National Accounts Today: A Podcast

We visit with John Shinar of 3M on today’s episode. John takes us through losing his wife Martha to breast cancer, devoting countless hours to walking in the Susan G. Komen events and shares who he meets on one of those walks. John also shares with us what the Supply Chain will look like in the future. You will be interested in what he thinks the Supply Chain Leader of the future will act like. He also gives us insight as to what National Account Executives will need to know to thrive in this crazy new world.

In this podcast, Scott Pecore, president of ANAE talks with Sean Gallimore, SVP & GM from PDI Healthcare, a leader in Infection Prevention products for the healthcare market. Scott and Sean talk about SARS-CoV-2 (the virus that causes COVID-19); the products PDI has in development and pending FDA approval for use against SARS-CoV-2; and how the company has adjusted its sales, operations, and supply chain to best serve the market during the pandemic. Sean and Scott also discuss lessons learned from the pandemic from both inside and outside the hospital as well as the humanitarian efforts undertaken by PDI employees, members of the supplier community, and those working on the frontlines at our nation’s healthcare systems.

We welcome Dr. Eugene Schneller, a professor of supply chain management at the University of Arizona State’s W. P. Carey School of Business, and the principal at Health Care Sector Advances. This podcast was recorded in mid-April 2020 during the Covid-19 shelter-in-place order. While we are seeing indications that restrictions will start to loosen, Dr. Schneller and I explore the immediate and long-term implications from this pandemic on the U.S. healthcare supply chain. We also discuss national stockpiles, possible supply and human resources shortages, and Dr. Schneller’s recent article “If we don’t act now, healthcare supply shortages will continue long after coronavirus,” published in Fast Company on April 14, 2020: https://www.fastcompany.com/90490010/if-we-dont-act-now-health-care-supply-shortages-will-continue-long-after-coronavirus For more information about joining the Association of National Accounts Executives, please click here: http://www.nationalaccountexecutives.com/memberships

John Bardis, former Assistant Secretary of Administration for Health and Human Services (HHS), and the founder and former CEO of MedAssets, joins the podcast during the height of the COVID 19 pandemic. John discusses the strength of collaboration between the public and private sectors in the fight against the virus, as well as his insights on the future of GPOs and National Account Executives.

In this episode, John Pritchard and ANAE President Scott Pecore share COVID-19 supplier survey feedback from the latest special edition of National Accounts Weekly titled “Planting Seeds.” They also discuss the future relationship between the supplier & provider communities, post-COVID-19, and what social-distance selling means for the National Account Executive during this unordinary time.

John is joined by founding ANAE member Scott Pecore, who was recently named as the new President of the Association of National Account Executives. In this episode, Scott shares insights from his 15 years as a National Accounts leader and GPO executive in our industry. As providers and suppliers continue to consolidate to leverage scale and operational efficiencies, this is arguably the most critical time in our history for corporate and national account executives to bring their best business acumen, data-driven market intelligence and compelling value propositions to our nation’s leading health systems. Don’t miss this opportunity to meet your new ANAE President and hear what’s in store for the future of the association and the continued growth & development of the national account executive in healthcare.

On this episode John Pritchard talks with Dee Donatelli.    Dee is the foremost expert on value analysis committees and processes in our nation’s IDNs. Dee joins us today on National Accounts Today to help suppliers learn how to make value analysis an advantage. Any National Accounts Executive that presents to Value Analysis Committees will benefit from the conversation with Dee Donatelli.

Therese Grossi joins the podcast and shares how the role of national accounts has evolved over the last 30 years. She also shares the challenges women face in healthcare national accounts. Anyone in national accounts will appreciate her insights into GPOs, and the future challenges for everyone in the healthcare supply chain.

Amazon – and how medical suppliers can thrive on its platform – is explored in this episode with John Ghiorso, Founder & CEO of Orca Pacific, a full-service Amazon agency (www.OrcaPac.com). John explains how our personal and professional purchasing patterns are colliding, and if this will drive how Amazon moves into healthcare. John will discuss how he has helped brands launch, succeed and thrive on Amazon for over a decade, and what medical suppliers can learn from his experience.

With 22 years on the Supplier side of the desk before 10 years with a GPO, Pete Allen shares his views on the future of healthcare contracting, national accounts, and what’s next for him. Anyone in national accounts will enjoy Pete’s perspective of being on both sides of the GPO negotiating table. Pete offers candid insights into each stakeholder’s role and motive.