2019 Supplier Educational Offerings

The sweeping changes in healthcare have changed the way providers do business in almost every area, including how they source and purchase supplies in this new landscape.  The demand for quality-driven healthcare outcomes requires providers to more effectively demonstrate value in every clinical decision.   As a result, suppliers must demonstrate their willingness to be partners in this effort.  Sessions will help you gain a better understanding of what today’s providers are looking for in their suppliers.  Other issues addressed will include the importance of collaborative partnerships, surviving amid disruption, and insights on improving efficiencies and product utilization.
*Educational tracks are open to all attendees, no RSVP required. Contact Lisa Ponssa for more information.
Monday's Supplier Strategies Track
8:30 AM - 9:30 AM
International Ballroom III
9:45 AM - 11:00 AM
International Ballroom III
11:15 AM - 12:30 PM
International Ballroom III
Tuesday's Keynote Sessions
Chester Elton
One of today’s most influential voices in workplace trends, Chester Elton has spent two decades helping
clients engage their employees to execute on strategy, vision, and values. In his provocative, inspiring and always entertaining talks, #1 bestselling leadership author Chester Elton provides real solutions to leaders looking to manage change, drive innovation, and lead a multi-generational workforce. Elton’s work is supported by research with more than 850,000 working adults, revealing the proven secrets behind high-performance cultures and teams.
He has been called the “apostle of appreciation” by Canada’s Globe and Mail, “creative and refreshing‚” by the New York Times, and a “must read for modern managers” by CNN. Elton is co-author of the multiple award-winning New York Times and #1 USA Today and Wall Street Journal bestselling leadership book, All In, The Carrot Principle, and The Best Team Wins. His books have been translated in more than 30 languages and have sold more than 1.5 million copies worldwide.
Elton is often quoted in publications such as the Wall Street Journal, Washington Post, Fast Company and the New York Times. He has appeared on NBC’s Today, CNN, ABC, MSNBC, National Public Radio and CBS’s 60 Minutes. In 2018 Global Gurus research organization ranked him as #13 in the world’s top leadership experts and #5 in the world’s top organizational culture experts; and he is a member of Marshall Goldsmith’s 100 Coaches pay it forward project. Elton is the co-founder of The Culture Works, a global training company and a board member of Camp Corral, a non-profit for the children of wounded and fallen military heroes.  
Thought Leadership Panel
Vincent "Vinny" Boles
Major General (Ret.)
United States Army
Sara Henderson MBA
Vice President, Supply Chain
Avera Health 
Kreg M Koford MBA, CPSM
Senior Vice President of Supply Chain and Sustaining Care Services
Memorial Sloan Kettering
Eric Tritch
Vice President Supply Chain
UChicago Medicine 
Chad Pennington
NFL Legend and Founder
1st and Ten Foundation

Taken as the first quarterback of the 2000 NFL draft and winning two divisional championships, Chad Pennington certainly understands the thrill of victory, but he also understands that winning is coming back from the agony of defeats. Twice selected the AP and the PFWAs NFL Comeback Player of the Year, Chad fought through four shoulder surgeries, playing as the backup, being released, and only two college scholarship offers to become a legendary NFL QB and leader of young men.

Chad will draw upon his countless stories to share with you his message of resilience, preparation, never giving up, and always giving back to become the leader you want to be. Learn how he relates the preparation of an NFL quarterback to your role within your organization as he shares insights from his The Corporate Quarterback lessons. Get a behind the scenes look into NFL headquarters as they find opportunities amid the many uncertainties facing professional football. Most importantly, discover the joy he gets by giving back to the youth in West Virginia, Tennessee, Kentucky and the greater New York City area.

Wednesday Morning Education

Gunter Wessels Ph.D., M.B.A.
Practice General Manager



Demonstrating Value in Today’s Integrated Healthcare Marketplace

8:30 AM - 9:50 AM

10:00 AM - 11:20 AM

International Ballroom III

Best practices in demonstrating value to IDNs and GPOs; Going beyond price to Relationship, Solutions, and Enterprise Agreements

As a participant in this session you will recognize, recall, evaluate and apply:

  • Critical considerations in value from the provider’s perspective
  • The role of Value-analysis
  • The tangible value of IDN representation
  • The essential elements of solution making with an IDN
  • The value of market-share, change management, support, and contract manageme
  • Summary recommendations

Best practices in demonstrating the value of IDN, Strategic, and National Accounts effort; Quantifying the impact of your efforts in your company

As a participant in this session you will recognize, recall, evaluate, and apply best practices in:

  • How deal value is calculated and how to quantify your impact
  • How customer lifetime value is calculated and how to demonstrated your impact
  • How GPO contract value is calculated and how to show a return on CAF
  • How to select and position contract extensions and revisions from an economic value perspective
  • How to quantify the efficiency and effectiveness gained by the broader salesforce when a contract is awarded
  • Summary recommendations
Opportunity Exchanges
8:30 AM - 9:45 AM
International I
8:30 AM - 9:45 AM
International II
8:30 AM - 9:45 AM
Royal Dublin
10:00 AM - 11:15 AM
International I
10:00 AM - 11:15 AM
International II
10:00 AM - 11:15 AM
Royal Dublin