9th Annual Medical Device Strategic Pricing and Accounts Conference

September 10-11, 2019 | Charlotte, NC

Le Meridien Charlotte Hotel

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DAY ONE | TUESDAY, SEPTEMBER 10

8:00 REGISTRATION & WELCOME COFFEE

8:50 CHAIRPERSON’S OPENING REMARKS

9:00 OPENING ICE BREAKER: MEDICAL DEVICE PRICING AND ACCOUNTS FOR EXECUTIVE LEVEL AUDIENCE
This interactive ice breaker will open the event with an opportunity for all participants to move around the conference room with the goal of meeting other delegates and engaging in swift discussions. The audience is encouraged to briefly exchange perspectives on the daily challenges of executive level audiences, discussing challenges associated with the evolution of strategic pricing and accounts role, influence of industry related changes in value based healthcare and transparency. Furthermore, participants in this warm-up session are also given the opportunity to directly build contacts.

 

9:30 KEYNOTE PANEL: EVALUATING HEALTHCARE INDUSTRY EVOLUTION AND THE IMPACT ON PRODUCT PRICING
Seasoned executives responsible for developing strategic pricing and account management for medical device manufacturers have experienced seismic changes over the past decade driven by a wide variety of factors and government scrutiny. Increased industry competition, heightened levels of price transparency, consolidation in both customer and competitive bases, as well as the shift from volume to value based payments have all had a tremendous impact on this dynamic industry. With a focus on what lies ahead, panelists will share perspectives and engage in a lively debate on the current state of the industry, areas of concern for medical technology businesses, and strategies for maintaining momentum and price stability.

Steven Penderghast, BD/CR BARD

Steve Pierson, SMITH & NEPHEW

Raj Kanapathy, PHILIPS

 

10:15 COFFEE AND NETWORKING BREAK

 

10:45 PROS CASE STUDY PRESENTATION

 

11:30 GPO FIRESIDE CHAT: CHALLENGES & OPPORTUNITIES IN MEDICAL TECHNOLOGY PRICING AND CONTRACTING

  • 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

Chaun Powell, PREMIER, INC

 

12:15 LUNCHEON FOR ALL SPEAKERS, SPONSORS AND ATTENDEES

 

1:30 VENDAVO CASE STUDY PRESENTATION

TRACK ONE

2:25 UTILIZING TARGETED VALUE ADDITIONS DURING IDN NEGOTIATIONS

  • Cross functional collaboration for in-depth value analysis
    • Product managers
    • Sales & marketing
  • Comprehensive needs assessments to determine value opportunities
  • Analyzing RFPs and tailoring responses to address various call points

Rick Lustig, BECKMAN COULTER

TRACK TWO

2:25 INNOVATIVE PRICING MODELS TO ALLEVIATE INCREASING PRICING PRESSURE

  • Navigating current industry pricing pressures
    • Benchmarking data
    • Price transparency
    • Mergers & acquisitions
  • Creating win-win scenarios in new pricing models
  • Negotiation tactics to mitigate bottom line pricing

Raj Kanapathy, PHILIPS

3:10 COFFEE AND NETWORKING BREAK

3:40 CHALLENGES IN CONTRACTING WITH AMBULATORY SURGICAL CENTERS

  • Current alignment of ASC in larger healthcare systems
  • Impact of proposed CMS reimbursement cardiac strategy
  • Opportunities for additional market share and customer base
  • Navigating individual pricing and contract negotiations with ASCs

Paul Leininger, DEPUY SYNTHES

 

4:25 PROVIDER VS. PAYER: TAILORING PRICING & CONTRACTING STRATEGIES

  • Ensuring contract deliverables align with payer priorities
  • Contracting for provider benefit to support hospital targets
  • Prioritizing needs of payer and providers in product contracts

Andrew Furlow, HOGAN LOVELLS

3:40 CONSIDERATIONS WHEN APPROACHING RISK-SHARING AGREEMENTS

  • Thorough assessments to evaluate when risk-sharing is most appropriate
  • Aligning organizational goals and revenue targets with risk-sharing activity
  • Methods and strategies to consistently monitor agreed upon risk metrics
  • Impact of hospitals unable to support data sharing for risk based agreements

Steve Pierson, SMITH & NEPHEW

 

4:25 CONTRACTING BEYOND MARKET SHARE IN MEDICAL DEVICE NEGOTIATIONS

  • Assessing non-traditional benefits of strategic industry partnerships
  • Organizational goals attainable with strategic contract negotiation
  • Current industry examples of innovative medical device contracts

Matt Anglin, BOSTON SCIENTIFIC

5:10 END OF DAY ONE CONFERENCE

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We hope to see you at the conference!

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