Negotiating Freight for
Capital Equipment Purchases
Manager, Supply Chain Solutions
Developed by Mayo Clinic
Held on Thursday, October 19th
Freight can account for up to 4% of the average cost for any capital equipment purchase. Across the $30BN spent by US providers on medical equipment each year, this means we’re spending $1.44BN each year to ship MRIs, ultrasounds and stretchers from suppliers to providers. Is there a better way for us to be doing this?
In this next installment of the OpenMarkets education series, we’ll be joined by Matt Wood of Supply Chain Solutions developed by Mayo Clinic (SCS). Matt and his team are taking a new and innovative approach to freight and logistics, and we’ll dive into some eye-opening trends and statistics on equipment shipping. Attendees will hear how SCS clients and the Mayo Clinic approach freight cost relating to capital purchases, and will learn about strategies to ensure they are in a position to minimize shipping costs.
RSNA Preview: Radiology & Supply Chain
Administrator Director of Imaging
Over 50,000 radiologist, administrators and imaging suppliers will descend on Chicago this November for the Radiological Society of North America Annual Conference. This massive professional education and trade show is where suppliers launch new products and healthcare professionals learn about new innovations in treatment and equipment.
For supply chain professionals, RSNA presents an opportunity to work closer with your radiology teams. Whether you’re joining your team at the conference or not, Supply Chain can proactively work with those who are attending to make sure they maximize their time and work collaboratively when they return.
In this session, we’ll be joined by Todd Stanley and Shirley Taylor of Philips Healthcare to cover:
What’s hot at RSNA 2017
Top educational sessions
Tips for Supply Chain attendees
Pre & Post Show Checklist for Supply Chain leaders to share with attendees
With proper planning, you can make sure your imaging team not only has a great show but that they work in collaboration with supply chain teams when they return!
View archived broadcasts
Negotiating Freight for Capital Equipment Purchases
In this broadcast, Matt Wood of Supply Chain Solutions developed by Mayo Clinic (SCS) discusses how his team is taking a new and innovative approach to freight and logistics, and we’ll dive into some eye-opening trends and statistics on equipment shipping.
Details covered include: How SCS clients and the Mayo Clinic approach freight cost relating to capital purchases; strategies to ensure they are in a position to minimize shipping costs.
Best Practices in Equipment Negotiations
In this broadcast, John Kott and the OpenMarkets team reviews seven key bet practices for both providers and suppliers to keep in mind while negotiating.
Details covered include: Anchoring, Proper Preparation, establishing a BATNA and how to leverage the benefits of Multi-Party Negotiations.
Supply Chain Landscape & Impact on Supply Chain
In this broadcast, John Strong provides insight into the latest key trends in healthcare and how they are impacting the supply chain.
Details covered include: Impact of consolidation and mergers, new focus on capital, non-acute, and service contracts, national GPO consolidation, changes in sales models used by suppliers, trading partner collaboration, and increased sourcing and technology options.
Why CHRISTUS Preaches Transparency in their Capital Program
CHRISTUS Health does something unique from nearly every other large IDN: they publish their capital budget to suppliers.
This step towards transparency manifests itself in a series of Capital Town Hall meetings, where Sean Poellnitz, Director of Contracting & Resource Utilization, leads an audience of suppliers through details on the capital strategy, budget and decision making process. These meetings take a deep dive into the current state of the capital program, review new policies that influence the capital process and planning. In this session, Sean breaks down not only why they approach capital from a position of supplier transparency, but what benefits are accrued to both CHRISTUS and their supplier partners.
Identifying and acting on innovative ideas is a challenge for health system leaders. Maryam Saleh, VP of Programing at Chicago’s Healthcare Innovation hub MATTER has helped over 200 organizations overcome these challenges. In this session, she shares stories and strategies from her work with startup companies, provider organizations including OSF, and equipment suppliers like Hill-Rom. Supply Chain leaders learn strategies on engaging multi-disciplinary teams, scaling early wins and establishing funding.
Capital Trends: Data and Insight from L.E.K. Consulting
L.E.K. Consulting is a leading strategy consulting firm that has been serving medical technology companies and hospital leaders for over 30 years. Join L.E.K. Managing Directors, Jonas Funk and Ken Graves, as they share findings from their recent studies on capital equipment procurement. They will discuss the challenges that exist from both provider and supplier points-of-view, and key trends and developments emerging to address these challenges.
TPC’s Proactive Approach to Capital Data and Equipment Supplier Partnerships
TPC takes a unique, proactive approach to capital data aggregation and equipment supplier partnerships. In this 60-minute online session, Andrew Parry and TK Khen of TPC will discuss how members are able to drive an effective capital sourcing strategy built on shared data, which not only reduces provider costs but also establishes better partnerships with key suppliers like Philips Healthcare. Listeners will also get an update from Andrew on TPC’s recent partnership with ROi and its potential impact on equipment partners.
Challenges of Selling
to a Health System
Understanding the key challenges faced in selling to health systems can help health system supply chain teams more efficiently work with equipment suppliers. In this session, Kelly Rodriguez of Toshiba Medical will discuss how a lack of transparency, access and understanding create inefficiency on the supplier side. We’ll discuss how working openly and proactively with suppliers can not only create better relationships, but show how this directly improves the bottom line for both health systems and their supplier partners.
Leading Practice in the Healthcare Supply Chain: Perspectives from Deloitte
In this 60-minute web broadcast, Kurt Banas, Senior Manager at Deloitte, will join Tom Derrick of OpenMarkets to discuss inefficiencies and solutions they encounter in work with leading provider organizations. We’ll pay particular attention to the often overlooked capital equipment market, and outline the leading practices on internal organization design and discuss how providers and suppliers can work together to fight back, for the benefit of all.
Successful Equipment Purchasing for a New Hospital
How Medical University of South Carolina Reinvented Their Capital Process
The Medical University of South Carolina (MUSC) was recently ranked by U.S. News & World Report as the #1 hospital in South Carolina. A great hospital needs a great supply chain and OpenMarkets helped MUSC reinvent the way they purchased capital equipment. This one-hour broadcast, presented by Dr. David Habib, Associate Chief Medical…
The Ever-Changing Healthcare Landscape
and the Impact on Supply Chain
This one-hour interactive web broadcast provides insight on the lastest key trends in healthcare and how they are impacting the healthcare supply chain. Discussions include sources of financial pressure, the evolving role of distributors, the future of GPO’s, and the changes in sales models used by suppliers.
Complete the form below to
register for the upcoming sessions:
If you are unable to submit the form or want to register via an alternative method, please email email@example.com with your contact information and the list of sessions for which you’d like to register.