by Chris Provines | Aug 24, 2017 | Buying Behavior, Negotiation, Pricing
Hospital supply price and cost transparency has been an issue for a long time. A 2012 study by the U.S. Government Accountability Office (GAO) reported that medical devices suffer from opaque pricing, which leads to lower hospital bargaining power and higher costs. In...
by Chris Provines | Feb 26, 2017 | Buying Behavior, Negotiation, Value Communication, Value Selling
Across industries, businesses are investing in getting smarter at purchasing and managing suppliers. It’s no surprise why. Multiple studies show a direct link between procurement maturity and improved business results. Procurement maturity impacts an...
by Chris Provines | Mar 1, 2016 | Buying Behavior, Strategic Pricing, Trends
A recent Market and Markets report projected that the global healthcare supply chain management solutions market is expected to grow at an annual rate of 8.3% from 2014 to 2019. These solutions include Inventory Management, Strategic Sourcing, Warehouse Management,...
by Chris Provines | Dec 29, 2015 | Buying Behavior, Med Tech, Pricing, Trends
As healthcare providers around the world continue to come under pressure to contain costs and improve outcomes, professionalizing procurement practices is increasingly seen as an area of opportunity. It makes sense given that supplier related costs can represent...
by Chris Provines | Oct 26, 2015 | Buying Behavior, Med Tech, Sales Models, Trends, Value Selling
“It use to be the wild west in the beginning,” a friend and recently retired MedTech sales leader said when he described the early days of selling medical technologies. He discussed his experience selling a technology for a new procedure. This was about twenty years...
by Chris Provines | Jun 8, 2015 | Buying Behavior, GPOs, Med Tech, Trends
Self-contracting, where a hospital contracts directly with the supplier rather than through a group purchasing organization (GPO), is accounting for an increasing proportion of hospital supply spend in the U.S. As hospitals consolidate, gain greater scale, and become...
