Grand Salon

Monday, April 17, 2023
9:00 AM - 10:15 AM

In today's healthcare landscape, suppliers face fierce competition in the race to maintain and grow their customer base. To gain a competitive edge, suppliers must adopt a data-centric strategy that helps them identify and leverage key insights to drive growth and market share. During this panel discussion, we will explore how suppliers can harness the power of data to better understand their customers and develop targeted marketing and sales strategies. Participants will learn how to use data to identify trends, track market share, benchmark against competitors, and tailor messages and offers to meet the specific needs and preferences of the IDNs. Ultimately, this session will provide suppliers with the tools and strategies needed to compete more effectively in today's dynamic healthcare marketplace, driving growth, and success for their businesses.

Learning objectives:

1. Explain the importance of adopting a data-centric strategy to gain a competitive edge and identify the specific benefits of leveraging data.

2. Identify data sources and tools to utilize to collect and interpret information into actionable strategies.

3. Cultivate targeted marketing and sales strategies by applying data analysis techniques to develop messages and offers tailored to meet the specific needs and preferences of hospital members.

4. Measure the success of data-driven strategies and adjust approaches as needed through the identification and tracking of key performance indicators (KPIs).

10:45 AM - 12:00 PM

The growth of regional purchasing coalitions (RPC) in healthcare has accelerated over the past several years with some putting the number of them at approximately 200 nationwide. Everyone generally understands how and why they operate, their appeal, and why they continue to grow. But although there can be general similarities, each RPC can be quite unique in terms of their makeup, overall goals, and objectives. This likely spirited session will seek to explain the RPC world in a little more detail, describing its evolution, benefits, and possible challenges to participation.

Learning objectives:

1. Define the concept of RPCs and explain their historical evolution.

2. Identify the benefits of participating in an RPC, including cost savings, increased purchasing power, and access to a broader range of products and services, and more flexibility than national organizations.

3. Analyze the potential challenges associated with participation in an RPC, including issues related to governance, decision-making, and conflicts of interest, and explore strategies for mitigating these challenges.

4. Evaluate the unique characteristics of specific RPCs, including successes, organizational structure, membership, and purchasing strategies, and develop a framework for assessing RPCs best suited to meet the needs of your organization