Connect - Convene - Collaborate

Now Accepting Nominations for National Account Executive of the Year

The National Account Executive of the Year award will be presented to the National Account Executive who has made a major impact within their company as well as the IDN/GPO/RPC contracting market and who has shown exemplary levels of ethics and leadership skills throughout their career. Consideration will be given to candidates who have successfully …

Now Accepting Nominations for National Account Executive of the YearRead More

How HCA defies industry trends with 19 straight quarters of admission gains

HCA has been a Wall Street favorite for a while, bucking industry trends with admissions and revenue growth. The Nashville-based chain boasted 19 consecutive quarters of rising admissions in its most recent earnings report, a feat given the volatility some of its competitors  have experienced. By contrast, Community Health Systems and Tenet both reported slumps …

How HCA defies industry trends with 19 straight quarters of admission gainsRead More

FDA says cybersecurity vulnerabilities found in some Medtronic devices

The U.S. Food and Drug Administration (FDA) on Thursday said cybersecurity vulnerabilities were identified in Medtronic Plc’s implantable cardiac devices, clinic programmers, and home monitors. But, the FDA recommended the usage of the devices and said the medical device maker was developing updates to further mitigate those vulnerabilities. The health regulator added it was not …

FDA says cybersecurity vulnerabilities found in some Medtronic devicesRead More

HealthTrust, Tenet, Memorial Sloan and more scheduled for IDN Insights in Nashville

          IDN Insights East is back this year in Nashville on May 16-17! The IDN Insights meeting highlights some of the most progressive, largest healthcare systems in the East. Come network with your peers and customers while learning how large IDNs measure successful contracts, the challenges these health systems are facing, …

HealthTrust, Tenet, Memorial Sloan and more scheduled for IDN Insights in NashvilleRead More

6 Essential Rules of Negotiating with $1b or Larger Organizations Webinar

The Association of National Account Executives partnered with RAIN Group to bring you the 6 Essential Rules of Negotiating with $1b or Larger Organizations webinar. RAIN Group is a global sales training and performance improvement company that will show you how to unleash your sales potential. Hear from the President of RAIN Group, Mike Schultz. …

6 Essential Rules of Negotiating with $1b or Larger Organizations WebinarRead More

A shrinking VA?

Feds considering shifting more care – and funds — to private sector Reports that the Trump administration may soon pave the way for veterans to receive care at private facilities has pleased a few veterans groups but dismayed many others. And the implications for vendors with VA contracts? Unknown. That’s because the details of the …

A shrinking VA?Read More

The Gray Market and Medical Supply Distribution

By Lawrence E. Chiappetta, Principal, Chiappetta Consulting Group Gray market is defined as “the redirection of authentic product to unauthorized distribution channels” and is legal in the U.S. and E.U. The gray market exists because it is profitable for medical supply distributors (typically 20 percent to 40 percent more in additional profit) vs. acquiring the …

The Gray Market and Medical Supply DistributionRead More