New Realities in the Laboratory & Diagnostics Market · New Realities in the Laboratory &...
Transcript of New Realities in the Laboratory & Diagnostics Market · New Realities in the Laboratory &...
Scott GlanzmanMcKesson
Medical-Surgical
Elizabeth HillaHealthIndustry
DistributorsAssociation
Mark ZacurThermoFisherScientific
Ed ReillyO&RMedicalSales
andService
Dan Eckert LaboratorySupplyCompany(LABSCO)
Gunter Wessels HealthcareStrategist
New Realities in the
Laboratory & Diagnostics MarketNovember12-13,2013GaylordNational•Washington,D.C.
Kenneth BlickUniversityofOklahomaHealthSciencesCenter
Julie HalicPeaceHealthLaboratories
Nancy LyonLabManagerandConsultant
Ken RosemannAmerinet
Tuesday, November 12NetworkingReception/Dinner•6:00p.m.
Wednesday, November 13NetworkingBreakfast•7:00–8:00a.m.
WelcomeandObjectives•8:00–8:15a.m.
6ThingsYouNeedtoKnowaboutHealthcareReform’sImpactonDiagnostics•8:15–8:35a.m.
Linda Rouse O’NeillVicePresident,GovernmentAffairs,HIDABroadexpertisebasedonexperiencewithHIDAandonCapitolHill
• Findoutreimbursementcuts,newpenaltiesforreadmissionsandinfections,andotherchangesintheAffordableCareActwillimpactlabmarkets.
ProviderFocusGroup•8:35–9:50a.m.Kenneth Blick, PhDDirector Laboratories
Academicmedicalcenterofferingacomprehensivearrayofbothroutineandsophisticateddiagnosticsservices
Julie Halic, MBAChief Operating Officer
11laboratoriesandover20patientservicecentersthroughoutthePacificNorthwest,supportingthePeaceHealthsystem
Nancy LyonLab Manager and ConsultantOverseeslabservicesforlargeinternalmedicinegroup;alsohelpspracticessetupPOLsandimprovecompliance
There’snoone-wayglassinthisfocusgroup,soyoucangetcandidanswerstocriticalquestionsaboutlaboratoryanddiagnostictrendsandcustomerneeds.
• Whatdolaboratoryprovidersneedfrommanufacturersanddistributors,andhowisthatchanging?
• Whatisthevalueofdiagnosticsinthehealthsystemandinthelocalphysicianoffice?• Howdoprovidersviewtheroleoflabtestinginreducingcostsandimprovingoutcomes?• Howishealthcarereformimpactinglaboratoryproviders?• Wherewilldiagnostictestinghappeninthefuture?• Whatistheimpactofnewhospitalreadmissionspenaltiesonlaboratorydecisions?• Howishealthcareconsolidationplayingoutinthelaboratorysegment?
Agenda
© 2013 HIDA Educational Foundation. Any dissemination, distribution or copying of information obtained from this conference is strictly prohibited and is not to be shared without written permission from the HIDA Educational Foundation.
THREE EAsy WAys TO REGIsTER
GroupPurchasingandCorporateImpactsonLab/DiagnosticsMarkets•10:15–10:50a.m.
ProviderPanelandKen Rosemann,VicePresident,LaboratoryandDiagnosticImaging,Amerinet
Collaborateswithacuteandnon-acutecareprovidersnationwideforgrouppurchasing,performanceimprovement,andongoingsupport.
• WhatistheGPO’sroleinlab/diagnosticsmarkets,andhowisitchanging?• Howareregional,local,andself-contractingimpactinglabpurchasing?• Howdoescontractingdifferinthelabmarketcomparedtoother
segments,andhowisthatevolving?
DistributorExecutivePerspectives•10:50a.m.–12:15p.m.Dan Eckert President & COO
Scott GlanzmanVice President, sales
Ed ReillyPresident
Mark ZacurVice President, strategic Marketing & Business Development
• Howisdistributionadaptingtochanginglabproviderneeds?• Howisconsolidationamongbothprovidersanddistributorsimpactingthelabmarket?• Howcandistributionhelpmanufacturersreachdiversediagnosticsmarkets,including
referencefacilities,physicianofficelabs,andhospitallaboratories?• Howdodistributorsexpecttestinglocationsandvolumetoshiftasaresultof
healthcarereform?• Whatdothemosteffectivemanufacturerpartnersdotogetsalessupportfrom
distributorstoreachlab/diagnosticsmarkets?
NetworkingLunch•12:15–1:15p.m.
GrowingDiagnosticsSalesthroughImprovedCollaborationGroupDiscussion–AllPanelists•1:15–2:15p.m.
