9th Annual Medical Device Strategic Pricing and Accounts Conference

September 10-11, 2019 | Charlotte, NC

Le Meridien Charlotte Hotel

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DAY TWO | WEDNESDAY, SEPTEMBER 11

8:30 REGISTRATION & WELCOME COFFEE

8:50 CHAIRPERSON’S OPENING REMARKS

TRACK ONE

9:00 PRODUCT VALUE IN THE TOTAL COST OF CARE REIMBURSEMENT LANDSCAPE

  • Various healthcare operations impacting total cost of care strategy
  • Impact of total cost of care reimbursement on provider spending
  • Balancing price and product value to achieve low cost episode of care

Jeannine Pils, MEDTRONIC

 

9:45 GPO PERSPECTIVE: STRATEGIC PARTNERSHIPS WITH DEVICE MANUFACTURERS

  • Internal alignment of supply chain, value analysis committees and procurement
  • Balancing physician preference items with other contracted medical devices
  • Expectations regarding evidentiary support used to showcase product value

Chaun Powell, PREMIER, INC

TRACK TWO

9:00 NEGOTIATING RISK-SHARING AGREEMENTS WITH PAYER ORGANIZATIONS

  • Decoding the influence of payer organizations on provider supply chain
  • Gaining additional market share through commercial payer partnerships
  • Metrics and analytics to support and evaluate risk-sharing agreements

Brian Holmes, MEDTRONIC

 

9:45 EVALUATING PRICING & CONTRACTING OPPORTUNITIES IN HOSPITAL P&L STRATEGIES

  • Analyze key profit & loss fundamentals for device contracting value
  • Medical device annual spending and impact on total P&L strategy
  • Influence of billing and reimbursement in hospital P&L statements

Bob Neidermire, BOSTON SCIENTIFIC

10:30 COFFEE AND NETWORKING BREAK

11:00 HEATHCARE ECONOMICS INFLUENCING SUPPLY CHAIN DECISION MAKING

  • Key economic foundations prioritized by hospital systems
  • Components directly impacting the purchasing department
    • Cost-effectiveness/budget restrictions
    • Reimbursement and outcomes
  • Aligning pricing and contracting strategies with healthcare economics

Jeannine Pils, MEDTRONIC

 

11:45 LEGAL PERPECTIVE: DOUBLE-SIDED RISK MODELS IN DEVICE CONTRACTING

  • Antitrust concerns with risk-sharing agreements
  • Regulatory considerations for HEOR data in risk-sharing agreements
  • Explore current risk sharing agreements’ performance

Andrew Furlow, HOGAN LOVELLS

11:00 DRIVING PRICE CONSISTENCY THROUGH COMMERCIAL SALES TEAMS
Setting prices accurately is only half the challenge in today’s market. The other half is getting that information in the hands of the sales and account management teams, with the flexibility to get deals done, and still hit revenue and profitability objectives.
VENDAVO

 

11:45 PHYSICIAN PREFERENCE ITEMS IN THE GPO DISTRIBUTION MODEL

  • Assessing additional benefits of PPI in a GPO distribution model
  • Additional contract considerations for GPO and PPI agreements
  • Communicating physician preference to other GPO members

Bree Hagen, ASAHI INTECC USA

12:30 LUNCHEON FOR ALL SPEAKERS, SPONSORS AND ATTENDEES

1:30 IMPACTFUL PRICING MODELS TO SUPPORT CAPITAL EQUIPMENT CONTRACTS

  • Negotiating non-traditional pricing models for large ticket items
  • Analyze hospital capital spend vs. operational spend in supply chain
  • Showcasing capital equipment value through positive patient outcomes

 

2:15 MANUFACTURERS’ INITIATIVES FOR DRIVING GPO CONTRACT COMPLIANCE

  • Communication strategies for creating effective partnerships
  • Necessary internal systems to evaluate compliance progress
  • Evaluating the pros and cons of non-compliance penalties

Bree Hagen, ASAHI INTECC US

1:30 NAVIGATING THE IMPACT OF PRICE TRANSPARENCY ON DEVICE SALES

  • Government initiatives to increase transparency in healthcare
  • Preparation of data and resources for total price transparency
  • Maintaining competitive in a transparent healthcare landscape

Aaron Greer, UNITED ORTHOPEDIC GROUP

 

2:15 MAINTAINING A COMPETITIVE EDGE THROUGH INDUSTRY MERGERS AND ACQUISITIONS

  • Internal preparation for expected Provider mergers and acquisitions
  • Best practices in post-merger or acquisition contract re-negotiation
  • Influence of price transparency on supply chain decision making

3:00 COFFEE AND NETWORKING BREAK

 

3:15 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

Steven Penderghast, BD/CR BARD

 

4:00 INNOVATIVE PRICING MODELS TO ALLEVIATE INCREASING PRICING PRESSURE

  • Navigating current industry pricing pressures
  • Creating win-win scenarios in new pricing models
  • Negotiation tactics to mitigate bottom line pricing

Jeremy Pifer, HOLOGIC

 

4:45 CLOSING REMARKS AND CONFERENCE CONCLUSION

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We hope to see you at the conference!

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