Channel Conference

January 29–30, 2019 | Coral Gables, FL
Conference Speaker

Karl Karlsson

Conference Speaker

Dana Frank

Conference Speaker

Kathryn Carpenter
Catholic Health Initiatives

Conference Speaker

Chris Engmark
Aultman Hospital

Conference Speaker

Robert Matthews

Conference Speaker

Scott Jackson
Henry Schein

Conference Speaker

John Goehle
Ambulatory Surgery Center Expert

Conference Speaker

Cindy Juhas

Join provider, distributor, and manufacturer leaders in Miami to discuss trends impacting your hospital, physician, and health system customers: the continuing transition to value-based payments, increasing industry consolidation, consumerism, and much more. You’ll gain key insights into your customers’ current and future challenges, and ideas for reaching and serving shifting market segments.

Conference Highlights:
  • The Volume-to-Value Transition: How are provider organizations evolving as new penalties and policies continue to roll out?
  • Shifting Sites of Care: With payment systems increasingly driving care to the lowest-cost settings, what strategies are providers pursuing to survive and grow? What segments are poised for growth?
  • New Decision-Makers: Who will make the purchasing decisions, and how will their decision-making criteria evolve amid continued consolidation? How are group purchasing organizations and regional purchasing coalitions impacting product choices?
  • Distribution Channel Strategies: How can distributors and manufacturers best work together in this new environment to help providers reduce supply chain costs while improving outcomes?

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Who Should Attend

• Manufacturers, distributors, group purchasing organizations (GPOs), solutions providers
• CEOs, sales and marketing executives, strategic/national accounts leaders
• Anyone else who wants to grow their business in acute, non-acute, and health system markets

...And Why

• Networking with healthcare provider leaders and supply chain partners
• Insights on major trends impacting your acute care, primary care, and surgery center customers
• Understanding on how these trends are impacting your distribution channels
• Strategies for succeeding in a fast-changing market

Conference Agenda

Agenda | Acute Care Focus | January 29, 2018

Welcome And Objectives • 1:30-1:45pm 

How The Shift From Inpatient To Outpatient Is Changing The Healthcare Landscape • 1:45–2:30pm

Karl Karlsson, Principal, Sg2
• How policy changes and consumer demands are driving the shift away from inpatient care
• Where hospitals and integrated delivery systems are turning to find profitable growth opportunities
• What suppliers can do to stay ahead of shifting demand and better serve health system customers

Integrating Clinical Goals With Supply Chain Strategies In The Health System • 2:30–3:15pm

Kathryn Carpenter, RN, Vice President, Clinical Strategy, Catholic Health Initiatives
Dan DeLay, SVP, Supply Chain Operations, Catholic Health Initiatives

• Serves a $15.5 billion health system with 100 hospitals and clinics in 18 states
• Leads the system’s efforts to develop a clinically driven supply chain

Product Line Conversions: Best Practices For Smooth Transitions With No Surprises • 3:45–4:15pm

Dana Frank, Director Clinical Resources – Acute, Concordance
Chris Engmark, Director, Purchasing, Aultman Hospital

• What happens when the customer says “yes” to switching to a new product
• Why the process of converting a line in the hospital or health system setting is complex and challenging.
• How Concordance worked with its customer, Aultman Hospital, to map out the process and identify all the steps required to ensure a smooth transition
• What information must be shared by the provider, manufacturer, distributor, and GPO

Roundtable Discussions • 4:15-4:30pm

Acute Care Provider Panel: Perspectives on Manufacturer, Distributor, and GPO Relationships • 4:30-5:30pm

Kathryn Carpenter, VP, Clinical Strategy, Catholic Health Initiatives
Dan DeLay, SVP, Supply Chain Operations, Catholic Health Initiatives
Chris Engmark, Director, Purchasing, Aultman Hospital
Karl Karlsson, Principal, Sg2

• Top priorities for IDN decision-makers
• Perceptions on evolving supply chain models
• Trends in group purchasing, regional aggregation, and local contracting
• Solutions they’d most like to see from suppliers

Networking Reception • 5:30–7:00pm

Agenda | Non-Acute Care Focus | January 30, 2019

Helping Your Non-Acute Customers Make The Leap From Volume To Value • 8:00–8:45am

Robert Matthews, President & CEO, MediSync
• What it means when customers accept risk-based contracts with payers
• Why these contracts are often highly unprofitable, and what strategic changes providers have to make to avoid losses
• How suppliers can help physician practices adapt and thrive in the value-driven environment

