MEDICAL DEVICE STRATEGIC PRICING WORKSHOP INTENSIVE

FEBRUARY 5, 2019 | SAN FRANCISCO AIRPORT

DOUBLETREE BY HILTON SAN FRANCISCO AIRPORT

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FEBRUARY 5, 2019 | WORKSHOP SCHEDULE

8:00 REGISTRATION & WELCOME COFFEE

8:30 CHAIRPERSON’S OPENING REMARKS & ICE BREAKER ACTIVITY

Prakash Bhatia, Pricing Director, Global Neuromodulation and North America Cardiac Surgery, LIVANOVA

9:00 GPO PANEL DISCUSSION: CHALLENGES & OPPORTUNITIES IN MEDICAL TECHNOLOGY PRICING & CONTRACTING
As health systems and integrated delivery networks across the United States have looked to leverage purchasing power through collaborative contracting and purchasing agreements, the influence of the Group Purchasing Organization (GPO) has expanded, adding an important layer into the complex healthcare delivery supply chain. In order to create an effective and mutually beneficial partnership, medical device firms must understand the priorities of GPOs and move beyond price negotiation and contracting to consider a long-term strategy for GPO engagement. Sharing pressures currently faced within GPOs, panelists will dive into best practices for creating pricing structures and contracts that foster innovation and symbiotic growth in the industry.

  • Current evolution of the GPO model and future changes
  • Perspectives on trends in healthcare impacting GPOs
    • Influence of value-based healthcare
    • Impact of device price transparency
    • Reimbursement & payment frameworks
  • Creation of standardized negotiations and partnerships
  • Regional considerations in GPO & manufacturer relations
  • Aligning clinical and contract strategy with value-based care

PANELISTS
Chaun Powell, Vice President of Strategic Supplier Engagement, PREMIER, INC

Tim Bugg, President & CEO, CAPSTONE HEALTH ALLIANCE

Robin Lincoln, Senior Vice President of Contracting Services, CAPSTONE HEALTH ALLIANCE

Chris Coldicutt, Vice President, Supply Chain, TPC

James Hull, Vice President, Operations, APTITUDE LLC

 

9:50 IDN FIRESIDE CHAT: DEVICE PURCHASING PRIORITIES, DECISION MAKING & CONTRACTING RESPONSIBILITIES
As hospitals, health systems and integrated delivery networks have continued the shift from volume-to-value based care, and reimbursement payments and models have adapted to support this framework, the decision making process for medical technology purchasing has been irrevocably altered, moving from physician preference to value analysis committees, purchasing departments and C-suite involvement. In order to create sustainable growth, medical device pricing executives must take into account the dynamic decision making process, the increased focus on unit price and the over-riding quality focused considerations in purchasing. Health system and IDN panelists representing the range of decision maker will share current areas of concern in medical device contracting and purchasing, with a focus on ultimately ensuring growth and high quality care delivery.

  • Purchasing responsibilities for contract & value analysis teams
  • Priorities in negotiating medical device supplier agreements
  • Future of IDNs: Goals for IDN and medical device relationships

PANELISTS
Cecile Hozouri, MBA, Assistant Vice President, Supply Chain Management, SCRIPPS HEALTH

Michael Louviere, System VP Supply Chain, OCHSNER HEALTH SYSTEM

LeAnn Born, Vice President Supply Chain, FAIRVIEW HEALTH SERVICES

 

10:40 COFFEE & NETWORKING BREAK

 

11:00 MASTER CLASS: INTERPRETATION AND IMPLEMENTATION OF RISK-SHARING CONTRACTS FOR MEDICAL DEVICE PRICING

  • Risk share agreement types and trends: Ideal scenarios for utilization
  • Discussing strategic rationale for offering risk-sharing contracts to providers
  • Opportunities and potential barriers to risk share agreement use in U.S.

Bree Hagen, Director, National Accounts, ASAHI-INTECC USA, INC.

 

12:30 LUNCHEON FOR ALL PARTICIPANTS

 

1:30 ADVANCED COMPETITIVE ANALYSIS WITH BENCHMARKING DATA

Julie Moore, Sr. Commercialization Manager – Particle Therapy, VARIAN MEDICAL SYSTEMS

 

2:15 LEVERAGING COMPETITIVE DATA IN PRICING & CONTRACT NEGOTIATIONS

Kit Haefner, Director, National Accounts, NEVRO

 

3:00 COFFEE & NETWORKING BREAK

 

3:30 FUNDAMENTALS OF REIMBURSEMENT INFLUENCING MEDICAL DEVICE PRICING STRATEGIES
Medical device manufacturers are operating in an increasingly cost-conscious environment where value-based healthcare and hospitals receiving inconsistent reimbursement directly impacts how hospitals purchase medical technology. Manufacturers need to not only offer competitive pricing, but also provide data to support the economic outcomes of the product, requiring knowledge on how reimbursement will affect how much a device will cost a customer, and how offering pricing in line with predicted reimbursement will impact purchasing decisions. A fundamental understanding of reimbursement ensures medical device organizations have the necessary information to develop pricing strategies that align with economic and clinical outcomes required to ensure the long-term growth and stability of both manufacturers and health systems.

  • Connecting pricing structure to reimbursement framework
  • Impact of value-based payments & agreements on price
  • Positioning pricing in-line with realistic reimbursement rates

Amit Kukreja, VP Global Reimbursement & Market Access, SECOND SIGHT MEDICAL PRODUCTS

 

4:15 PRICING STRATEGIES INFLUENCED BY VALUE BASED PAYMENTS

  • Value Based Care: Bridging the gap and maximizing reimbursement
  • Strategies for differentiating products and highlight innovation to payers
  • Utilizing opportunities in provider and payer oriented solutions

Robin Lincoln, Senior Vice President of Contracting Services, CAPSTONE HEALTH ALLIANCE

 

4:45 CLOSING REMARKS & WORKSHOP CONCLUSION

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