Home' The Source : Third Quarter 2010 Contents ⟀ Management Matters
⟀ Purchasing Power
⟀ Tech Trends
⟀ Member Perspective
My favorite part, hands down, is the Vendor Fair.
Whether it's your first time or your fifth trip to the
conference, you can't miss it. It's a high-energy envi-
ronment, but it's also incredibly useful---especially to
a materials manager who might not get face-to-face
attention from a vendor on a regular basis.
The Vendor Fair gives you a chance to meet with
national account managers
who normally don't call on
you. But you have to take
advantage of that oppor-
tunity. Walk up to a booth,
introduce yourself and then
ask the question that's on
everybody's mind: "How
can you save me money?"
The Vendor Fair can be
overwhelming, but not if you
go in with a plan. Like every
materials manager, I know
where my pressure points are,
so I tend to prioritize my time
at the Vendor Fair based on
those. Before I arrive, I have a
list of people I know I have to
go see. That helps keep me fo-
cused, which can be hard when so much
activity is going on around you.
Another valuable opportunity at HTU is the time
between the Vendor Fair and member presentations.
Take advantage of the breaks, social events and even
the breakfast hour to talk to your fellow materials
managers. You'd be surprised how much you can
learn from someone over eggs and bacon.
Strike up a conversation about saving money and
watch what happens. It's everyone's favorite topic, so
you'll be sure to get some great insight into how others
are realizing additional savings, beyond HealthTrust's
good pricing---and you'll likely get some really great
ideas that you just hadn't thought of yet.
The conference also o ers members a chance to
talk to HealthTrust's contract managers. It's a great
time to pick their brains about what's going on with a
particular contract, or talk to them about a contracting
strategy. When you're not talking shop, it's also an op-
portunity to finally just meet some folks face-to-face.
It's always nice to put a face with a name.
Another "can't-miss" are the member presenta-
tions. Over the past few years, HealthTrust really
has tried to leverage the membership in sharing their
expertise and success stories as part of its education
programs. Sharing stories about what members have
been able to do to impact the bottom line is what the
member presentations are all about.
Take, for example, the one I'm presenting with Bob
Koch, Ardent Health's director of materials manage-
ment for our Tulsa, Okla., market. We'll be talking
about preference items and physician engagement,
which is something that we feel like we've really
mastered. Through an engagement and education
process, our physicians are more aligned with us
than they have ever been, and that has helped us
reduce the cost of our physician preference items. I
don't want to spoil anything about our presentation,
but let's just say Bob and I will be sharing simple
tools that have yielded six-digit savings.
I guess the fact that I'm now a presenter means
I fall into a special category of HTU Conference
& Vendor Fair participants. I'm not saying I know
everything there is to know about materials
management and saving money, but I've learned a
lot. If you feel like you have a lesson to share, then
I encourage you to consider presenting at a future
HTU conference. Help out the membership and
those members who haven't squeezed everything
out of that turnip truck.
If you're a conference veteran, take this oppor-
tunity to learn about what's new---what's new at
HealthTrust and what products and services are
new to the portfolio that you might be able to take
advantage of. Also, talk with your individual ac-
count manager and o er feedback to help the team
continually make the conference better. After all,
it's your event.
I encourage you to fully participate in the HTU
Conference & Vendor Fair. Take notes, ask questions,
introduce yourself and strike up a conversation. If
you can't be there, take advantage of the conference
materials posted online at HTU (through SCRUBS).
Then, start implementing the great new ideas and
savings solutions immediately---your bottom line
will thank you. •
been able to do
to impact the
bottom line is
what the member
20 Third Quarter 2010 | The Source
Links Archive Fourth Quarter 2010 Navigation Previous Page Next Page