Conference Archives

2009 Spring Conference

2009 Spring Conference
Francis Marion Hotel
Charleston, SC
April 1 – 3, 2009

“Live From Charleston”
Managing in an Economic Downturn

Wednesday, April 1, 2008

7:00 – 9:00 PM Colonial Ballroom (Lobby Level)
Opening Reception
Cocktails, Hors d’oeuvres and Dinner

Thursday, April 2, 2009
7:45 – 8:20 AM Breakfast – Calhoun Room (Mezzanine/Meeting Level)

8:20 – 8:30 AM The Gold Ballroom (2nd floor)
Welcome to the 2009 Spring Conference
Rob Saron – President

8:30 – 9:30 AM “Opening Speaker”
Bob Garner, Motivational Speaker and Author, Motivative and Communicative Concepts
One of the first things to manage in an economic downturn is your own mind and thoughts and that is where Bob Garner’s fun and informative presentation fits our program. Recognized as an entertaining motivational speaker who actually has something to say, Bob’s amazing demonstrations of mindreading and ESP, clean humor and audience interaction creatively reinforce empowering information on how you can use your thoughts to achieve goals, diminish fear, worry and stress, and more effectively embrace change. Get ready to learn how to change the way you think and create magic in your life with successful entrepreneur and author Bob Garner.

9:30 – 10:30 AM “Economic Realities Impacting Surgical Practice”
Lewis Flint, MD FACS-Editor in Chief
American College of Surgeons
This presentation reviews the economic trends affecting surgical practices. The main forces influencing economic behaviors of surgeons are: 1) declining reimbursement and 2) increasing overhead costs. Currently, the costs of caring for patients funded by some payers exceed the reimbursement available. These realities have stimulated a variety of behaviors. Among the most common are changes in procedure choice for certain diagnoses; formation of practice groups to gain efficiency; and development institutional/practitioner alliances. Examples of these will be given.
Hospitals and surgeons have recognized that the safest, most high quality practices are the most economical. Some of the results of this recognition will be discussed.

10:30 – 11:00 AM Morning Break

11:00 – 12:00 PM “Insights into the FDA – Understanding the FDA Process”
Donna-Bea Tillman, Ph.D., Director, Office of Device Evaluation, FDA/CDRH
FDA’s Center for Devices and Radiological Health is tasked with promoting and protecting the public health by ensuring the safety and effectiveness of medical devices. I will discuss some of the current challenges in this area, and the steps that CDRH is taking to address them.

12:00 – 1:30 PM Lunch, Membership Meeting & Awards Presentation – Calhoun Room
(Mezzanine/Meeting Level)

1:30 – 2:30 PM The Gold Ballroom ( 2nd floor)
“Fear Factors, Human Factors, What Do They Have To Do With The Future of Health Care”
Dr. Bob Corona, Vice President of Clinical, Medical and Scientific Affairs, Welch Allyn, Inc
Fear is an incredible marketing tool. Business people, politicians, scientists and the media all use fear to their advantage. Fear has been used to lead the public to believe that there is a significant risk that they will be the victim of a serious medical error. The “science of fear” will be discussed. Human factors is not a new science but fear of medical errors has brought attention to the topic. Medicine is starting to integrate its principles into the design of devices and drugs as well as the delivery of care. What is the relevance of fear factors and human factors in the upcoming health care reform? The new administration has everyone fearful that our health care system is about to collapse. They have the public believing that spending more on health care information technology and redesigning primary care will solve most of the inefficiencies, ineffectiveness and high cost of health care. We will explore the role of fear and human factors in health care improvement.

2:30 – 3:30 PM “Vendor Credentialing” A don’t miss session
Brian Taylor – MDSI
Shawn Walker – IMDA
Bruce Stanley – AdvaMed
Peter Sheehan – REPtrax
GPO-Dan Sweeney- Novation
Kristine Hayes – Vendormate
Charlie Colpo – Owens & Minor
Stacey Anne Maloney – Gibson, Dunn & Crutcher
Vendor Credentialing has now become an issue of concern to everyone who has sales representatives calling on providers. There are many issues that raise concern among all of us. We have a 2 hour panel discussion made up of several of the more prominent players in this area. This will be your opportunity to listen, learn, and ask questions about this very important matter. Vendor Credentialing will have a significant impact on all companies large and small. No matter how you market your product; through direct sales force, through Manufacturers Reps, direct or through distribution, if you sell to a healthcare provider it will eventually impact you.

