Chris Provines
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Another Sign of Medical Device Commoditization?

Another Sign of Medical Device Commoditization?

by Chris Provines | Feb 24, 2015 | Buying Behavior, Med Tech

Rumors circulated this week that Cardinal Healthcare is in talks to buy Cordis, a manufacturer of medical devices. If this is true, it’s yet another sign that the cost-out and value-in medical supply ecosystem continues to evolve. I’ve written in the past about this...

The Best Growth Business in Healthcare – GPOs?

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...

MedTech: The Growing Threat of Price and Value Transparency

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...

Changing Hospital Buying Behavior: Shift or Cycle?

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...

The GPO Evolution and Suppliers – What’s Next?

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...

New Disruptors: Entities and Business Models Disrupting Medical Supply Purchasing

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...
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Recent Writings

  • Top 10 Pricing Mistakes of MedTech Innovators May 9, 2018
  • Why Does Procurement Talk About “Collaboration” but Negotiate Hard On Price?  March 13, 2018
  • Price Transparency is Knocking on Your Door – Are You Ready? August 24, 2017
  • 7 Signs Your Sales Team Doesn’t Get Procurement February 26, 2017
  • 5 Reasons Why Performance-Based Contracting Will Grow for MedTech February 11, 2017

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