by Chris Provines | Sep 30, 2014 | Commercial Execution, Med Tech, Trends
What healthcare business has nearly a billion dollars in revenue, sales growing at double-digit rates, and an EBITDA margin of 40%? If I didn’t tell you, you might have guessed that it is a young Biotech company with an important new drug. On the other hand, some...
by Chris Provines | Jan 31, 2014 | Med Tech, Strategic Pricing
U.S. Hospitals are under tremendous pressure to reduce costs, enhance quality, and improve outcomes. If you think this is an exaggeration, look at the American College of Healthcare Executives’ most recent annual survey on issues facing hospitals. Three of the...
by Chris Provines | Oct 11, 2013 | Buying Behavior, Med Tech
Over the past couple of years, I’ve written extensively about the changing hospital buying behavior, and the implications for healthcare suppliers. There are many forces driving a fundamental shift in buying behavior. While most people who have responded to the...
by Chris Provines | Aug 27, 2013 | GPOs, Med Tech, Strategic Pricing
Last month I wrote a story about the death of the Group Purchasing Organization (GPO) business model. The basic premise is that the traditional GPO purchasing “aggregator” business model will be on the decline in the future. There are many drivers that will cause this...
by Chris Provines | May 30, 2013 | Med Tech, Strategic Pricing
Clay Christensen defined disruption as an innovation that makes things simpler and more affordable (1). Typically, disruption is thought of as a technology or product. An example such as cardiology stents disrupting open-heart surgery comes to mind. However, business...
by Chris Provines | Apr 28, 2013 | Med Tech, Strategic Pricing
Acute care hospital supply chains purchase over $55 Billion annually in medical-surgical supplies (1). This includes items such as implants, disposables, and other general medical and surgical supplies. It excludes capital items, services, food, and pharmaceuticals....
