Sunday, February 28 2:00 pm – 3:30 pm
Marriott Wardman Park Hotel, Washington, DC
This Seminar is a valuable educational opportunity, at no additional cost, for registered Supplier Company Representatives to learn first-hand how to succeed in National Accounts. Space is limited. For additional information, please contact Melody Durham at 501-851-1279 or via email to mdurham@fah.org. Supplier Company Representatives must be registered to attend 2010 FAH Public Policy Conference and Business Exposition. Note: Your company must have a Supplier Company Contract in order for a company representative to register and attend the FAH Public Policy Conference and Business Exposition.
Welcome
Iona Canada
Chair, FAH Marketing Committee
Corporate Manager, Healthcare Business Development
Trane
Understanding GPOs
Presenter: Iona Canada
Corporate Manager, Healthcare Business Development
Trane
1. History of GPOs
a. Types of GPOs
2. For profit, Not for profit, Voluntary, Shareholder owned
3. Overview of a few national GPOs
4. Current GPO trends
a. Growth
i. Non-contracting services
ii. Private labeling
Understanding IDNs and Regional Purchasing Coalitions
Presenter: Anne Granum
Vice President, Strategic Business Development
Total Living Choices
1. Types of IDNs
a. For profit, Not for profit, Level of integration
2. Market overview
a. How many are there?
3. Overview of a few IDNs
4. Current IDN trends
a. Integration
b. Alternate site contracting
5. Types of RPCs
a. Independent, Associated with a GPO, LLC
6. Market Overview
a. How many are there?
b. How RPCs change the game
7. Overview of a few RPCs
8. Current RPC trends
a. Growth
Empower Yourself for Long Term Success as a National Accounts Executive
Presenter: John McConachie
Senior Vice President, Health Systems
RoundTable Healthcare Partners
1. Demand to be empowered in National Accounts.
2. What it takes to be successful in the role of National Accounts.
How to Get Started
Presenter: Dennis Daar
Managing Partner
Medical Strategies International LLC
1. Fundamentals for starting successful path on National Accounts using information learned today.
Panel Q&A
Moderator: John Pritchard
Publisher
The Journal of Healthcare Contracting
The MAX
Panelists: Mark Miriani
President
MedAssets Supply Chain Systems
Don Weller
Director of Capital Equipment Program Operations
Catholic Health Initiatives
Program presented by the Federation of American Hospitals and the FAH Marketing Sub-committee
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