Show Features

Executive Summit | Roundtables | Opening General Session | PWH Networking Breakfast and Leadership Workshop | Spotlight on Operations | Spotlight on Business Development

Executive Summit | The C-Suite Agenda: Hospital and Health System Priorities in the Post-Reform Era | Bradford Koles, Jr.
For executives only
Wednesday, October 19 | 3:00 p.m. — 3:50 p.m.

Health reform has upped the pressure on hospitals and IDNs to control costs and improve outcomes – and this is likely to lead to rapid changes in the way these customers interact with their vendors. In this critical session, hear what one of the country’s leading healthcare consulting organizations thinks is ahead for acute care providers and their non-acute affiliates. You’ll gain insights on:

• How healthcare systems are preparing for accountable care
• Reform’s impact on purchasing and vendor relationships
• How hospital-physician alignment is impacting decision-making

New approaches that IDNs are trying to manage the dozens of different supply chains within their organizations chains within their organizations

Sponsored by: 

Roundtables 
Wednesday, October 19 | 4:00 p.m. – 5:00 p.m. | Westin
Following the Executive Summit, attendees will have an opportunity to delve more deeply into how recent trends are affecting the various healthcare markets. Choose from:

• Owners Roundtable – especially for those who run local and regional distribution businesses. Share ideas and best practices with your independent distributor peers.
• Acute Care Roundtable – compare insights with others serving hospitals and IDNs.
• Physician Roundtable – examine issues impacting primary care providers and specialists.
• Extended Care Roundtable – discuss trends affecting nursing homes and home care providers.
• Lab Roundtable – share ideas and challenges in serving physician office laboratories, reference laboratories, and hospital laboratories.

The above roundtables are open to manufacturers and distributors.

PWH Networking Breakfast and Leadership Workshop
Open to all attendees
Friday, October 21 | 7:00 a.m. -- 10:00 a.m. | Charlotte Convention Center

7:00 a.m. – 8:00 a.m. | Networking Breakfast

8:00 a.m. – 9:00 a.m. | Decisive Leadership in Uncertain Times: Three Strategies That Make The Top 2% More Successful | Lisa Earle McLeod

Uncertainty is a given. You can let it derail you, or you can use it to your advantage. Business strategist Lisa Earle McLeod shares three innovative leadership strategies that will take your team to the next level.

Based on 10,000 hours of field research, McLeod’s methodology is currently being used by some of America’s top leaders. In this interactive workshop you’ll learn an innovative process to:

• Become more persuasive with customers and colleagues
• Differentiate your value and quality in a cost cutting environment
• Keep your team (and yourself) focused in the face of change

Whether you’re managing a territory, a business, or a team, this workshop will help you become more influential and successful during a time of industry uncertainty.

9:00 a.m. -- 10:00 a.m. | Selling Value in a Tight Economy | Industry Panelists

Lisa Earle McLeod will turn the focus to sales leadership in a panel discussion featuring industry executives with powerful records of success.  Learn to tell your value story, how to use presentations and sales meetings to gain support for key goals, and how to coach others to success. Panelists will include:

• Anne Eiting Klamar, M.D., President and CEO, Midmark Corporation
• Dave Myers, VP Sales and Marketing, Seneca Medical
• Keith Kuchta, Vice President Global Accounts and Strategic Partnerships, Kimberly-Clark

Spotlight on Operations | What Best Practice Firms Are Doing to Streamline Right Now | Industry Executive Panel
Friday, October 21 | 8:00 a.m. – 10:00 a.m. | Charlotte Convention Center | 207 D

Panel:
Mike Abney, Vice President, Supplier Management, PSS World Medical
Dudley Sisak, General Manager, Claflin Company
Steve Inacker, President, Channel Management, Medical Segment, Cardinal Health

In this session designed for distributor and manufacturer operations, vendor relations, and supply chain leaders, hear case studies of industry companies that have found new ways to reduce costs and improve efficiency. You’ll hear about:

• How PSS World Medical is working with suppliers to avoid passing along cost increases to customers and instead maintain margins through new partnership efficiencies
• The role that distributors can perform in “channel utility,” decreasing total supply chain costs for their manufacturer partners
• Cardinal’s initiative to transform contracting in order to improve pricing accuracy for customers and reduce rework for distributors and manufacturers

The session will include time for questions and conversation about each type of supply chain innovation.  After the case studies, attendees will divide into roundtables to continue the discussion of supply chain issues and solutions in smaller groups led by distributor executives. Roundtable topics will include:

• Contracts and rebates
• Upstream logistics
• Cost increase issues

Spotlight on Business Development | 24 Ways to Use Market Data to Drive Growth
Friday, October 21 | 8:00 a.m. – 9:00 a.m. | Charlotte Convention Center

The spotlight is on using data to identify opportunities in this series of presentations. You’ll gain insights from business intelligence experts who track the healthcare market’s latest trends and what they mean for your business. Presenters will share at least a half-dozen market insights each to help your business grow. Topics will include:

• Business opportunities emerging from healthcare reform (Linda Rouse O’Neill, Vice President of Government Affairs, Health Industry Distributors Association)
• Key healthcare market trends (Chris Thompson, Director of Business Intelligence, Health Industry Distributors Association)
• Top-line trends in distributor financial performance--and the opportunities they point to (Dr. William Cron, M.J. Neeley School of Business, Texas Christian University)
• Using data to drive business planning (Josh Tait, Director of Business Development, GHX Market Intelligence)