• Whatarethegreatestopportunitiesfordiagnosticsinthechanginghealthcareenvironment?• Howcanprovidersandsuppliersworkbettertogethertoimprovepatientoutcomesand
reducecosts?• Whatarethemosteffectivewaysforvendorstopresenttheirsolutionstocustomers?
RoundtableDiscussions–ChooseOne•2:15–3:15p.m.• GPOTrendsintheLab/DiagnosticsMarket(KenRosemann,JulieHalic,ScottGlanzman)• ExpandingthePOLMarket(NancyLyon,DanEckert,EdReilly)• ServingHospitalandReferenceLabs(KennethBlick,MarkZacur)
RoundtableInsights•3:30–3:45p.m.
Gaylord National Resort & Convention Center201WaterfrontStreet,NationalHarbor,MD20745
Phone:301-965-4000 (Refer to Health Industry Distributors Association meeting in November)
Web:http://goo.gl/UtQMyk
Rate:Single/Double$215pernight,plus16%tax;Triple$235plustaxand$15resortfee
Room Block Cutoff:October13,2013
Afterthecut-offdate,roomswillbebookedonaspace-availablebasisonlyandroomratesaresubjecttochange.
Hotel Cancellation Policy:Guestsmustcancelhotelreservations72hoursinadvancetoreceiveafullrefund.
SeminarFacilitatorElizabeth Hilla • Sr.VicePresident,HealthIndustryDistributorsAssociation• ExecutiveDirector,HIDAEducationalFoundation• 26yearveteranofthehealthcaredistributionindustry
FEEs (Paymentmustbereceivedtoprocessregistration.)
Registration Information
$1,199HIDAEducationalFoundationAssociateorHIDAmember
$1,899Non-AssociateContact Lori Smith for information on Associates Program membership at 703-838-6103.
Conference registration fee includes all program materials and scheduled events.
THREE EAsy WAys TO REGIsTER
@ WEBwww.HIDA.org
CALL866-451-9367
REGISTRATION POLICY: Space may be limited. Registration is first-come, first-served. Registration forms sent without payment will not be processed. Any photos taken at this event are property of HIDA and can be published without permission in HIDA materials.
CANCELLATION POLICY: Participants must cancel in writing via mail, fax, or e-mail in order to request a refund, less a $35 processing fee. A full refund minus the processing fee will be available prior to October 12, 2013, and a 50% refund will be available between October 13, 2013 and October 27, 2013. While no refunds will be available after October 28, 2013, a company may substitute a registrant at any time without penalty.
SuccessintheNewNormal:CreatingDemandbyFacilitatingIntegratedCare•3:45–4:30p.m.
Gunter Wessels,Ph.D.,M.B.A.,Partner&HealthcarePracticePrincipalTotalInnovationGroup,Inc.(TIGI)
Expertiseonimplicationsofhealthcarepolicychangeswithstrongbackgroundindiagnosticssales
InsightsandConclusion•4:30–5:00p.m.
Group Discounts Available. Contact Stephanie Reed @ 703-838-6105
The Laboratory Diagnostics Market Is Changing FastThe diagnostic market is in flux. Market consolidation could push more testing to centralized locations, but the drive to improve quality creates incentives for near-patient testing in locations like the physician office lab. HIDA’s lab-focused Market Conference will help manufacturers and distributors navigate the trends and chart a course for success.
Hear Directly from Leading Laboratory Providers• Focusgroupformat:noslidesorlectures,justcandiddialogue• Responsestoissuesincludingreducingcostofcare,healthcareconsolidation,quality
measures,andmore• Impactofhealthcarereform• Implicationsforbusinesspartnerships
Understand How Changes Impact Your Channel Partners• Leadingdistributors’approachestoservingthelabandPOLmarket• Openconversationonimprovingchannelrelationships• Insightsontheevolvingroleofthesalesforce
Grow Your Success in Laboratory and Diagnostics Markets• Understandhowmanufacturersanddistributorscanmoreeffectivelycollaborate• Learnwho’smakingthedecisionsinkeyproviderorganizations,andhowtoreachthem• Knowhowtosucceedinthenew“valuenotvolume”healthcareenvironment
Who Should Attend• ManufacturerCEOs,VPssales/marketing,nationalaccountsmanagers• Distributorowners,CEOs,salesexecutives• Anyoneelsewhowantstobuildmorepowerfulchannelpartnershipsinthelaboratory
anddiagnosticmarket
...And WhyHIDAseminarsbringkeyplayerstogethertobetterunderstandourindustry
anditschallenges.
–MarkBeran,ChiefCommercialOfficer,TIDIProductsLLC
Justtherightmixofpresentations,interactionandroundtablediscussion,
allwrappedaroundagreatnetworkingopportunity.
–BrendaHighley,Director,DistributionPartners,BeckmanCoulter,Inc.
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