ABOUT THE CONFERENCE

As the healthcare industry continues to embrace value-driven care models, medical device leaders managing strategic accounts are developing creative and innovative methods for conveying product value and highlighting the cost-effectiveness of products to increasingly price-sensitive clients. At the same time, consolidation in the customer base and the rising relevance of the IDN model is driving forward the level of competition that the industry faces, augmenting the difficulties in expanding the value of existing accounts as well as securing new clients. Over the better part of the past decade, Q1 Productions has supported the medical device industry through the Annual Medical Device Contracting & Strategic Accounts Conference, providing training and development for executives in a highly dynamic and evolving setting.

The 2018 program, scheduled for September 11-12 in Charlotte, North Carolina will provide an expanded platform for discussion and debate, providing executives with an opportunity to dive into risk-share agreements, price transparency concerns, and a unique opportunity to engage with customers through panel discussions featuring leading perspectives from value analysis committees, group purchasing organizations and integrated delivery networks. Through bringing customer perspectives, strategic accounts executives will have an opportunity to gain insights into the challenges faced by clients, and areas where additional value can be provided, increasing commercial opportunities. Industry-led case studies will also highlight success stories where industry teams have expanded accounts, won over highly competitive accounts and used innovative contracting to secure mutual wins for clients and manufacturers.

CORE TOPICS TO BE ADDRESSED:

• Tactics for Increasing Market Share & Penetration through Strategic Account Activities
• Creating Value in Partnerships with Hospitals through Risk Sharing Agreements
• Competing on Innovation and Value Rather than Pricing & Discounting
• Winning New Accounts Where Established Partnerships Already Exist
• Tactical, Practical Strategies for Building and Growing Accounts
• Innovative Account Teams Creating Partnerships & Cost of Care Initiatives
• Creating Meaningful, Value-Driven Partnerships with Customers to Move Beyond Price
• Forecasting the Future of the Device Industry and the Role of Strategic Accounts
• Amazon’s Influence Changing Landscape of Medical Device Sales & Distribution
• Transitioning Customer Relationships from Transactional to Strategic
• Changing Role of the Surgeon: From Decision Maker to Influencer
• Involving the Consumer in Healthcare: Pricing & Outcome Transparency
• Market Consolidation of IDNs and Direct Effects on Medical Device Companies
• Aligning the Sales & Accounts Approach in-line with a New Buyer
• Methods for Remaining Competitive in Light of Transparency & Industry Consolidation
• Stakeholder Perspectives including IDNs, GPOs, VACs and Payers
• GPO Panel: Elevating the Relationship to Strategic Partnership
• IDN Panel: Areas of Concern Impacting Decision Making
• VAC Panel: Balancing Value Against Cost and Increased Transparency Consolidation
• Payers & Reimbursement: Engaging the Payer & Communicating Value
• Breakout Discussions based on Company Size or Product Type

ABOUT THE CONFERENCE

The 2018 program, scheduled for September 11-12 in Charlotte, North Carolina will provide an expanded platform for discussion and debate, providing executives with an opportunity to dive into risk-share agreements, price transparency concerns, and a unique opportunity to engage with customers through panel discussions featuring leading perspectives from value analysis committees, group purchasing organizations and integrated delivery networks. Through bringing customer perspectives, strategic accounts executives will have an opportunity to gain insights into the challenges faced by clients, and areas where additional value can be provided, increasing commercial opportunities. Industry-led case studies will also highlight success stories where industry teams have expanded accounts, won over highly competitive accounts and used innovative contracting to secure mutual wins for clients and manufacturers.