Upcoming Defending Price™ Programs
Healthcare Industry
Suppliers to the healthcare
industry face an increasingly challenging sales
environment. Defending Price™
training equips you with proven skills and tools
for defending the value of your products and
services.
View full program brochure (PDF) here.
To register for one of our 2020 programs, please click on the location that you would like to attend.
Designed Specifically for Medical Device, Equipment & Consumables Suppliers
Healthcare reform, industry consolidation and the shift to new
payment models are pressuring hospital margins. In response, providers
relentlessly attack supplier pricing and continue to demand big
discounts.
Suppliers must learn to translate everything they can do
for providers into a business case that will resonate with clinicians,
as well as personnel on value analysis committees and in the supply
chain organization.
In order to do this well, you need to fully understand:
- The increasing role of value analysis committees (VACs);
- Ongoing shifts to pay-for-performance (P4P) and accountable care;
- Nuances behind the various P4P programs such as Medicare’s
Value-Based Purchasing (VBP), Hospital-Acquired Conditions (HAC)
Reduction, Readmission Reduction, and Shared Savings Programs (SSP),
including how the scores are calculated and how bonuses and penalties
are calculated.
This healthcare industry training will help you:
- Provide clinical and economic justifications for your product or service;
- Avoid exaggerated claims that undermine your credibility;
- Improve your knowledge of value analysis committees – how they operate and how they prefer to engage with suppliers.
You’ll hear success stories from the healthcare supplier community
and be able to benchmark yourself against industry best practices.
By the end of the workshop, you’ll be able to translate your
company’s benefits into specific bottom-line value for your clients.
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Most leading healthcare
suppliers in the North American market. For
example, among medical device suppliers past
attendees include:
- 71 of the top
100 suppliers
- 23 of the top 25 suppliers
- 9 of the top 10 suppliers
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"A
very informative session. I appreciated the detailed explanation and
supporting information on the pay-for-performance (P4P) programs CMS is
rolling out. I can use this information immediately."
- - Brian Lane, Dir Strategic Accounts,
Medtronic
“The
best summary of the pay-for-performance
programs CMS has introduced I’ve seen to
date.”
- Bill Crandell, Dir. of Marketing,
Instrumentation Labs
“Excellent content! Provides a clear roadmap and summary of the changes taking place in this challenging environment.”
- — Brenda Valente, VP of Field Sales,
Ecolab
"I
partcularly enjoyed the time spent on
specific CMS reform initiatives."
- Kaite Mimms, Clinical Affairs Manager
Abbott
"I’ve
been to several sales and
pricing-related programs but this course
was by far the best."
- Steve Robertson,
Dir. Corp. Accounts
Exactech
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Who should attend? This one-day seminar is designed for the following roles at medical device, equipment and consumables' suppliers:
- Sales & Marketing Executives
- Territory Sales Managers and National Account Directors
- Marketing and Product Managers
- Pricing Managers and
- Health Economics Personnel
Defending Price™ training sessions can also be
conducted on-site at your facility for you and your sales and marketing teams. To
learn more about what we offer and how we can
help, contact
us.
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