Manufacturers Seminar
May 29-31, 2012
Millennium Knickerbocker Hotel
Chicago, IL
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Access Speaker PowerPoint Presentations
General Sessions
Wednesday │March 7
2012 Political Debate: Elections, Economy, and More
8:00 a.m. – 9:15 a.m.
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Senator Blanche Lincoln
- U.S. Senator (D-Arkansas), 1999-2011
- Member of the House of Representatives, 1993-1997
- Served on the powerful Senate Finance Committee
- Chaired the Senate Agriculture, Nutrition, and Forestry Committee
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Governor Jeb Bush
- Governor of Florida, 1999-2007
- Made major strides in education reform, job growth, and Medicaid reform, while reducing taxes
- Currently the head of his own successful consulting business, Jeb Bush and
- Associates, where his clients range from small technology start-ups to well-known Fortune 500 companies.
- Chairman, Foundation for Excellence in Education
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The opening political debate kicks off the Executive Conference. This year’s powerful and thoughtful leaders are expected to elevate the conversation on how to address the key challenges facing America today, while still providing contrasting and provocative viewpoints. A successful governor and business, economic, education and health care reformer, Jeb Bush is known for bringing civility to the discussion of bi-partisan viewpoints. Blanche Lincoln, the youngest woman ever elected to the United States Senate, served 16 year in Congress, building a reputation as an intelligent, bipartisan legislator. Get an insider’s scoop on the 2012 elections, key issues like jobs and energy, and divergent perspectives on healthcare reform in this dynamic session.
The C-Suite Agenda: Provider Outlook for 2012 and Beyond
9:30 a.m. – 10:30 a.m.
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Bradford S. Koles, Jr.
The Advisory Board
- Executive Director and national spokesperson for the Advisory Board Company, a publicly-traded research firm serving more than 2,600 of America's leading hospitals and health systems
- Health care economist trained at Johns Hopkins University; thought-leader in health system strategy
- Expertise in all the significant reform initiatives: vertical integration and physician partnership models, managed care and payer contracting, horizontal integration and system economics, and consumerism
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In this session, gain insights on healthcare executives’ most critical strategic objectives for the coming months and years. The Advisory Board conducts research with hundreds of health systems and advises their leaders in areas including revenue enhancement, cost management, and clinical quality. Bradford Koles will explain what keeps your customers awake at night – from new reimbursement systems to staffing challenges. He’ll address whether decreased demand for care is a temporary blip or a fundamental change in how consumers access care, what’s ahead for the “accountable care” concept, and how risk-based payment models could impact the purchasing environment. He’ll also address the enormous cost pressures on providers, and explain why they won’t be able to stay afloat through expense cutting alone. You’ll learn why “clinical mix” are the two most crucial words for financial success, and how this will lead to significant changes in not only the acute care market, but the physician and long-term care markets as well.
The 2012 Economic Forecast: Uncertainty Brings Opportunity
1:15 p.m. – 2:15 p.m.
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Peter Ricchiuti
- Assistant Dean and Director of Research, A.B. Freeman School of Business, Tulane University
- Former investment banker with Kidder Peabody & Co.
- Served as Louisiana’s assistant state treasurer and chief investment officer, managing the State's three billion dollar investment portfolio
- Founder and leader of Burkenroad Reports, an investment research program featured in The Wall Street Journal and other media, which utilizes a team of 200+ business students to search for undervalued and overlooked stocks in six southern states
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The current economic climate has many people “sitting on their hands.” It’s just this kind of environment that allows innovators to flourish. Tulane Business Professor Peter Ricchiuti, whose insight and humor have twice made him the School's top professor, will provide his forecast for the economy and financial markets and take the “spin” off of the challenges we face. In a presentation that is equally entertaining and informative, variables such as the future direction of interest rates and oil prices will be used to put today’s environment in a proper context.
Thursday │March 8
IDNs: Reshaping Healthcare
8:00 a.m. – 9:15 a.m.
Integrated delivery networks (IDNs) are a driving force changing the face of healthcare markets. They are expanding, acquiring physician practices and clinics, and rethinking their supply chain models. In this session, find out what some of the country’s top IDN executives foresee for their organizations and for healthcare as a whole. This wide-open discussion will delve into many areas and allow time for questions. Gain insights on what IDN executives think about the benefits and challenges of becoming an accountable care organization, how they are responding to reimbursement cuts, their plans for physician practice integration, how they view self-distribution and other supply chain strategies, and much more.
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C. Martin Harris, M.D., M.B.A., The Cleveland Clinic
- Chief Medical Information Officer for The Cleveland Clinic, one of the nation’s most respected healthcare systems, with 4,600 beds system-wide; ranked as number one nationwide for cardiac services
- Also serves as the organization’s chief strategic planning officer
- Graduate of the University of Pennsylvania School of Medicine; MBA from The Wharton School of the University of Pennsylvania; board-certified in internal medicine
- Focuses on using health IT to redesign the delivery system and engage the patient
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Douglas D. Hawthorne, FACHE, Texas Health Resources
- Chief Executive Officer, Texas Health Resources, a health system of 24 acute care and short-stay hospitals and multiple outpatient sites
- Four THR hospitals listed among the Top 100 Hospitals in America for clinical excellence
- Named by Modern Healthcare as one of the 100 Most Powerful People in Health Care
- Chair of the Health Leadership Council Executive Task Force on the Uninsured; member of the American Hospital Association's President's Forum; past chairman of the board of Premier
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Mark C. Shields, MD, MBA, FACP, Advocate Health Care
- Vice President, Advocate Health Care, and Senior Medical Director, Advocate Physician Partners
- Oversees all clinical functions related to 3,900 physicians aligned with 10 Advocate hospitals
- Served on the boards of directors of the Alliance of Independent Academic Medical Centers (AIAMC) and the Medical Group Management Association (MGMA) and on the Committee on Health Professions of the American Hospital Association
- Graduate of Harvard Medical School and the University of Chicago Business School; board certified in internal medicine
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Hospital Procurement Study: How Using Distribution Maximizes Efficiency
9:30 a.m. – 10:15 a.m.
