Laboratory & Diagnostics Market

Transcription

1 New Realities in the Laboratory & Diagnostics Market November 12-13, 2013 Gaylord National Washington, D.C. Kenneth Blick University of Oklahoma Health Sciences Center Julie Halic Peace Health Laboratories Nancy Lyon Lab Manager and Consultant Ken Rosemann Amerinet Dan Eckert Laboratory Supply Company (LABSCO) Scott Glanzman McKesson Medical-Surgical Ed Reilly O&R Medical Sales and Service Mark Zacur ThermoFisher Scientific Gunter Wessels Healthcare Strategist Elizabeth Hilla Health Industry Distributors Association

2 Agenda Tuesday, November 12 Networking Reception/Dinner 6:00 p.m. Wednesday, November 13 Networking Breakfast 7:00 8:00 a.m. Welcome and Objectives 8:00 8:15 a.m. 6 Things You Need to Know about Healthcare Reform s Impact on Diagnostics 8:15 8:35 a.m. Linda Rouse O Neill Vice President, Government Affairs, HIDA Broad expertise based on experience with HIDA and on Capitol Hill Find out reimbursement cuts, new penalties for readmissions and infections, and other changes in the Affordable Care Act will impact lab markets. Provider Focus Group 8:35 9:50 a.m. Kenneth Blick, PhD Director Laboratories Academic medical center offering a comprehensive array of both routine and sophisticated diagnostics services Nancy Lyon Lab Manager and Consultant Oversees lab services for large internal medicine group; also helps practices set up POLs and improve compliance Julie Halic, MBA Chief Operating Officer 11 laboratories and over 20 patient service centers throughout the Pacific Northwest, supporting the PeaceHealth system There s no one-way glass in this focus group, so you can get candid answers to critical questions about laboratory and diagnostic trends and customer needs. What do laboratory providers need from manufacturers and distributors, and how is that changing? What is the value of diagnostics in the health system and in the local physician office? How do providers view the role of lab testing in reducing costs and improving outcomes? How is healthcare reform impacting laboratory providers? Where will diagnostic testing happen in the future? What is the impact of new hospital readmissions penalties on laboratory decisions? How is healthcare consolidation playing out in the laboratory segment? 2013 HIDA Educational Foundation. Any dissemination, distribution or copying of information obtained from this conference is strictly prohibited and is not to be shared without written permission from the HIDA Educational Foundation.

3 Group Purchasing and Corporate Impacts on Lab/Diagnostics Markets 10:15 10:50 a.m. Provider Panel and Ken Rosemann, Vice President, Laboratory and Diagnostic Imaging, Amerinet Collaborates with acute and non-acute care providers nationwide for group purchasing, performance improvement, and ongoing support. What is the GPO s role in lab/diagnostics markets, and how is it changing? How are regional, local, and self-contracting impacting lab purchasing? How does contracting differ in the lab market compared to other segments, and how is that evolving? Distributor Executive Perspectives 10:50 a.m. 12:15 p.m. Dan Eckert President & COO Ed Reilly President Scott Glanzman Vice President, Sales Mark Zacur Vice President, Strategic Marketing & Business Development How is distribution adapting to changing lab provider needs? How is consolidation among both providers and distributors impacting the lab market? How can distribution help manufacturers reach diverse diagnostics markets, including reference facilities, physician office labs, and hospital laboratories? How do distributors expect testing locations and volume to shift as a result of healthcare reform? What do the most effective manufacturer partners do to get sales support from distributors to reach lab/diagnostics markets? Networking Lunch 12:15 1:15 p.m. Growing Diagnostics Sales through Improved Collaboration Group Discussion All Panelists 1:15 2:15 p.m. What are the greatest opportunities for diagnostics in the changing healthcare environment? How can providers and suppliers work better together to improve patient outcomes and reduce costs? What are the most effective ways for vendors to present their solutions to customers? Roundtable Discussions Choose One 2:15 3:15 p.m. GPO Trends in the Lab/Diagnostics Market (Ken Rosemann, Julie Halic, Scott Glanzman) Expanding the POL Market (Nancy Lyon, Dan Eckert, Ed Reilly) Serving Hospital and Reference Labs (Kenneth Blick, Mark Zacur) Roundtable Insights 3:30 3:45 p.m.