Growth Strategies For The Ambulatory Surgery Center Segment • 8:45–9:30am

John Goehle, Ambulatory Surgery Center Expert
• Top strategic priorities for surgery center customers, and how suppliers can help
• The ongoing shift in surgeries out of hospitals and into ASC and even physician offices
• Nationally known speaker and consultant on ASC reimbursement, regulatory compliance, and strategy

How Manufacturers Can Better Partner With Distributors To Support The ASC Customer's Needs • 9:45-10:15am 

Scott Jackson, Healthcare Services-General Manager, Henry Schein
• The nuances of the ASC supply chain
• Distributor and manufacturer roles within the ASC
• Direct vs distribution: how and when each makes sense
• Manufacturer strategies for supporting the ASC customer’s needs

Case Study: Manufacturer-Distributor Collaboration To Build A Complete Solution For A Large Non-Acute Customer • 10:15-10:45am 

Cindy Juhas, Chief Strategy Officer, CME
Scott Hirst, Strategic Account Executive, Midmark

• Large custom project involving 2,093 pieces of casework for 127 different rooms over 5 phases and approximately 2 years
• Major phases of the project, from design to delivery, and how challenges were overcome at each stage
• Strategies that CME and Midmark employed to make customer’s ride a smooth one and deliver a complete solution

UChicago Case Study: A New Strategy For Servicing Non-Acute Locations • 10:45-11:00am

Osvaldo Torres, Director of Strategic Sourcing, UChicago Medicine

Roundtable Discussions • 11:00-11:15am

Non-Acute Panel: Changing Priorities In A Consolidating Market • 11:15am-Noon

Osvaldo Torres, Director of Strategic Sourcing, UChicago Medicine
Cindy Juhas, Chief Strategy Officer, CME
Scott Jackson, Health Services-General Manager, Henry Schein
Scott Hirst, Strategic Account Executive, Midmark
• Addressing top priorities for non-acute providers
• Managing changing decision-making structures as non-acute providers align with health systems
• Maximizing partnerships with GPOs, distributors, and manufacturers

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Online registration

Register online with your HIDA username and password. If you do not have a login, create an account to sign up for the conference. If you have an account but are unable to log in, retrieve your username or password.
For additional support contact HIDA:

Phone or Email Registration

To register by phone, call 866-451-9367. To register by email contact HIDA registration:

Event Contact:

Stephanie Reed»
Director, Education

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All prices are per person.




One Channel Strategies Conference: $899

One Channel Strategies Conference: $1899

Additional half-day segment: $400

Additional half-day segment: $900





One Channel Strategies Conference: $1199

One Channel Strategies Conference: $1899

Additional half-day segment: $500

Additional half-day segment: $900

Registration & Cancellation Policies

Space may be limited. Registration is first-come, first-served. Registrations 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. 

Participants must cancel in writing via mail or email in order to request a full refund, less a $35 processing fee. A full refund minus the processing fee will be available prior to December 19, 2018, and a 50% refund will be available between December 20, 2018, and January 10, 2019. While no refunds are available as of January 11, 2019, a company may substitute a registrant at any time without penalty.

Conference badges are required for attendance at all events.

Hotel Reservation Information - Book Today To Save!

The Biltmore Hotel Miami | Coral Gables, FL

Book online: Biltmore Hotel Group Sign-In► | Refer to group booking ID #1742  

Rate: $289/night (plus $22/day resort fee, 13% occupancy tax)
Address: 1200 Anastasia Avenue, Coral Gables, FL 33134
Phone: 877-576-0793 | To book your room, refer to group booking ID # 1742 “HIDA”
Email: | Refer to group booking ID # 1742 “HIDA”

Room Block Cutoff: December 28, 2018 
To receive the discounted HIDA hotel rate, book your hotel room by December 28, 2018
After the cutoff date, rooms will be booked on a space-available basis only and room rates are subject to change.

Hotel Cancellation Policy:  If you cancel 8 or more days before arrival, a $50 cancellation fee is charged; the remainder of the deposit is returned to your credit card.

Opportunities Include:

  • Back of Badges Sponsor - $2,500
  • Nightly Schedule of Events Email Sponsor - $3,000
  • Education Session Sponsor - $3,500
  • Reception Sponsor - $4,500

Sponsorship Contact:

Julie Berry»
Director, Conferences & Sponsorship Sales

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