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Rob Addison, PricewaterhouseCoopers
- Leads PWC’s national healthcare supply chain practice
- Specializes in performance improvement and non-labor cost reduction in hospitals
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Get first-hand results from HIDA’s recent study of hospital procurement and supply chain practices. PWC’s on-site analysis at more than a dozen different hospitals across the country compares the activity costs related to procurement through distributors to procurement through direct vendors. Study results are expected to compare fully-loaded costs for sourcing products, ordering, logistics, and product handling in both materials management and clinical departments.
HIDA Government Affairs Update
9:30 a.m. – 10:15 a.m.
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Linda Rouse O’Neill
- HIDA Vice President, Government Affairs
- Formerly Director of Federal Affairs at Premier, Inc.;lobbied for the organization’s issues including Medicare/Medicaid reimbursement, health IT/EHR, and unique device identification (UDI)
- Worked on Capitol Hill as a legislative assistant to Senator Craig Thomas (R-WY), providing healthcare advice and analysis to the Senate Finance Committee
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Get the most critical government affairs issues. This presentation will cover healthcare reform and all the new provider policies it includes, as well as competitive bidding, pedigree, and more.
Friday │March 9
Value Creation Strategies for Distribution: It’s All about the Customer
8:30 a.m. – 9:30 a.m.
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Michael Marks
- Founder, Indian River Consulting Group
- Co-author, Value Creation Strategies for Wholesaler-Distributors, and Working at Cross-Purposes: How Distributors and Manufacturers Can Manage Conflict Successfully
- 20-year career in distribution management
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Popular distribution consultant Mike Marks will share insights from research on how the most successful distributors in any industry achieve superior performance. Marks believes that even though manufacturer partnerships are critically important to distributor success, the profitable distributor of the future must be driven first by the market needs rather than by vendor needs.
Education Sessions
Wednesday │March 7
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11:00 a.m.–Noon
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Accountable Care Organizations: Catalysts for Change?
- How different types of public and private ACOs are being developed and how providers are reacting to each
- Why ACO development is expected to continue no matter what happens with government policies and rules
- What major provider organizations are planning
- How ACOs will change the way your customers care for patients, manage their operations, and relate to their partners
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Supply Chain Strategies for Integrated Physician Practices
- How much of the physician market is currently independent – and how quickly is the market is shifting?
- Various IDNs’ approaches to supply chain management for acquired practices – consolidated distribution, dual distribution, self-distribution, and other strategies
- How to articulate your company’s value as decision-making changes fast
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Long-Term Care Market Shifts: Healthcare Reform and More
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2:45 p.m.–3:45 p.m.
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Optimizing Distributor Growth and Market Share | F. Barry Lawrence, Texas A&M Industrial Distribution Program
- Determine how to enter new markets and/or acquire competitors
- Optimize new product introductions in alliance with suppliers and market needs
- Optimize your firm's "footprint" of investments for serving desired markets
- Learn how to optimally allocate customers to operations and sales force activities
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Manufacturer-Distributor Streamlining Strategies
- How issues including healthcare reform, physician-hospital integration, and others could drive changes in manufacturer-distributor relationships
- What the customer of the future will demand from supply chain partners
- Elements of the most effective and most innovative partnerships
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Self-Distribution and Self-Contracting: Teasing Out the Trends | John Pritchard, U.S. LifeLine
- Understand IDN leaders’ thoughts about supply chain functions, including the challenges causing some to investigate self-distribution
- Find out what’s really happening in “self-distributing” IDNs – how many there are, and how much is self-contracting vs. self-logistics
- Consider how these trends create upstream impacts for manufacturers
- Identify opportunities and threats for distributors
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Roundtables
Roundtables are breakout sessions for HIDA members and Foundation Associates to exchange ideas, solve problems, and learn from each other. Industry executives will moderate each roundtable, but all participants are asked to bring issues and questions and be prepared to take part in the dialogue.
Thursday │ March 8
10:30 a.m. – 11:30 am
Market-Specific Roundtables
- Physician Market Roundtable
- Hospital Market Roundtable
- Long-Term Care Market Roundtable
- Home Care Market Roundtable
- Lab Roundtable
Friday │ March 9
9:45 a.m. −10:45 a.m.
Owners Roundtable: Share ideas on how market changes are creating opportunities and challenges for independent distributors. Distribution consultant Mike Marks will stay to participate in an unscripted small-group conversation especially for business owners.
- What makes independent distributors well-positioned for success, especially when the market is changing fast
- New thoughts about your sales and marketing efforts
- What the future holds for the smartest small businesses
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Executive Conference