For Repertoire’s May issue cover story, MDSI (publisher of Repertoire) surveyed IDN supply chain executives on whether their hospital or IDN was actively acquiring or hiring physicians or physician practices. The results were compiled into a comprehensive 2011 Physician Alignment Survey, and we can share some of the findings here. Not surprisingly, 85 percent of hospital and IDN supply chain executives surveyed said their hospital or IDN is actively acquiring or hiring physicians or physician practices.

Of particular importance to distributor reps is the following revelation:

When asked about supply chain issues, 78 percent of the materials executives surveyed said they plan to maintain one prime distributor relationship to service both hospitals and non-hospital facilities, while 22 percent said they plan to work with two prime distributors — one to service acute-care facilities, one to service non-acute-care facilities. Ninety percent answered “yes” to the following question: “Do you believe pricing should be the same from your distributor(s) whether the products are going to acute- and alternate-site settings?”

 “We think the 85 percent number cited in the survey is not surprising,” says Doug Shaver, senior vice president of strategy and business development, McKesson Medical Surgical. “I would say it’s probably valid. We think less than 30 percent of physician practices are really owned by a hospital, but that number is growing each year. Time will tell how prevalent this trend becomes, but we do not anticipate the vast majority of practices will be owned.”

To read “Under One Roof,” click here

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