the end of the 2nd quarter not far behind. Get started now.

I don't believe you can make someone "motivated" unless they are self-motivated, and have a drive to succeed and win. However - I do believe we all can benefit from reading motivational sayings, books or hearing motivational stories.
On a recent flight, I had the opportunity to watch the movie, A Dolphin Tale. The film was inspired by a true story. When the dolphin was only three months old, she was found tangled in a crab trap line off Florida’s East Coast. She was rescued and transported to the Clearwater Marine Aquarium (CMA), where she faced a long road to recovery. Her injuries were so serious that she lost her tail and two vertebrae. The odds were against her, but she survived thanks to her energetic spirit and ability to adapt.

In the movie she inspires others with disabilities to press forward. If you have not seen the movie it is worth seeing. She plays herself in the movie and it is a nice change of pace in the cynical world we live in.

I thought I would share a few motivational quotes as we start the month.
 “People who are unable to motivate themselves must be content with mediocrity, no matter how impressive their other talents..”
- Andrew Carnegie
“Nothing is impossible; there are ways that lead to everything, and if we have sufficient will, we should always have sufficient means. It is often, merely for an excuse, that we say things are impossible.”
-Francois La Rochefoucauld

“You can do anything if you have enthusiasm. Enthusiasm is the yeast that makes your hopes rise to the stars. With it, there is accomplishment. Without it, there are only alibis.”
- Henry Ford
“Our goals can only be reached through a vehicle of a plan, in which we must fervently believe, and upon which we must vigorously act. There is no other route to success.”
- Stephen A. Brennan
 “I learned that if you want to make it bad enough, no matter how bad it is, you can make it.”
- Gale Sayers
“It doesn't matter where you are coming from. All that matters is where you are going.“
- Brian Tracy
“The reason most people never reach their goals is that they don't define them, or ever seriously consider them as believable or achievable. Winners can tell you where they are going, what they plan to do along the way, and who will be sharing the adventure with them.”
- Denis Watley
“Don't be afraid your life will end; be afraid that it will never begin. “

- Hansen, Grace
“Life is partly what we make it, and partly what it is made by the friends we choose.”
- Tehyi, Hsieh
“Destiny is not a matter of chance; it is a matter of choice. It is not a thing to be waited for; it is a thing to be achieved.”
- William Jennings Bryan 

“Most of the important things in the world have been accomplished by people who have kept on trying when there seemed to be no help at all. “
- Dale Carnegie
“Patience and perseverance have a magical effect before which difficulties disappear and obstacles vanish.”
- John Quincy Adams
“How long should you try? Until.”
- Jim Rohn

“Do not let what you cannot do interfere with what you can do.”
- John Wooden
“What would you attempt to do if you knew you would not fail? “
- Robert Schuller
“Do a little more each day than you think you possibly can. “
- Lowell Thomas
“You can’t build a reputation on what you're going to do. “
- Henry Ford
“I think there is something, more important than believing: Action! The world is full of dreamers, there aren't enough who will move ahead and begin to take concrete steps to actualize their vision. “
- W. Clement Stone
“There are costs and risks to a program of action, but they are far less than the long-range risks and costs of comfortable inaction.”
- John F. Kennedy
 “As I grow older, I pay less attention to what men say. I just watch what they do. “
- Andrew Carnegie
“Character isn't inherited. One builds it daily by the way one thinks and acts, thought by thought, action by action.”
- Helen Gahagan Douglas

Choose to have a great month, and then make it happen; because simply visualizing success and hoping for it -- won't make it happen. 

The Healthcare Market Litmus Test

Published By: Accolades PR

At EHM we understand the need for dynamic, effective P.R. and Marketing. Here is some valuable information from our partner, Accolades PR :

It's a new year, filled with new resolutions, new ventures, and new ways of doing business. Do you know what the biggest change in modern business has been? It has been the meteoric rise of online marketing.

A recent Hubspot research study revealed some staggering results. They found that the average budget spent on social media has doubled in the last two years. Impressive, no? But that’s not the hook. Here’s the real take-away:

Sales leads gained from these web-based inbound marketing campaigns cost 62% less than traditional outbound marketing!

What does this mean for you and your business? It means you can revolutionize your marketing, generate far more leads, and provide more stability for your company… for far less. To learn more...


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We hope to see you soon!

You can always find us at

Tags: Essential Healthcare Management, Schroeder, Ripullo, Essential Healthcare

Quality vs Quantity

Posted by Jessica Hartman DeVore on Wed, Dec 07, 2011 @09:08 AM

There are a couple of axioms that are often used by sales managers. Sales is about quality not quantity. Sales is a numbers game. Which of these age old statements is true?

Of course, they are both true.
If you and I have roughly the same playing field, and roughly the same selling ability, and you put forth the effort to make 25% more sales calls then I do - you should outsell me by at least 25%.
Of course you have to have quality - that goes without saying in professional sales. If you don't have quality - get out of the business. But don't ever forget that quantity matters - and it does not take away from the professional quality that is needed.
If we are really honest with ourselves (and your manager is not listening) we know that many of the big sales we have achieved have been because we were in the right place at the right time. That is a result of hard work and effort. If you want to call it luck - go ahead. Create your own luck.
I laugh at sales people who get offended at discussions of quantity. How many customer calls do you make in a day (either in person or on the phone - or if you are really smart in managing your time - both)? You should always have a goal in this area.
And then. at some point it becomes simple math. If you average 5 calls per day - you average 25 per week. 100 in a month. 300 in a quarter. 1200 in a year.
Set your goal to average 1 more than that. 6 calls per day is 30 per week. 120 in a month. 360 per quarter. 1440 per year.
That is 240 more calls annually by doing one more call per day. That is like having 2 extra months of selling time by making one more call per day. How would you like to earn 2 extra months pay?
No matter what you do - even if it is not sales, set your goal to average one more than you do today. One more workout per week is 52 per year. Asking for one more refferal per week is doing it 52 times per year.

Always look to improve your quality. Work hard on your sales/product/clinical knowledge so you can make the most of each opportunity. But never forget that you can't win if you are not in the game or if you quit before the next guy does.
"Success is a peace of mind which is a direct result of self-satisfaction in knowing you made the effort to become the best of which you are capable." John Wooden.

Rob Bahna

Tags: selling, Schroeder, marketing, determination, hard work, business growth, Management, strategic thinking, business development