Supply chain executives who attended the recent Distributor Insights conference, sponsored by MDSI, publisher of Repertoire, agreed on a couple of things:

  • First, unlike the mating ritual between hospitals and doctors of 15 or 20 years ago, this time, it’ll stick.
  • Second, hospitals and doctors – whether they are in IDNs, accountable care organizations or something else – will become more tightly integrated than they are today.

 

Together, these two things spell changes – and challenges – for distributors, manufacturers and customers.

 

To read April Repertoire’s full coverage of the DI Meeting, visit www.repertoiremag.com.

 

What has the impact been for you?

We’ll post these questions on our MDSI LinkedIn page

 

Hospital reps:

As hospital systems acquire physician practices, have you been asked to call on physician offices?

Have you been asked to coordinate your efforts with the physician rep of your – or another – company?

Have you been asked to help standardize key product areas across acute and non-acute-care sites? If so, what product areas?

Physician reps:

As hospital systems acquire physician practices, have you found yourself working with the hospital materials management or purchasing department?

Have you been asked to coordinate your efforts with the hospital rep from your — or another — company?

Have you been asked to help convert your physician accounts to products used in the hospitals?

Do you feel your business in your physician accounts is jeopardized, as the hospital materials manager attempts to convert more business to the acute-care supplier?

 

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