NuEdge Alliance LLC – new GPO for independents – launched
The NDC Exhibition 2015: Power of Partnership delivered thought-provoking and collaborative insights for NDC’s supply chain partners in attendance, reports the company. Returning to the Music City Center in Nashville, Tenn., March 29 – 31, this year’s meeting engaged over 800 attendees and captured the purpose of this annual event – to foster strong, strategic partnerships and build on mutual successes.
A key addition to this year’s program was the expansion of peer-to-peer forums for owners and executives. The meeting’s enhanced format provided collaborative opportunities for distributor attendees to share ideas, experiences and insights to innovate their businesses. NDC member distributors moderated the Peer-to-Peer Roundtables, providing personal experiences encompassing a variety of market segments and topics including compensation, best practices and other successful strategies.
Mike Rockwell, vice president of Rockwell Medical Supply, Inc., commented, “I truly believe that the peer-to-peer sessions are the best way to help each other gain the knowledge, proper tools and strategies needed to succeed in this time of drastic change in our industry.” These forums drove home the fact that NDC distributors are vigilant about continuing to learn from one another to improve strategies and processes to ensure continued success.
Ted Almon, president and CEO of The Claflin Company and NDC chairman of the board, commenced the opening session on Monday morning, offering opportunities for independent distributors in the post-reform era. Following Almon’s presentation, keynote sponsor, the Midmark Corporation, celebrating its 100-year anniversary, introduced Larry Winget, the “pit bull of personal development.” Winget delivered the keynote address, reminding attendees that the key to business lies in personal accountability and hard work – concepts that have become overlooked in today’s over-complicated society.
GPO & Contracting Summit
Connecting distributor members with competitive pricing through the utilization of contracts, both local and GPO, is a large focus for NDC in 2015. To support this initiative, a significant portion of this year’s program was dedicated to a “GPO & Contracting Summit,” which provided attendees numerous opportunities and sessions to rediscover how to work with NDC to traverse the contracts and rebates process.
NDC also welcomed several GPO partners and their affiliates, including Amerinet, MedAssets/MediGroup, Novation/Provista and Premier/CHAMPS, to present about the impact GPOs are making in the alternate and long-term-care/post-acute-care markets. Distributors learned about the services available through GPO affiliate programs to help navigate the complicated, but essential, pricing and paperwork process. Following these group presentations, distributors seized the opportunity to meet one-on-one with GPO/affiliate representatives to build new relationships and solidify existing partnerships.
NuEdge Alliance
Another major focus of the meeting was the launch of NuEdge Alliance, LLC, a new group purchasing organization dedicated to supporting all independent distributors regardless of affiliation. This endeavor focuses on delivering efficiency to healthcare providers through cost containment and exceptional service. By partnering with Novation and Provista, and aggregating the purchasing power of all independents, NuEdge will offer distributors, manufacturers and provider customers meaningful contracts applicable to non-acute care markets. NuEdge will provide best-in-class pricing and solutions, including no administrative fees on non-contract sales, and free membership to end-user customers as part of a simple on-boarding process. The new website and member portals will launch this summer.
“We are simply providing another tool that will enhance the competitive position of independent distributors,” says Dave Rose, NDC vice president, business development. “It’s about raising the bar and working together to find easier ways for independents to engage in GPO contracting. More important, NDC is focused on working with all GPO partners to develop creative solutions that make solid sense for all stakeholders. For example, we have also partnered with MedAssets in a unique way to offer NDC members access to Hoolos™, a new contract search and cross-referencing tool. At the end of the day, it really is about being proactive and innovative.”
Award-winners
The GPO & Contracting Summit concluded as attendees gathered at the Awards Lunch to celebrate the accomplishments and partnerships at work between the distributors and manufacturers. Success stories from manufacturers such as Nestlé Health Sciences, Arkray and GOJO were shared among colleagues, reiterating the notion that independents remain a powerful force in the healthcare industry.
“In 2014, NDC distributors realized 28.6 percent growth across multiple markets in an industry that grew 2.6 percent overall,” said Mike Carver, GOJO Industries. Success stories such as these energized attendees, confirming that opportunity still lies ahead for independent distribution.
NDC’s Member of the Year Award, recognizing a member distributor demonstrating a strong commitment to NDC and its vendor partners, was awarded to Shared Service Systems, Omaha, Neb. Shared Service has been in business since 1969, joining the NDC family in 1994., “Shared Service Systems is a class act,” says Colleen Stern, NDC vice president, medical sales. “They are exceptional business partners for NDC and our manufacturers, and it is a pleasure to work with their team.”
NDC’s Vendor of the Year was awarded to PDI, a valued manufacturer partner to NDC for over 20 years and Premier Vendor since 2012. PDI has experienced phenomenal growth year after year and showcases a strong commitment to supporting NDC’s distributor partners.
The Premier Vendor Exchange allowed NDC’s Premier Vendor partners to host pre-scheduled meetings with distributor management teams. This setting was the perfect opportunity for participants to power up and take their strategic partnerships with healthcare’s leading manufacturers to the next level.
Duncan McKinnon of Smith & Nephew was especially pleased with his teammates’ response to the event. David Barozzino, director of sales, commented that the Premier Vendor Exchange was “outstanding and the highlight of the exhibition,” while Shawn Bowman, national sales director, lauded the event as being “extremely productive and definitely time well spent.”
Sales talk
HIDA President and CEO Matt Rowan opened the Sales Session, “Taking a Bite out of Triple Aim,” with an overview of healthcare today and what to expect moving forward. Following his presentation, this interactive session took a page from the TV show, Shark Tank, and invited three distributor “sharks” to meet face-to face with leading manufacturers in the infection prevention and laboratory diagnostic categories. Presenters pitched their programs and provided attendees with critical information to lead meaningful discussions with customers concerning the core categories of the Triple Aim of Healthcare – population health, patient experience and per capita cost sales.
On Monday evening, colleagues gathered at the “Fun with Friends” networking event to relax and unwind after a day of education. Networking sponsor, BD Diagnostics, introduced comedic hypnotist, Michael Blaine, who took the stage along with audience volunteers representing the industry for a live demonstration of the power of suggestion. The results were hilarious and mesmerizing for spectators as well as participants, with all in attendance buzzing about the event well into the following day.
Tuesday’s tradeshow showcased over 135 manufacturer companies introducing new products, services and solutions. Show specials, prizes and giveaways kept the show floor lively and distributor attendees charged up throughout the afternoon. The exhibition came to a close with the grand finale at the Wildhorse Saloon, in NDC tradition. Entertainment sponsors, Innovative Healthcare Corporation (IHC) and Roche Diagnostics, introduced Clare Dunn, independent recording artist, who entertained attendees with farm-girl roots and rock classics for an eclectic closing performance.
As the pressure for growth and development continues to build, NDC and their supply chain partners embrace opportunities to ensure a vibrant and sustainable future for independent distribution. The collaborative approach requires a genuine commitment from distributors, manufacturers and GPOs to work together, building the infrastructure for pragmatic leadership and managing change to achieve positive outcomes in healthcare. NDC’s 2015 Exhibition was a testament to the collective impact determined individuals working together can make through the “Power of Partnership.”
Award-winners
NDC Member of the Year: Shared Service Systems
NDC Vendor of the Year: PDI
Distributor Representative of the Year: Roger Mezhibovsky, Med-Plus, Inc
Manufacturer Representative of the Year: Cheryl Griffin, Nestlé Health Science