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March - 2009 GPO, Provider & Supplier

Jim Dausch - NCI

We hope you find this issue of the NCI - GPO, Provider, Supplier - Newsletter a valuable resource.

IN THIS ISSUE:

• Upcoming Events

• Articles and Comments

• Capital Equipment Solutions

• Capital Equipment

• Capital Contracts


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Capital Equipment Solutions and Challenges

Mary Ellen Kimmeth - Senior Vice President, Capital Equipment & Laboratory Services
MedAssets Supply Chain Systems

Starting with the impact of the Deficit Reduction Act in 2005 and moving to the current economic recession four years later, there is no need to question the fact that provider budgets are more strained than ever, and as a result, capital spending has significantly declined. The recent capital equipment workshop held by the Federation of American Hospitals in Washington D.C. offered a good perspective on various topics including the need for “instilling rigor and uniformity to ensure principled investments and services,” specifically the need for comprehensive value analysis process. Most of the panel discussion was directed at internally assuring that the limited monies available currently at hospitals are used to purchase capital equipment wisely.

"Suppliers should not underestimate the relationship that the GPO has with the member. GPOs can assist a provider in identifying needed information and getting access to the right people. In addition, there are opportunities in the relationship between the GPO and the provider that can be leveraged to make a case."

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Capital Equipment

Dave Baker - Vice President - Med1Online

Twenty years of hospital budget committee meetings and hearings have provided some insights on the capital equipment process, a process often opaque to vendors and even many hospital department heads.

Yet, the process isn’t going away, since it’s demanded by fiscal discipline and mandated, of course, by CMS and governing boards everywhere.

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Upcoming Events

March 31 - April 2, 2009

IDN Summit and Expo
 [ Agenda ] [Register]
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April 13-17, 2009

2009 MedAssets Healthcare Business Summit
 [ Agenda ] [Register]
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May - Jun, 2009

6 Week RFP Online Training Class - Presented by Bill King
[Information & Registration]


Articles and Comments

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Newsletter Articles and Comments



Capital Contracts: The Good, the Bad, and the Ugly

Bill King - Formerly with Novation

When I was in contract management at a GPO, I was constantly told by capital manufacturers how difficult it was to see value using a GPO. I was also told that there was no benefit that they could see from even having a contract with them. As I heard the naysayers complain about GPOs and their relationships with them, I quietly drove the sales for my other capital manufacturer agreements off the charts.

I have to emphasize a point very clearly . . .

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