3:30 – 4:00 PM Afternoon Break

4:00 – 5:00 PM “Vendor Credentialing Panel” cont.

6:15 – 9:30 PM The Gold Ballroom ( 2nd floor) Dinner/Entertainment/Networking Event
6:15 PM We will meet back in The Gold Ballroom (2nd Floor) to begin “A Taste of Charleston” evening. Very casual attire and comfortable shoes are a necessity. We will be divided into five small groups to venture into the city with private tour guides.
6:30 PM The local guides will assist and add history but will not give answers to questions on a mini quiz that will be submitted at the end of the tour. We will enjoy 300 years of history brought to life on this fun and fascinating tour of the historic district. This old Southern city will come alive as we stroll eighteenth and nineteenth century neighborhoods for a close-up of architectural treasures, cobblestone streets, and beautiful hidden gardens. The prosperity of Charleston and its European influences are reflected in the many large and ornate buildings that have survived many natural disasters. Questions will lead groups on a stroll throughout the historic district, originally a walled city in the 1700s. A unique way to enjoy this beautiful and historic city!
7:45 PM We’ll end up at a Charleston Brewery where we will imbibe in the local food, drink and entertainment. A fun night in Old Charleston!

Friday, April 3, 2009
7:15 – 8:00 AM Breakfast – Calhoun Room
(Mezzanine/Meeting Level)

8:00 – 9:00 AM The Gold Ballroom ( 2nd floor)
“Shifting Paradigms: The Opportunity for Infection Prevention and the Key Drivers”
Kathy L. Warye, Chief Executive Officer, Association for Professionals in Infection Control & Epidemiology (APIC)
A discussion on the state of the infection prevention key drivers; CMS changes in patient prospective payment systems; changing role of the infection preventionist and positioning HMMC members in the market place.

9:00 – 9:30 AM “GPO Session – Novation”
Dan Sweeney, Sr. Vice President, Contract & Program Services, Novation
Join Dan Sweeney, senior vice president, Novation, for a discussion on how the nation’s largest contracting services company is helping health care organizations through the current economic crisis.

Topics will include:
• A market snapshot of how the financial downturn is affecting health care organizations
• How aggressive price management can help health care organizations immediately improve their margins
• How Novation is delivering innovative contracting solutions to provide long-term benefits to health care organizations and suppliers

9:30 – 10:00 “Distributor Session – Owens & Minor”
Charlie Colpo, Executive Vice President, Administration, Owens & Minor
Raising the bar in a difficult environment: How Owens & Minor is increasing the value we deliver to providers and manufacturers.

10:00 – 10:15 Break

10:15 -11:00 AM Two Groups Break for Roundtable Discussions
Group 1 – Small companies – Pinckney Room
Group 2 – Large companies – Laurens Room
Discussion of various topics

11:00 – 11:15 PM Group 1’s Presentation

11:15 – 11:30 PM Group 2’s Presentation

11:30 – 12:00 PM General Discussion – this discussion will continue if everyone sees the need to continue

Possible topics for discussion as requested by members:

• How does the current economy affect our business
• Managing in an economic downturn
• Financing from bank credit lines, mortgages and term loans
• Cost reduction steps
• What to cut – advertising, sales expenses, conventions, personnel
• Outsourcing manufacturing to low labor countries
• More automation
• Downsizing/layoffs
• Who will finance mergers and acquisitions.

• Securing and/or developing an IDN contract
• Best GPO contracts to participate in
• Roles of GPOs
• Emerging power of IDNs

• Census situation in hospitals – up or down and what are they doing about it
• Obama and the government
• Who are the new policy makers?

• The trend of urgent care centers (not retail clinics)
• What is motivating our distributors to sell our products
• Effectively working with Equipment Planners
• Physician office trends (rolling into larger organizations? At what pace?)
• Universal product codes

See you in Chicago in the fall!

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