Preferred Marketing Programs

(949) 583-9972 | (949) 331-4626

Preferred Marketing Programs

Tops


“Theory of Partnership Selling”

Join the top Supply Chain Leaders in the U.S as they guide you through the steps to success.

Meet several of our Hall of Fame Supply Chain Executives who will share their insights on true partnering to build sales and build growth for the future.

Brent Petty

Brent Petty

Brent Johnson

Brent Johnson

Tim Marlette

Tim Marlette

 

Meet the Challenge from the Supply Chain Hall of Fame

Learn the art of matching supplier and provider values. Plan your sales meeting with our team.

7 Things you should take away from your National Sales Meeting

National Sales Meeting  -  (Knock it Out of the Park)

  • Understand hospital strategic Goals/Needs – Beyond Price
    Understand the strategic imperatives of the organization and the alignment of
    the product or service they offer.
Medical Symbol

  • Know the customer policy, guidelines & structure, i.e. appointments, protocol, Vendor credentialing requirements, etc. Why do hospitals rely on them?
    1. Governance
    2. Safety
    3. Communication
    4. Consistency
     
  • Value Analysis – Supply Chain Science of the future. The functional design of Value Analysis is to facilitate interaction between the decision – maker and critical information.
    1. Understand the strategic imperatives of the organization and lead the alignment of the product or service they offer.
    2. Ability to define the value of a device, product or drug in the terms of the total cost of ownership.
    3. Defining value from a patient’s and staff’s perspective. Price vs Value.
     
  • Reimbursement Challenges – Volume to Value!
    1. Bundled Payments
    2. Value-based Purchasing
    3. Reduced Readmissions
    4. Prevent Medical Errors
    5. Accountable Care Organizations
     
  • Cost, Quality & Outcomes CQO – the next primary element Supply Chain decisions are based. Be able to speak from a CQO approach. Understand how to present the true impact of your product.
    The CQO Movement looks at the intersection of and the relationship between:
    1. Cost: all costs associated with delivering patient care and supporting the care environment.
    2. Quality: patient-centered care aimed at achieving the best possible clinical outcomes.
    3. Outcomes: financial reimbursement driven by outstanding clinician care at the appropriate cost.
    It is important that these relationships be considered together rather than in separate silos.
     
  • Hospital’s Budget, know what you don’t know? The key factors of hospital budgets.
    Two Basic parts:
    1. Capital – Know the Language and the Process.
    2. Operational – Know the two largest items and your influence on them.
    Basic understanding of how a healthcare system reviews, approves, implements, and measures their budgets leads to understanding and lowering Total Cost of Ownership (TCO).
     
  • Know GPO Processes and how and why hospitals depend on them.

REGISTRATION, PRICING, AND INFO ON FREE INTRODUCTION WEBINAR TO YOUR EXECUTIVE TEAM

Call Gary Gustafson at 949-583-9972 or email ggus@preferredmarketingprograms.net.