4 Success in the New Normal: Creating Demand by Facilitating Integrated Care 3:45 4:30 p.m. Gunter Wessels, Ph.D., M.B.A., Partner & Healthcare Practice Principal Total Innovation Group, Inc. (TIGI) Expertise on implications of health care policy changes with strong background in diagnostics sales Insights and Conclusion 4:30 5:00 p.m. Seminar Facilitator Elizabeth Hilla Sr. Vice President, Health Industry Distributors Association Executive Director, HIDA Educational Foundation 26 year veteran of the healthcare distribution industry Registration Information THREE Easy Ways to REGISTER CALL hida@paemsolutions.com FEES (Payment must be received to process registration.) WEB $1,199 HIDA Educational Foundation Associate or HIDA member $1,899 Non-Associate Contact Lori Smith for information on Associates Program membership at Conference registration fee includes all program materials and scheduled events. REGISTRATION POLICY: Space may be limited. Registration is first-come, first-served. Registration forms 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. Cancellation POLICY: Participants must cancel in writing via mail, fax, or in order to request a refund, less a $35 processing fee. A full refund minus the processing fee will be available prior to October 12, 2013, and a 50% refund will be available between October 13, 2013 and October 27, While no refunds will be available after October 28, 2013, a company may substitute a registrant at any time without penalty. Group Discounts Available. Contact Stephanie Gaylord National Resort & Convention Center 201 Waterfront Street, National Harbor, MD Phone: (Refer to Health Industry Distributors Association meeting in November) Web: Rate: Single/Double $215 per night, plus 16% tax ; Triple $235 plus tax and $15 resort fee Room Block Cutoff: October 13, 2013 After the cut-off date, rooms will be booked on a space-available basis only and room rates are subject to change. Hotel Cancellation Policy: Guests must cancel hotel reservations 72 hours in advance to receive a full refund.

5 The Laboratory Diagnostics Market Is Changing Fast The diagnostic market is in flux. Market consolidation could push more testing to centralized locations, but the drive to improve quality creates incentives for near-patient testing in locations like the physician office lab. HIDA s lab-focused Market Conference will help manufacturers and distributors navigate the trends and chart a course for success. Hear Directly from Leading Laboratory Providers Focus group format: no slides or lectures, just candid dialogue Responses to issues including reducing cost of care, healthcare consolidation, quality measures, and more Impact of healthcare reform Implications for business partnerships Understand How Changes Impact Your Channel Partners Leading distributors approaches to serving the lab and POL market Open conversation on improving channel relationships Insights on the evolving role of the sales force Grow Your Success in Laboratory and Diagnostics Markets Understand how manufacturers and distributors can more effectively collaborate Learn who s making the decisions in key provider organizations, and how to reach them Know how to succeed in the new value not volume healthcare environment Who Should Attend Manufacturer CEOs, VPs sales/marketing, national accounts managers Distributor owners, CEOs, sales executives Anyone else who wants to build more powerful channel partnerships in the laboratory and diagnostic market...and Why HIDA seminars bring key players together to better understand our industry and its challenges. Mark Beran, Chief Commercial Officer, TIDI Products LLC Just the right mix of presentations, interaction and round table discussion, all wrapped around a great networking opportunity. Brenda Highley, Director, Distribution Partners, Beckman Coulter, Inc.

6 New Realities in the Laboratory & Diagnostics Market November 12-13, 2013 Gaylord National Washington, D.C. New Provider Focus Group Kenneth Blick University of Oklahoma Health Sciences Center Julie Halic Peace Health Laboratories Nancy Lyon Lab Manager and Consultant Ken Rosemann Amerinet Distributor Executives Dan Eckert Laboratory Supply Company (LABSCO) Scott Glanzman McKesson Medical-Surgical Ed Reilly O&R Medical Sales and Service Mark Zacur ThermoFisher Scientific Gunter Wessels Healthcare Strategist Elizabeth Hilla Health Industry Distributors Association 310 Montgomery Street Alexandria, VA Nonprofit Org. U.S. Postage PAID Hagerstown MD Permit No. 93