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 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

 

11:45 DRIVING PRICE CONSISTENCY THROUGH COMMERCIAL SALES TEAMS

  • Communicating price reasoning for better understanding
  • Analyze negotiation strategies to prevent downward pricing
  • Internal communication and collaboration strategies

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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