Tackling tough Questions at the ANAeMeeting
About 18 months ago, MDSI (publisher of The Journal of Healthcare Contracting) bought the Association of National Account Executives (ANAE). ANAE is a member driven organization for Corporate and National Account Executives that are committed to being the best-in-class representatives calling on GPOs, IDNs, RPCs and national and regional distributors.
Last month we held our national meeting in Chicago and took on all the subjects that make today’s healthcare supply chain more complex than ever. We did it with great subject matter experts from world class organizations like;
- SSM Healthcare
- Community Hospital Corporation
- Wheaton Franciscan Healthcare
- Dignity Health
- Bons Secours Health System
- HealthTrust
- Premier
These experts helped us understand how to prepare for consolidation of both providers and suppliers, and the importance of a clear and disciplined segmentation strategy. The stakes are simply too big these days not to understand consolidation and target the customer that best aligns with the value a supplier brings to the market.
We also heard from Joe Quinn, who runs Walmart’s healthcare initiative. Walmart is on its third iteration of clinics, and it is fascinating to hear how they have 140-150 million Americans come through their doors every week. It begs the question of how many of those customers are the uninsured Americans dearly in need of good, consistent primary care? Walmart has the lofty goal of providing $40 office visits to customers and $4 visits to employees.
If you would like to learn more about any of these topics, drop me an email. If you know of any supplier representatives that can benefit from participating in these conversations we would love to have them! You can reach me at jpritchard@mdsi.org and learn more about ANAE at www.nationalaccountexecutives.com.
Thanks for reading this issue of The Journal of Healthcare Contracting.
John Pritchard