National Accounts 101 Seminar

Sunday, February 27, 2011   3:30 pm – 5:30 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.  Supplier Company Representatives must be registered to attend the 2011 FAH Public Policy Conference and Business Exposition.  PLEASE NOTE: Your company must have completed a Supplier Company Registration Contract Form (download form) in order for a company representative to register and attend the FAH Public Policy Conference and Business Exposition. Questions? Contact Melody Durham at 501-661-9555 ext. #3 or via email to mdurham@fah.org. Space is limited!

                                2011 National Accounts 101 Seminar

Welcome / Introductions                                      

John Pritchard

Chairman, FAH Marketing Committee

Publisher

The Journal of Healthcare Contracting

The MAX

Understanding GPOs

Iona Canada

Corporate Manager, Healthcare Business Development

Trane Commercial Systems Ingersoll Rand

• History of GPOs
• Investor-Owned,  Not for profit, Voluntary, Shareholder-owned
• Overview of a few national GPOs
• Current GPO trends 

Understanding IDNs and Regional Purchasing Coalitions (RPCs)                       

Anne Granum

Vice President Strategic Business Development

Renovo Solutions LLC

• Types of IDNs
• Market overview
• Overview of a few IDNs
• Current IDN trends
• Types of RPCs
• Market Overview
• Overview of a few RPCs
• Current RPC trends

Empower Yourself for Long Term Success as a National Accounts Executive

Maryann Restino

• Demand to be empowered in National Accounts
• What it takes to be successful in the role of National Accounts

How to Get Started

Dennis Daar

Managing Partner

Medical Strategies International LLC

• 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:                                                             

Cathy Denning

Vice President, Contract and Program Services

Novation, LLC

R. David Edwards

Vice President Supplier Relations

Premier, Inc.

Fred Keller

Assistant Vice President of Contracting and Acquisition Management

HealthTrust Purchasing Group

Mark B. Miriani

Senior Vice President, Supplier Relations

MedAssets Supply Chain Systems